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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:

  • Our research interviews were really informative. Do we really need to conduct a broader research survey now?
  • What’s the difference between “hard” and “soft” value-drivers?
  • What if our top-selling salesperson is the worst at hitting target prices and margins?
  • Will salespeople really listen to Sales Ops when it comes to things like pricing, cross-selling, retention, etc.?
  • What if our competitors are outperforming us on every value-driver that really matters?
  • What is a "Steady State" customer defection and how do I spot it?
  • What's the difference between a "defined" and "undefined" market?
  • We track close-rates by sales rep, but they always brush-off the massive variances as being "mix related". Any suggestions?
  • What are some good next steps to take once we've gleaned some solid insights about our competitive set?
  • Should I give my salespeople a specific price, or is a range OK?

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

  • 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
  • Preventing Bad Deals Before They Happen

    After-the-fact corrective actions will do little to prevent the bad deals from happening again. Stop treating the symptoms. This diagnostic shows how to identify and correct the underlying root-causes of problems and issues.

    View This Diagnostic
  • Using Peer Pressure To Improve Your Margins

    Fixing poor pricing and discounting practices can seem futile. And playing bad cop isn't much fun. This tutorial shows you how to build a "system of influence" that gets your salespeople to police their own pricing and discounting behaviors.

    View This Tutorial
  • Designing Sales Comp Plans That Actually Work

    For driving salesperson behavior, your sales comp plan is one of the most powerful tools at your disposal. But any incentive you offer can have disastrous unintended consequences. In this guide, learn about four pitfalls to avoid and ten things to consider when designing your comp plan.

    View This Guide