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Sales Play System℠

Good teams play, but great teams run a system of plays. Sales Play System unites your people, processes and technology into a powerful go-to-market approach that builds pipeline and maximizes opportunities. The result: consistent, sustainable growth.

Sales Play System℠

Every B2B company wants to grow. They craft strategies, buy the latest sales technologies, and assure investors that they will achieve consistent, sustainable growth. But those commitments often prove hard to meet. 

The problem is often a weak connection between go-to-market strategy and frontline execution. We have helped thousands of companies turn that around. By putting sales plays at the heart of their go-to-market approach companies can bridge that gap. Sales plays are the golden thread that connects strategy and execution, aligning your product, sales and marketing teams into a cohesive, data-driven system that brings your core value proposition to life for your customers, consistently and compellingly.

This five-part system will help you overcome the most common roadblocks to consistent growth: a lack of market intelligence, a poorly articulated value prop, a focus on sales effort versus execution, inconsistent coaching, weak data and systems integration, and misalignment between core functions.

Five Components

Sales Play System is composed of the following:

  • MoneyMap℠

    MoneyMap℠

    The Sales Operations team sit at the hub, analyzing the upside for every customer and prospect. Key to this is MoneyMap, our proprietary, cloud-based software solution that integrates company and market data with demand estimates, enabling you to rank accounts by total opportunity rather than current revenue

  • Win Room

    Win Room

    Those insights enable Sales Ops to function as “Win Room,” a command center that “calls the plays” against the best opportunities and prioritizes the backlog of plays to be developed.

  • Sales Play Factory

    Sales Play Factory

    Once the play is called, the Sales Play Factory, a cross-functional team of product, marketing and sales experts, snaps into action. It develops a best-fit sales play, a proactive and prescriptive set of field test actions that consistently lead to closed-won opportunities. The factory creates an inventory of a few dozen plays that can be deployed to win new accounts, cross-sell existing accounts, renew expiring accounts, and win back defectors.

  • Marketing & Sales Execution

    Marketing & Sales Execution

    The Marketing and Sales Execution engine will run the play, coordinating a series of mini-campaigns and determining the next best action until the deal closes. Attentive coaching informed by data from the Sales Play System dashboard is critical, both to ensure reps succeed and to gather customer feedback to the Sales Play Factory, so plays are continually improved.

  • Sales Technology

    Sales Technology

    The final component finds the Win Room carefully tracking and measuring the success of the plays, using that information to monitor account targeting and address play backlog development.

MoneyMap℠

The Sales Operations team sit at the hub, analyzing the upside for every customer and prospect. Key to this is MoneyMap, our proprietary, cloud-based software solution that integrates company and market data with demand estimates, enabling you to rank accounts by total opportunity rather than current revenue

Win Room

Those insights enable Sales Ops to function as “Win Room,” a command center that “calls the plays” against the best opportunities and prioritizes the backlog of plays to be developed.

Sales Play Factory

Once the play is called, the Sales Play Factory, a cross-functional team of product, marketing and sales experts, snaps into action. It develops a best-fit sales play, a proactive and prescriptive set of field test actions that consistently lead to closed-won opportunities. The factory creates an inventory of a few dozen plays that can be deployed to win new accounts, cross-sell existing accounts, renew expiring accounts, and win back defectors.

Marketing & Sales Execution

The Marketing and Sales Execution engine will run the play, coordinating a series of mini-campaigns and determining the next best action until the deal closes. Attentive coaching informed by data from the Sales Play System dashboard is critical, both to ensure reps succeed and to gather customer feedback to the Sales Play Factory, so plays are continually improved.

Sales Technology

The final component finds the Win Room carefully tracking and measuring the success of the plays, using that information to monitor account targeting and address play backlog development.

Notre impact

Notre impact

Dreamforce 2021

Bain is excited to be a presenter at Salesforce's flagship Dreamforce Conference. Learn more about our experts at the program, as well as explore our curated thought leadership for event attendees.

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Client Results

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High-performing B2B companies are increasingly using sales plays driven by data to create and win opportunities and customers.

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Insights

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Coro℠

Coro is a breakthrough suite of digital solutions that aligns people, processes, and technology in an integrated commercial system that makes your go-to-market organization the profitable growth engine you know it can be.

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