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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:

  • We track close-rates by sales rep, but they always brush-off the massive variances as being "mix related". Any suggestions?
  • Should we be able to command a price premium for every value-gap we identify?
  • Are most strategic, "next level" Sales Operations groups found in large companies?
  • What’s the difference between “hard” and “soft” value-drivers?
  • How does cycle time affect overall results? Aren’t the dollars the same no matter when you get them?
  • When it comes to calculating customer profitability, how good is “good enough”? How accurate is accurate enough?
  • Any ideas for teaching our salespeople how to deal with Procurement?
  • What kinds of things should a Sales Ops group be focusing on?
  • Why is customer retention so much more important in B2B than in B2C?
  • When positioning ourselves vs. the competition, won’t prospects see us as negative and get turned off?

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

  • Developing Prescriptive Account Plans

    Learn a powerful 7-step process for growing sales from your existing customers. See how to identify exactly where growth opportunities are and create the account plans that will capture them.

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  • Identifying Three Types of Customer Defection

    In most B2B markets, your ability to stave-off defections and retain good customers is critical. This video guide explains how to identify the early signs of three costly types of customer defection and how to take action before it's too late.

    View This Guide

  • How to Prevent Customer Defection

    In this SellingBrew research report, learn how leading B2B companies are protecting their future revenues and profits with innovations in customer retention and defection detection.

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  • Competitive Kill Sheet Development Workbook

    To help you gather and distill the essential information to create effective competitive kill sheets, answer the questions in these worksheets with as much detail as possible. An example of a fictitious competitive kill sheet is provided at the end of the workbook.

    View This Tool