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 the main reasons sales training doesn't stick over time?
- When doing competitive analysis, where else can we look to uncover our competitors' priorities?
- The prospect-targeting attributes we’ve identified are more like attitudes than attributes. Is that a problem?
- How are B2B sales operations using predictive analytics?
- What’s the difference between “hard” and “soft” value-drivers?
- Should we be able to command a price premium for every value-gap we identify?
- I'm tired of policing my sales team and playing "bad cop" on every deal. Any suggestions?
- Our competitors are offering a lower price. Why wouldn’t a customer just take their offer?
- What’s wrong with "management by result"?
- Shouldn't product training count as sales training?
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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Crafting Effective Strategic Value Messages
This tutorial shows you how to get beyond the platitudes and develop compelling messages that highlight your differential value.
View This Tutorial -
Identifying Your Value Along Five Dimensions
You can't just hope prospects will pick-up on the compelling reasons to buy from you. In this guide, you'll learn the five dimensions of value that matter and over 50 potential value-drivers that can influence buying decisions.
View This Guide -
Seven Steps to Identify and Capture Your Value
With dozens of different methodologies, it's easy to get sidetracked by all of the complexity of value-based selling and pricing. But it's the fundamentals that matter. This video guide gives you what you need to know in seven simple steps.
View This Guide -
A Better Way to Manage by the Metrics
In this informative interview, Jason Jordan, the author of "Cracking the Sales Management Code," discusses his research into sales measurement and shines a light on which sales metrics can actually be managed...and which cannot.
View This Interview
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