Glossary · Sales enablement
Play
A play is one specific move a top rep makes at one moment in a deal, written so every rep can use it, approved by enablement, and delivered right before that moment.
01
How does a play work?
Adrata finds a move in your calls, emails and CRM that goes with winning at one moment, and checks it against matched losses. Your enablement lead edits and approves it. Each rep gets it about 30 minutes before the matching call.
02
What does a play look like?
Andie Benjamin’s customer story. Pick one customer like the buyer, tell the moment it broke and one number, then ask, “Does any of that sound like you?” On the sample team she wins 58% of first calls where she tells it; the team wins 27% (sample data).
03
What makes a good play?
It passes four tests. You can say it in one sentence. It’s under the rep’s control. It shows up in the calls. And it held up when reps who had it were compared with reps who didn’t have it yet.
04
How is a play different from a playbook?
A playbook is the whole set. A play is one move inside it, with its own moment, its own evidence and its own result. Enablement decides which plays the playbook keeps.
See your own plays.
Three plays from your best reps’ calls, drafted for kickoff. Free.