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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's the difference between "explicit" and "latent" demand?
  • Should we be able to command a price premium for every value-gap we identify?
  • Aren't people usually the root-causes behind most sales and marketing problems?
  • How does cycle time affect overall results? Aren’t the dollars the same no matter when you get them?
  • Won't sales managers know which skills need shoring up amongst their reports?
  • What’s wrong with "management by result"?
  • How can we see the customer spend that we aren't getting?
  • What's the difference between defection detection and customer retention?
  • Is speaking about loss avoidance really more powerful than highlighting upside gains?
  • How do we get organizational support for tightening up our targeting criteria?

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

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  • The Sales Capability Self-Assessment

    To identify areas for improvement and help gauge the efficacy of your company’s strategic and tactical sales capabilities, simply answer the 190+ questions in this self-assessment as truthfully and objectively as possible.

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