In creating tools for sales managers (including field sales managers and B2B salespeople), I focused on print and digital playbooks and live training tools.
Product-Launch Playbooks
Product playbooks get your team up to speed on your latest products and services, and they serve as a reference for sales managers to define the topics to discuss with sales reps on each visit or meeting. I have experience with both print and digital playbooks.
What I can include in your product playbook:
- Product information, including specs, features, and benefits
- Apps/services to promote
- Audience profiles
- Suggested product demos
- Educational articles on new technology
- Tips on overcoming customer objections
- Job aids
- Sales incentives and promotions
Vertical-Focused Playbooks
Playbooks can focus on much more than a single product or a product release. During my work with Samsung, I helped launch a series of playbooks focused on specific verticals, including health care, education, and quick-service restaurants. These digital playbooks gave the B2B sales team the tools to sell entire solutions—from hardware to software and ongoing maintenance.
Some of the things I can include in your solution- or vertical-focused playbook:
- Industry overviews and trends
- Customer profiles
- FAQs and talking points on the solution
- Elevator pitches
- Battlecard
- Competitive landscape
- Case studies
- Resources to share with customers
- Partner/distributor information
Live Training Tools
In 2016, I had the opportunity to develop live training experiences for two of Samsung’s National Training Meetings, which were gatherings of sales managers, district managers, and other sales executives. For 6 separate workshops, I developed:
- PowerPoint presentations with extensive speaker notes
- Breakout session activities
- Copy for print collateral
Note: B2B training is typically intended for internal, confidential use, and that’s why you won’t see the actual text of any of these projects in my portfolio. I’m happy to discuss these projects in more detail when we meet.
Eager for more? See what I can write for sales rep training, for product support, for explainer videos, or for your website, microsite, or landing page.