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:
- Is speaking about loss avoidance really more powerful than highlighting upside gains?
- What is a "Mix Shift" customer defection and how do I spot it?
- What can I do if I can’t really tell whether the customer is serious about needing the absolute lowest price?
- What's a good cost-per-lead? Are there any benchmarks?
- How can we get more control over our salespeople's Travel & Entertainment expenses without playing "Mother May I"?
- Instead of leaving it to marketing, we'd like to own the marketing automation system. Any advice or suggestions?
- How do I know if my value messages are really "strategic"?
- What are the main reasons sales training doesn't stick over time?
- My company seems to love platitudes. How do I get others to focus on real messages?
- How do you make sure improvements stick and don't go back to normal?
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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Shift Your Customer Mix to Improve Performance
In this video session, learn how to go about shifting the mix of customers you sell to on a regular basis to improve revenues, margins, close rates, and repeat sales…all at the same time
View This Guide -
Tweaking Your Sales Strategy to Improve Margins
A well thought-out strategy can reduce pricing pressure and increase deal velocity. Learn how relatively small adjustments to your sales strategy in a few high-leverage areas can combine and compound to produce dramatic results.
View This Guide -
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 -
How to Avoid Sales Compensation Gotchas
No variable compensation approach is ever going to be perfect, but you stand a much better chance if you're aware of the potential hurdles. This guide exposes the problems with various compensation schemes and explores potential solutions.
View This Guide
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