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:
- How can pricing and discounting affect lead generation?
- Should I share the results of our marketing research with the sales team?
- What is a "Mix Shift" customer defection and how do I spot it?
- What are the main reasons sales training doesn't stick over time?
- When it comes to calculating customer profitability, how good is “good enough”? How accurate is accurate enough?
- How can I tell what a customer's real agenda is and identify what type of buyer they really are?
- How does cycle time affect overall results? Aren’t the dollars the same no matter when you get them?
- How is marketing automation different from CRM or sales force automation?
- What are the different buyer types we might be negotiating with?
- What’s wrong with "management by result"?
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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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 -
Identifying Your Value Along Five Dimensions
You can't just hope prospects will pick-up on the compelling reasons to buy from you. In this guide, you'll learn the five dimensions of value that matter and over 50 potential value-drivers that can influence buying decisions.
View This Guide -
Seven Steps to Identify and Capture Your Value
With dozens of different methodologies, it's easy to get sidetracked by all of the complexity of value-based selling and pricing. But it's the fundamentals that matter. This video guide gives you what you need to know in seven simple steps.
View This Guide -
Reducing Losses to "No Decision"
Studies have shown that companies can lose up to 40% of their forecasted deals to "no decision". In this on-demand webinar, learn strategic and tactical approaches for dealing with prospect inaction.
View This Webinar
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