Sales Playbooks & Guides - SBR Consulting

What we hear from our clients

Although salespeople spend an average of 6 hours every week researching their prospects, 82% of B2B decision-makers think sales reps are not prepared to make a sale, and 48% of salespeople never even make a single follow up attempt.

To tackle this, you need a structured sales process, including role definitions, customer buying cycles, and ideal client profiles, to help you efficiently prepare, understand customer needs, position solutions, communicate benefits, and close deals effectively.

The benefits

Deeper buyer insight: Capturing top-performer content enhances understanding of buyer behaviour, fostering stronger relationships and engagement.
Streamlined process: A unified sales stage language improves team collaboration, forecasting, and CRM efficiency.
Sales performance: Structured frameworks enhance coaching and training, driving better outcomes and higher ROI.

Faster onboarding: Clear processes cut new hire ramp-up time by 50%, enabling quicker revenue contributions.
Tangible results: Strategies deliver a 30% increase in larger deals and a 25% boost in revenue from existing clients.

Sample process

Workshop 1

Ideal client profile & landmark deals

Identify which accounts you should be targeting based on understanding where you have had success in the past
Identify deals that are representative of the deals that you would like to win more of.

Workshop 2

Buying cycle

Identify the stages the buyer has to progress through, based on the commonalities present across our experience with landmark deals.
Identify the profile of the buying influences that you typically need to engage with, based on the commonalities present across our experience with landmark deals.

Workshop 3

Sales process

Based on the definition of the buying process & buyer profiles, we will then map the common elements of the sales process to identify e.g. start/finish points, outcomes, timescales/velocity & key qualification requirements, etc.