{"product_id":"katherines-senior-living-sales-playbook-katherine-l-pack-9798181203754","title":"Katherine's Senior Living Sales Playbook: A Field Guide for Reps and Leaders Selling Technology in Senior Living","description":"\u003cp\u003e\u003cb\u003eSenior Living SaaS Sales Playbook: The Field Guide for Selling Technology in the Most Relationship-Driven Industry in the World\u003c\/b\u003e\u003c\/p\u003e\u003cp\u003eMost sales playbooks are written for industries where prospects are anonymous, deal cycles are short, and you can always find new pipeline. Senior Living is not that industry.\u003c\/p\u003e\u003cp\u003eEveryone knows everyone. Your reputation travels faster than your win rate. The operator you burned shows up as the VP of Operations at your next prospect. This is a market where how you sell becomes part of what you sell.\u003c\/p\u003e\u003cp\u003eAfter 15 years in enterprise sales in and around senior living, from first hire to VP, I can tell you that almost nothing I learned in other industries translated cleanly here. The cycles are longer. The relationships run deeper. The consequences of a bad fit are real and visible. So I wrote the playbook I wish I'd had.\u003c\/p\u003e\u003cp\u003e\u003cb\u003eWhat you'll find inside: \u003c\/b\u003e\u003c\/p\u003e\u003cp\u003e\u003cb\u003eThe Core Philosophy.\u003c\/b\u003e Senior living buyers don't buy software. They buy relief from uncertainty.\u003c\/p\u003e\u003cp\u003e\u003cb\u003ePersona-Based Selling.\u003c\/b\u003e The CEO, CFO, VP of Sales, Clinical Operations, and IT are not the same conversation.\u003c\/p\u003e\u003cp\u003e\u003cb\u003eDiscovery That Actually Works.\u003c\/b\u003e Most reps rush to the demo. The best reps use discovery in a way that the prospect has convinced themselves.\u003c\/p\u003e\u003cp\u003e\u003cb\u003eSelling Against Your Competitors.\u003c\/b\u003e The modern tech stack, the Core 4 platforms, and how to position yourself whether you're a point solution or an enterprise play.\u003c\/p\u003e\u003cp\u003e\u003cb\u003eDemo Strategy and Psychology.\u003c\/b\u003e How to run a demo that makes the prospect say \"this is exactly what we need\" before you've said a word about price.\u003c\/p\u003e\u003cp\u003e\u003cb\u003eStalled Deal Rescue.\u003c\/b\u003e Every rep has deals that go quiet. This is what you do about it.\u003c\/p\u003e\u003cp\u003e\u003cb\u003ePost-Conference Follow-Up.\u003c\/b\u003e How to turn networking into pipeline instead of a graveyard of LinkedIn connections.\u003c\/p\u003e\u003cp\u003e\u003cb\u003eSales and Marketing Alignment.\u003c\/b\u003e How to get your marketing team actually working the accounts that matter.\u003c\/p\u003e\u003cp\u003e\u003cb\u003eSales Reporting.\u003c\/b\u003e What metrics matter, what's noise, and how to build a dashboard that tells the truth.\u003c\/p\u003e\u003cp\u003e\u003cb\u003eBuilding Out the Sales Team.\u003c\/b\u003e Territory design, first hire sequencing, and what a VP of Sales here is responsible for.\u003c\/p\u003e\u003cp\u003e\u003cb\u003eConference Strategy.\u003c\/b\u003e How to show up like an insider, not a vendor visiting.\u003c\/p\u003e\u003cp\u003e\u003cb\u003eSenior Living Acronyms and Language.\u003c\/b\u003e For new reps and career switchers who need to get up to speed fast.\u003c\/p\u003e\u003cp\u003ePressure doesn't close deals in senior living. Trust does. Understanding does. Showing up as someone who gets their world does. This playbook is about building that.\u003c\/p\u003e\u003cp\u003eFor the AE six months in wondering why deals stall. For the new sales manager figuring out what leadership looks like. For the VP rebuilding a team or entering senior living from another vertical.\u003c\/p\u003e\u003cp\u003e\u003ci\u003e\u003cb\u003eSenior living deserves sales professionals who understand it. This is the field guide.\u003c\/b\u003e\u003c\/i\u003e\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAuthor:\u003c\/b\u003e Katherine L. Pack\u003cbr\u003e\u003cb\u003eISBN-13:\u003c\/b\u003e 9798181203754\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Independently Published\u003cbr\u003e\u003cb\u003eLanguage:\u003c\/b\u003e English\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 06\/12\/2026\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 86\u003cbr\u003e\u003cb\u003eFormat:\u003c\/b\u003e Paperback\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 0.49lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 11.00h x 8.50w x 0.18d","brand":"Katherine L. Pack","offers":[{"title":"Paperback","offer_id":48852988559615,"sku":"9798181203754","price":24.99,"currency_code":"USD","in_stock":true}],"url":"https:\/\/www.whiterainbookhouse.com\/products\/katherines-senior-living-sales-playbook-katherine-l-pack-9798181203754","provider":"WR Book House","version":"1.0","type":"link"}