The end of the year isn’t just a time for holidays; it’s the best time to sharpen your focus and plan for explosive growth in the year ahead. For many founders, building or updating a sales playbook feels like a massive challenge: Where do you even start? What critical information is missing? Without this document, your sales efforts are random, making it nearly impossible to scale efficiently.

Join Mark Elliott, our veteran Expert Advisor – Sales and Co-founder of VA Partners, for an essential session designed to cut through the complexity. December is the perfect month to lay the groundwork, and this session will give you a clear, actionable plan to create or refine your sales playbook, preparing you to hit the ground running in 2026.

What you’ll learn

This power hour is designed to equip you with the strategic framework and key elements needed to build a robust B2B Sales Playbook. You will learn how to structure a document that truly guides your sales efforts, covering:

• Defining Your North Star: Establishing clear, achievable sales goals for the year ahead.
• Ideal Customer Profile (ICP): Pinpointing exactly who your best customers are to focus resources and maximize ROI.
• High-Impact Messaging: Crafting clear, compelling messages that resonate with your ICP and stand out in a crowded market.
• Integrating New Tools: Exploring the role of modern sales technology, including Artificial Intelligence (AI), and how to effectively integrate these tools into your workflows.
• Team Growth Strategy: Planning the intelligent expansion of your sales team, from first hires to scaling the department.

The key outcome is to give you a definitive structure and the items you should include to create a sales playbook that is ready for 2026.

Who should attend

This session is ideal for founders, small business owners, and sales leaders whose organizations sell to B2B or utilize a B2B channel to sell consumer goods. If you are creating your very first sales playbook or if you have one but are looking to refresh it with modern strategies and greater clarity, this session will provide immediate, tangible value.

Meet the speaker

Mark Elliott is the Co-founder of VA Partners and serves as an Expert Advisor – Sales here at Innovation Factory. With years of hands-on experience in B2B sales strategy and execution, Mark specializes in helping tech companies build repeatable, scalable sales processes. He’s passionate about giving founders practical tools, like the Sales Playbook, that directly translate into revenue growth.