Explore excerpts from my global Sales Process Playbook, plus the strategy and outcomes of its launch.
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Table of Contents
This section shows a comprehensive overview of the Sales Playbook, including Marketing resources such as ideal customer profiles and buyer personas, along with guidance, best practices, and actionable strategies for every stage of the sales cycle.
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Stage 0: Pre-Qualify
This sample provides a high-level overview of the prospecting materials in the Sales Playbook. It was developed to give the sales team a clear structure to improve their daily prospecting, helping them identify ideal prospects, craft stronger outreach, and build consistent, healthy pipelines.
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Stage 1: Qualify
This page gives reps targeted discovery questions to uncover business needs, pain points, and urgency in early prospect conversations. I reinforced adoption by leading training sessions that helped reps practice and apply these questions with confidence.
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SPIN Selling Course
Click the button to explore an example course I built in Articulate Rise, designed as a follow-up to the Sales Methodologies section of the Sales Playbook.
Process & Results:
Approach to Training Series
Partnered with Sales Ops, Marketing, and Product to align on business priorities
Mapped the sales process end-to-end, connecting each stage with the right activities, tools, and messaging
Applied instructional design principles to ensure all content was clear, engaging, and actionable for reps
Rolled out training to global teams and tracked adoption through usage analytics and rep feedback
Results & Impact
Served as the focal point of our Sales Kickoff, aligning the entire revenue organization on consistent processes
Drove process consistency across sales motions and gave new hires a structured, repeatable onboarding path
Embedded the playbook into daily workflows—from onboarding to coaching to performance reviews—ensuring long-term adoption
Achieved 100% rep completion on follow-up assessments, reinforcing knowledge and driving accountability