Arming Sales to Protect Value
Seven Ways Leading B2B Companies Are Shifting the Balance of Power in Negotiations with Today's Savvy Business Buyers
The balance of power in quoting and negotiations has clearly shifted in the buyers’ favor. And the trends certainly don’t bode well for the profitability of future interactions between buyers and sellers. In this report, we highlight seven approaches B2B companies are using right now to help their salespeople protect value and margins against today's savvy business buyers.
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Beyond the Hype of Marketing Automation Tools
Marketing automation tools can be very powerful and beneficial. But are these toolsets really the answer to all of our lead generation woes? In this interview with Dan McDade, the author of The Truth About Leads, we cut through the hype surrounding marketing automation tools and discuss their proper role in lead generation.
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How to Prevent Customer Defection
In this SellingBrew research report, learn how leading B2B companies are protecting their future revenues and profits with innovations in customer retention and defection detection.
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Selling Value More Confidently in Seven Steps
Salespeople need to be confident in themselves and in the value of the offerings they’re representing. This tutorial helps you give your sales team the confidence they need to sell effectively while maximizing revenue and margin.
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The Fundamentals of Price Segmentation
In this recorded training seminar, we explain the concept of price segmentation and why it's such a powerful and important tool. We explore the essential process and even walk through a step-by-step exercise, building an example price segmentation model from scratch.
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