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:
- If we hire experienced reps, shouldn't they already know what to do?
- What if our competitors are outperforming us on every value-driver that really matters?
- Why shouldn't we just focus our attention on our largest customers?
- By tightening-up our targeting criteria, aren't we shrinking our sales potential?
- Are most strategic, "next level" Sales Operations groups found in large companies?
- What are the main reasons sales training doesn't stick over time?
- Should it concern us that customers haven't ever considered the value-drivers we've identified?
- What is a "Mix Shift" customer defection and how do I spot it?
- Who should be responsible for cultivating leads?
- For targeting purposes, what if we can’t find any attributes that are common across our most profitable customers?
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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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 -
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 -
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
Why Subscribe?
When you join your peers and become a SellingBrew Playbook subscriber, you get immediate access to this question as well as all of these other features:
- Training WebinarsDozens of on-demand webinars covering crucial sales ops topics with new webinars every few weeks
- On-Demand LibraryA searchable library of hundreds of concise guides, tutorials, cases, assessments, and research reports
- Expert InterviewsLearn from others in sales who’ve “Been There and Done That” through our Expert Interview Series
- Help DeskAsk our team of analysts for advice, insights, and perspectives on your specific sales ops challenges