Get the Answers You Need
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:
- Who cares "how" we hit the numbers, as long as we hit them?
- We track close-rates by sales rep, but they always brush-off the massive variances as being "mix related". Any suggestions?
- Should I share the results of our marketing research with the sales team?
- Why would a B2B customer defect if they are saying they're satisfied?
- I'm tired of policing my sales team and playing "bad cop" on every deal. Any suggestions?
- Our research interviews were really informative. Do we really need to conduct a broader research survey now?
- Where Should Sales Ops Report To, or Up Through?
- Should we be able to command a price premium for every value-gap we identify?
- Can modeling account potential help me with forecasting?
- How can pricing and discounting affect lead generation?
This question is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
More Subscriber-Only Resources From Our Library
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Avoiding Mistakes in Customer Profitability
For most B2B companies, it's important to maximize the value of every customer you get. But customer profitability management is full of land mines that need to be avoided.
View This Guide -
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 -
The Ugly Truth About Lead Generation ROI
Very often in business, the truth behind problems runs counter to what the people in charge actually believe. This entertaining case study reveals the true root-causes behind one company's "failing" lead generation programs.
View This Case Study -
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.
View This Guide -
Selling Your Sales Ops Initiatives
Even when your company is willing to invest in improved capabilities and infrastructure, you still have to sell your approach. How should you craft, package, and pitch your initiative to get the go-ahead from management?
View This Webinar -
A Better Way to Manage by the Metrics
In this informative interview, Jason Jordan, the author of "Cracking the Sales Management Code," discusses his research into sales measurement and shines a light on which sales metrics can actually be managed...and which cannot.
View This Interview -
Exploring Four Different Types of Buyers
This interview with Nelson Hyde teaches you about four types of buyers --- how to identify them and how to deal with them.
View This Interview -
Competitive Insights for More Strategic Selling
For strategic selling, playing against your competitors' features, functions, and price-points isn't enough. This video guide explains how to win more often by gaining a much deeper understanding of your competitors.
View This Guide -
Identifying Three Types of Customer Defection
In most B2B markets, your ability to stave-off defections and retain good customers is critical. This video guide explains how to identify the early signs of three costly types of customer defection and how to take action before it's too late.
View This Guide
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