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 do I do if my internal team can’t reach agreement on a set of value-drivers and their relative importance?
- What are the different buyer types we might be negotiating with?
- My company seems to love platitudes. How do I get others to focus on real messages?
- What's the difference between defection detection and customer retention?
- What’s the difference between “hard” and “soft” value-drivers?
- We track close-rates by sales rep, but they always brush-off the massive variances as being "mix related". Any suggestions?
- If we spot a potential customer defection early enough, can we turn it around?
- What do close rates have to do with lead generation?
- What's the difference between "explicit" and "latent" demand?
- Is speaking about loss avoidance really more powerful than highlighting upside gains?
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
-
Identifying Three Types of Customer Defection
In most B2B markets, your ability to stave-off defections and retain good customers is critical. This video guide explains how to identify the early signs of three costly types of customer defection and how to take action before it's too late.
View This Guide -
The Sales Ops Guide to Enabling Sales Managers
Sales managers are critical points of leverage and enablement. In this on-demand webinar, learn a variety of strategies and tactics that others have used to influence sales managers and drive performance improvements at-scale.
View This Webinar -
A Modern Approach for Fixing a Costly Revenue Leak
We recently went through a virtual negotiation training program that can help close the massive skills gap between buyers and sellers. In this research brief, we share our impressions and recommendations.
View This Research -
Using a Cost-Plus Mindset to Your Advantage
In this case study, learn how one consultant got (very) creative in order to solve a pricing problem in an highly dysfunctional organization.
View This Case Study
Come Join Our Next Webinar
Enabling Intelligent Growth
Delivering on Growth Imperatives While Protecting Sales Performance
