How to Create Your Sales and Marketing Playbook with Scott Rosenzweig

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Idea Climbing® Podcast Episode 46

Many companies don’t have a sales plan or a strategy to accelerate business growth according to my guest Scott Rosenzweig. Scott is a Sales & Marketing Accelerator dedicated to the growth of small & midsized (SMB) businesses.

Unfortunately, lack of performance from a business is usually related to the fact that they don’t have a plan. The sales playbook is a companion to the sales plan. The sales plan is all about the numbers. The sales playbook is an actionable tool that contains all of the best practices that a company is already doing or best practices that their successful competitors are doing that they want to emulate within their own company.

Scott estimates that only 40% of companies, probably less, have a sales playbook. Why? Because they don’t know how to create one and they don’t make the time to create one.

If you want to create one you need to start by examining and defining your best sales practices. The first element that needs to be in your sales playbook is the Business Model Canvas. In short that is one page that outlines everything about the business that you need to know. Another important element is an analysis of your competitors. What are they doing? What do their processes look like? Then you need to have a follow up process that helps you gain new clients and grow your business.

Once you have your sales playbook outlined you can combine it with your marketing campaigns to create a sales and marketing playbook.

In this episode we also discuss:

What a defined sales process is and how to create yours.
The similarities and differences between your sales and marketing efforts.
The importance of an assessment of your sales and marketing efforts at least once a year.
How to perform your own sales and marketing assessment.
…and other golden nuggets of advice!

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About the Guest

Scott Rosenzweig is a seasoned commercial executive sales/marketing leader & sustainability strategist known as being personable, versatile, and collaborative. Scott spent the first 15 years of his career in publicly traded companies developing strategies to drive global expansion and profitable growth, then joined private equity throughout his next 15 years to lead several companies and teams towards increasing levels of success – both organic and acquisitive.

Having held titles of President, Chief Commercial Officer, SVP Sales & Marketing and more, Scott is now leveraging his experience and network as a trusted B2B Partner for small & mid-sized businesses driving exponential sales growth, profitability, developing winning cultures, and introducing buyers with sellers through his two consulting businesses: Sales Growth Advisors and ESG Core Advisors

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