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:
- Should I give my salespeople a specific price, or is a range OK?
- I'm tired of policing my sales team and playing "bad cop" on every deal. Any suggestions?
- Why are the early signs of customer defection so difficult to spot?
- What's a good cost-per-lead? Are there any benchmarks?
- What are some good next steps to take once we've gleaned some solid insights about our competitive set?
- Should we be able to command a price premium for every value-gap we identify?
- If we spot a potential customer defection early enough, can we turn it around?
- What's the difference between lead generation and cultivation?
- What can I do if I can’t really tell whether the customer is serious about needing the absolute lowest price?
- What are the different buyer types we might be negotiating with?
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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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.
View This Diagnostic -
Four Ways to Get More Out of Sales Analytics
Contrary to the hype, analytical toolsets don’t provide significant benefits right out-of-the-box. This video guide reveals powerful strategies for producing more meaningful results from your sales analytics efforts and investments.
View This Guide -
Preventing Bad Deals Before They Happen
After-the-fact corrective actions will do little to prevent the bad deals from happening again. Stop treating the symptoms. This diagnostic shows how to identify and correct the underlying root-causes of problems and issues.
View This Diagnostic -
Using Peer Pressure To Improve Your Margins
Fixing poor pricing and discounting practices can seem futile. And playing bad cop isn't much fun. This tutorial shows you how to build a "system of influence" that gets your salespeople to police their own pricing and discounting behaviors.
View This Tutorial -
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.
View This Interview -
Moving the "Meaty Middle"
The primary focus for Sales Ops should be on improving the performance of the middle-of-the-road salespeople who comprise the majority of the team. In this on-demand webinar, learn why it's so important and how to make it happen.
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 -
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.
View This Diagnostic -
The Big Deal About "Modern" Sales Playbooks
A lot of sales operations have been trying to determine whether playbooks are something they should be leveraging. And if so, how should they be going about it? In this expert interview, Christopher Faust helps cut through the confusion and provides guidance on topic.
View This Interview
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The Sales Ops Blueprint
A Best Practices Guide To Getting Started...Or Starting Over
