Sales Operations Best Practices, Research Reports, Training Courses and Webinars

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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:

  • We track close-rates by sales rep, but they always brush-off the massive variances as being "mix related". Any suggestions?
  • How do we identify all the elements that go into the cost of a fully loaded sales headcount and determine what their sales yield needs to be?
  • If we have people with lots of experience in the industry, do we really need to conduct marketing research?
  • How can I tell what a customer's real agenda is and identify what type of buyer they really are?
  • What's the problem with using BANT for prospect qualification?
  • Can modeling account potential help me with forecasting?
  • How can we see the customer spend that we aren't getting?
  • What’s wrong with "management by result"?
  • How Should a Sales Ops Function Be Structured?
  • What should I do with the leads that sales people disqualify?

This question is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.

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More Subscriber-Only Resources From Our Library

  • 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

  • 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

  • Increasing Revenue Through Real Strategic Sales

    It’s so easy to get caught up in the tactics of selling. But your sales strategy shouldn't take a backseat to the tactical to-do list. This recorded training session helps you get beyond the tactical and understand what real strategic selling is all about.

    View This Webinar

  • Seven Building Blocks of Sales Effectiveness

    In sales, it can be challenging to know where to focus your attention and resources. This guide provides a framework of the seven areas where improvements have the most impact on close rates, cycle times, deal sizes, and margins.

    View This Guide

  • Taking Your Sales Operation to the Next Level

    It's common for sales operations to get mired in tactical sales support and administrative activities. This four-part recorded training session reveals the steps leading sales operations teams are taking to transform themselves into a much more proactive and strategic business function.

    View This Webinar