Sales Operations Best Practices, Research Reports, Training Courses and Webinars

SellingBrew

Subscriber-Only On-Demand Webinar

Already a subscriber? Login

Subscribe and get immediate access to this webinar, full access to our research library, and much more...

Neutralizing the Sales Team’s Go-To Excuses

How Sales Ops Can Address the Most Common "Reasons" for Poor Sales Performance

When things don't turn out as expected or desired, it's just human nature to look for explanations beyond what might be perceived as a personal failing. And in a typical sales environment, there all sorts of things that can be pointed to when performance isn't up to par. Sometimes, these reasons are legitimate. All too often, however, they're just excuses or "bushes" to hide behind. In either case, Sales Ops needs to be able to address them. In this on-demand webinar, you'll learn about:

  • Strategies and tactics for anticipating the go-to rationalizations and neutralizing them before they take hold.
  • A straightforward three-step strategic process for getting your arms around the real issues and root causes.
  • The most effective perspective on the various "explanations" that may seem like little more than CYA excuses.
  • The best ways to combat and prevent inaccurate conclusions from being drawn when expectations aren't met.

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

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • 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.

    View This Guide

  • Exposing the Secrets of Sales Negotiation

    How do you protect yourself when your sellers are so outmatched in negotiations? How do you keep them from falling for every trick in the book? And what does your Sales Ops team need to know to provide another layer of protection?

    View This Webinar

  • How Customers Evaluate a Price

    We'd like to think that customers are always rational when they consider the price on a deal...but they aren't. In this guide, Mark Dresdner exposes eight factors that play an important role when a potential customer evaluates a price.

    View This Guide

  • 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