// Sales
Playbook
A codified set of steps a rep or CSM runs against a specific scenario, deal type or customer signal.
In depth
Modern playbooks live in the CRM (Salesforce Sales Programs, HubSpot Playbooks) or in dedicated tools (Ambition, Mindtickle). They turn tribal knowledge into an executable checklist and are the primary mechanism for rolling out a new methodology at scale.
Related terms
Sales Enablement
The function that equips reps with the training, content, tooling and process to sell effectively.
MEDDIC
A B2B qualification framework: Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion.
Health Score
A composite metric CSMs use to predict which customers are at risk of churn or ready for expansion.