Using Playbooks to Progress Your Opportunities
Now, let's delve deeper into the utilization of Playbooks and explore how they can empower sales representatives to advance their opportunities.
Playbook for Opportunities
To better understand this, let's explore the example of a Playbook created for Opportunities:
An example of Playbook for Opportunities can be structured as follows:
Identify Opportunity: This involves researching online, attending industry events, or networking with contacts.
Qualify Opportunity: Once you have identified potential customers, it's crucial to qualify them to ensure they align with your product or service. This can be accomplished by exploring their needs, understanding their budget, and discussing their timeline through targeted questions.
Develop Value Proposition
- Understand the customer's needs: What are they trying to achieve? What are their pain points?
- Then you need to demonstrate how your product or service can solve their problems by providing case studies, white papers, or demos.
- In order to convince the customer to buy, you need to quantify the benefits of your product or service by calculating the ROI, savings, or other measurable benefits.
Quotation
- Once you have clearly defined your value proposition, the next step is to craft a comprehensive quotation. This should include the price of your product or service, as well as any terms and conditions.
- After drafting a quotation, you might need to engage in negotiations with the customer to reach a mutual agreement. This process may involve discussing and adjusting the price, terms, or other key aspects of the quotation.
Decision
Following negotiations on the quotation, the next step is to secure the customer's decision. This might entail following up, offering further information, or addressing any outstanding questions they may have.
Close
Closing the sale involves sending an order confirmation, invoicing the customer, and possibly setting up a payment plan.
Rules for Playbook Assignment
The opportunities in this Playbook are assigned based on the expected revenue being greater than 100.000 USD. As a result, any newly created Opportunity associated with an expected revenue greater than 100.000 USD will automatically receive suggestions from the Playbook.