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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:

  • Why is customer retention so much more important in B2B than in B2C?
  • What’s wrong with "management by result"?
  • How do I know if my value messages are really "strategic"?
  • What's a typical ratio of Sales Ops headcount to Sales headcount?
  • Is speaking about loss avoidance really more powerful than highlighting upside gains?
  • Who should be responsible for cultivating leads?
  • How is marketing automation different from CRM or sales force automation?
  • Should we be able to command a price premium for every value-gap we identify?
  • How does cycle time affect overall results? Aren’t the dollars the same no matter when you get them?
  • Our competitors are offering a lower price. Why wouldn’t a customer just take their offer?

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

  • Four Ways to Get More Out of Sales Analytics

    Contrary to the hype, analytical toolsets don’t provide significant benefits right out-of-the-box. This video guide reveals powerful strategies for producing more meaningful results from your sales analytics efforts and investments.

    View This Guide

  • Getting Serious About Sales Effectiveness

    What does it take to make your sales operation more effective? This on-demand webinar provides insights into what other sales operations are doing and the areas to focus your energies if you're serious about sales effectiveness.

    View This Webinar

  • Can You Benefit from Better Deal Management?

    Some companies close deals rapidly at the expense of margins and profit. Other companies protect margins and control discounting at the expense of cycle-time and close-rates. In this guide, you'll learn how leading companies are able to achieve the best of both worlds.

    View This Guide

  • 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