The playbook provides a structured approach to conducting effective sales meetings. It emphasizes the importance of researching prospects beforehand, setting a clear agenda, and tailoring the pitch to the prospect's specific needs. The playbook outlines key phases: discovery, where the salesperson learns about the prospect's business and pain points; demo, where the product's value is demonstrated; and close, where the salesperson summarizes the benefits and asks for the sale. It also highlights common pain points for buyers, such as meetings that run too long or feel impersonal.

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