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

SellingBrew

Subscriber-Only Diagnostic

Already a subscriber? Login

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

Three Types of Buyers That Don’t Buy On Price

Learn How to Identify Three Types of Buyers Where Additional Discounts Won’t Actually Help You Win the Business

Extensive research shows that despite the sales lore, pure price buyers are typically no more than 20-30% of any given B2B market. But customers have learned that if they complain loudly enough about price, they might get a break --- even if they are secretly willing to pay more. In this diagnostic by Chris Mitchell of Holden Advisors, you'll learn:

  • How to identify a buyer that takes a long-term view of their vendor relationships and values quality and collaboration.
  • How to identify a buyer that's really willing to pay a higher price as long as they're confident they're getting more value.
  • How to identify a buyer that's actually just pretending to be a price buyer in order to get the lowest possible price.
  • How to identify a true price buyer that really does want the lowest price and is willing to give-up value to get it.

This diagnostic 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

  • How to Accelerate "Land and Expand"

    Simply put, the faster and more consistently you can grow newly acquired customers, the more valuable your entire enterprise becomes. In this on-demand webinar, learn strategies and tactics other teams have utilized to improve "land and expand" performance.

    View This Webinar

  • Recognizing Seven Deadly Targeting Mistakes

    In this guide, you'll learn about the most common and costly prospect targeting mistakes that other B2B companies have made...so you can avoid making them yourself.

    View This Guide

  • More Effective Onboarding

    Every sales operation wants to get new reps productive faster. But making that a reality can be a challenge. In this session, we share key insights and principles for making onboarding more efficient and effective.

    View This Webinar

  • How to Maximize Cross-Selling and Up-Selling

    Effective cross-selling and up-selling requires operational solutions that only Sales Ops can deliver. In this on-demand webinar, learn how some innovative groups are making happen---efficiently, effectively, and very profitably

    View This Webinar