Grow Revenue Faster with Messaging Chapter 6 Alignment, Playbooks, and Onboarding a test: Pick up your phone, record your pitch, and share it with your team. Make it part of your onboarding process and make it a requirement for every product manager. Once you have these systems in place, watch your entire organization follow your lead and the revenue magic will follow. To help jump-start your organization, I’ve broken all the information covered in this chapter into actionable to-do lists. You know what to do, now it’s time to get started. Onboarding To-Dos 1. Interview reps to document what it takes to win deals and ramp fast. 2. Listen to customer calls and do ride-alongs. 3. Interview reps who ramped fast to understand what worked, what didn’t work, and what could be improved. 4. Define onboarding success metrics. 5. Map out 30-day learning path with weekly milestones, metrics, content, and certifications. 6. Inventory content and content gaps. 7. Crowdsource pitches and demos from the executive team, product managers, and top reps. 8. Conduct quarterly learning path results and iterate. Product Playbook To-Dos 1. Invest the time to document a first draft of the playbook. 2. Use the best practice sections. 3. Deliver all content in video. 4. Crowdsource updates from sellers. Competitive Battle Cards To-Dos 1. Know thy competition and don’t bash. 2. Document strengths and overcome objections. 3. Uncover weaknesses and plant traps. 4. Make role-playing and practice part of the culture. Certification To-Dos 1. Break down your customer conversation into bite-size certifications. 2. Be disciplined and institute a weekly pitch. 3. Be honest about feedback.