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...

Facing and Overcoming the New Realities in B2B Sales

Tom Searcy, the Author of "Life After the Death of Sales" Discusses the Future of Sales in B2B

Since the advent of the Internet, the B2B buying process has been changing dramatically. And while some sales operations may prefer to ignore these developments and their far-reaching ramifications, the future belongs to those who acknowledge the realities and take the necessary steps to adapt. In this expert interview, Tom Searcy, the author of the upcoming book, "Life After the Death of Sales," discusses how B2B sales leaders can deal with today's realities and prepare their organizations for tomorrow.

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

  • The Fundamentals of Sales Segmentation

    Segmentation is critical for anyone using data to analyze and improve their sales operation. In this session, we explore the key concepts of effective segmentation and discuss different types of models that are useful.

    View This Webinar
  • Designing Sales Comp Plans That Actually Work

    For driving salesperson behavior, your sales comp plan is one of the most powerful tools at your disposal. But any incentive you offer can have disastrous unintended consequences. In this guide, learn about four pitfalls to avoid and ten things to consider when designing your comp plan.

    View This Guide
  • Lowering the Cost of Customer Churn in B2B

    It's not uncommon for 30-50% of a company's customer base to be in some stage of defection. We spoke with Javier Aldrete and learned the new approaches companies are using to recover the revenue they're losing to customer defection and churn.

    View This Interview
  • Making Sense of Revenue Operations

    Revenue Operations is a hot topic and a growing function. What does Sales Operations really need to know about it? And how can the principles and practices be leveraged to improve overall performance?

    View This Webinar