Sales Playbook

“It should. It should still hold true, no different than, like, I think about a sports team. Sports team has a playbook, and the players have to know the playbook, so they have to have the knowledge, and then they have to have the skill set to execute the play,…”

“I think a mediocre founder can do probably the best job early on because you understand the picture, you have the passion, you understand, you know, you're, you still don't have a playbook, so if you're an average, like, communication skills founder, do it you…”

“Like without the right skills development, your playbook isn't worth shit.”

“My view is that playbooks are really, it's like a fancy word for what is your strategy? What is your outbound messaging? Like, what is your plan? Like a play, so I guess, you know, it can be semantics a little bit, but what I view is sales is very simple. You …”

“I think too often they come in with design playbooks or this worked at this company and blah, blah, blah. And I'm going to copy and paste it here instead of coming in with design principles about these are the things that I know and the frameworks that I can a…”

“In my mind, a founder should always be the main seller. Definitely the main storyteller, right? And that's how you create the content that you need to build your sales playbook is what is the vision? Like, what are we solving here and what are we building and …”

“I always start playbooks with like outcome, outcome first and work backwards, right? Because I think you can get play super playbook happy. Super playbook heavy. Everybody's got a playbook. Playbooks end up conflicting with each other.”

“Sales playbooks need to be very, very rooted in what is the customer thinking? Not what is the customer thinking on behalf of a company, but what are they thinking? What is their personal what is their personal opportunity and fear and upside? And I've always …”

“I don't think about industries because sometimes three industries have the same use case. So that's why I think grouping them by use case makes more sense than just grouping them by a specific industry.”

“There's 80% of commonality. It's that 20% that actually is the difference between winning and losing, and that 20% of the playbook that you really have to build only once you get there, and you understand the business deeply, and you understand the process, th…”

“A playbook should be a, think of it as a more of a GPS. So it doesn't have to be a script, like each step down to the minute detail. I'll think of it as a guide. So depending on where you are in a sales process where there it's very early and you're doing disc…”

“I think the founders are the right folks to create it for a few reasons.”

“I think that the word playbook is like a little prescriptive for super early stage startup. I think If what we're thinking about is first couple of hires and what they actually need, their job is to go out into the market and collect information about your add…”

“That's not their job, I believe, to create the sales playbook, but it is their job to generate the inputs That go into that playbook.”

“I feel like I think about sales playbook on three different levels. The customer level, team level, and market level. So customer level for me is all about the problem and the solution. So the question is like, what problem are you solving? Who are you solving…”

“No, the founder shouldn't and it's better that, that they're not. So of course the founder is the most, most often the first seller and most often you know, and they need to link the sales playbook to the vision of the product and the company they want to buil…”

“I mean, I don't think it's important. I'm a big fan of being a doer, like, action. I'm not a big fan of, like, lots of meetings and plannings and PowerPoints and playbooks, because by the time you put all that together, like, your business has changed, right? …”

“Somebody that gets excited about doing this exact thing, it's typically not the one that's been running in somebody's playbook. It's the one that really understands how to go create that playbook from scratch.”