Inline Plastics Playbook v2 JUL-21

First page Table of contents Next page Last page
SALES PLAYBOOK1
Welcome to the Inline Sales Playbook!2
1. ABOUT US3
Who we are, what we do4
Where we do it5
Brand Positioning Statement / Core Purpose and Core Values6
2. ORGANIZATION7
Company Leadership Team8
How Matrix Sales Organization Works9
Our Vision10
Inline Plastics Value of Disciplines: Product Leadership11
Our Sales Goal: BHAGII12
3. PRODUCTS13
Our Products14
Value Proposition15
Our Brands - Safe-T-Fresh®16
Our Brands - Essentials17
Sustainability18
Sustainability19
Automation20
4. CUSTOMERS21
The Consumer22
Where do they find us23
Common Product Applications24
Who are our Customers25
5. CORE 426
Core 4 Definition27
Inline Plastics CORE 428
5.1 High Value Targets29
Specific traits that help identify HIGH VALUE RETAIL TARGETS30
Specific traits that help identify HIGH VALUE PROCESSOR TARGETS31
Specific traits that help identify HIGH VALUE DISTRIBUTOR TARGETS32
Account Based Tools in Salesforce – Account Rating33
Account Based Tools in Salesforce – Account Scorecard34
Account Based Tools in Salesforce – Action Worksheet35
Account Based Tools in Salesforce – Relationship Tracker36
5.2 High Value Needs, Questions and Promise to Solve Their Needs37
HVNs/Qs/Promise Details38
Merchandising Success Stories39
HVNs/Qs/Promise Details40
HVNs/Qs/Promise Details41
HVNs/Qs/Promise Details42
Product Performance, Cost Savings and Supplier Capabilities Success Stories43
Vendor/SKU Consolidation Success Stories44
Automation Success Stories45
HVNs/Qs/Promise Details46
HVNs/Qs/Promise Details47
HVNs/Qs/Promise Details48
HVNs/Qs/Promise Details49
HVNs/Qs/Promise Details50
Distributor Success Story51
5.3 Outcome Statement52
Outcome Statement Definition53
Inline Plastics Outcome Statement54
Deconstructed Inline Plastics Outcome Statement55
Inline Plastics Unique Package of Values56
Additional Outcome Statement Content w/Success Stories57
6. SALES FUNNEL58
Inline Plastics Sales Process59
Prospecting60
Lead Qualification61
Discovery62
Presentation63
Validation64
Closing65
Post Sale66
7. PIPELINE MANAGEMENT & TOUCH SYSTEM67
Pipeline Management68
A Center of Influence (COI)69
Inspecting the Baskets70
Referral Success Stories71
Account Relationship Tracker for High Payoff Activities - Salesforce72
Relationship Machine that produces Opportunities73
8. LEVERAGING PERSONALITY STYLES TO SELL MORE74
Why is Using Personality Styles Important?75
Using Personality Style to Sell More76
Know your Style, Learn and Remember Your Buyer’s Style77
How Does Your Buyer’s Style Compare to Yours?78
Adjusting the Style to that of a Buyer/Lead79
Recognizing DiSC Styles& Communication Tips80
9. GENERAL BEHAVIORS81
Introduction82
Ask Questions and Listen83
Inline Plastics Sales Dress Code84
Pre-Call Planning Worksheet85
Role Practice86
You got the meeting – Now what?87
MoneyBags88
Inline’s MoneyBag89
Inline’s MoneyBag90
The five foundational laws of self renewal91
A Few Other General Best Practices92
10. Frequently Asked Questions93
Intro94
FAQs95
FAQs96
FAQs97
11. MANAGING OBJECTIONS98
Managing Objections99
3 Common Objections100
3 Common Objections101
Inline Specific Objections and How to Respond102
Price103
Price104
Ease of Use105
Environmental Sustainability106
Environmental Sustainability107
Environmental Sustainability108
Environmental Sustainability109
Environmental Sustainability110
Customization111
Gatekeepers and Bids112
Product Design113
Product Design114
Product Design115
Loyalty/Obligations116
Loyalty/Obligations117
Other118
Other119
12. BEST PRACTICES AND SALES STORIES120
Best Practices and Sales Stories121
Sales Stories122
Sales Stories123
Sales Stories124
Sales Stories125
Sales Stories126
Sales Stories127
Sales Stories128
Sales Stories129
Sales Stories130
Sales Stories131
Upsell/Cross Sell Stories132
Upsell/Cross Sell Success Stories133
Automation Always Creates NewUpsell / Cross Sell Opportunities134
Automation Solutions Stories135
Automation Solutions Example Layout136
Automation Sales Stories137
More Automation Stories138
Most Common Areas or Ways to Add to the Sale?139
Best Practices140
Best Practices141
Negotiation and Closing Training Summary142
Negotiation – Top 10 Strategies143
Negotiating and Closing Best Practices144
13. PROCESSES – HOW TO145
Step-by-step146
13.1 Process of Converting Prospects to Customers147
Prospect Ready To Become Customer – Direct customer (no Distribution)148
Prospect Ready To Become Customer – Distribution is involved149
13.2 Pricing150
13.3 NCM151
13.4 Establishing a POD without CDI Adjustment Mechanism152
Slide Number 153153
Slide Number 154154
Setting up a New POD Program with CDI price Adjustment Mechanism155
Setting up a New POD Program with CDI price Adjustment Mechanism156
Setting up a New POD Program with CDI price Adjustment Mechanism157
Setting up a New POD Program with CDI price Adjustment Mechanism158
13.7 Bid Process Step-by-Step159
13.8 Sales Playbook Tools in Salesforce160
13.9 Sales Playbook Tools in Salesforce161
13.10 Competitive Cross Reference in Salesforce162
13.11 Lunch and Learns – Competitive and Other Topics163
14. STORE AUDITS164
Store Audits165
Examples of Detailed Store Assessment Pages166
Example of Filled Out Store Walk Through Template167
15. PRODUCT DEMOS168
Product Demos169
Product Demos170
Product Demos171
16. TRADE SHOWS172
Trade Shows Sales Objectives173
17. SALES TEAM PERFORMANCE SCORECARD174
Sales Team Scorecard175
Sales Activities Overview176
USEFUL LINKS & APPENDIX177
Useful Links178
Safe-T-Fresh (Hi)Story179
THANK YOU TO ALL CONTRIBUTORS!!!180

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