Sales Operations Best Practices, Research Reports, Training Courses and Webinars

SellingBrew

Subscriber-Only Interview

Already a subscriber? Login

Subscribe and get immediate access to this interview, full access to our research library, and much more...

Making Insight-Based Selling Less Challenging

John Thackston of the SOAR Performance Group Discusses How to Make Selling with Insights an Operational Reality

Leveraging customer and industry insights in the selling process seems to be a hot topic these days. But how do you turn this great concept into an operational capability that's consistent, repeatable, and effective? In this recorded and transcribed interview with John Thackston of the SOAR Performance Group, you will learn:

  • What really makes an effective "customer insight" these days? (The bar is much higher than many people think.)
  • The three essential ingredients to make insight-based selling operational. (Talking about it at the kickoff is not enough.)
  • How to get sales reps to recognize the core need and embrace the approach. (The proof is right under their noses.)
  • Four common problems and how you can avoid making them. (Knowing what not to do is more than half the battle.)

This interview is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • 5 Ways Sales Can Stop Losing the Pricing Game

    Discounts can seem like a small price to pay to capture revenue. But for many, giving in to pricing pressure is having disastrous impacts on profitability. In this on-demand webinar, learn five strategies leading teams are using to win more revenue...without crushing their margins.

    View This Webinar

  • Lowering the Cost of Customer Churn in B2B

    It's not uncommon for 30-50% of a company's customer base to be in some stage of defection. We spoke with Javier Aldrete and learned the new approaches companies are using to recover the revenue they're losing to customer defection and churn.

    View This Interview

  • Driving Strategic Decisions with Sales Analytics

    In this guide, you'll learn how to look at sales performance in a different way, use sales analytics to answer much more powerful questions; and identify your company's real strategic "sweet spot" in the marketplace.

    View This Guide

  • Accelerating Sales Cycles

    Sales cycle times have major implications for cash flows, productivity, and returns on sales. In this session, learn proven "big bang" strategies and tactics for slashing time-to-close across your sales operation.

    View This Webinar