To successfully roll out playbooks to your Sales team(s), we recommend starting with a few (2-4) very prescriptive and intuitive plays that your Sales reps can quickly understand and take action on.
The key is to select plays that have:
Clear triggers: what signal/event happened
Clear actions: what the rep should do next (most often add prospects to sequence templates). Read more here.
Balanced volume: enough leads for a rep to trust and take action on
Once your playbooks are live, you can expand into more advanced plays based on team maturity and goals.
The starter plays we recommend by use case are written out below. Want more ideas? Feel free to browse our filterable Playbook Library for more options!
Outbound
Best for: SDRs, BDRs, and outbound AEs.
Competitive Takeout: A company is using a competitive technology and is likely coming up on a renewal.
LinkedIn Engagement (premium signal): People that are a great fit for you are engaging with your company’s LinkedIn content.
Recently Dropped Competitor: A company recently stopped using a competitor technology, and may be actively evaluating replacements or open to switching solutions.
Hiring: Companies hiring rapidly in key functions (Sales, Marketing, etc).
Job Changers (premium signal): Former or current champions joining a customer/prospect account.
Inbound Follow-Up
Best for: SDRs, BDRs, and inbound AEs.
Demo Requests: People that have actively requested a demo or a sales conversation.
Pricing Page Visits: Buyer personas that are visiting your pricing page or high-intent product pages.
Webinar Attendees: Webinar attendees that are worth a Sales touch as follow up.
Content Views/Downloads: People that are a great fit and that research content frequently.
Expansion
Best for: AEs, AMs, and CSMs.
Spike in Usage: A sudden increase in product usage over a short period.
Existing Customer Invited Multiple Users: A customer account invites additional teammates into the product.
New Users Joining Existing Customer Account (premium signal): New users joining an existing customer account, which signals broader rollout or growth potential.
Reactivation
Best for: AEs, SDRs, BDRs.
Reactivated Closed-Lost Opportunity: Accounts that previously had a closed-lost opportunity are showing renewed engagement (such as returning to your website).
Dormant Users: Users that have not engaged or used your product for more than 30 days.
Product-Led Sales (PLS)
Best for: growth AEs, product-led sales teams.
Approaching Plan Limit: People from Accounts that are about to reach their respective plan limit.
Recent Spike in Usage: People with a recent spike in their usage of your product.
Interaction with Enterprise Feature: People that are frequently using advanced features.
Plan Upgrade Views: People that have viewed your plan upgrade pages but have not initiated an upgrade.
Need More Ideas?
You can browse our Playbook Library for more ideas on playbooks to roll out.