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:
- Should Sales Ops Be Distributed or Centralized?
- Is speaking about loss avoidance really more powerful than highlighting upside gains?
- Why is customer retention so much more important in B2B than in B2C?
- How would we modify our systems to incorporate our sales training?
- What is a "Steady State" customer defection and how do I spot it?
- What should I do with the leads that sales people disqualify?
- What are the different buyer types we might be negotiating with?
- By tightening-up our targeting criteria, aren't we shrinking our sales potential?
- Any ideas for teaching our salespeople how to deal with Procurement?
- Our competitors are offering a lower price. Why wouldn’t a customer just take their offer?
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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Assessing Core Sales Skills in the Hiring Process
Relying on first-impressions, intuition, and gut-feel is just too risky when hiring salespeople today. This guide explores new options for infusing more objectivity and science into the process of finding good salespeople.
View This Guide -
Building a Sales Ops Center of Excellence
Sales Operations has long been characterized as a tactical support function. This tutorial provides advice on moving beyond tactical support and transforming Sales Operations into a strategic driver of sales effectiveness.
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 -
Getting Serious About Sales Effectiveness
What does it take to make your sales operation more effective? This on-demand webinar provides insights into what other sales operations are doing and the areas to focus your energies if you're serious about sales effectiveness.
View This Webinar -
The Metrics Sales Leaders Should Be Managing
You need to track and manage sales metrics, but which metrics are the most important? In this guide based on research from Vantage Point Performance and the Sales Education Foundation, Jason Jordan reveals the ones that really matter.
View This Guide -
Using Peer Pressure To Improve Your Margins
Fixing poor pricing and discounting practices can seem futile. And playing bad cop isn't much fun. This tutorial shows you how to build a "system of influence" that gets your salespeople to police their own pricing and discounting behaviors.
View This Tutorial
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Managing Risk in Sales Ops
How to Be More Proactive About Mitigating Real and Perceived GTM Risks
