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

SellingBrew

Subscriber-Only Interview

Already a subscriber? Login

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

Are They a Price Buyer or a Poker Player?

Nelson Hyde of Holden Advisors on How to Tell When a Buyer Is Bluffing About Needing a Lower Price

It's easy to assume that when a buyer says they need a lower price, they really mean it. But while it may be easy, this assumption is also extremely costly --- because very often, the buyer is actually bluffing. In this expert interview with Nelson Hyde of Holden Advisors, you will learn:

  • The tell-tale signs, characteristics, and behaviors that can help you identify Poker Players and true Price Buyers.
  • Straightforward strategies and techniques for calling a Poker Player's bluff and getting them to show their hand.
  • Three ways that misidentification of Poker Players and Price Buyers can hurt you---now and into the future.
  • Proven methods for arming your salespeople with the knowledge they need to negotiate deals with confidence.

This interview 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

  • Structuring Effective Sales Ops Functions

    This research brief answers three popular questions about Sales Ops structures, including: Should Sales Ops be distributed or centralized? Where should Sales Ops report to, or up through? How should a Sales Ops function be structured?

    View This Research

  • Selling Through Uncertainty

    As Sales Ops practitioners, we're expected to make weighty decisions with imperfect information. How do we "illuminate" the landscape a bit? What steps can we take to reduce the ambiguity, uncertainty, and risk?

    View This Webinar

  • The Competitor Assessment Scorecard

    Use this scorecard to assess your competitors relative to each other and yourself on the various elements of the Triangulated Competitive Audit.

    View This Tool

  • From Tactical to Strategic Sales Ops

    Some teams are so mired in tactical grunt work and daily firefights that they never make progress on strategic pursuits. How have other Sales Ops teams transitioned into more strategic functions? What steps did they take?

    View This Webinar