The Ultimate Sales Playbook
Get the step-by-step process and playbook I used to create a $15M, $24M, $31M and $60M business all from ground zero.
This is the actual sales playbook and process I developed across 8 companies over 20 years. The strategy and tactics presented here have worked to tremendous success in every stage business – billion dollar public companies, mid-size private, and early stage start ups.
It’s your blueprint to building a high velocity sales machine.
What’s inside:
- The four core sales roles and the right organizational structure
- The 14 step sales process with detailed review of the actions in each step
- The ICP research process to get 5 facts in 5 minutes
- The sales technology stack for advanced lead generation
- The 15×12 multi-channel SDR sales cadence
- Inbound and outbound rules for call scripts, emails, and contacts
- The Marketing and Sales SLA
- The ANUM Scorecard and methodology
- Pitch deck rules and overcoming final stage objections
- The sales metrics waterfall master sheet and how to use it for sales evaluation
- Links to the best sales training resources and sales masters your team should follow
I was fortunate to have great mentors that drilled me with the importance of process early in my career. It left an indelible impression as I went on to manage and run companies.
Being a process fanatic has served me, my partners, and my employees well.
This book shares the process.