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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's a typical ratio of Sales Ops headcount to Sales headcount?
  • What are the different buyer types we might be negotiating with?
  • Should we be able to command a price premium for every value-gap we identify?
  • Where Should Sales Ops Report To, or Up Through?
  • Our research interviews were really informative. Do we really need to conduct a broader research survey now?
  • Any tips for getting others in our company on-board with conducting more rigorous competitive analysis?
  • How do we identify all the elements that go into the cost of a fully loaded sales headcount and determine what their sales yield needs to be?
  • Our competitors are offering a lower price. Why wouldn’t a customer just take their offer?
  • When doing competitive analysis, where else can we look to uncover our competitors' priorities?
  • What are some good next steps to take once we've gleaned some solid insights about our competitive set?

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

  • Using Peer Pressure To Improve Your Margins

    Fixing poor pricing and discounting practices can seem futile. And playing bad cop isn't much fun. This tutorial shows you how to build a "system of influence" that gets your salespeople to police their own pricing and discounting behaviors.

    View This Tutorial
  • Overcoming the New Realities in B2B Sales

    Since the advent of the Internet, the B2B buying process has been changing dramatically. In this expert interview, Tom Searcy, the author of "Life After the Death of Sales," discusses how B2B sales leaders can deal with today's realities and prepare their organizations for tomorrow.

    View This Interview
  • Suffering from a Bad Case of Sticker Shock

    In B2B environments where discounting is habitual, it's easy to think that your list prices don't really matter all that much. But before you conclude that list prices are inconsequential in your business, consider this case of a B2B reseller who just couldn't see what they were missing.

    View This Case Study
  • Competitive Kill Sheet Development Workbook

    To help you gather and distill the essential information to create effective competitive kill sheets, answer the questions in these worksheets with as much detail as possible. An example of a fictitious competitive kill sheet is provided at the end of the workbook.

    View This Tool