Get the Answers You Need

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?
• If we have people with lots of experience in the industry, do we really need to conduct marketing research?
• What are the different buyer types we might be negotiating with?
• Why are the early signs of customer defection so difficult to spot?
• What are some good next steps to take once we've gleaned some solid insights about our competitive set?
• Should I give my salespeople a specific price, or is a range OK?
• What's the difference between lead generation and cultivation?
• How do we identify all the elements that go into the cost of a fully loaded sales headcount and determine what their sales yield needs to be?
• How can I tell what a customer's real agenda is and identify what type of buyer they really are?
• For targeting purposes, what if we can’t find any attributes that are common across our most profitable customers?