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Use Case #4: Creating An SDR Playbook

Updated: Jan 21, 2022

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.

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