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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:

  • When doing competitive analysis, where else can we look to uncover our competitors' priorities?
  • Should it concern us that customers haven't ever considered the value-drivers we've identified?
  • Should Sales Ops Be Distributed or Centralized?
  • How Should a Sales Ops Function Be Structured?
  • What are the different buyer types we might be negotiating with?
  • What do I do if my internal team can’t reach agreement on a set of value-drivers and their relative importance?
  • How can I tell what a customer's real agenda is and identify what type of buyer they really are?
  • What's the problem with using BANT for prospect qualification?
  • Who cares "how" we hit the numbers, as long as we hit them?
  • Any tips for getting others in our company on-board with conducting more rigorous competitive analysis?

This question is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.

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  • Moving the "Meaty Middle"

    The primary focus for Sales Ops should be on improving the performance of the middle-of-the-road salespeople who comprise the majority of the team. In this on-demand webinar, learn why it's so important and how to make it happen.

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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.

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