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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's the difference between a "defined" and "undefined" market?
  • What can I do if I can’t really tell whether the customer is serious about needing the absolute lowest price?
  • Why shouldn't we just focus our attention on our largest customers?
  • What's the difference between "explicit" and "latent" demand?
  • Our competitors are offering a lower price. Why wouldn’t a customer just take their offer?
  • How do you make sure improvements stick and don't go back to normal?
  • What are some typical things that can hurt lead generation?
  • What's the difference between sales enablement and sales effectiveness?
  • What do I do if my internal team can’t reach agreement on a set of value-drivers and their relative importance?
  • How can we see the customer spend that we aren't getting?

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

  • How Customers Evaluate a Price

    We'd like to think that customers are always rational when they consider the price on a deal...but they aren't. In this guide, Mark Dresdner exposes eight factors that play an important role when a potential customer evaluates a price.

    View This Guide

  • Overcoming the New Realities in B2B Sales

    Since the advent of the Internet, the B2B buying process has been changing dramatically. In this expert interview, Tom Searcy, the author of "Life After the Death of Sales," discusses how B2B sales leaders can deal with today's realities and prepare their organizations for tomorrow.

    View This Interview

  • Onboarding New Sales Reps for Success

    Bringing a new sales rep onto your team can be a very expensive and risky proposition. And many common onboarding strategies can make things worse instead of better. This guide exposes 10 best practices our research team has found to be most effective.

    View This Guide

  • How to Maximize Cross-Selling and Up-Selling

    Effective cross-selling and up-selling requires operational solutions that only Sales Ops can deliver. In this on-demand webinar, learn how some innovative groups are making happen---efficiently, effectively, and very profitably

    View This Webinar