Building Sales Plays
Learn how to build effective sales plays by syndicating the right knowledge, defining messaging, curating supporting assets, and clarifying action items for reps.
4 hours estimated time
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4 Lessons in This Course
Lesson 1: Syndicate Critical Knowledge
One of the core benefits of sales plays is providing reps with guidance on what they need to know to succeed in various selling scenarios. Sales enablement can consolidate the necessary knowledge in a play to increase consistent behaviors and improve rep performance. Learn how to source the right information reps need to know for key customer situations.
Lesson 2: Define Messaging
Another important area that sales plays cover in guiding reps through different selling scenarios is outlining key messaging to delight buyers. Enablement can help drive high quality rep performance with direction on how to communicate with prospects and customers effectively. Learn how practitioners can define clear messaging to help reps navigate their conversations with buyers smoothly and successfully.
Lesson 3: Curate Supporting Assets
When it comes to communicating information effectively in sales, supplementing spoken word with strategic compelling visuals can aid reps in winning more deals. Reps need to know exactly what they should show prospects and customers during their interactions to make the most use of their time and leave a strong impression in their minds. Learn how to curate the most compelling assets for reps to use in their interactions with buyers.
Lesson 4: Clarify Actions and Resources
Once reps are equipped with guidance on what knowledge, messaging, and supporting materials they need for their buyer conversations, the last step is to provide guidance on engaging customers throughout the sales process to land a deal. Learn how to clarify the appropriate next steps and provide additional support reps can leverage when using the plays.
