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:

  • What are the different types of sales training we need to be aware of?
  • How would we modify our systems to incorporate our sales training?
  • Why don't great salespeople make great sales managers?
  • Instead of leaving it to marketing, we'd like to own the marketing automation system. Any advice or suggestions?
  • What can I do if I can’t really tell whether the customer is serious about needing the absolute lowest price?
  • What if the root-causes are in an area that I don't have a lot of lot influence over?
  • Is classroom training better than web-based training?
  • Why would a B2B customer defect if they are saying they're satisfied?
  • Are most strategic, "next level" Sales Operations groups found in large companies?
  • Can modeling account potential help me with forecasting?

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

  • 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

  • Four Ways to Get More Out of Sales Analytics

    Contrary to the hype, analytical toolsets don’t provide significant benefits right out-of-the-box. This video guide reveals powerful strategies for producing more meaningful results from your sales analytics efforts and investments.

    View This Guide

  • 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

  • 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

  • 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 Fundamentals of Effective Subscription Pricing

    With subscriptions, the first order is just a fraction of the business you hope to get over time. So how do you do get the pricing right? In this recorded webinar, learn the processes, practices, and measures that can boost subscription pricing effectiveness.

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  • More Effective Onboarding

    Every sales operation wants to get new reps productive faster. But making that a reality can be a challenge. In this session, we share key insights and principles for making onboarding more efficient and effective.

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  • How to Improve Your Sales Pipeline Analysis

    Pipeline analytics is great for reporting on current performance, but it can do so much more. This guide outlines 12 strategies for improving deal probability, velocity and value across every salesperson in your sales operation.

    View This Guide

  • Negotiating Profitable Deals

    Everything comes to a head when your sales team negotiates a deal. You want to win, but you don't want to leave money on the table. So, how do you help your sales team to become better negotiators, so they win the deals they should, at the right price?

    View This Webinar