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 a "defined" and "undefined" market?
- We track close-rates by sales rep, but they always brush-off the massive variances as being "mix related". Any suggestions?
- What are the different types of sales training we need to be aware of?
- Why would a B2B customer defect if they are saying they're satisfied?
- What's the difference between sales enablement and sales effectiveness?
- What's the problem with using BANT for prospect qualification?
- What's the difference between "explicit" and "latent" demand?
- How do we get organizational support for tightening up our targeting criteria?
- The prospect-targeting attributes we’ve identified are more like attitudes than attributes. Is that a problem?
- When it comes to calculating customer profitability, how good is “good enough”? How accurate is accurate enough?
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
-
Avoiding Mistakes in Customer Profitability
For most B2B companies, it's important to maximize the value of every customer you get. But customer profitability management is full of land mines that need to be avoided.
View This Guide -
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 -
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 -
Exploring Account-Based Marketing and Sales
While the promise of account-based marketing and sales is certainly compelling, it's important to get beyond the hype and understand what ABM really is and what it can really do for you and your company.
View This Webinar
Come Join Our Next Webinar
Dynamic Sales Forecasting
Leveraging Data and Technology to Enable More Accurate and Timely Sales Forecasts
