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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 "explicit" and "latent" demand?
  • How would we modify our systems to incorporate our sales training?
  • Will salespeople really listen to Sales Ops when it comes to things like pricing, cross-selling, retention, etc.?
  • How do you make sure improvements stick and don't go back to normal?
  • What's the difference between lead generation and cultivation?
  • How can we get more control over our salespeople's Travel & Entertainment expenses without playing "Mother May I"?
  • If we hire experienced reps, shouldn't they already know what to do?
  • What are the different buyer types we might be negotiating with?
  • What's a good cost-per-lead? Are there any benchmarks?
  • Aren't people usually the root-causes behind most sales and marketing problems?

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