The Sales Playbook

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

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

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

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!

What’s the best sales play to

run?

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

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

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

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

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

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