How to Gear Up for Growth
Breaking Free of "Tactical Myopia" to Drive Profitable Growth and Sales Effectiveness
With the economic outlook improving, a lot of sales operations are gearing up for the expected growth by taking steps to improve and optimize their tactical selling systems and processes. And certainly, no one would argue that seeking tactical improvements is a bad thing. But we do have to ask whether it's the only thing? Or could there be some other, more strategic considerations that warrant our time and attention? In this interview with Michael Perla, an expert in sales strategy and a co-author of the book, "7 Steps to Sales Force Transformation," we explore these crucial questions and more.
This interview 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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Three Buyers That Don't Buy On Price
If you lower your price, will you have a better chance of winning? Learn how to identify the buyers where additional discounts don't matter...and those that are secretly willing to pay more.
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Keeping Your Customers After You've Acquired Them
In this informative interview, Rick Reynolds of AskForensics discusses the primary reasons customers defect, how to identify vulnerable or damaged accounts, and the steps you can take to turn things around.
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Managing Risk in Sales Operations
Whether real or perceived, it's always best to take a proactive approach to managing and mitigating risk in Sales Operations. In this session, learn how to mitigate major sources of risk before they can manifest.
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Suffering from a Bad Case of Sticker Shock
In B2B environments where discounting is habitual, it's easy to think that your list prices don't really matter all that much. But before you conclude that list prices are inconsequential in your business, consider this case of a B2B reseller who just couldn't see what they were missing.
View This Case Study
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Dynamic Sales Forecasting
Leveraging Data and Technology to Enable More Accurate and Timely Sales Forecasts
