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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:

  • How does cycle time affect overall results? Aren’t the dollars the same no matter when you get them?
  • Should I give my salespeople a specific price, or is a range OK?
  • We track close-rates by sales rep, but they always brush-off the massive variances as being "mix related". Any suggestions?
  • Where Should Sales Ops Report To, or Up Through?
  • How is marketing automation different from CRM or sales force automation?
  • Instead of leaving it to marketing, we'd like to own the marketing automation system. Any advice or suggestions?
  • What do close rates have to do with lead generation?
  • Should Sales Ops Be Distributed or Centralized?
  • How can I tell what a customer's real agenda is and identify what type of buyer they really are?
  • How can I tell if a customer is defecting early enough to do something about it?

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

  • Identifying Three Types of Customer Defection

    In most B2B markets, your ability to stave-off defections and retain good customers is critical. This video guide explains how to identify the early signs of three costly types of customer defection and how to take action before it's too late.

    View This Guide
  • From Tactical to Strategic Sales Ops

    Some teams are so mired in tactical grunt work and daily firefights that they never make progress on strategic pursuits. How have other Sales Ops teams transitioned into more strategic functions? What steps did they take?

    View This Webinar
  • The Fundamentals of Effective Sales Analysis

    In this on-demand training webinar, we share the fundamental concepts and principles behind effective sales analysis, expose the critical building blocks that need to be in-place, and walk through a basic analysis example to pull everything together.

    View This Webinar
  • Overcoming the New Realities in B2B Sales

    Since the advent of the Internet, the B2B buying process has been changing dramatically. In this expert interview, Tom Searcy, the author of "Life After the Death of Sales," discusses how B2B sales leaders can deal with today's realities and prepare their organizations for tomorrow.

    View This Interview