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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?
  • What's the difference between "explicit" and "latent" demand?
  • For targeting purposes, what if we can’t find any attributes that are common across our most profitable customers?
  • What's the difference between sales enablement and sales effectiveness?
  • How do we get organizational support for tightening up our targeting criteria?
  • What is a "Mix Shift" customer defection and how do I spot it?
  • Who cares "how" we hit the numbers, as long as we hit them?
  • What's a "bounce-back" offer and when would I want to use one?
  • By tightening-up our targeting criteria, aren't we shrinking our sales potential?
  • Any ideas for teaching our salespeople how to deal with Procurement?

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

  • 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

  • Innovating to Maximize Sales Productivity

    Without adding headcount, how do you pursue a host of new customers while retaining and growing a massive base of existing customers? Learn how one B2B sales organization increased their capacity, productivity and effectiveness…all at the same time.

    View This Case Study

  • Finding Margin Leaks in Your Sales Processes

    Of course, every sale is the result of a process. And with any process, the quality of the final product is influenced by the raw materials. This diagnostic helps improve revenues and margins by identifying the root-causes of erosion in your sales processes.

    View This Diagnostic

  • B2B eCommerce Channel Pricing Practices

    Market dynamics have kicked B2B ecommerce trends into high gear. In this session, we dispel eight myths of B2B ecommerce and explore ten critical strategic pricing principles you'll want to embrace.

    View This Webinar