https://handbook.gradientmetrics.com/sales/sales-playbook/ Recent content in Sales Playbook on Handbook Hugo -- gohugo.io https://handbook.gradientmetrics.com/sales/sales-playbook/intro/ Mon, 01 Jan 0001 00:00:00 +0000 https://handbook.gradientmetrics.com/sales/sales-playbook/intro/ The teamwide training on How to Tell the Gradient Story, conducted by Kyle on 29 August, is below. The deck can be found on the Drive here! https://handbook.gradientmetrics.com/sales/sales-playbook/discovery/ Mon, 01 Jan 0001 00:00:00 +0000 https://handbook.gradientmetrics.com/sales/sales-playbook/discovery/ During the discovery call: Opening: whether you’re talking to the same audience from a previous conversation or there are new stakeholders involved in the conversation, make sure to set the stage on the state of state before kicking off the call. The goal is to set the context for discussion and remind/reorient the audience on how we got to where we are today, what we’ve learned through our conversations to date, recap on initiative + pain points the organization is looking to solve, etc. https://handbook.gradientmetrics.com/sales/sales-playbook/channel-partners/ Mon, 01 Jan 0001 00:00:00 +0000 https://handbook.gradientmetrics.com/sales/sales-playbook/channel-partners/ Orienting on Agency Customer Base: Orienting on Agency Vendor Selection Process: Orienting on Agency Customer Base: Can you give me a better sense of the types of clients you do research for and what that research generally entails? What is the cadence of the research and how much do you support internally vs. work with external partners? Who on the team is generally responsible for providing the research? https://handbook.gradientmetrics.com/sales/sales-playbook/demo/ Mon, 01 Jan 0001 00:00:00 +0000 https://handbook.gradientmetrics.com/sales/sales-playbook/demo/ The Basics | Pre Demo Prep The Demo Itself | Things To Focus On The Demo Itself | Things To Avoid The Basics | Pre Demo Prep Be prepared: Research the company, attendees, and notes from prior conversations to tailor the demo to the company/individual’s specific needs. This is too often overlooked - respect your prospect’s time and keep it to the point.