Ever wonder what's in a Sales Playbook? Bill Binch, SVP of Sales at Marketo, visits the show to tell us all about them as well as the challenges of sales/marketing alignment and making "big round words" specific and actionable. 00:00 Cold Open, 01:00 Bill's Nightmare Sales Job, 02:00 Vice President of Sales at Marketo, Bill Binch, 03:00 Definitions and Metrics: making "big round words" specific, 04:00 Suspects, prospects, and closed sales, 05:00 The importance of an exact definition of a closed sale, 06:30 What is a marketing qualified lead?, 07:30 Accountability of marketing in driving leads versus sales, 08:00 The Top Three Metrics for sales/marketing alignment, 09:00 "Accidents happen in the intersections.", 11:30 Sales reps should be selling, not prospecting, segmenting, or negotiating, 13:00 How to setup a brand new sales model, 14:30 If resources are limited where do you choose to specialize?, 16:30 Land and expand, hunters versus farmers, 17:30 The Dallas Cowboys don't run around the field without a plan, neither should you, 18:30 Why you should have a playbook as a sales rep, 19:30 Approaching small, medium, and enterprise businesses with different methodologies appropriate to the company, not the geography, 21:00 "Start collecting logos." Focus on transactions, not dollars as a new sales team, 23:00 A better question to ask other than "how do you like to buy stuff"?, 24:00 Bill runs through exactly how he listens to a customer, 25:30 Kevin asks what else is in Bill's playbook: is it just scripts?, 27:15 Setting traps and how to avoid them., 28:00 How do you deliver your playbook? Paper or digital?, 29:30 Bill's advice to sales reps, 31:00 Setting daily goals and enjoying each step, 34:00 Contact us at [email protected]
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