E2: CRO Kevin "KD" Dorsey on creating, developing, and deploying playbooks
The Revenue Leadership Podcast with Kyle Norton
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The Power of Sales Playbooks
This chapter explores the critical role of playbooks in sales for small and medium-sized businesses, focusing on their function as documented best practices. The speakers introduce the framework of the 'five P's'—people, prospect, problem, process, and product—detailing how each element contributes to effective sales strategies. Emphasizing the importance of proper implementation, the discussion also highlights the need to evaluate sales leadership through the performance of the middle tier of representatives to ensure consistent success.
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