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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:

  • If we spot a potential customer defection early enough, can we turn it around?
  • What's the difference between defection detection and customer retention?
  • What do close rates have to do with lead generation?
  • How do we identify all the elements that go into the cost of a fully loaded sales headcount and determine what their sales yield needs to be?
  • What’s the difference between “hard” and “soft” value-drivers?
  • Why would a B2B customer defect if they are saying they're satisfied?
  • Once I understand the untapped potential in each account, what can I do with the information?
  • Any ideas for teaching our salespeople how to deal with Procurement?
  • When positioning ourselves vs. the competition, won’t prospects see us as negative and get turned off?
  • By tightening-up our targeting criteria, aren't we shrinking our sales potential?

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

  • Using Peer Pressure To Improve Your Margins

    Fixing poor pricing and discounting practices can seem futile. And playing bad cop isn't much fun. This tutorial shows you how to build a "system of influence" that gets your salespeople to police their own pricing and discounting behaviors.

    View This Tutorial

  • Suffering from a Bad Case of Sticker Shock

    In B2B environments where discounting is habitual, it's easy to think that your list prices don't really matter all that much. But before you conclude that list prices are inconsequential in your business, consider this case of a B2B reseller who just couldn't see what they were missing.

    View This Case Study

  • Getting Sales to Sell on Value

    Most B2B sales organizations are talking a good game about value selling. But beyond the talk, are they taking the right steps to make value selling a reality? In this expert interview, Julie Thomas discusses what it really takes to sell on value and generate significant results.

    View This Interview

  • The Triangulated Competitive Audit Guide

    The Triangulated Competitive Audit Guide provides an expanded reference list of the various types of questions you'll want to ask about your competitors and why.

    View This Tool