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 are the different types of sales training we need to be aware of?
- How do we identify all the elements that go into the cost of a fully loaded sales headcount and determine what their sales yield needs to be?
- What are some good next steps to take once we've gleaned some solid insights about our competitive set?
- How can pricing and discounting affect lead generation?
- For targeting purposes, what if we can’t find any attributes that are common across our most profitable customers?
- Any ideas for teaching our salespeople how to deal with Procurement?
- When it comes to calculating customer profitability, how good is “good enough”? How accurate is accurate enough?
- How can we see the customer spend that we aren't getting?
- What if the root-causes are in an area that I don't have a lot of lot influence over?
- Why shouldn't we just focus our attention on our largest 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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Are They a Price Buyer or a Poker Player?
In this expert interview with Nelson Hyde of Holden Advisors, you will learn how to tell the difference between true price buyers and buyers who are bluffing.
View This Interview -
Being Fearless When Selling to Procurement
Even the most seasoned sales professionals can be fearful of procurement. In this recorded and transcribed interview with author Chris Provines, we take an inside look at the goals and tactics of today's purchasing people.
View This Interview -
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 -
Three Buyers That Don't Buy On Price
If you lower your price, will you have a better chance of winning? Learn how to identify the buyers where additional discounts don't matter...and those that are secretly willing to pay more.
View This Diagnostic -
How to Prevent Customer Defection
In this SellingBrew research report, learn how leading B2B companies are protecting their future revenues and profits with innovations in customer retention and defection detection.
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How Strict Pricing Enforcement Killed a Product
Strict enforcement of pricing policies can seem like a great idea. But this comical case study sheds some light on the perils of enforcing policies that are lacking (and somewhat ridiculous).
View This Case Study -
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 -
Exposing the Secrets of Sales Negotiation
How do you protect yourself when your sellers are so outmatched in negotiations? How do you keep them from falling for every trick in the book? And what does your Sales Ops team need to know to provide another layer of protection?
View This Webinar -
Reducing Friction Between Sales & Marketing
Some amount of "friction" between Sales and Marketing is expected. Too much, however, is counter-productive. In this on-demand session, we discuss dozens of ways to address seven root-causes of friction and conflict between the Sales and Marketing functions.
View This Webinar
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How to Quote Big Deals
Balancing the Risks & Opportunities When Quoting Large Bids and Contracts
