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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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  • Can modeling account potential help me with forecasting?
  • What is a "Mix Shift" customer defection and how do I spot it?
  • What are the main reasons sales training doesn't stick over time?
  • What if the root-causes are in an area that I don't have a lot of lot influence over?
  • When it comes to calculating customer profitability, how good is “good enough”? How accurate is accurate enough?
  • How can I tell if a customer is defecting early enough to do something about it?
  • Why are the early signs of customer defection so difficult to spot?
  • If we hire experienced reps, shouldn't they already know what to do?
  • How does cycle time affect overall results? Aren’t the dollars the same no matter when you get them?
  • Should Sales Ops Be Distributed or Centralized?

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