Are you struggling to keep your sales playbook PDF up to date? Want your sales teams to actually use the information you provide?
What is a digital sales playbook?
A sales playbook is your company's go-to guide for best practices, policies, and procedures focused on preparing sales reps to be successful in all stages of the selling process.
A digital sales playbook brings those strategies into an interactive online platform, so your team has easier access to all the content they need to be prepared.
An effective digital sales playbook is...
Always current
Interactive and dynamic
Highly visual and intuitive
Easy for sales reps to navigate
Flexible / customizable for different selling channels
Determining customer pain points, markets, and trends
Assessing your competition
Developing best practices for approaching prospects
Aggregating all that information into a playbook that is supposed to guide your sales team to repeatable success
But if the resulting playbook has so much information that it's too long, your sales reps will struggle to read it — let alone use it in their sales process or keep it current.
There’s a better way
Keep it simple
Instead of a thick PDF playbook with a multi-page index, offer your reps an intuitive and user-friendly playbook that they can access from anywhere with an internet connection.
Presentek’s digital playbook tool can help you provide simple sales enablement that moves deals forward. Everything your sales team needs is organized into highly visual content cards with links to your sales content material — which can be stored anywhere — for a more convenient sales process.
Bring sales and marketing teams together with consistent information
PDFs, PowerPoint, and Excel or Word-based playbooks can be hard for sales reps to navigate and difficult to keep current. When it’s time to add new information or update existing content, a digital sales and marketing playbook is much more flexible.
When you create an online sales playbook with Presentek, you don’t have to worry about outdated versions of materials being used by mistake. Updates made to this living document are available to everyone subscribed to that content feed — so your entire team will always have the latest and greatest information on all your product offerings. Plus, your teams get notified about new and updated marketing messaging, sales plays, and supporting content.
I was looking for a way to organize 20+ years of SharePoint content into a playbook that would be beneficial to the sales force. I'd seen playbooks before - usually 90+ pages in a PDF that people skimmed through once and forgot. I knew [Flipdeck] was exactly what I was looking for - a straightforward, attractive way to channel content into an intuitive interface for the sales team. It's proven to be exactly that and more. I've received many compliments on the playbook so far - we're also using it's Story feature to roll out onboarding for new hires.
I emphatically endorse Presentek's Flipdeck solution and it all starts with its inventor Lee Mayfield.
Question 1: What information do you need to include?
Playbooks can attempt to cover everything in the sales portfolio for every type of customer or be extremely focused. Aiming a playbook at a specific industry, type of customer, product, or problem can be a manageable place to start if you’re building from scratch. Another consideration is whether your playbook will focus inward on training, knowledge transfer, and coaching or focus outward on customer engagement.
Question 2: Who are the people who will use it?
Who is the playbook for? Is it for new reps only or for all reps? Is it for sales leaders and front-line sellers alike? Is it for third-party partners or just your own people? Maybe it’s for an elite team or people who have passed a certain level of certification? Thinking through the number of users and who they are will shed light on the cost to deliver and support your playbook.
Question 3: Who will create and maintain the playbook?
Here are the viable approaches:
Use a Service Provider – A company, like Presentek, can create some or all of your playbook for you and provide related services.
Do-It-Yourself (DIY) – You can choose to put together a playbook yourself and handle the planning, data collection, playbook creation, roll-out, and analysis.
Presentek can support whichever approach is right for you — we offer a turn-key service where our producers handle everything, from start to finish, and coach you through the above questions and process. You’ll get a finished, professional, digital playbook that you can roll out to your team. If you prefer a DIY approach, our SaaS platform, Flipdeck, is perfect for creating and delivering digital playbooks. We even offer a hybrid option to help you plan your playbook and get it set up, and then you can take it from there.
Do you know how information is performing within your teams? What about how marketing content is performing once it’s sent to customers during the buying process?
Presentek’s digital sales playbook online tool provides an insightful analytics dashboard, so you can answer these helpful questions:
Who is using our playbook?
Which content is actually being used by our sales teams?
In what content areas can we improve sales enablement?
How can we better empower sales enablement and facilitate the customer journey?
For a DIY playbook solution, check out Flipdeck®.
Flipdeck gives you the tools to create your own digital sales playbook from existing resources.
