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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:

  • How can I tell what a customer's real agenda is and identify what type of buyer they really are?
  • Shouldn't product training count as sales training?
  • By tightening-up our targeting criteria, aren't we shrinking our sales potential?
  • Should it concern us that customers haven't ever considered the value-drivers we've identified?
  • How do I know if my value messages are really "strategic"?
  • What’s wrong with "management by result"?
  • Why shouldn't we just focus our attention on our largest customers?
  • How can we see the customer spend that we aren't getting?
  • What is a "Mix Shift" customer defection and how do I spot it?
  • What's a "bounce-back" offer and when would I want to use one?

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More Subscriber-Only Resources From Our Library

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  • Negotiating Profitable Deals

    Everything comes to a head when your sales team negotiates a deal. You want to win, but you don't want to leave money on the table. So, how do you help your sales team to become better negotiators, so they win the deals they should, at the right price?

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  • Why Sales Ops Initiatives Fail

    Some sales ops initiatives just don’t work out as planned—they either struggle to produce worthwhile results or they fail outright. So, how do we avoid making the same mistakes that have derailed other initiatives?

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  • Maximizing Customer Lifetime Value

    Customer Lifetime Value (CLV) has become an important metric to investors, boards of directors, and managements. So what do Sales Ops practitioners really need to understand about CLV and how to maximize it?

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