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

SellingBrew

Subscriber-Only Interview

Already a subscriber? Login

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

Exploring the Principles of Sales Process Excellence

A Discussion with Michael Webb About Applying Process Improvement Methods to B2B Sales

There's a massive difference between just "trying to improve" in a general sense and leveraging a rigorous, fact-based method for driving systemic improvement. While the former may yield fleeting results on occasion, the latter provides a framework for solving the right problems, in the right ways, to drive continuous improvements in efficiency, effectiveness, and results. In this expert interview, Michael Webb, the author of Sales Process Excellence, discusses how the time-tested principles, concepts, and tools of process improvement should be utilized in B2B sales environments.

This interview 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

  • How to Develop Real Competitive "Kill Sheets"

    Competitive kill sheets are a great tool to help salespeople in the field. But most so-called kill sheets are nothing more than glorified competitive profiles. In this concise tutorial, learn how to develop real, strategic competitive kill sheets that highlight and reinforce the competitive differences that actually matter to prospects.

    View This Tutorial

  • How to Optimize Your Sales Funnel

    With so many different variables involved, improving sales performance across the board and at-scale can seem like a daunting task. But with a different perspective on your sales funnel, you can generate huge improvements much more easily and with far less risk.

    View This Webinar

  • Exposing the Secrets of Sales Negotiation

    How do you protect yourself when your sellers are so outmatched in negotiations? How do you keep them from falling for every trick in the book? And what does your Sales Ops team need to know to provide another layer of protection?

    View This Webinar

  • Trade Secrets of Effective Lead Generation

    There are common pitfalls many companies run into with their lead generation programs. This interview with Dan McDade, the author of The Truth About Leads, exposes why B2B lead generation is broken and what you can do to fix it.

    View This Interview