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 we see the customer spend that we aren't getting?
- If we hire experienced reps, shouldn't they already know what to do?
- Why would a B2B customer defect if they are saying they're satisfied?
- Is classroom training better than web-based training?
- Should we be able to command a price premium for every value-gap we identify?
- Our whitepapers aren't generating very many leads. Any suggestions?
- What should I do with the leads that sales people disqualify?
- What’s wrong with "management by result"?
- How does cycle time affect overall results? Aren’t the dollars the same no matter when you get them?
- How do I know if my value messages are really "strategic"?
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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Avoiding Mistakes in Customer Profitability
For most B2B companies, it's important to maximize the value of every customer you get. But customer profitability management is full of land mines that need to be avoided.
View This Guide -
Fixing the Causes of Rogue Salespeople
It's all too easy to observe rampant discounting in the field and conclude that "rogue" salespeople are the source of the problem. In this interview with Paul Hunt, he exposes the real problems behind rampant discounting in the field.
View This Interview -
Four Ways to Get More Out of Sales Analytics
Contrary to the hype, analytical toolsets don’t provide significant benefits right out-of-the-box. This video guide reveals powerful strategies for producing more meaningful results from your sales analytics efforts and investments.
View This Guide -
The Metrics Sales Leaders Should Be Managing
You need to track and manage sales metrics, but which metrics are the most important? In this guide based on research from Vantage Point Performance and the Sales Education Foundation, Jason Jordan reveals the ones that really matter.
View This Guide
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