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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.

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  • What’s the difference between “hard” and “soft” value-drivers?
  • My company seems to love platitudes. How do I get others to focus on real messages?
  • When it comes to calculating customer profitability, how good is “good enough”? How accurate is accurate enough?
  • Who should be responsible for cultivating leads?
  • Aren't people usually the root-causes behind most sales and marketing problems?
  • If we spot a potential customer defection early enough, can we turn it around?
  • What is a "Mix Shift" customer defection and how do I spot it?
  • Shouldn't product training count as sales training?
  • What's a good cost-per-lead? Are there any benchmarks?
  • How does cycle time affect overall results? Aren’t the dollars the same no matter when you get them?

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More Subscriber-Only Resources From Our Library

  • Competitive Insights for More Strategic Selling

    For strategic selling, playing against your competitors' features, functions, and price-points isn't enough. This video guide explains how to win more often by gaining a much deeper understanding of your competitors.

    View This Guide

  • How to Avoid Guesswork in Value-Based Selling

    Scratch the surface of many value-based initiatives today and you’ll find a whole lot of guesswork. In this tutorial, learn the two step process for making your value-based efforts more accurate and effective.

    View This Tutorial

  • Seven Steps to Identify and Capture Your Value

    With dozens of different methodologies, it's easy to get sidetracked by all of the complexity of value-based selling and pricing. But it's the fundamentals that matter. This video guide gives you what you need to know in seven simple steps.

    View This Guide

  • Arming Sales to Protect Value

    The balance of power in quoting and negotiations has clearly shifted in the buyers’ favor. In this report, we highlight seven approaches B2B companies are using right now to help their salespeople protect value and margins against today's savvy business buyers.

    View This Research