Create your Plays within Playbook

Oh yeah! The function that we always wanted our Playbook to deliver from way long back (among others). For years. We had always wanted to provide a mechanism to all our Sales brothers and sisters wherein a play for any given situation could be found within the CRM itself.

With the help of Scripts, Collaterals, Email Templates and Checklists we now bring you “Plays”.

Let’s first consider what a Playbook is.

A sales playbook is a document outlining your sales process; buyer personas; call scripts and agendas; sample emails; discovery, qualification, demo, and negotiation questions; proposal guidelines; and/or competitive intelligence guidelines.

In other words, your sales playbook arms your reps with all the content and strategies they need to close a deal.

From this Hubspot article (I chose this article as it explains a lot in a single post, and I don’t have to recreate the wheel)

Well, there you have it. The culmination (of our current version, more to come later) of the previous work we have done helps in the creation of “Plays”. With Plays you can write the extensive “actions” a user can take in a particular well-defined situation. For e.g., what play can a sales person use in a solely pricing negotiation call. It can involve probing, deflecting, explaining, convincing, and so on and can even include the approach to be used with different types of personalities.

We’ve made the Play feature as simple as possible. It makes it flexible enough for you to configure different types of plays.

Steps to configure a Play

Go to Playbook Settings -> Plays -> Create New. You will see the following screen:

Create Play – screen 1/2
Create Play – screen 2/2

Give a name, a brief description and select an appropriate category. Available categories are:

Then, you’ll be configuring your Play with the help of “Blocks“. Each block contains

  • What a user should do first
    • Title – a brief title for this block. For e.g. “Negotiate”
    • Action – select a Script/Template/Doc that can be used in this step. For e.g. “Script”
    • Item – the specific script/template/doc to use. For e.g. “Pricing Negotiation Script”
  • On Success – what user should do
    • Title – a brief title for this block. For e.g. “Email Contracts”
    • Action – select a Script/Template/Doc that can be used in this step. For e.g., “Email Template”
    • Item – the specific script/template/doc to use. E.g. – “Contracts email template”
  • On Failure – what user should do
    • Title – a brief title for this block. For e.g. “Probe more”
    • Action – select a Script/Template/Doc that can be used in this step
    • Item – the specific script/template/doc to use
  • On Inconclusive output – what user should do (let’s face it – how much ever hard we try sometimes all we get is a 50/50 output at best)
    • Title – a brief title for this block. For e.g. “Find out more options”
    • Action – select a Script/Template/Doc that can be used in this step
    • Item – the specific script/template/doc to use
For each line item in a block you can select a specific Script or Template or Doc to use

As you can probably see, a single block for your Play will cover

  • The action
  • What to do when successful
  • What to do when you face problems
  • What to do when you are not sure

Create as many blocks as required to complete your Play. And – just like Scripts, Templates and Collaterals the plays are available to your organization as long as they are on Playbook.

Final output sample of a Play:

Sample Play – screen 1/2
Sample Play – screen 2/2

What is shown here is but a small part of the play. Signup on Playbook to see how you can setup your Plays within Playbook.

All the best!!!

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