The Sales Playbook

1. The Sales Playbook

2. Let’s put this in football terms:
What’s the best football play to run?

3. What if this is the
situation…
• 3rd down 10 yards to go
• Your team is down by 21 points
• It’s the beginning of the 4th quarter

4. Or what if this is the
situation…
• 1st and 10
• Your team is ahead by 35 points
• There are 2 minutes left in the game

5. The situation determines
what the best play is to
run. The best teams know
the situation and run the
right play.
The best teams win!

6. What’s the best
sales play to run?

7. What if this is the
situation…
• New prospect that has never
done any marketing or
advertising
• Category is a great fit for your
product
• You’re trying to get a first
appointment

8. Or what if this is the
situation…
• A long term client
• You presented them with an idea a
couple of weeks ago but haven’t
heard anything from them
• You want to get back on the phone
with them as soon as possible

9. There are many different
situations any given
prospect could be in. You
need to know what plays
to make for the
appropriate situation.

10. Does your sales team know what play to
run and when to run it?

11. A sales playbook and sales enablement
resources are essential for sales success.

12. If you want to learn more about the Sales
Playbook, email Dean Moothart at
deanmoothart@csscenter.com, or download
a sample play from the
playbook: http://bit.ly/2mOIL4r