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

SellingBrew

Subscriber-Only Tutorial

Already a subscriber? Login

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

How to Avoid Guesswork in Value-Based Selling

Learn the Two Step Process for Making Your Value-Based Efforts More Accurate and Effective

When you get beyond all the fancy waterfall charts and clever calculators, what do you find with a lot of value-based initiatives? Very often, you’ll discover that it’s all just a house of cards---built on internal assumptions, hubris, and conjecture. In this tutorial, you'll learn:

  • How so many value-based initiatives that look good on paper end up failing in the field.
  • Why years of experience in a market are not enough to really understand your customers.
  • The two-step process you can use to make your value case more accurate and realistic.
  • How one company used just one part of this process to avoid making some huge mistakes.

This tutorial 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

  • Predictive Sales Analytics

    Predictive sales analytics has proven to be a powerful tool for improving effectiveness and boosting results at-scale. In this on-demand webinar, we demystify the core concepts and applications in sales environments.

    View This Webinar

  • "Better" Practices for Sales Operations

    That lofty place of "best practice" can sometimes seem very far away. Fortunately, amazing results can be generated by just getting "better." In this webinar, learn how to adapt best practices in less than ideal situations.

    View This Webinar

  • Generating More Sales from Existing Customers

    Many B2B companies struggle to identify untapped sales opportunities and maximize revenue from the customers they've already acquired. In this four-part recorded training session, learn what leading sales operations are doing differently to grow share-of-wallet with existing customers.

    View This Webinar

  • Preventing Bad Deals Before They Happen

    After-the-fact corrective actions will do little to prevent the bad deals from happening again. Stop treating the symptoms. This diagnostic shows how to identify and correct the underlying root-causes of problems and issues.

    View This Diagnostic