How to Build a Sales Playbook That Actually Gets Used 

Most sales playbooks fail not because of poor content, but because they’re disconnected from how customers actually buy. 

SBI’s How to Build a Sales Playbook guide helps revenue leaders design playbooks that drive real adoption and sales impact. It walks through a structured approach that links your sales process directly to the buyer journey, equips teams with the right tools, and keeps content relevant as markets evolve. 

A playbook is not a binder; it’s a blueprint for how your team wins.

This guide helps sales and enablement leaders: 

• Map the sales process to the buying process to align seller actions with buyer behavior
• Audit and organize sales content so reps use the right assets at the right time
• Build and maintain a living playbook that evolves with your market and strategy guide outlines a proven approach to help CEOs and their teams