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:
- What's the difference between "explicit" and "latent" demand?
- How would we modify our systems to incorporate our sales training?
- Will salespeople really listen to Sales Ops when it comes to things like pricing, cross-selling, retention, etc.?
- How do you make sure improvements stick and don't go back to normal?
- What's the difference between lead generation and cultivation?
- How can we get more control over our salespeople's Travel & Entertainment expenses without playing "Mother May I"?
- If we hire experienced reps, shouldn't they already know what to do?
- What are the different buyer types we might be negotiating with?
- What's a good cost-per-lead? Are there any benchmarks?
- Aren't people usually the root-causes behind most sales and marketing problems?
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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17 Insights That Improve Close-Rates & Margins
The more your team knows about how your prospects perceive the marketplace, the better the chances are for success. This guide provides the key prospect insights that can improve close-rates, margins, and long-term customer values.
View This Guide -
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 -
Five Performance Boosters of Follow-On Sales
While customer acquisition is certainly important, it might not the best place to focus if you really want to see dramatic improvements in sales performance. Learn how a shift in focus can increase your close-rates, shorten sales-cycles, and improve your margins.
View This Guide -
Generating More Sales from Existing Customers
Many B2B companies struggle to identify untapped sales opportunities and maximize revenue from the customers they've already acquired. In this four-part recorded training session, learn what leading sales operations are doing differently to grow share-of-wallet with existing customers.
View This Webinar -
Shift Your Customer Mix to Improve Performance
In this video session, learn how to go about shifting the mix of customers you sell to on a regular basis to improve revenues, margins, close rates, and repeat sales…all at the same time
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
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Closing Costly Revenue Leaks
Identifying and Addressing the Top Sources of Revenue Erosion in Uncertain Times
