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 can I do if I can’t really tell whether the customer is serious about needing the absolute lowest price?
- We track close-rates by sales rep, but they always brush-off the massive variances as being "mix related". Any suggestions?
- Should it concern us that customers haven't ever considered the value-drivers we've identified?
- What's the difference between defection detection and customer retention?
- Any ideas for teaching our salespeople how to deal with Procurement?
- Who should be responsible for cultivating leads?
- Is classroom training better than web-based training?
- Why is customer retention so much more important in B2B than in B2C?
- What is a "Mix Shift" customer defection and how do I spot it?
- Our whitepapers aren't generating very many leads. Any suggestions?
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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Building a Sales Ops Center of Excellence
Sales Operations has long been characterized as a tactical support function. This tutorial provides advice on moving beyond tactical support and transforming Sales Operations into a strategic driver of sales effectiveness.
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Developing Prescriptive Account Plans
Learn a powerful 7-step process for growing sales from your existing customers. See how to identify exactly where growth opportunities are and create the account plans that will capture them.
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How to Deliver Sales Training That Sticks
With the right approach, a sales training program can deliver lasting, profitable results. This step-by-step process guides you through designing effectiveness and stickiness into your sales training program right from the start.
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Maximizing the Effectiveness of Sales Training
Research shows that most sales training programs just don't "stick" over the long term. In this on-demand training session, we explore proven strategies and critical steps for developing effective sales training programs that have "stickiness" built-in from the very beginning.
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B2B eCommerce Channel Pricing Practices
Market dynamics have kicked B2B ecommerce trends into high gear. In this session, we dispel eight myths of B2B ecommerce and explore ten critical strategic pricing principles you'll want to embrace.
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Seven Steps to Identify and Capture Your Value
With dozens of different methodologies, it's easy to get sidetracked by all of the complexity of value-based selling and pricing. But it's the fundamentals that matter. This video guide gives you what you need to know in seven simple steps.
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Anatomy of a Competition-Crushing Sales Strategy
The better your sales strategy, the easier it is for your sales team to achieve their objectives. But sales strategy is often misunderstood. In this on-demand training session, learn how leading sales operations are improving their sales strategies to win more business, while actually competing less.
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Reducing Friction Between Sales & Marketing
Some amount of "friction" between Sales and Marketing is expected. Too much, however, is counter-productive. In this on-demand session, we discuss dozens of ways to address seven root-causes of friction and conflict between the Sales and Marketing functions.
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Isolating the Impacts of Price, Volume, Cost and Mix
Using this straightforward tool, you can finally put an end to the second guessing and skepticism by isolating and quantifying the contributions of price, volume, cost and mix to period-over-period revenue and margin differences.
View This Tool
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Managing Risk in Sales Ops
How to Be More Proactive About Mitigating Real and Perceived GTM Risks
