A good sales playbook helps sales reps navigate even the toughest parts of the sale process by providing tips on overcoming obstacles. Your sales playbook should include all the resources your sales reps will need to take prospects and existing customers through the sales cycle to close more deals – scripts for sales calls, buyer personas, sales tools & discovery questions among other things.
Customer acquisition refers to the steps your company takes to convert leads and acquire customers. It’s how you manage inquiries and prospects gained from your lead generation efforts. Customer acquisition is best viewed as a funnel where you take prospects from visitors to become customers by attracting, engaging and delighting them.
Market penetration is the ratio of services/products sold against the projected total estimate. Brands need to know their market penetration to have a sense of their estimated total market size and percentage of customers buying their services and products. Market penetration also refers to actions brands take to surpass competitors and control a large market share to become a market leader.