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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:

  • What if our competitors are outperforming us on every value-driver that really matters?
  • Should I give my salespeople a specific price, or is a range OK?
  • By tightening-up our targeting criteria, aren't we shrinking our sales potential?
  • What's the difference between "explicit" and "latent" demand?
  • What are some good next steps to take once we've gleaned some solid insights about our competitive set?
  • Why is customer retention so much more important in B2B than in B2C?
  • What's the difference between sales enablement and sales effectiveness?
  • What's the difference between a "defined" and "undefined" market?
  • The prospect-targeting attributes we’ve identified are more like attitudes than attributes. Is that a problem?
  • What's the problem with using BANT for prospect qualification?

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

  • Beyond Reporting with Sales & Pipeline Analysis

    To actually improve overall sales performance in a big way, reporting alone simply WILL NOT get you there. This recorded training session shows you how to make the transition from reporting to true sales and pipeline analysis that can drive improved sales performance at-scale.

    View This Webinar

  • How to Gear Up for Growth

    In this informative interview, sales effectiveness expert Michael Perla discusses a number of crucial strategic considerations that are often overlooked by sales operations in their tactical pursuit of growth.

    View This Interview

  • 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

  • The Multiple Dimensions of Value Chart

    Use this chart of potential value-drivers along multiple dimensions to aid your initial brainstorming around how your offerings deliver value to your customers.

    View This Tool