Resources Archive - SellingBrew

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Featured Sales Ops Insights & Tips

The Right Way to Call Your Customer's Bluff

How can your salespeople identify and respond to those customers who say they need a lower price...but are actually bluffing?
Spoiler Alert: There Are No Sales Solutions

How should you be thinking about driving improvements in a typical sales operation? If you want to deal with reality effectively, here's the mindset you should adopt...

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Popular Express Guides & Research

Combating Competitive Pricing Pressure

Pricing pressure is just a fact of life. But how well you handle that pressure can determine whether your business ultimately succeeds or fails. This guide exposes 15 ways to address (and prepare for) competitive pricing pressure.
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Tweaking Your Sales Strategy to Improve Margins

A well thought-out strategy can reduce pricing pressure and increase deal velocity. Learn how relatively small adjustments to your sales strategy in a few high-leverage areas can combine and compound to produce dramatic results.
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Closing the Gap on Growing Existing Customers

Our research into leading sales operations shows that for most B2B companies, selling more to their current customers is a top priority. However, this research also exposes a mission-critical capability that most B2B sales operations are admittedly lacking.
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Questions from the Community

Question

What’s a typical ratio of Sales Ops headcount to Sales headcount?

Question

How can pricing and discounting affect lead generation?

Question

What if the root-causes are in an area that I don’t have a lot of lot influence over?

Recommended Tutorials

Popular Expert Interviews

Keeping Your Customers After You've Acquired Them

In this informative interview, Rick Reynolds of AskForensics discusses the primary reasons customers defect, how to identify vulnerable or damaged accounts, and the steps you can take to turn things around.
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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.
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The One-Two Punch for Stickier Accounts

In this Expert Interview, Rick Reynolds, the CEO of AskForensics, discusses a straightforward, research-based program for improving customer retention and account health.
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Recommended Case Studies

Top Tools & Diagnostics

Seven Signs Your Sales Strategy Stinks

How can you tell if your sales strategy is really going to be effective? This diagnostic provides a straightforward self-assessment to help you evaluate the quality of your sales strategy.
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The Marketing Research Interview Guide

Categories and sample questions for developing effective marketing research interview guides. A robust and well-rounded interview guide can be constructed by just developing one question in each category.
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The Multiple Dimensions of Value Chart

Use this chart of potential value-drivers along multiple dimensions to aid your initial brainstorming around how your offerings deliver value to your customers.
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