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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 can we see the customer spend that we aren't getting?
  • What's the difference between "explicit" and "latent" demand?
  • How can I tell what a customer's real agenda is and identify what type of buyer they really are?
  • Any ideas for teaching our salespeople how to deal with Procurement?
  • What is a "Mix Shift" customer defection and how do I spot it?
  • Aren't people usually the root-causes behind most sales and marketing problems?
  • Can modeling account potential help me with forecasting?
  • Is classroom training better than web-based training?
  • How can pricing and discounting affect lead generation?
  • What's the difference between a "defined" and "undefined" market?

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

  • Developing Prescriptive Account Plans

    Learn a powerful 7-step process for growing sales from your existing customers. See how to identify exactly where growth opportunities are and create the account plans that will capture them.

    View This Tutorial

  • Selling Your Sales Ops Initiatives

    Even when your company is willing to invest in improved capabilities and infrastructure, you still have to sell your approach. How should you craft, package, and pitch your initiative to get the go-ahead from management?

    View This Webinar

  • Attracting and Capturing Better Leads

    Isn't it frustrating when sales gets the blame for poor performance when the quality of leads is the real problem. In this on-demand webinar, learn about a number of strategies and tactics for maximizing the quantity, quality, and value of your sales leads.

    View This Webinar