Enterprise PLAYBOOKS

As an enterprise founder, you know your product in and out, but go-to-market may keep you up at night.

Our Work-Bench Enterprise Playbooks are tactical guides that collate almost 10 years of working with best in class enterprise companies and the tactics needed to succeed in sales, marketing, procurement, SOC II, and more.

Leadership

Founder <> VC User Manual

This Q&A document is designed to help teams learn (and appreciate) the quirks of each individual, including how to best encourage them, provide feedback, etc., in order to accelerate collaboration.

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Marketing

Differentiated Messaging

This differentiated messaging template outlines the key questions Product Marketers need to think through in order to nail down and articulate truly differentiated product messaging.

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sales processes

Sales guide:

Sales Pitch Score Card

Is your new hire ready to go solo on making a sale? Rate the effectiveness of your new hire's pitch during sales calls using our Pitch Scorecard.

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Sales guide:

10 Sales Process Stages

Our tactical 10 Sales Process Stages dives into the desired outcome to keep you focused on the goal, including a checklist of to-dos, a breakdown of each team member’s role in that part of the process, as well as the tools you’ll need.

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Sales guide:

Customer Evaluation

Our Customer Evaluation document outlines the objectives and deliverables, pre-evaluation activities, schedule, costs, and contact info to ensure that both parties are on the same page throughout the sales process.

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enterprise sales guide:

COVID-19 Edition

Our tactical COVID-19 Sales Guide pulls together top resources and serves as a starting point for sales teams trying to answer: “How do we think about enterprise sales during the pandemic?”

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Pricing:

How to build a value-based calculator

Our Value-Based Pricing Calculator creates a structured process to calculate your ROI and thus pricing, so that your sales team is set up to be confident in how they articulate value to customers and quote a contract value to prospects.

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Enterprise Sales Pipeline Review

This enterprise sales pipeline review template provides both qualitative and quantitative data points that can help to paint a more complete and nuanced story on sales traction.

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Scaling Sales Teams

Sales guide:

Sourcing & Interview Process

From 5 hires to 50 to 500, use our Startup Recruiting Workbook: Sourcing & Interview Process to build your startup’s recruiting process.

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Sales guide:

Must-Ask Interview Questions for a VP of Sales Candidate

Our Must-Ask Interview Questions for a VP of Sales Candidate will guide your conversation when interviewing your first VP of Sales candidate.

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Sales guide:

On-Boarding Schedule for Your Sales Hire

Build a replicable sales onboarding process, from culture to customers to closing with our Onboarding Schedule for Your Sales Hire.

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