Data and knowledge loss are one of the most significant challenges for any large B2B company. If you are reading this you probably already know the pain and misery that these issues can cause. Although modern companies continue to become more digitally connected, they are constantly bleeding knowledge as their teams turnover and data continues to get “dirtier” as CRM systems and other databases grow.

Getting Ahead by Pulling Everything Together

Despite companies spending millions of dollars on technology to improve their operations, the business-to-business (B2B) sales model remains very opaque and hard to understand. Without sales playbooks, a sales team has to continuously improvise and create new angles every time they talk to a qualified sales lead. Salespeople may be surprised when they discover they are losing money, sales reps miss cross-selling opportunities, or key accounts don’t renew.

With today’s increasingly digitized world, many sales and marketing teams have already experienced the transformation. Over 60% of best-in-class organizations have a formal competency in sales, which in turn has increased the average deal size by 3.9% compared to a 2.8% increase for companies without sales playbooks. Salespeople need additional tools in order to be effective to sell their products or services to potential buyers. They need help—approximately 42% of salespeople feel like they don’t have the necessary enablement tools and information for sales.

Effective customer engagement is pivotal to success in B2B sales. Because of this, digital sales playbooks are increasingly being used by top performing organizations to ensure their sales outreach and engagement is at its best.

When sales teams have a ready-made sales playbook at their fingertips, they are better equipped to engage potential customers and make the sale.