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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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  • 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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