Discover the secrets of a successful sales playbook, from foundational philosophies to accountability mechanisms that can elevate your team's performance. Explore the Blind Zebra Sales Operating System, a robust framework designed to deliver clarity and consistency. Learn about upcoming certification classes and a special event for sales leaders, focusing on mastering these strategies just in time for Q4. Don’t let the end of the year catch you off guard; get your sales playbook ready!
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volunteer_activism ADVICE
Begin Playbook with Philosophy
Start every sales playbook with clear foundational philosophies or guiding principles.
Writing these down in visible formats like posters helps embed them in the team culture.
volunteer_activism ADVICE
Incorporate Comprehensive Planning
Include planning tools covering business and call planning in your playbook.
Good planning spans beyond daily activities to weeks, months, and quarters.
volunteer_activism ADVICE
Detail Sales Processes Clearly
Define detailed internal and external sales processes in your playbook.
Document a one-page "Proven Process" with steps and visuals for clarity and consistency.
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In this episode, Bryan unpacks what makes a truly effective sales playbook - and why now is the time for sales leaders to get serious about it. He shares the key components every playbook must include: a foundational philosophy, planning elements, defined processes, contingency plans, and accountability mechanisms. Bryan spotlights the Blind Zebra Sales Operating System (BZSOS), a comprehensive set of procedures, tasks and scoreboards, with 10 guiding principles that help sales teams achieve clarity, consistency, and success.
He also invites sales leaders to two powerful opportunities: certification classes designed to help teams master BZSOS (ahead of Q4), and Huddle, a sales leader-only event on October 30 in Indianapolis where VPs of Sales and CROs from across the country will gather for a day of learning, motivation, and inspiration. Don’t let Q4 sneak up on you. Tune in and get your playbook in order!
Advanced Selling Podcast Listeners save $200 on Huddle tickets purchased in July 2025 with discount code SANTA: https://wl.seetickets.us/event/Huddle-Sales-Leadership-Summit-Connect-25/628954?afflky=HuddleSalesSummit
Curious about certification in the Blind Zebra Sales Operating System? Learn more here.
And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.
Ready to stop chasing prospects and start attracting them? Join our ASP Insider coaching community for monthly sessions on advanced sales strategies. Next call: Authority Platform Building - August 1st at 12pm ET. Learn more: advancedsellingpodcast.com/insider
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