Win Room
Call and track the play
Marketing and Sales Execution
Run and coach the play
Sales Play Factory
Build and revise the play
Who
Cross-functional team including sales, enablement, marketing, and product.
What
The Sales Play Factory develops and maintains an inventory of off-the-shelf sales plays—“the playbook”—for specific opportunities. The performance of each play, tracked by the Win Room, informs development of new plays as well as revisions to existing plays.
How
Sales enablement, content management, and project management software to create and manage a library of plays, and Bain’s B2B Elements of Value℠ to define the value messaging.
Who
Led by Sales Operations, with support from sales analysts and executives.
What
The Win Room functions as a persistent, agile “command center,” using market opportunity data/maps to call the right plays against the biggest and highest-probability opportunities, and tracking the performance of plays—data that is passed back to the Sales Play Factory to inform ongoing optimization of the playbook.
How
CRM, analytics, and business intelligence apps to measure intent and track KPIs, and MoneyMapSMto identify and rank opportunities at the product, territory, and account level.
Who
Frontline sales reps and field marketers + sales managers.
What
Deploy the right sales reps and marketers to run the sales play that best fits the opportunity. As the play progresses, sales managers can coach their reps based on what they know has worked in the past for that specific play.
How
Sales readiness, marketing automation, and sales training software to run the play, and Coro℠ to seamlessly tackle every phase of account planning and go-to-market strategy.
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