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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:

  • When positioning ourselves vs. the competition, won’t prospects see us as negative and get turned off?
  • What should I do with the leads that sales people disqualify?
  • If we have people with lots of experience in the industry, do we really need to conduct marketing research?
  • How do I know if my value messages are really "strategic"?
  • Our competitors are offering a lower price. Why wouldn’t a customer just take their offer?
  • What's the difference between a "defined" and "undefined" market?
  • What's a "bounce-back" offer and when would I want to use one?
  • The prospect-targeting attributes we’ve identified are more like attitudes than attributes. Is that a problem?
  • Can we use our existing sales funnel stages for optimization purposes?
  • How would we modify our systems to incorporate our sales training?

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

  • 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
  • Building a Better Sales Pipeline

    How do we develop a more efficient and more effective sales pipeline? And how do we drive improvement in a way that is more consistent, predictable, and scalable?

    View This Webinar
  • 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