Deploy an effective, uniformly followed sales process best suited for the service or product you provide to the market, that clearly defines appropriate selling behaviors, with strict stage conversion gates.
Positive GTM Outcomes
Drive seller productivity
Increase average sales price
Improve forecast accuracy
Improving Critical Metrics
# of stage 1 created / week
Stage 1 conversion rates
# of stage 2 created / month
PoV Transaction rates
# of transactions
Average Sales Price
Forecast deviation
Scope of Playbook Design: 2 Weeks
Discover/Document current process / KPIs
Design best align process to your GTM
Assign specific behaviors for each stage
Document clear stage conversion gates
Key assets assigned to each stage
Surface KPIs to be measured against
Classroom Training: 5 Hours Live Coaching: 5 Hours
Description
Deploy an effective, uniformly adopted forecasting methodology, including questions to ask, cadence and reporting to improve overall sales performance and forecast accuracy.
Positive GTM Outcomes
Team speaking the same language
Team following the same cadence
Turn forecasting into enablement
Improve forecast accuracy
Able to plan forward 3-4 quarters
Metrics That Will Be Improved
Forecast deviation %
% of opps converting through stages
Average Sales Price
# of transactions
Scope of Playbook Design: 2 Weeks
Design preferred cadence
How to run 1:1s, team calls, QBRs
Define Key Performance Indicators
Institute MEDDPIC scorecard
Design Forecast Categories & Weighting
Codify Key Questions to Ask
Design strict sales stage gates
Reporting and KPIs
Classroom Training: 4 Hours Live Coaching: 10 Hours
Description
Deploy a uniformly adopted value-based messaging construct to be leveraged for numerous GTM use cases, drive prospecting, discovery, differentiation, & selling value.
Positive GTM Outcomes
Entire GTM speaking same language
Effective outbound prospecting
Sales running effective discovery
Team fully differentiating
Team selling attractive outcomes
Allowing for creation of new opps
Creating sense of funnel urgency
Growing deal sizes
Metrics That Will Be Improved
# of new opps created / stage 1
% of opps converting through stages
Average Sales Price
# of transactions
Scope of Playbook Design: 4 Weeks
Governed by “4 Routes to Revenue” By Persona or By Use Case
Key initiatives to align
Primary & secondary Personas to target
Obstacles vs Future Capabilities
Consequences vs Positive Outcomes
Core Differentiators
Discovery Questions
Proof Points & Elevator Pitch
Classroom Training: 8 Hours Live Coaching: 8 Hours
Description
Achieve team-wide foundational understanding and ability to effectively use AI across 6 impactful use cases that will improve seller productivity.
Positive GTM Outcomes
Establish uniform use of AI
Dramatically improve staff efficiency
Higher account research fidelity
Effective ICP segmentation
Improve prospecting production
Superior discovery call execution
Improve objection handling
Increase # of Qualified Opportunities
Metrics That Will Be Improved
# of new new meetings booked
# of new opportunities created
% of Stage 1 Opps converting to Stage 3
# of hours spent researching, ICP segmentation, prospecting content
Scoping of Playbook Design: 1 week
Interview SDR/BDR/Seller representatives
Refine 6 most effective AI use cases
Design customized playbook with clear instructions, tutorialize, and AI prompts
Finalize with sales leadership
Custom Training: 3 Hours Live Coaching: TBD
Description
Establish a robust outbound prospecting culture/operating rhythm that leverages effective messaging to fill the top of the funnel.
Positive GTM Outcomes
Team speaking the same language
Establish a operating rhythm/cadence
Highly collaborative and ‘fun’ approach
Drive significant top of funnel creation
Increase # of transactions
Metrics That Will Be Improved
# of stage 1 opportunities created
Increase # of Transactions
Scope of Playbook Design: 3 Weeks
Design Prospecting Playbook Incl.
Design prospecting strategy
Governed by “3 routes to revenue”
Design the messaging content Incl.
Prospecting Sequence Emails
Linkedin Messaging
Phone Script
Elevator Pitch
Objection Handling
Leveraging AI
Classroom Training: 4 Hours Live Coaching: 20 Hours
Description
Uplevel the Team’s ability to create new opportunities at scale by focusing on effective discovery of both people and pain, while promoting attractive business outcomes that support key initiatives
Positive GTM Outcomes
Team using a uniform, impactful deck
Sellers leveraging a value hypothesis
Running effective discovery to find pain
Advancing appealing outcomes
Team able to fully differentiate the firm
Able to establish a sense of urgency and create new opportunities
Able to do larger deals
Metrics That Will Be Improved
1st meetings converting % to next stage
# of qualified sales ops / seller / month
% of opps converting through stages
Average Sales Price
Scope of Playbook Design: 2 Weeks
Discovery/document current approach
Define KPIs & Design the sales decks
Governed by “3 Routes to Revenue”
Rationalized Value Pyramid
Value Hypothesis with Core Diffs
The Preferred Sales Process
Customer Proof Points
Talk Track & Discovery Questions
Addendum with core tech slides
Classroom Training: 4 Hours Live Coaching: 10-20 Hours
Description
Execute engaging, impactful demos that will assist in discovery, while building strong technical champions that will advance your cause.
Positive GTM Outcomes
Team speaking the same language
Sellers playing an active role in demo
Engaging demo to drive discovery
Build strong technical champions
Increase opportunity conversion rates
Close more transactions
Increase Average Sales Price
Metrics That Will Be Improved
# of qualified opportunities created
% of opps converting through stages
Average Sales Price
Scope of Playbook Design: 3 Weeks
Discover/Document current approach
Define KPIs
Design the demo script
Align it to business outcomes
Align it to technical problems to solve
Align it to core differentiators
Ensure that it promotes engagement
Weave in key discovery questions
Assign significant role to Sellers
Classroom Training: 4 Hours Live Coaching: 10 Hours
Description
Establish a standard, effective process for conducting business cases that the “average seller” can leverage/use
Positive GTM Outcomes
Everyone speaking the same language
Sellers able to run their own value assessments for every deal
Develop strong champions
Speak the EB’s language
Grow ASP
Establish outcome-based relationship with customer
Metrics That Will Be Improved
Customer Churn %
Net Recurring Revenue
Averages Sales Price
Revenue / Seller
Scope of Playbook Design: 3 Weeks
Discover/document current approach
Establish KPIs
Design the BVA process, steps, motion
Design necessary questions
Align to current state obstacles
Align to negative outcomes
Align to metrics that matter
Develop BVA calculator
Design read-out decks
Classroom Training: 8 Hours Live Coaching: 10-20 Hours
Description
Establish a best practice approach to consistently engaging the EB as part of every sale cycle, to review the business case, qualify the opportunity and determine the parameters of a deal-winning PoV or what is called a “Go No Go Meeting”
Positive GTM Outcomes
Turn the EB into a champion as you qualify the opportunity
Increase PoV close rates to >95%
Grow ASP by >50%
Metrics That Will Be Improved
Average Sales Price
Forecast Deviation
PoVs that transact
Forecast deviation
Scope of Playbook Design: 2 Weeks
Discover & document current approach
Design KPIs and reporting
Design EB Meeting Talk Track
Design 3-whys slide
Design 1 page business case slide
Design 1 page proposal Slide
Design 1 page PoV Plan Slide
Classroom Training: 3 Hours Live Coaching: 5 Hours
Description
Establish a best practice for running effective PoVs that are time-bound and that validate the business case in order to drive consistent revenue.
Positive GTM Outcomes
Team speaking the same language
Time-bound PoVs
Include the EB in all PoVs
Validating clear metrics
PoVs kicking out metrics, validating business case
Increase ASP
Metrics That Will Be Improved
% of PoVs transacting
PoV duration
Average Sales Price
Scope of Playbook Design: 3 Weeks
Design overall PoV Playbook Incl.
Define KPIs
PoV Strategy
Design the PoV Test Plan Incl.
Align Test Cases to Req. Capabilities
Time-Bound through capacity planning
Track Key Metrics
Test Plan Schedule
Test Plan Participants
Classroom Training: 4 Hours Live Coaching: 10-20 Hours
Description
Establish an outcome based approach to customer success to support continued expansion and growth
Positive GTM Outcomes
Team speaking the same language
CS strongly aligned with Sales
No longer blocked in by “daily contact”
Consistently getting to the EB
Relationships now based on outcomes
Driving new sales opportunities
Increasing NRR
Metrics That Will Be Improved
Net Recurring Revenue
# of created opportunities
Average Sales Price
Frequency # days meeting EB
Scope of Playbook Design: 3 Weeks
Discover/document current approach
Expansion/Cross-Sell Strategy
Identification of metrics that matter
Develop persona & use case messaging
Define ideal operating rhythm
Reporting and KPIs
Best practices for weekly calls & QBRs
Best practices for prospecting
Create necessary Assets
Classroom Training: 8 Hours Live Coaching: 10-20 Hours
Description
Establish a best in class capability to source, sell, qualify, score and onboard the best talent in the world in the most efficient manner possible. Working collaboratively with you, we will run workshops to achieve consensus of ideal hiring process, incl. all parties involved, and the ideal sourcing and qualifying capabilities required.
Positive GTM Outcomes
Team speaking the same language
Team able to identify best profiles
Team able to source best profiles
Team able to “sell” the opportunity
Tema able to qualify candidates
Establish uniform scoring methodology
Design efficient hiring process, involving the least amount of people in the shortest amount of time possible without compromising quality
Metrics That Will Be Improved
# of candidates leaders sourcing
% of offers that are accepted
# of days to send offer letter
Scope of Design: 3 Weeks
Run workshops to a design Playbook, incl.
Selling the Candidate on the opportunity
Optimized Hiring Process
Identifying Best in Class Candidates
Ideal Sourcing Best Practices
How To Index & Qualify Candidates
Establish Uniform Qualification Criteria
Specific questions / Interviewer / interview
Final Panel Best Practices
Offer Letters / Negotiations Best Practices
Design Candidate Hiring Deck
Tooling Best Practices / User Guide
Deliverables
PPT training material
Playbook Content, incl all assets
Hiring Decks
Zoom Recordings of all Trainings
Zoom Recording of 20 min overview
Zoom Recording of all interviews
Scope of Classroom Training: 5 hours Scope of Live Coaching: 10 hours
Description
Establish a culture of sales rigor by harnessing the most effective qualification methodology in the world
Positive GTM Outcomes
Team speaking the same language
Control the Sales Process & Criteria
Engage EB for all deals
Able to do effective discovery
Developing Strong Champions
Improve Staff efficiency and win rates
Increase forecast accuracy
Improve ASP
Metrics That Will Be Improved
% Opportunity conversion rates
Forecast Deviation
Average Sales Price
Scope of Playbook Design: 2 Weeks
Discover/document current approach
Customize each acronym
Metrics that matter
Economic Buyer roles and KPIs
Preferred Decision Criteria & Process
Impactful Discovery Questions
Paper Process template
Champion roles and KPIs
Preferred behaviors to create champion
Instantiate MEDDPIC Scoring in CRM
Classroom Training: 4 Hours Live Coaching: 5 Hours
Description
As proven playbook sales leaders, who have hired hundreds of hunter-seller ICs over the years, no firm is better positioned to index on what you need to be successful. We leverage our enormous playbook network to source the best candidates, before we qualify them according to playbook standards of outbound hunting prowess and the ability to sell outcomes to EB, as well critically important DNA traits of grit, curiosity and coachability. No job-hoppers, only the best in the world…the same type we hired when we were leaders ourselves!
Our Approach
Outreach to our network and leverage our strong reputation to gain access and time with the best sellers in the world
Focus entirely on playbook shops where the candidates already know the fundamentals of selling.
Sell the candidate on the opportunity with the use of impactful candidate hiring decks
Run full inspection - like we did when we were sales leaders - of candidate’s ability to sell value and prospect at scale.
Submit the candidate along with the scorecard
Positive Business
Hunters who can prospect outbound at scale, earning >2 new outbound meetings a week
Candidates that will ramp quickly, achieving productivity by month 7 (faster than you see today)
Sellers, who in their 2nd year, will average $2.2–$2.6M ARR
Employees that will set the standard for a culture of winning, collaboration and getting after it!
Coupling With “Hiring A Players” Module
See consulting offering titled “Hiring “A Players”
If we couple that consulting offering with our headhunting services ,we will aggressively reduce or fees, and remain Non-Exclusive
Hear how RevCentric Partner’s methodology of teaching in the trenches helped this sales organization increase the # of qualified opportunities (stage 2) by 400% in just 6 weeks.
Alex Napier
Yugabyte, VP of Sales
Learn how this organization leveraged RevCentric Partners command of the entire playbook from value based messaging (and how to use it in sales calls) to sales process optimization, to effective forecasting to outbound prospecting (at scale) to truly transform the organization to drive performance!
Peter Braverman
Tax.com, VP of Sales
The CRO of One Inc., explains how they needed to up their game with a common framework across their sellers to optimize deal inspection, improve forecasting accuracy and drive better outcomes for their customers.
Kevin Ostrander
One Inc., Chief Revenue Officer
Learn from the Founder and CEO of AirMDR how RevCentric Partners increases sales productivity through effective value-based messaging
Kumar Saurabh
airMDR Co-Founder/CEO
Learn how RevCentric has been "incredible" in ensuring cross functional alignment for better sales execution in support of improved top of funnel production.
Desanka Aleksov
VP GTM Strategy, Incode
The Chief Customer Officer of L2L explains how RCP helped them optimize their sales process to improve conversion rates and deal progression with a tailored approach and live coaching to ensure adoption
Mark Hungerford
Chief Customer Officer L2L
Dan has a reputation for routinely hiring the best talent in the world and he passes along these proven methodologies for identifying, qualifying, and hiring talent in his Leadership series re: Recruiting Excellence.
Alexis Ross
Vice President, SentinelOne
David Boyle had a very big impact in helping us drive consistency in our messaging and sales plays.
Karthik Ranganathan
Founder & CEO, Yubabyte
Dan Privett is a world-class Playbook Sales Leader, and his leadership series offers immense value to any CRO looking to improve 1st Line Leader performance.
Dean Germeyer
Chief Customer Officer, MeridianLink
David has a unique ability to simplify complex subjects, including qualification methodology, messaging, recruiting, and the core understanding of how to run your business, which has enabled me to be a better sales leader.
Taylor Palmer
VP Americas, Cyera
Dave is one of the most talented salespeople and leaders that I know. I have learned more from Dave than any other single person in my career.
Michael Facchinei
VP North America, Chainguard
David made a profound impact on Sales Enablement at Zscaler by delivering impactful training to all of our sellers. His ability to simplify complex material is second to none.
Mitch Sanders
Director, Enablement, Zscaler
David played a significant role in the creation of the MEDDIC enablement at PTC. It’s pretty cool to think of how many people David’s enablement content impacted and how that has proliferated across so many sales orgs around the world over the past many years.
Dick Dunkel
Dir. Enablement, PTC (author of MEDDIC)
David Boyle is one of the best Playbook Sellers in the world, and his proven approach to Sales Enablement provides important insights and unlocks real value for sales professionals.
Carlos Delatorre
Chief Revenue Officer, Harness
Peter is exceptional at crafting sales messages that truly resonate with the intended audience. He is meticulous in training the entire team to be well-versed in delivering that message. I still practice daily what he taught me.
Erik Driehuis
CEO SUE
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