In today's episode, we talk to Tom Short, the Co-Founder and Chief Customer Officer at Kudos, an award-winning employee recognition platform. Over the course of 25 years, Tom has used his passion for entrepreneurship and marketing to found numerous highly successful companies, where employee experience has been the cornerstone to building effective teams. 

What You'll Learn:

- Why sales playbooks are crucial in the modern sales process

- What to include in a sales playbook

- Why not all inbound leads are ideal clients

- The ‘train the trainer’ methodology

- How to get prospects to sell themselves

- What to do when a prospect starts ghosting you

- Zoom-alongs and other key management tactics

- Why not everyone gets a demo

- How to put together a practical playbook

Remember, sales playbooks are more than a catalog of call scripts and sales sheets. They are your go-to guides for tackling a salesperson's biggest challenges and a roadmap for driving significant productivity gains. So, if you want to ensure you aren't celebrating random wins and that your losses can be traced back to the moment where things went wrong, ensure you have a sales playbook.

Resources:

- Kudos.com

- Blinkist.com

- Virtual Selling Article by Jeb Blount

- Gong.io

- The ONE Thing by Gary Keller

- Full Funnel Freedom https://fullfunnelfreedom.com 

- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/  

- Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc