What a Playbook Is Actually For

A prospecting playbook isn’t a script library.

It’s a decision system.

It exists to answer, consistently:

1. Who should we prioritize?
2. What problem do we lead with?
3. How do we adapt the message by role and channel?

All-too-often those answers live in people’s heads instead of a shared system.

Results then depend on individual judgment.

Not a very scalable approach.

I feel for managers and leaders that struggle with this problem. 

My consultancy focuses on fixing this.

And that's why I wrote a book about it!

My team and I are putting the final touches on it and I'm so psyched with how it's come out.

Details soon.