Facing and Overcoming the New Realities in B2B Sales
Tom Searcy, the Author of "Life After the Death of Sales" Discusses the Future of Sales in B2B
Since the advent of the Internet, the B2B buying process has been changing dramatically. And while some sales operations may prefer to ignore these developments and their far-reaching ramifications, the future belongs to those who acknowledge the realities and take the necessary steps to adapt. In this expert interview, Tom Searcy, the author of the upcoming book, "Life After the Death of Sales," discusses how B2B sales leaders can deal with today's realities and prepare their organizations for tomorrow.
This interview is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
More Subscriber-Only Resources From Our Library
-
Managing Multichannel Pricing
In this on-demand webinar, you'll learn about market mapping, MAP policies, and other tactics and tips for minimizing the potential for channel conflict, reputational damage, and margin erosion.
View This Webinar -
Seven Building Blocks of Sales Effectiveness
In sales, it can be challenging to know where to focus your attention and resources. This guide provides a framework of the seven areas where improvements have the most impact on close rates, cycle times, deal sizes, and margins.
View This Guide -
How to Avoid Guesswork in Value-Based Selling
Scratch the surface of many value-based initiatives today and you’ll find a whole lot of guesswork. In this tutorial, learn the two step process for making your value-based efforts more accurate and effective.
View This Tutorial -
Digging for Gold by Analyzing Wins and Losses
How many companies really understand why they lose deals...or why they win? In this expert interview, Rick Reynolds of AskForensics discusses lessons learned from win/loss analysis of nearly $12 billion worth of business.
View This Interview
Come Join Our Next Webinar
Making Sense of AI For Sales Ops
Cutting Through the Hype to Deliver Tangible Sales Performance Gains
