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:
- How are B2B sales operations using predictive analytics?
- What’s the difference between “hard” and “soft” value-drivers?
- How do we get organizational support for tightening up our targeting criteria?
- What's the difference between a "defined" and "undefined" market?
- What kinds of things should a Sales Ops group be focusing on?
- The prospect-targeting attributes we’ve identified are more like attitudes than attributes. Is that a problem?
- When it comes to calculating customer profitability, how good is “good enough”? How accurate is accurate enough?
- 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?
- Are most strategic, "next level" Sales Operations groups found in large companies?
- I'm tired of policing my sales team and playing "bad cop" on every deal. 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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Assessing Core Sales Skills in the Hiring Process
Relying on first-impressions, intuition, and gut-feel is just too risky when hiring salespeople today. This guide explores new options for infusing more objectivity and science into the process of finding good salespeople.
View This Guide -
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.
View This Tutorial -
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 -
Getting Serious About Sales Effectiveness
What does it take to make your sales operation more effective? This on-demand webinar provides insights into what other sales operations are doing and the areas to focus your energies if you're serious about sales effectiveness.
View This Webinar -
The Metrics Sales Leaders Should Be Managing
You need to track and manage sales metrics, but which metrics are the most important? In this guide based on research from Vantage Point Performance and the Sales Education Foundation, Jason Jordan reveals the ones that really matter.
View This Guide -
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
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Closing Costly Revenue Leaks
Identifying and Addressing the Top Sources of Revenue Erosion in Uncertain Times
