"The Comprehensive Encyclopedia of Sales Plays" aims to systematize and structure the Wild West of prospecting to enable your team to not only run the most highly effective plays that will lead them to success, but enable you to measure which play is doing you the most favors.

KEY INSIGHTS

• A comprehensive list of all of the sales plays you can run to generate pipeline, based on a “trigger”.
• Plays for “Inbound” (Hand-Raising Marketing Leads): Plays based on the “trigger” of a prospect taking a marketing action, where they’re asking to see & evaluate your product offering.
• Plays for “Postbound” (Non Hand-Raising Marketing Leads): Plays based on the “trigger” of a prospect taking a marketing action, but they’re NOT asking to see & evaluate your product offering.
• Plays for “Bridgebound”: Plays based on the “trigger” of a prospect or prospect’s company taking an action, but that action is NOT in relation to your marketing team.
• Plays for “Outbound”: Plays based on the “trigger” of a prospect has been selected by your prospecting team to pursue.
• A guide on where to incorporate 1:many premises (relevance) and 1:1 premises (personalization).