What is a sales play?
A sales play is a data driven selling idea that leverages data you have about your customers and prospects. Sales plays can be used to give your sellers additional leads to pursue within your customer or prospect base.
Requirements for Creating Sales Plays:
Samples Sales Plays:
(1) Product Demo, No Opportunity
Play: This sales play targets accounts that have been give a product demo by your sales team recently, but do not have an open opportunity.
(2) Recent or Upcoming Product Demo, Reach out to Rest of Buying Group
This sales play has two flavors. If a sales rep has an upcoming or recently completed product demo, they can target the rest of the buying group to increase awareness within the account.
This is a good opportunity for marketing to provide air cover to sales by reaching our to the additional members of the buying group.
(3) In Market Prospects
This sales play targets prospects who may be in market to purchase your product. When you see prospects that are engaging with your content by opening emails, clicking links and are browsing the web for content related to your products (3rd party intent) it may be the right time for your sales team to engage.