Closing the Gap on Growing Existing Customers
A SellingBrew Research Briefing Exploring a Critical Capability That Most B2B Sales Operations Are Lacking
Our research into leading sales operations shows that for most established B2B companies, selling more to their current customers is a very important issue...with some very serious problems and implications. In this research briefing, you'll learn about:
- Where "growing sales to existing customers" falls in the list of top priorities for established B2B sales operations.
- The number of sales operations reporting a serious deficiency around understanding untapped account potential.
- Five "hidden" impacts this capability gap has on territory planning, coverage mapping, sales incentives, and more.
- Where the majority of sales operations are turning in order to address the problems and close the capability gaps.
This research is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
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Beyond Reporting with Sales & Pipeline Analysis
To actually improve overall sales performance in a big way, reporting alone simply WILL NOT get you there. This recorded training session shows you how to make the transition from reporting to true sales and pipeline analysis that can drive improved sales performance at-scale.
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Fooling Yourself About Customer Retention
In this Expert Interview, Rick Reynolds, the CEO of AskForensics, discusses their latest research and reveals a number of effective strategies for maintaining strong customer relationships and retaining your most valuable accounts.
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The Triangulated Competitive Audit Guide
The Triangulated Competitive Audit Guide provides an expanded reference list of the various types of questions you'll want to ask about your competitors and why.
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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.
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Managing Risk in Sales Ops
How to Be More Proactive About Mitigating Real and Perceived GTM Risks
