Get the Answers You Need
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’s the difference between “hard” and “soft” value-drivers?
- For targeting purposes, what if we can’t find any attributes that are common across our most profitable customers?
- By tightening-up our targeting criteria, aren't we shrinking our sales potential?
- How does cycle time affect overall results? Aren’t the dollars the same no matter when you get them?
- What's a "bounce-back" offer and when would I want to use one?
- Why shouldn't we just focus our attention on our largest customers?
- What if our competitors are outperforming us on every value-driver that really matters?
- How can we get more control over our salespeople's Travel & Entertainment expenses without playing "Mother May I"?
- Will salespeople really listen to Sales Ops when it comes to things like pricing, cross-selling, retention, etc.?
- Any ideas for teaching our salespeople how to deal with Procurement?
This question is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
More Subscriber-Only Resources From Our Library
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Shift Your Customer Mix to Improve Performance
In this video session, learn how to go about shifting the mix of customers you sell to on a regular basis to improve revenues, margins, close rates, and repeat sales…all at the same time
View This Guide -
Tweaking Your Sales Strategy to Improve Margins
A well thought-out strategy can reduce pricing pressure and increase deal velocity. Learn how relatively small adjustments to your sales strategy in a few high-leverage areas can combine and compound to produce dramatic results.
View This Guide -
The Metrics Sales Leaders Should Be Managing
You need to track and manage sales metrics, but which metrics are the most important? In this guide based on research from Vantage Point Performance and the Sales Education Foundation, Jason Jordan reveals the ones that really matter.
View This Guide -
A Better Way to Manage by the Metrics
In this informative interview, Jason Jordan, the author of "Cracking the Sales Management Code," discusses his research into sales measurement and shines a light on which sales metrics can actually be managed...and which cannot.
View This Interview
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Aligning Sales Ops to Business Strategy
Driving Sales Performance Within the Context of the Overall Business
