Get the Answers You Need
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 some good next steps to take once we've gleaned some solid insights about our competitive set?
- What's a "bounce-back" offer and when would I want to use one?
- How does cycle time affect overall results? Aren’t the dollars the same no matter when you get them?
- Should we be able to command a price premium for every value-gap we identify?
- We track close-rates by sales rep, but they always brush-off the massive variances as being "mix related". Any suggestions?
- Shouldn't product training count as sales training?
- Why would a B2B customer defect if they are saying they're satisfied?
- What's the difference between a "defined" and "undefined" market?
- 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?
- Is speaking about loss avoidance really more powerful than highlighting upside gains?
This question is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
More Subscriber-Only Resources From Our Library
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Avoiding Mistakes in Customer Profitability
For most B2B companies, it's important to maximize the value of every customer you get. But customer profitability management is full of land mines that need to be avoided.
View This Guide -
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 -
Four Ways to Get More Out of Sales Analytics
Contrary to the hype, analytical toolsets don’t provide significant benefits right out-of-the-box. This video guide reveals powerful strategies for producing more meaningful results from your sales analytics efforts and investments.
View This Guide -
How to Make Insight-Based Selling Actually Work
Leveraging customer and industry insights in the selling process is a hot topic these days. In this recorded and transcribed interview, John Thackston reveals what it really takes to turn insight-based selling into an operational capability.
View This Interview
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Managing Risk in Sales Ops
How to Be More Proactive About Mitigating Real and Perceived GTM Risks
