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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 are the different buyer types we might be negotiating with?
  • What is a "Mix Shift" customer defection and how do I spot it?
  • The prospect-targeting attributes we’ve identified are more like attitudes than attributes. Is that a problem?
  • Who should be responsible for cultivating leads?
  • Can modeling account potential help me with forecasting?
  • What's the difference between "explicit" and "latent" demand?
  • Should I share the results of our marketing research with the sales team?
  • How can we get more control over our salespeople's Travel & Entertainment expenses without playing "Mother May I"?
  • What's a typical ratio of Sales Ops headcount to Sales headcount?
  • What's the difference between defection detection and customer retention?

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

  • Combating Competitive Pricing Pressure

    Pricing pressure is just a fact of life. But how well you handle that pressure can determine whether your business ultimately succeeds or fails. This guide exposes 15 ways to address (and prepare for) competitive pricing pressure.

    View This Guide

  • Creating More Powerful Sales Proposals

    Delivering a proposal is often the final "yes/no" step that every other sales and marketing activity is leading up to. We spoke with Reuben Swartz about how to create sales proposals that win more business at higher margins.

    View This Interview

  • 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

  • 5 Ways Sales Can Stop Losing the Pricing Game

    Discounts can seem like a small price to pay to capture revenue. But for many, giving in to pricing pressure is having disastrous impacts on profitability. In this on-demand webinar, learn five strategies leading teams are using to win more revenue...without crushing their margins.

    View This Webinar