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

SellingBrew

Subscriber-Only Research

Already a subscriber? Login

Subscribe and get immediate access to this research, full access to our research library, and much more...

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.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • 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.

    View This Interview

  • Exploring the Principles of Sales Process Excellence

    There's a big difference between just "trying to improve" in a general sense and using a fact-based method for driving systemic improvement. In this expert interview, Michael Webb discusses applying the time-tested principles of process improvement to B2B sales.

    View This Interview

  • How to Retain Your Key Customers

    When you lose business from existing accounts, the sales team must acquire even more new business to compensate. In this on-demand training session, learn about seven innovative strategies leading sales operations are using to minimize revenue attrition and customer defection.

    View This Webinar

  • Exposing Your Differential Value Step-by-Step

    From our best practice research, we’ve cut through the complexity of value-based selling to provide a simplified, step-by-step tutorial for understanding and exposing the differential value of your offerings.

    View This Tutorial