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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:

  • Can modeling account potential help me with forecasting?
  • By tightening-up our targeting criteria, aren't we shrinking our sales potential?
  • Why would a B2B customer defect if they are saying they're satisfied?
  • What's a typical ratio of Sales Ops headcount to Sales headcount?
  • What do I do if my internal team can’t reach agreement on a set of value-drivers and their relative importance?
  • How do we identify all the elements that go into the cost of a fully loaded sales headcount and determine what their sales yield needs to be?
  • I'm tired of policing my sales team and playing "bad cop" on every deal. Any suggestions?
  • What if our competitors are outperforming us on every value-driver that really matters?
  • Should it concern us that customers haven't ever considered the value-drivers we've identified?
  • The prospect-targeting attributes we’ve identified are more like attitudes than attributes. Is that a problem?

This question is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.

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More Subscriber-Only Resources From Our Library

  • Fixing the Causes of Rogue Salespeople

    It's all too easy to observe rampant discounting in the field and conclude that "rogue" salespeople are the source of the problem. In this interview with Paul Hunt, he exposes the real problems behind rampant discounting in the field.

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  • 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
  • Making Sense of Revenue Operations

    Revenue Operations is a hot topic and a growing function. What does Sales Operations really need to know about it? And how can the principles and practices be leveraged to improve overall performance?

    View This Webinar