Sales Playbook
Capture how your best reps actually win, then make it repeatable for everyone.
No more generic MEDDIC training that nobody applies. Build a playbook tailored to YOUR product and YOUR customers.
The Problem with Generic Sales Training
MEDDIC and other frameworks are brilliant—but they're taught in theory, not applied to real deals.
Generic Training Says
"A Champion is someone who sells on your behalf"
Okay... but what does that actually mean for OUR product?
Your Playbook Says
"For our dev tool selling to engineering teams, a Champion is an engineering director who:"
- • Has felt the pain of manual deployments
- • Has budget authority ($50K+)
- • Advocates in internal meetings
Here's how to qualify them: [specific questions]
What Goes in Your Playbook
The winning patterns your top performers use every day—now documented and repeatable.
Your Sales Process
Define the stages that match how you actually sell.
- • What needs to happen at each stage
- • When to advance (or not advance) a deal
- • Red flags that predict trouble
Discovery Questions
The questions that separate good deals from time-wasters.
- • Questions that surface real pain
- • How to identify budget authority
- • Qualifying questions for YOUR ICP
Objection Handling
The responses that actually work in your market.
- • Common objections and how to handle them
- • Competitive positioning that wins
- • Pricing conversations that close
Win Patterns
What your closed deals have in common.
- • Buyer personas that convert best
- • Deal structures that work
- • Proof points that close deals
From Theory to Action
Build Your Framework
Start with proven frameworks like MEDDIC or 3 Whys, then adapt them to your reality. Define what "Champion" or "Metrics" actually means for YOUR product.
Capture What Works
Document the discovery questions, talk tracks, and objection handlers your top reps use. Record the patterns from your winning deals.
AI Applies It to Real Deals
RevWiser's AI uses your playbook to guide reps through actual opportunities. It scores deals, surfaces relevant guidance, and suggests next actions based on YOUR methodology.
Your Playbook in Action
It's not just documentation—it's intelligence that guides real GTM work.
📋 Meeting Prep
"Discovery call tomorrow" → RevWiser pulls your discovery questions and success criteria
💬 Live Guidance
Rep asks about pricing objection → Gets your proven response instantly
📊 Deal Scoring
AI scores opportunities using YOUR criteria, flags risks, suggests actions
🎓 New Rep Training
New hires learn how YOU win, not generic theory from training videos
🔍 Deal Reviews
Manager sees which criteria are met/missing, gets specific coaching suggestions
📈 Performance Insights
See which stages slow deals down, where reps need help, what's working
Real Example
Scenario: New rep Sarah has a discovery call tomorrow
WITHOUT PLAYBOOK
"Uh... I should probably ask about their budget? And who the decision maker is? I'll just wing it and see what happens."
WITH YOUR PLAYBOOK
RevWiser shows Sarah:
- • Stage requirements: "Discovery stage requires identifying pain, decision process, and timeline"
- • Your discovery questions: "For fintech companies, start with: How are you handling compliance reporting today?"
- • Champion qualification: "Look for someone who owns the budget and has felt the pain personally"
- • Red flags: "If they can't articulate current cost, it's not a real pain point"
- • Success criteria: "Exit discovery with documented pain, 2+ stakeholders identified, and next meeting scheduled"
Why Teams Build Playbooks in RevWiser
Faster Ramp Time
New hires learn your winning patterns in weeks, not months. They follow the playbook that works.
Consistent Execution
Everyone follows the same process. No more reps "doing their own thing" with inconsistent results.
Better Forecasting
When everyone follows a process, you can actually predict what will close. No more guessing.
Stop teaching theory. Start scaling what works.
Capture how your best reps win, then make it repeatable for everyone.
Build Your Playbook