SellingBrew

Subscriber-Only Subscriber Question

Already a subscriber? Login

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

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 is a "Mix Shift" customer defection and how do I spot it?
  • What’s wrong with "management by result"?
  • What if the root-causes are in an area that I don't have a lot of lot influence over?
  • Are marketing automation tools really all that? What can and can't they do, really?
  • Can modeling account potential help me with forecasting?
  • Should I share the results of our marketing research with the sales team?
  • How are B2B sales operations using predictive analytics?
  • What's the difference between a "defined" and "undefined" market?
  • Should we be able to command a price premium for every value-gap we identify?
  • Aren't people usually the root-causes behind most sales and marketing problems?

This question 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

  • Getting Serious About Sales Effectiveness

    What does it take to make your sales operation more effective? This on-demand webinar provides insights into what other sales operations are doing and the areas to focus your energies if you're serious about sales effectiveness.

    View This Webinar
  • Identifying Three Types of Customer Defection

    In most B2B markets, your ability to stave-off defections and retain good customers is critical. This video guide explains how to identify the early signs of three costly types of customer defection and how to take action before it's too late.

    View This Guide
  • Onboarding New Sales Reps for Success

    Bringing a new sales rep onto your team can be a very expensive and risky proposition. And many common onboarding strategies can make things worse instead of better. This guide exposes 10 best practices our research team has found to be most effective.

    View This Guide
  • Isolating the Impacts of Price, Volume, Cost and Mix

    Using this straightforward tool, you can finally put an end to the second guessing and skepticism by isolating and quantifying the contributions of price, volume, cost and mix to period-over-period revenue and margin differences.

    View This Tool