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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:

  • Why is customer retention so much more important in B2B than in B2C?
  • What's the difference between "explicit" and "latent" demand?
  • When it comes to calculating customer profitability, how good is “good enough”? How accurate is accurate enough?
  • Should it concern us that customers haven't ever considered the value-drivers we've identified?
  • What's a typical ratio of Sales Ops headcount to Sales headcount?
  • What's the difference between lead generation and cultivation?
  • For targeting purposes, what if we can’t find any attributes that are common across our most profitable customers?
  • How do we get organizational support for tightening up our targeting criteria?
  • Where Should Sales Ops Report To, or Up Through?
  • What are the main reasons sales training doesn't stick over time?

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

  • Making Sense of AI for Sales Operations

    There's no doubt that artificial intelligence will transform nearly every aspect of sales and revenue operations. How do we cut through the hype and harness AI to generate improved sales results and business outcomes?

    View This Webinar

  • Getting Serious About Sales Effectiveness

    What does it take to make your sales operation more effective? This on-demand webinar provides insights into what other sales operations are doing and the areas to focus your energies if you're serious about sales effectiveness.

    View This Webinar

  • How to Prevent Customer Defection

    In this SellingBrew research report, learn how leading B2B companies are protecting their future revenues and profits with innovations in customer retention and defection detection.

    View This Research