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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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  • Should Sales Ops Be Distributed or Centralized?
  • Our competitors are offering a lower price. Why wouldn’t a customer just take their offer?
  • When doing competitive analysis, where else can we look to uncover our competitors' priorities?
  • What do close rates have to do with lead generation?
  • How can pricing and discounting affect lead generation?
  • For targeting purposes, what if we can’t find any attributes that are common across our most profitable customers?
  • By tightening-up our targeting criteria, aren't we shrinking our sales potential?
  • What are some typical things that can hurt lead generation?
  • Any tips for getting others in our company on-board with conducting more rigorous competitive analysis?
  • We track close-rates by sales rep, but they always brush-off the massive variances as being "mix related". Any suggestions?

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