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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:

  • What are some good next steps to take once we've gleaned some solid insights about our competitive set?
  • What do I do if my internal team can’t reach agreement on a set of value-drivers and their relative importance?
  • What are some typical things that can hurt lead generation?
  • How can we see the customer spend that we aren't getting?
  • What are the different types of sales training we need to be aware of?
  • Can we use our existing sales funnel stages for optimization purposes?
  • Isn't the point of analytics all about identifying outliers and taking action to make sure they don't happen again?
  • Once I understand the untapped potential in each account, what can I do with the information?
  • What are the different buyer types we might be negotiating with?
  • How are B2B sales operations using predictive analytics?

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  • Identifying Your Value Along Five Dimensions

    You can't just hope prospects will pick-up on the compelling reasons to buy from you. In this guide, you'll learn the five dimensions of value that matter and over 50 potential value-drivers that can influence buying decisions.

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  • 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.

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  • 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.

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