How a sales playbook can provide guidance to your organization

02/14/2014 | Sales Benchmark Index

A sales playbook involves "the marrying of your sales process and content/tools" and is critical for making sure your organization is moving in the right direction, writes Eric Estrella. Much like football teams modify their playbooks based on opponents' tendencies, you should be willing to adapt your sales playbook as necessary. "You tailor your playbook to the buyer/market you are selling to," Estrella writes.

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