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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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  • Any ideas for teaching our salespeople how to deal with Procurement?
  • Can we use our existing sales funnel stages for optimization purposes?
  • We track close-rates by sales rep, but they always brush-off the massive variances as being "mix related". Any suggestions?
  • What is a "Mix Shift" customer defection and how do I spot it?
  • What's the difference between lead generation and cultivation?
  • If we hire experienced reps, shouldn't they already know what to do?
  • Instead of leaving it to marketing, we'd like to own the marketing automation system. Any advice or suggestions?
  • What's a "bounce-back" offer and when would I want to use one?
  • If we have people with lots of experience in the industry, do we really need to conduct marketing research?
  • What are some typical things that can hurt lead generation?

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More Subscriber-Only Resources From Our Library

  • 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.

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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.

    View This Guide

  • 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

  • Accelerating Sales Cycles

    Sales cycle times have major implications for cash flows, productivity, and returns on sales. In this session, learn proven "big bang" strategies and tactics for slashing time-to-close across your sales operation.

    View This Webinar