Delivering Answers to the Point of Sale
A Realistic and Pragmatic Approach for Helping Salespeople Make Data-Driven Decisions
While the promise of data-driven decisions in sales is compelling, it's rarely realistic. But by taking an approach that addresses the reality of most B2B selling environments, you stand a much better chance. In this tutorial, you will learn about:
- The underlying flaw in the generally-accepted concept of "business intelligence" that's led B2B companies astray
- The three unintended consequences companies have experienced in the interest of "putting data at their fingertips"
- Why people in the field need far more than data and the powerful mindset shift that can help you deliver it to them
- Five straightforward steps you can take to make the transition and avoid the problems others have experienced
This tutorial is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
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A Better Way to Manage by the Metrics
In this informative interview, Jason Jordan, the author of "Cracking the Sales Management Code," discusses his research into sales measurement and shines a light on which sales metrics can actually be managed...and which cannot.
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Exposing the Secrets of Sales Negotiation
How do you protect yourself when your sellers are so outmatched in negotiations? How do you keep them from falling for every trick in the book? And what does your Sales Ops team need to know to provide another layer of protection?
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Keeping Your Customers After You've Acquired Them
In this informative interview, Rick Reynolds of AskForensics discusses the primary reasons customers defect, how to identify vulnerable or damaged accounts, and the steps you can take to turn things around.
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Maximizing the Effectiveness of Sales Training
Research shows that most sales training programs just don't "stick" over the long term. In this on-demand training session, we explore proven strategies and critical steps for developing effective sales training programs that have "stickiness" built-in from the very beginning.
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Delivering Data to Decision-Makers
How to Deliver the Right Decision-Making Data to Your Executives
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