Playbooks

Playbooks are key to achieving higher conversion rates through effective pain discovery. For each meeting you have, Rox will search sales enablement playbooks, filter them for relevancy, and extract information depending on who you are meeting with — analyzing down to each attendee and tailoring insights and discovery questions based on their specific job titles and experience.

Rox enables sales leaders to upload their own playbook enablement data to inform their sellers' Agent Swarms. Here is a step-by-step guide how you can empower your sales team with Playbooks

A Step-by-Step Guide on Uploading your Meeting Playbooks to Rox

Step 1: Create a Playbook

Step 2: Upload Playbook Segmentation

Step 3: Map Attributes

Step 4: Upload Sales Play Contents

Step 5: Create Displayable Badges for Relevant Salesforce Fields

Step 1: Create a Playbook

Create a playbook, specifying name and description. The description is used for Swarm context, so be sure to specify the purpose of the playbook.

Then, you will specify what accounts should be assigned to this playbook via. attributes from Rox's Data Controller.

Under the "Usage Settings" Section, you will specify a set of data attributes and desired values. When a seller has a meeting with an account that matches the desired values on all data attributes configured in the Usage Settings, that playbook will be deployed.

Step 2: Upload Playbook Segmentation

Once you have created your playbook, you will specify specific sales plays within this playbook. Sales plays are more granular, detailed categorizations of accounts.

For example, you could have a playbook for "Up-Market Discovery Calls", but within that playbook a specific sales play for "Up-Market Technology Companies".

The first step to configuring the sales plays within a playbook is by uploading a Playbook Segmentation.

An example playbook segmentation file

• Rows: the rows represent the criteria that you use to determine when to use one of the playbooks. In the example above for our own in-house playbooks, if “current tech stack = Monday.com” we’d trigger Sales Play 4.

• Columns: the columns represent the different sales plays available within this playbook, where the personas, pain hypothesis and positioning are outlined

Step 3: Map Attributes

Map data controller fields to the rows of the playbook segmentation. In the above example, you might create a mapping of the row name "Example Industries" to a data controller field for industry you have configured.

Please map attributes for all rows of the playbook segmentation.

Step 4: Upload Sales Play Contents

Upload sales play content for the columns of the playbook segmentation. In the above example, you will upload sales play contents (in PDF form) for each of the four sales plays.

Step 5: Create Displayable Badges for Relevant Salesforce Fields

In this last step, you can customize what your team sees in their Rox Playbooks. Alongside all of the content generated by the Agents Swarm (such as discovery questions, value proposition, pain points, industry trends, etc.), you can also surface relevant salesforce fields that sellers should be aware of ahead of their meetings.