Arming Sales to Protect Value
Seven Ways Leading B2B Companies Are Shifting the Balance of Power in Negotiations with Today's Savvy Business Buyers
The balance of power in quoting and negotiations has clearly shifted in the buyers’ favor. And the trends certainly don’t bode well for the profitability of future interactions between buyers and sellers. In this report, we highlight seven approaches B2B companies are using right now to help their salespeople protect value and margins against today's savvy business buyers.
This research 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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Delivering Answers to the Point of Sale
Our latest research has shown that more data and tools for the field won't improve results. This tutorial reveals a more effective approach for getting salespeople to use data and analytics to make better decisions.
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Why Sales Ops Initiatives Fail
Some sales ops initiatives just don’t work out as planned—they either struggle to produce worthwhile results or they fail outright. So, how do we avoid making the same mistakes that have derailed other initiatives?
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Strategies and Tactics for Boosting Your Close Rates
Most B2B companies would like to improve their close rates. On nearly every sales research study ever conducted, something to the effect of "improve our win rates" shows up as a top priority or objective. But what are they really doing to make it happen?
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How to Improve Your Close Rates
Trial and error with something as important as your close rates is risky. How do you know which strategies and tactics you should use to improve? In this on-demand training webinar, learn effective strategies and tactics for improving your sales team's ability to win---at scale and with less risk.
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Managing Risk in Sales Ops
How to Be More Proactive About Mitigating Real and Perceived GTM Risks
