Analyzing Data and Identifying Gaps in the Playbook

The first step in re-imagining a sales playbook is to analyze data and identify gaps. This involves examining conversion rates at each stage of the funnel and understanding where breaks or aberrations in the conversion rates occur. Additionally, it is important to assess whether the company has product-market fit and if the messaging is aligned with the target audience's needs. The focus should be on identifying objectives rather than pain points and creating a business case based on those objectives. This helps build trust and credibility with prospects.