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

SellingBrew

Subscriber-Only Tutorial

Already a subscriber? Login

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

How to Avoid Guesswork in Value-Based Selling

Learn the Two Step Process for Making Your Value-Based Efforts More Accurate and Effective

When you get beyond all the fancy waterfall charts and clever calculators, what do you find with a lot of value-based initiatives? Very often, you’ll discover that it’s all just a house of cards---built on internal assumptions, hubris, and conjecture. In this tutorial, you'll learn:

  • How so many value-based initiatives that look good on paper end up failing in the field.
  • Why years of experience in a market are not enough to really understand your customers.
  • The two-step process you can use to make your value case more accurate and realistic.
  • How one company used just one part of this process to avoid making some huge mistakes.

This tutorial 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

  • Avoiding Five Margin-Killing MarCom Mistakes

    Your marketing materials are often the first things prospect see. Learn how to identify and avoid five marketing communication mistakes that can damage your value before the sales rep even get a chance.

    View This Guide

  • "Better" Practices for Sales Operations

    That lofty place of "best practice" can sometimes seem very far away. Fortunately, amazing results can be generated by just getting "better." In this webinar, learn how to adapt best practices in less than ideal situations.

    View This Webinar

  • Reducing Friction Between Sales & Marketing

    Some amount of "friction" between Sales and Marketing is expected. Too much, however, is counter-productive. In this on-demand session, we discuss dozens of ways to address seven root-causes of friction and conflict between the Sales and Marketing functions.

    View This Webinar

  • 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