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:

• We track close-rates by sales rep, but they always brush-off the massive variances as being "mix related". Any suggestions?
• What's a "bounce-back" offer and when would I want to use one?
• How do we get organizational support for tightening up our targeting criteria?
• What if the root-causes are in an area that I don't have a lot of lot influence over?
• What's the difference between "explicit" and "latent" demand?
• How can we see the customer spend that we aren't getting?
• Should we be able to command a price premium for every value-gap we identify?
• Is speaking about loss avoidance really more powerful than highlighting upside gains?
• When conducting research interviews, how many should we try to conduct?
• Any ideas for teaching our salespeople how to deal with Procurement?