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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:

  • Once I understand the untapped potential in each account, what can I do with the information?
  • If we hire experienced reps, shouldn't they already know what to do?
  • What should I do with the leads that sales people disqualify?
  • Why shouldn't we just focus our attention on our largest customers?
  • What are some good next steps to take once we've gleaned some solid insights about our competitive set?
  • The prospect-targeting attributes we’ve identified are more like attitudes than attributes. Is that a problem?
  • What's the difference between defection detection and customer retention?
  • What's a typical ratio of Sales Ops headcount to Sales headcount?
  • For targeting purposes, what if we can’t find any attributes that are common across our most profitable customers?
  • How do we know what tweaks to make in the various stages of our funnel?

This question is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.

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More Subscriber-Only Resources From Our Library

  • How to Make Insight-Based Selling Actually Work

    Leveraging customer and industry insights in the selling process is a hot topic these days. In this recorded and transcribed interview, John Thackston reveals what it really takes to turn insight-based selling into an operational capability.

    View This Interview

  • The Right Way to Manage and Enable Change

    How do you encourage, enable, and manage organizational change when the deck is stacked against you? In this in-depth interview, Scott McAllister and Suraj Mohandas share the quantifiable benefits of effective change management and expose the essential steps that are required to get it right.

    View This Interview

  • Crucial Sales Operations Concepts

    What sets a great Sales Ops team apart often comes down the core concepts and principles they embrace. In this on-demand webinar, you'll learn about 15 fundamental concepts that every Sales Ops leader and practitioner needs to understand inside and out.

    View This Webinar

  • Arming Sales to Protect Value

    The balance of power in quoting and negotiations has clearly shifted in the buyers’ favor. In this report, we highlight seven approaches B2B companies are using right now to help their salespeople protect value and margins against today's savvy business buyers.

    View This Research