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:

  • How do you make sure improvements stick and don't go back to normal?
  • Isn't the point of analytics all about identifying outliers and taking action to make sure they don't happen again?
  • How are B2B sales operations using predictive analytics?
  • The prospect-targeting attributes we’ve identified are more like attitudes than attributes. Is that a problem?
  • How can I tell what a customer's real agenda is and identify what type of buyer they really are?
  • What is a "Mix Shift" customer defection and how do I spot it?
  • Any ideas for teaching our salespeople how to deal with Procurement?
  • Any tips for getting others in our company on-board with conducting more rigorous competitive analysis?
  • Are marketing automation tools really all that? What can and can't they do, really?
  • Should we be able to command a price premium for every value-gap we identify?

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

  • Creating More Powerful Sales Proposals

    Delivering a proposal is often the final "yes/no" step that every other sales and marketing activity is leading up to. We spoke with Reuben Swartz about how to create sales proposals that win more business at higher margins.

    View This Interview

  • Seven Building Blocks of Sales Effectiveness

    In sales, it can be challenging to know where to focus your attention and resources. This guide provides a framework of the seven areas where improvements have the most impact on close rates, cycle times, deal sizes, and 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

  • Attracting and Capturing Better Leads

    Isn't it frustrating when sales gets the blame for poor performance when the quality of leads is the real problem. In this on-demand webinar, learn about a number of strategies and tactics for maximizing the quantity, quality, and value of your sales leads.

    View This Webinar

  • How to Retain Your Key Customers

    When you lose business from existing accounts, the sales team must acquire even more new business to compensate. In this on-demand training session, learn about seven innovative strategies leading sales operations are using to minimize revenue attrition and customer defection.

    View This Webinar

  • Building a Better Sales Pipeline

    How do we develop a more efficient and more effective sales pipeline? And how do we drive improvement in a way that is more consistent, predictable, and scalable?

    View This Webinar

  • From Tactical to Strategic Sales Ops

    Some teams are so mired in tactical grunt work and daily firefights that they never make progress on strategic pursuits. How have other Sales Ops teams transitioned into more strategic functions? What steps did they take?

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  • 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