Get the Answers You Need
Whether you have specific questions about building a more effective B2B sales operation—or just want to know which questions you should be asking—the library of questions in the SellingBrew Playbook makes it easy to find the answers and resources you need.
Here are just a few that subscribers get access to:
- What are the main reasons sales training doesn't stick over time?
- How can I tell what a customer's real agenda is and identify what type of buyer they really are?
- What are the primary components of an effective sales strategy?
- What should I do with the leads that sales people disqualify?
- What are the different types of sales training we need to be aware of?
- What if our competitors are outperforming us on every value-driver that really matters?
- How do we get organizational support for tightening up our targeting criteria?
- What's the difference between lead generation and cultivation?
- Can modeling account potential help me with forecasting?
- What is a "Mix Shift" customer defection and how do I spot it?
This question is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
More Subscriber-Only Resources From Our Library
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Answering Three Questions to Enable Change
Driving change in a sales organization can be a struggle and a challenge--and failure is all too common. In this tutorial, learn a more effective approach for championing new solutions in sales environments.
View This Tutorial -
Finding Margin Leaks in Your Sales Processes
Of course, every sale is the result of a process. And with any process, the quality of the final product is influenced by the raw materials. This diagnostic helps improve revenues and margins by identifying the root-causes of erosion in your sales processes.
View This Diagnostic -
Fixing the Causes of Rogue Salespeople
It's all too easy to observe rampant discounting in the field and conclude that "rogue" salespeople are the source of the problem. In this interview with Paul Hunt, he exposes the real problems behind rampant discounting in the field.
View This Interview -
Preventing Bad Deals Before They Happen
After-the-fact corrective actions will do little to prevent the bad deals from happening again. Stop treating the symptoms. This diagnostic shows how to identify and correct the underlying root-causes of problems and issues.
View This Diagnostic -
Enabling Intelligent Growth
As the clouds of market uncertainty clear, there's often a massive push for revenue growth and market expansion.So how do we deliver on new growth imperatives while protecting long-term performance?
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Targeting Your Most Profitable Prospects
In this tutorial, learn a six-step strategic process for increasing your odds of success in the marketplace by understanding which prospects you should target...and which ones you should avoid.
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Designing Effective CRM Dashboards for B2B Sales
How do you make your CRM dashboards an effective tool your salespeople will utilize long after the "shininess" has worn off? This Express Guide details ten strategies and tactics we’ve gleaned through our research with leading B2B sales operations and sales experts.
View This Guide -
The Ugly Truth About Lead Generation ROI
Very often in business, the truth behind problems runs counter to what the people in charge actually believe. This entertaining case study reveals the true root-causes behind one company's "failing" lead generation programs.
View This Case Study -
Boosting the Sales Ops Team's Influence
How can Sales Ops implement their plans and improve results when they lack the direct authority to ensure that those plans are executed? In this session, learn to leverage the principles of influence and persuasion.
View This Webinar
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