Use Case #4: Creating An SDR Playbook

Company Type: B2B sales Goal(s): Encourage SDRs to embrace and adopt “best practices” by developing a customer-focused playbook Solution: Turn primary customer research into a unified set of Ideal Customer Profiles that include practical recommendations that can help SDRs move through each stage of the sales cycle: contact, nurture, propose, negotiate and close Practical Benefits(s):

1. More efficient

2. More predictable

3. More scalable

Why It Works: Sales management is all about giving people the right tools, tips and techniques, and then standardizing the process by which they use them.