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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 is a "Steady State" customer defection and how do I spot it?
  • Why is customer retention so much more important in B2B than in B2C?
  • What is a "Mix Shift" customer defection and how do I spot it?
  • How can I tell what a customer's real agenda is and identify what type of buyer they really are?
  • Why would a B2B customer defect if they are saying they're satisfied?
  • Are marketing automation tools really all that? What can and can't they do, really?
  • Will salespeople really listen to Sales Ops when it comes to things like pricing, cross-selling, retention, etc.?
  • Are most strategic, "next level" Sales Operations groups found in large companies?
  • What if the root-causes are in an area that I don't have a lot of lot influence over?
  • What's the problem with using BANT for prospect qualification?

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

  • Structuring Effective Sales Ops Functions

    This research brief answers three popular questions about Sales Ops structures, including: Should Sales Ops be distributed or centralized? Where should Sales Ops report to, or up through? How should a Sales Ops function be structured?

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  • 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

  • Arming Sales to Protect Value

    The balance of power in quoting and negotiations has clearly shifted in the buyers’ favor. In this report, we highlight seven approaches B2B companies are using right now to help their salespeople protect value and margins against today's savvy business buyers.

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  • 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