Playbooks & Guided Selling

Sales Playbooks

Playbooks are structured guides that help your sales team follow best practices at every stage of the deal. Each playbook contains sections with discovery questions, talking points, email templates, and action items.

Creating a Playbook

Navigate to Lead & Customer Management > Playbooks and click New Playbook:

1. Give the playbook a title and select a type (Discovery, Demo, Closing, Onboarding)
2. Choose which deal stages the playbook applies to
3. Add sections with questions, scripts, and reference materials
4. Save and make it available to your team

Competitive Battle Cards

Battle cards are quick-reference sheets for competitive situations. Each card includes:

• Competitor name and overview
• Strengths — What the competitor does well
• Weaknesses — Where they fall short
• Objection/Response pairs — Common objections about the competitor and how to respond
• Win tips — Strategies that have worked against this competitor

Contextual Guidance

The Playbook Panel appears as a slide-out sheet during deal management. It automatically surfaces relevant playbooks based on the current deal stage. Reps can:

• View discovery questions as a checklist and mark them as complete
• Reference battle cards when a competitor is mentioned
• Follow guided next steps at each stage

Playbook Analytics

Track which playbooks are being used and their impact on win rates. Identify which battle cards are most referenced and which discovery questions lead to the best outcomes.