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 are some typical things that can hurt lead generation?
- Why shouldn't we just focus our attention on our largest customers?
- Why should we care about what's happening in the lead generation process?
- What do I do if my internal team can’t reach agreement on a set of value-drivers and their relative importance?
- Why don't great salespeople make great sales managers?
- By tightening-up our targeting criteria, aren't we shrinking our sales potential?
- What's the problem with using BANT for prospect qualification?
- Can modeling account potential help me with forecasting?
- Are marketing automation tools really all that? What can and can't they do, really?
- Who should be responsible for cultivating leads?
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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Three Buyers That Don't Buy On Price
If you lower your price, will you have a better chance of winning? Learn how to identify the buyers where additional discounts don't matter...and those that are secretly willing to pay more.
View This Diagnostic -
The Fundamentals of Sales Intelligence
In Sales Ops, it's easy to feel like decisions are made in a vacuum. But the reality is that there are many sources of intelligence you can leverage to help the sales team sell more effectively, now and in the future.
View This Webinar -
Exploring the Principles of Sales Process Excellence
There's a big difference between just "trying to improve" in a general sense and using a fact-based method for driving systemic improvement. In this expert interview, Michael Webb discusses applying the time-tested principles of process improvement to B2B sales.
View This Interview -
How Strict Pricing Enforcement Killed a Product
Strict enforcement of pricing policies can seem like a great idea. But this comical case study sheds some light on the perils of enforcing policies that are lacking (and somewhat ridiculous).
View This Case Study
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Managing Risk in Sales Ops
How to Be More Proactive About Mitigating Real and Perceived GTM Risks
