Does Your Startup Need a Sales Playbook or Just a Few Plays?
Kellblog
OCTOBER 16, 2023
When a company is transitioning from founder-led sales (FLS) to sales-led sales (SLS), you hear the word “playbook” a lot. For early-stage companies, this rubs me the wrong way because when I hear playbook, it conjures up an image of: A large sales enablement team A hefty three-ring binder full of paper (or its digital equivalent) A lot of templates (which perhaps commit the cardinal sin of the template leading the content ) A formal onboarding program that teaches playbook contents
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