The Importance of Having Different Playbooks for Different Sales Motions

Having separate playbooks for different sales motions, such as product led growth (PLG) and enterprise, is crucial for maintaining consistency and success in sales. Using a one-size-fits-all playbook may not drive a repeatable process for enterprise sales. An NFL team uses different playbooks depending on the teams they are playing against, and the same concept can be applied in sales. By building dedicated playbooks tailored to different sales motions, teams can have clearer guidance on customer targeting, value creation, and problem-solving, leading to more effective and efficient sales processes.