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:

  • The prospect-targeting attributes we’ve identified are more like attitudes than attributes. Is that a problem?
  • How do I know if my value messages are really "strategic"?
  • Where Should Sales Ops Report To, or Up Through?
  • What kinds of things should a Sales Ops group be focusing on?
  • Our competitors are offering a lower price. Why wouldn’t a customer just take their offer?
  • How does cycle time affect overall results? Aren’t the dollars the same no matter when you get them?
  • If we spot a potential customer defection early enough, can we turn it around?
  • What's a typical ratio of Sales Ops headcount to Sales headcount?
  • Should we be able to command a price premium for every value-gap we identify?
  • When positioning ourselves vs. the competition, won’t prospects see us as negative and get turned off?

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

  • Answering Three Questions to Enable Change

    Driving change in a sales organization can be a struggle and a challenge--and failure is all too common. In this tutorial, learn a more effective approach for championing new solutions in sales environments.

    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

  • 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.

    View This Interview

  • 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

  • Inside a Sales Operations Group On a Mission

    Scott Kolar, the VP of Sales Operations at LexisNexis Risk Solutions, gives us an inside look into how his team is structured, their priorities and responsibilities, and the significant contributions they've made to the company's performance.

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  • Suffering from a Bad Case of Sticker Shock

    In B2B environments where discounting is habitual, it's easy to think that your list prices don't really matter all that much. But before you conclude that list prices are inconsequential in your business, consider this case of a B2B reseller who just couldn't see what they were missing.

    View This Case Study

  • Exceptional Sales Ops Teams

    Sales Ops is still evolving and there are no long-standing rules for how everything should work. But there's a lot to learn from teams with a track record of success. In this on-demand webinar, we explore the common traits and mindsets of successful Sales Operations groups.

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  • Golden Rules of Sales Ops

    Sales Operations has its own set of rules and governing principles...most of which you'll never find in a textbook. What are these "golden rules" and how you keep from breaking them?

    View This Webinar

  • Can You Benefit from Better Deal Management?

    Some companies close deals rapidly at the expense of margins and profit. Other companies protect margins and control discounting at the expense of cycle-time and close-rates. In this guide, you'll learn how leading companies are able to achieve the best of both worlds.

    View This Guide