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    Sales Playbook Content: What to Include and How to Organize It

    I’ve seen a lot of sales playbooks. The good ones fit in your back pocket (metaphorically). The bad ones are 47-page PDFs that start with the company mission statement and end with an org chart nobody asked for. The thing about playbooks: the word itself is borrowed from sports, where a playbook is a collection of specific plays for specific situations. The quarterback doesn’t flip through the team’s founding story before calling a play.

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