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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 sales enablement and sales effectiveness?
  • Any ideas for teaching our salespeople how to deal with Procurement?
  • What if the root-causes are in an area that I don't have a lot of lot influence over?
  • We track close-rates by sales rep, but they always brush-off the massive variances as being "mix related". Any suggestions?
  • When positioning ourselves vs. the competition, won’t prospects see us as negative and get turned off?
  • What if our competitors are outperforming us on every value-driver that really matters?
  • Isn't the point of analytics all about identifying outliers and taking action to make sure they don't happen again?
  • How do I know if my value messages are really "strategic"?
  • I'm tired of policing my sales team and playing "bad cop" on every deal. Any suggestions?
  • Should it concern us that customers haven't ever considered the value-drivers we've identified?

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

  • 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

  • Sales Process Improvement

    In this session, we share how to identify bottlenecks, develop procedures, and prioritize improvements. And, we discuss how to leverage technology to streamline and scale your sales processes.

    View This Webinar

  • Using Peer Pressure To Improve Your Margins

    Fixing poor pricing and discounting practices can seem futile. And playing bad cop isn't much fun. This tutorial shows you how to build a "system of influence" that gets your salespeople to police their own pricing and discounting behaviors.

    View This Tutorial

  • Suffering from a Bad Case of Sticker Shock

    In B2B environments where discounting is habitual, it's easy to think that your list prices don't really matter all that much. But before you conclude that list prices are inconsequential in your business, consider this case of a B2B reseller who just couldn't see what they were missing.

    View This Case Study