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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 do I do if my internal team can’t reach agreement on a set of value-drivers and their relative importance?
  • For targeting purposes, what if we can’t find any attributes that are common across our most profitable customers?
  • What if our top-selling salesperson is the worst at hitting target prices and margins?
  • Is speaking about loss avoidance really more powerful than highlighting upside gains?
  • Why are the early signs of customer defection so difficult to spot?
  • By tightening-up our targeting criteria, aren't we shrinking our sales potential?
  • What is a "Mix Shift" customer defection and how do I spot it?
  • When positioning ourselves vs. the competition, won’t prospects see us as negative and get turned off?
  • Who cares "how" we hit the numbers, as long as we hit them?
  • Where Should Sales Ops Report To, or Up Through?

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 Your Value Along Five Dimensions

    You can't just hope prospects will pick-up on the compelling reasons to buy from you. In this guide, you'll learn the five dimensions of value that matter and over 50 potential value-drivers that can influence buying decisions.

    View This Guide

  • Seven Steps to Identify and Capture Your Value

    With dozens of different methodologies, it's easy to get sidetracked by all of the complexity of value-based selling and pricing. But it's the fundamentals that matter. This video guide gives you what you need to know in seven simple steps.

    View This Guide

  • Survival Strategies for Raising Prices

    In this on-demand training seminar, learn why some B2B companies struggle with price increases while others are able to do it with far less pain and angst. What are leading companies doing differently to execute price increases with far less risk, conflict, and uncertainty?

    View This Webinar

  • Exposing Your Differential Value Step-by-Step

    From our best practice research, we’ve cut through the complexity of value-based selling to provide a simplified, step-by-step tutorial for understanding and exposing the differential value of your offerings.

    View This Tutorial