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

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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?
  • Should I share the results of our marketing research with the sales team?
  • Once I understand the untapped potential in each account, what can I do with the information?
  • What kinds of things should a Sales Ops group be focusing on?
  • Where Should Sales Ops Report To, or Up Through?
  • What's the difference between "explicit" and "latent" demand?
  • What's a good cost-per-lead? Are there any benchmarks?
  • How can we see the customer spend that we aren't getting?
  • What's a "bounce-back" offer and when would I want to use one?
  • By tightening-up our targeting criteria, aren't we shrinking our sales potential?

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

  • 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 Five Margin-Killing MarCom Mistakes

    Your marketing materials are often the first things prospect see. Learn how to identify and avoid five marketing communication mistakes that can damage your value before the sales rep even get a chance.

    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

  • 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

  • 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

  • Crucial Sales Operations Concepts

    What sets a great Sales Ops team apart often comes down the core concepts and principles they embrace. In this on-demand webinar, you'll learn about 15 fundamental concepts that every Sales Ops leader and practitioner needs to understand inside and out.

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  • Neutralizing the Sales Team's Go-To Excuses

    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. Learn how Sales Ops can address the common "reasons" for poor sales performance.

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  • The Fundamentals of Effective Sales Analysis

    In this on-demand training webinar, we share the fundamental concepts and principles behind effective sales analysis, expose the critical building blocks that need to be in-place, and walk through a basic analysis example to pull everything together.

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  • The Sales Ops Blueprint

    Leveraging current best practices and "what we know now," this webinar aims to equip you with the knowledge you need to create the most impactful Sales Ops function possible.

    View This Webinar