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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:

  • What are the main reasons sales training doesn't stick over time?
  • What's a typical ratio of Sales Ops headcount to Sales headcount?
  • How can I tell what a customer's real agenda is and identify what type of buyer they really are?
  • What's the difference between "explicit" and "latent" demand?
  • How can I tell if a customer is defecting early enough to do something about it?
  • How Should a Sales Ops Function Be Structured?
  • Should I give my salespeople a specific price, or is a range OK?
  • What's the problem with using BANT for prospect qualification?
  • Should we be able to command a price premium for every value-gap we identify?
  • How are B2B sales operations using predictive analytics?

This question is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.

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More Subscriber-Only Resources From Our Library

  • Getting Sales to Sell on Value

    Most B2B sales organizations are talking a good game about value selling. But beyond the talk, are they taking the right steps to make value selling a reality? In this expert interview, Julie Thomas discusses what it really takes to sell on value and generate significant results.

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  • Exploring the Principles of Sales Process Excellence

    There's a big difference between just "trying to improve" in a general sense and using a fact-based method for driving systemic improvement. In this expert interview, Michael Webb discusses applying the time-tested principles of process improvement to B2B sales.

    View This Interview
  • 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
  • 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