https://yoursalesdna.com/en/kennisbank Articles on capturing your way of selling, sorted per layer: from promise and phases to win points, contact cadence and KPIs. en-US Wed, 28 Oct 2026 06:00:00 GMT https://yoursalesdna.com/assets/icon-512.pnghttps://yoursalesdna.com/en/kennisbank https://yoursalesdna.com/en/kennisbank/voor-welke-bedrijven-is-salesdna https://yoursalesdna.com/en/kennisbank/voor-welke-bedrijven-is-salesdna Wed, 28 Oct 2026 06:00:00 GMT All building layers Which industries, company types and questions was SalesDNA made for, and which problems does it not solve? A five-minute test. https://yoursalesdna.com/en/kennisbank/salesteam-aansturen-weekritme https://yoursalesdna.com/en/kennisbank/salesteam-aansturen-weekritme Sat, 03 Oct 2026 06:00:00 GMT Building layer 5 · Organization Leading a sales team without firefighting: five fixed moments a week for the sales manager, from pipeline review to coaching conversation. With a sample week. https://yoursalesdna.com/en/kennisbank/salesplaybook-software-kiezen https://yoursalesdna.com/en/kennisbank/salesplaybook-software-kiezen Sat, 03 Oct 2026 06:00:00 GMT All building layers Which software fits a sales playbook for SMBs? Eight questions about ownership, coherence, maintenance, sharing without an account, AI and data. https://yoursalesdna.com/en/kennisbank/van-pdf-naar-levend-handboek https://yoursalesdna.com/en/kennisbank/van-pdf-naar-levend-handboek Mon, 28 Sep 2026 06:00:00 GMT All building layers Why a sales playbook as a PDF ends up in a drawer after a year, and how to turn it into a living document that is updated every quarter. https://yoursalesdna.com/en/kennisbank/kpis-per-fase https://yoursalesdna.com/en/kennisbank/kpis-per-fase Mon, 28 Sep 2026 06:00:00 GMT Building layer 7 · Steering Fewer KPIs, better steering: at most two KPIs per phase of your sales process, each with a norm, a data source and an owner. https://yoursalesdna.com/en/kennisbank/inwerken-in-90-dagen https://yoursalesdna.com/en/kennisbank/inwerken-in-90-dagen Mon, 28 Sep 2026 06:00:00 GMT Building layer 6 · People Onboarding a new account manager on the method instead of by shadowing: a 90-day program, building layer by building layer, with fixed moments. https://yoursalesdna.com/en/kennisbank/salesmeeting-45-minuten https://yoursalesdna.com/en/kennisbank/salesmeeting-45-minuten Mon, 28 Sep 2026 06:00:00 GMT Building layer 5 · Organization A weekly sales meeting that does not run over and does deliver: a fixed 45-minute agenda, with action items that are followed up. https://yoursalesdna.com/en/kennisbank/contactritme-per-klantklasse https://yoursalesdna.com/en/kennisbank/contactritme-per-klantklasse Mon, 28 Sep 2026 06:00:00 GMT Building layer 3 · Activity matrix How often do you speak with which customer? How to divide customers into A, B and C by revenue and potential, and set the contact cadence per class. https://yoursalesdna.com/en/kennisbank/belofte-in-een-zin https://yoursalesdna.com/en/kennisbank/belofte-in-een-zin Mon, 28 Sep 2026 06:00:00 GMT Building layer 1 · Sales foundation Your promise decides the rest of your way of selling. How to write it in one sentence from the customer's point of view, with five examples and a test. https://yoursalesdna.com/en/kennisbank/afsluitcriteria https://yoursalesdna.com/en/kennisbank/afsluitcriteria Mon, 28 Sep 2026 06:00:00 GMT Building layer 2 · Sales process A sales process without exit criteria is a wish list. How to write a criterion per phase based on what the customer does, not the sales rep. https://yoursalesdna.com/en/kennisbank/winpunten https://yoursalesdna.com/en/kennisbank/winpunten Mon, 28 Sep 2026 06:00:00 GMT Building layer 4 · Customer journey A one-afternoon workshop with your sales team: from thirty ideas to three win points in the customer journey that you deliver every time. https://yoursalesdna.com/en/kennisbank/kwalificeren-met-vaste-criteria https://yoursalesdna.com/en/kennisbank/kwalificeren-met-vaste-criteria Mon, 14 Sep 2026 06:00:00 GMT Building layer 2 · Sales process Fewer quotes that go nowhere: four questions that tell your team after the first conversation whether a prospect is worth it, as an alternative to BANT. https://yoursalesdna.com/en/kennisbank/forecast-die-klopt https://yoursalesdna.com/en/kennisbank/forecast-die-klopt Mon, 31 Aug 2026 06:00:00 GMT Building layer 7 · Steering Why your forecast mostly measures optimism, and how exit criteria, your own win probabilities and a fixed pipeline review give you an honest pipeline. https://yoursalesdna.com/en/kennisbank/ideaal-klantprofiel https://yoursalesdna.com/en/kennisbank/ideaal-klantprofiel Mon, 17 Aug 2026 06:00:00 GMT Building layer 1 · Sales foundation Who is your ideal customer? Derive the profile from your own customer base, with five criteria and thresholds that sort prospects into A, B and C. https://yoursalesdna.com/en/kennisbank/weekritme-accountmanager https://yoursalesdna.com/en/kennisbank/weekritme-accountmanager Mon, 03 Aug 2026 06:00:00 GMT Building layer 3 · Activity matrix How to divide an account manager's week between visits, prospecting, follow-up and meetings, with fixed region days and a sample week. https://yoursalesdna.com/en/kennisbank/klantreis-na-de-deal https://yoursalesdna.com/en/kennisbank/klantreis-na-de-deal Mon, 20 Jul 2026 06:00:00 GMT Building layer 4 · Customer journey After the signature, the customer decides whether your promise holds. Four fixed moments in the first 100 days, each with an owner and a role. https://yoursalesdna.com/en/kennisbank/binnendienst-en-buitendienst https://yoursalesdna.com/en/kennisbank/binnendienst-en-buitendienst Mon, 06 Jul 2026 06:00:00 GMT Building layer 5 · Organization A clear division of roles between inside sales and field sales: a goal, target groups and phases per role, and handovers where nothing gets lost. https://yoursalesdna.com/en/kennisbank/coachen-op-gedrag https://yoursalesdna.com/en/kennisbank/coachen-op-gedrag Mon, 22 Jun 2026 06:00:00 GMT Building layer 6 · People A sales rep who misses target gains more from a conversation about behavior than about the number. From KPI to behavior, with a competency profile and rhythm. https://yoursalesdna.com/en/kennisbank/salesplaybook-wat-hoort-erin https://yoursalesdna.com/en/kennisbank/salesplaybook-wat-hoort-erin Mon, 01 Jun 2026 06:00:00 GMT All building layers What belongs in a sales playbook and what does not? Seven parts that build on each other, an order for the first three months and where to start.