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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:

  • Any ideas for teaching our salespeople how to deal with Procurement?
  • Is classroom training better than web-based training?
  • Can modeling account potential help me with forecasting?
  • How can I tell what a customer's real agenda is and identify what type of buyer they really are?
  • What are the different buyer types we might be negotiating with?
  • What if our top-selling salesperson is the worst at hitting target prices and margins?
  • What's the difference between "explicit" and "latent" demand?
  • What's the difference between defection detection and customer retention?
  • Instead of leaving it to marketing, we'd like to own the marketing automation system. Any advice or suggestions?
  • The prospect-targeting attributes we’ve identified are more like attitudes than attributes. Is that a problem?

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  • 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.

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  • How to Tackle Trade Tariffs

    In this insightful conversation, Sean Arnold helps us sort through the issues and understand our options when addressing the latest addition to our list of challenges: trade tariffs.

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  • Maximizing Customer Lifetime Value

    Customer Lifetime Value (CLV) has become an important metric to investors, boards of directors, and managements. So what do Sales Ops practitioners really need to understand about CLV and how to maximize it?

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