www.sellingbrew.com Open in urlscan Pro
141.193.213.10  Public Scan

Form analysis
0 forms found in the DOM

Text Content

SellingBrew only uses cookies to analyze traffic to our website and improve the
user experience. We respect your privacy. Learn more
Got it!


SALES OPERATIONS BEST PRACTICES, RESEARCH REPORTS, TRAINING COURSES AND WEBINARS

 * PLAYBOOK LOGIN

 * Take a Tour
 * Subscribe To The Playbook
 * More
   * About Us
   * Provider Directory
   * Questions
   * Cart

 * Home
 * Provider Directory
   * PROS, Inc.
     * 5 Ways Sales Can Stop Losing the Pricing Game
   * Alexander Group
   * Richardson Sales Training & Effectiveness Solutions
   * SAP Sales Cloud
     * Exposing the New Science of Sales
   * Seismic
   * Varicent
     * Lead to Revenue: Improve Your Buying Cycle and Recognize More Funnel
       Value
   * INSIGHT2PROFIT
   * SPARXiQ
     * Battle for Margin > Las Vegas
     * Industry Experts Uncover the Secret to Sales Coaching Success
     * Retooling Your Sales Force: 3 Keys to Drive Growth
     * How to Hire Sales Pros That Deliver Results
     * Maintaining Meaningful Relationships in Virtual Selling
     * Pricing Effectiveness – You Get What You Can Negotiate
 * Cart
 * My Account
 * Subscribe Test
 * Checkout
 * Multi-User Registration
 * Join the Directory
 * Online Training Series
 * Newsletter Signup
 * Library
   * Sales Ops Help Desk
   * Online Training
   * Participate
   * Interview Archive
 * Provider Solutions
   * Provider Solutions Guide
 * Subscribe To The Playbook
 * About Us
 * Privacy
 * Features
   * Webinar Pitch Modal
   * Resource Pitch Modal
   * Interview Pitch Modal
   * Access To Hundreds of Guides, Tutorials, and Reports
   * Ask Our Research Team For Their Insight & Advice
   * Hours of “No Pitch” Educational Sales Ops Webinars
   * Learn from Others Who’ve “Been There & Done That”
   * SellingBrew Playbook Catalog
   * SellingBrew Catalog
 * Insights
 * Post A Job Opening
 * Questions
 * Shop
 * Support
 * Unsubscribe
 * Terms & Conditions
 * Playbook Overview
   * SellingBrew Playbook Catalog
   * Topics & Focus
   * Ask the Network
   * Online Training
   * Expert Interviews
   * Helpful Tutorials
   * Express Guides
   * Research & Tools
   * Case Studies
   * Tools & Diagnostics
 * Opportunity Management: The Key to Winning Opportunities
 * How to Win More Sales By Overcoming Buyer Perceived Risks
 * Plan Now For Year End Success – How To Win More Deals With Opportunity
   Management
 * How to Use the ‘Right’ Data and Insights to Supercharge Sales Performance
 * 5 Essentials Sales Managers Need to Know to Crush your Quarter
 * Account Based Marketing & Account Planning: Better Together
 * Restructuring Direct Sales Teams for eCommerce

 * Take a Tour
 * Subscribe To The Playbook
 * About Us
 * Questions
 * Provider Directory
 * Cart
 * PLAYBOOK LOGIN


INSIGHTS & TIPS

Already a subscriber? Login


BECOME A SUBSCRIBER AND UNLOCK AN INFORMATION ARSENAL FOCUSED ON MAKING YOUR
SALES OPERATION MORE EFFECTIVE.


4 WAYS TO SEE AROUND CORNERS IN SALES OPS

It really stinks to be caught off-guard or by surprise by unforeseen events. One
minute, everything is going according to plan. Then something unexpected happens
and you have no choice but to drop everything and scramble in response.

Obviously, reactive scrambling and aimless flailing is never a good thing for
your company. And of course, anything that’s bad for your company is also bad
for you, personally and professionally.

So how do you avoid getting caught by surprise in your business? Can you predict
what’s likely going to happen in your markets in the future? Are there any
effective ways to “see around corners” in Sales Ops?

Thankfully, there are at least four very effective approaches for getting a much
better handle on the dynamics of the future. Now, three of these approaches are
pretty straightforward and even somewhat obvious. And while the fourth approach
is not quite so obvious, it is extremely powerful.

As for the somewhat obvious approaches:

 * Intelligence Gathering—Intelligence gathering is largely about looking for
   upstream and downstream signals that reliably predict market changes well in
   advance. Upstream signals are those things that affect your suppliers, or
   better yet, your supplier’s suppliers. Downstream signals are those things
   affect your customers, or better still, your customer’s customers. By paying
   attention to these signals, you can predict changes in supply and/or demand
   before they work their way through the chain and reach your firm.
 * Data Analytics—This approach is about looking for telling trends and
   predictive triggers within your own sales and purchasing data. Very often,
   your suppliers’ and buyers’ behaviors over time can tell you a great deal
   about what’s coming in the near future. While this approach can only provide
   a few weeks advanced warning at best, it’s often a more accessible approach
   because the data is all in-house.
 * Customer/Competitor Research—This approach is about using various qualitative
   and quantitative research methods to better understand key customers,
   segments, and competitors. By taking proactive steps to learn more about
   their priorities, preferences, and perceptions, you’re in a much better
   position to predict how customers and competitors will react to changes in
   market conditions more generally, or your company’s actions more
   specifically.

Now for the one that isn’t quite so obvious, but is just as powerful…

 * Human Behavior—This approach is about learning all you can about how
   individuals and groups respond to various stressors, stimuli, and incentives.
   Human beings all have the same basic wiring. As such, individuals and groups
   will tend to respond and react in similar ways to similar stimuli. So the
   more we know about fundamental human behavior, the more accurately we’ll be
   able to predict the actions of our customers, competitors, suppliers,
   investors, and even other individuals and departments within our own company.

Of course, none of these approaches is easy. They all require a fair amount of
proactive effort and investment. But compared to being blindsided by the
unexpected and having to run around with your hair on fire to react and respond
in less than ideal ways, it’s well worth the upfront effort and expense.

So get after it. Using a combination of these approaches is best. But even if
you can only pursue one of these approaches, it’ll be 1000x better than just
crossing your fingers and hoping there are no surprises in store.


THE FUNDAMENTALS OF SALES INTELLIGENCE

In Sales Ops, it's easy to feel like decisions are made in a vacuum. But the
reality is that there are many sources of intelligence you can leverage to help
the sales team sell more effectively, now and in the future.

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?

View this Webinar


HOW TO USE SALES ANALYSIS TO DRIVE MORE GROWTH

Sales analysis often has much more potential than it is given credit for. This
on-demand webinar explains how to using the analytical processes and underlying
data to reveal powerful insights and opportunities for growth.

View this Webinar



Get Immediate Access To Everything In The SellingBrew Playbook

Subscribe Today

RELATED RESOURCES

 * Reducing Losses to "No Decision"
   
   Studies have shown that companies can lose up to 40% of their forecasted
   deals to "no decision". In this on-demand webinar, learn strategic and
   tactical approaches for dealing with prospect inaction.
   
   View This Webinar
   

 * Demonstrating the Value of Sales Operations
   
   As a relative newcomer on the corporate landscape, Sales Ops often struggles
   to secure resources and investment. In this on-demand webinar, learn about
   quantifying and communicating the impact and contribution of your Sales
   Operations team.
   
   View This Webinar
   

 * Developing Effective Sales Dashboards
   
   How do you develop performance-enhancing dashboards that salespeople will
   actually want to use long after the novelty has worn off? In this on-demand
   webinar, learn 15 strategies, tactics, and tips others have found effective.
   
   View This Webinar
   

 * 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
   


COME JOIN OUR NEXT WEBINAR

The Pros & Cons of Top Sales Methods

Understand Which Sales Methodologies Can Boost Growth (or Hinder Progress)

Learn More & Register


SALES SERVICES OR TECHNOLOGY?

Check out the SellingBrew directory and learn more about providers like these:



And more! Visit the directory and get the help and solutions you need.

Visit the directory


 * FREE WEEKLY UPDATE
 * Join the Directory
 * Post A Job
 * Privacy
 * Terms & Conditions



Copyright © 2023, MindBrew, LLC. All Rights Reserved.