Founder: Need a new 2026 Sales Playbook
Me: True or False? Business is down
Founder: True
Me: What does your top rep do when he gets a lead?
Founder: Depends…. I don’t know
Me: If your current playbook is not followed, why will the next one work?
Founder: Silence
After 20+ years in leading sales teams, I know
Playbooks exist but no one uses it when
→ Incoming leads are robust
→ Pipeline is looking strong
→ Reps are closing deals
→ Margins are fair
Playbooks become the focus point of discussion when
→ Target Achievement is less than 70%
→ MOFU and BOFU Pipelines are sad
→ Incoming leads are trickling in
→ Huge Discounts are given
→ Reps are demotivated
The Playbook
→ helps to build a sales cadence
→ Its not a crutch for bad/dry times
→ catalyst to build a revenue making machine
→ Its dynamic and continuously improving sys
→ It helps a salesperson close a profitable deal
Build it Now
→ Study your last 20 wins and loses
→ List what worked/did not work
→ How you want to position yourself
→ Sales Reps do not repeat mistakes
→ Competitor Battlecards updated weekly
→ All objections recorded and plays updated
Playbooks Build Process
Process builds High Output
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