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:
- Is speaking about loss avoidance really more powerful than highlighting upside gains?
- When doing competitive analysis, where else can we look to uncover our competitors' priorities?
- Should it concern us that customers haven't ever considered the value-drivers we've identified?
- How do we get organizational support for tightening up our targeting criteria?
- Our competitors are offering a lower price. Why wouldn’t a customer just take their offer?
- Why are the early signs of customer defection so difficult to spot?
- What should I do with the leads that sales people disqualify?
- My company seems to love platitudes. How do I get others to focus on real messages?
- What if our top-selling salesperson is the worst at hitting target prices and margins?
- How can pricing and discounting affect lead generation?
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
-
Where To Find 36% More Revenue
New research shows that even the best-run companies have huge pockets of revenue and profit they just can't see. In this Expert Interview, we discuss what leading companies are doing to capture these "hidden" opportunities.
View This Interview -
Step-by-Step Marketing Research for Strategic Selling
In this step-by-step tutorial, learn how to conduct marketing research---the only reliable way to gain the meaningful and actionable insights you need for effective strategic selling.
View This Tutorial -
Closing the Gap on Growing Existing Customers
Our research into leading sales operations shows that for most B2B companies, selling more to their current customers is a top priority. However, this research also exposes a mission-critical capability that most B2B sales operations are admittedly lacking.
View This Research -
Exploring Four Different Types of Buyers
This interview with Nelson Hyde teaches you about four types of buyers --- how to identify them and how to deal with them.
View This Interview
Come Join Our Next Webinar
Aligning Sales Ops to Business Strategy
Driving Sales Performance Within the Context of the Overall Business
