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:
- Should Sales Ops and Marketing Ops be combined? Is this common?
- What's the difference between "explicit" and "latent" demand?
- We track close-rates by sales rep, but they always brush-off the massive variances as being "mix related". Any suggestions?
- What's a typical ratio of Sales Ops headcount to Sales headcount?
- Should Sales Ops Be Distributed or Centralized?
- Why is customer retention so much more important in B2B than in B2C?
- How is marketing automation different from CRM or sales force automation?
- Should it concern us that customers haven't ever considered the value-drivers we've identified?
- What's the difference between lead generation and cultivation?
- What if our top-selling salesperson is the worst at hitting target prices and margins?
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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Competitive Insights for More Strategic Selling
For strategic selling, playing against your competitors' features, functions, and price-points isn't enough. This video guide explains how to win more often by gaining a much deeper understanding of your competitors.
View This Guide -
How to Avoid Guesswork in Value-Based Selling
Scratch the surface of many value-based initiatives today and you’ll find a whole lot of guesswork. In this tutorial, learn the two step process for making your value-based efforts more accurate and effective.
View This Tutorial -
Seven Steps to Identify and Capture Your Value
With dozens of different methodologies, it's easy to get sidetracked by all of the complexity of value-based selling and pricing. But it's the fundamentals that matter. This video guide gives you what you need to know in seven simple steps.
View This Guide -
How Customers Evaluate a Price
We'd like to think that customers are always rational when they consider the price on a deal...but they aren't. In this guide, Mark Dresdner exposes eight factors that play an important role when a potential customer evaluates a price.
View This Guide
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