Episode 67 - Bo Borland brings playbooks to presales and ships outcomes instead.
Two PreSales in a Pod
00:00
How to Create a Simplified Playbook
The playbook needs to have a business objective so if your business objective for example is to hit revenue growth targets by winning more larger deals in the most efficient way possible that's your business objective. And then your playbook is like okay well we're going to codify how to do that. And I call these principles principles pacer, PAC ER pacer. The first is personalizable. So if you're a large company and you've got a just globally distributed team, whatever you create needs to be personalizable they need to be able to take that, that standard and take it into Europe or J PAC or different products. That's the first principle to follow. The second is aligned so you
Play episode from 20:23
Transcript
