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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?
  • The prospect-targeting attributes we’ve identified are more like attitudes than attributes. Is that a problem?
  • What is a "Steady State" customer defection and how do I spot it?
  • When it comes to calculating customer profitability, how good is “good enough”? How accurate is accurate enough?
  • How are B2B sales operations using predictive analytics?
  • Why is customer retention so much more important in B2B than in B2C?
  • How do we identify all the elements that go into the cost of a fully loaded sales headcount and determine what their sales yield needs to be?
  • Why would a B2B customer defect if they are saying they're satisfied?
  • Is speaking about loss avoidance really more powerful than highlighting upside gains?
  • When conducting research interviews, how many should we try to conduct?

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

  • Managing Mix to Boost Sales

    Product and customer mix have an incredible amount of influence over every aspect of your sales performance. In this on-demand webinar, learn how to get proactive about "rigging" your mix to your advantage.

    View This Webinar

  • Recognizing Seven Deadly Targeting Mistakes

    In this guide, you'll learn about the most common and costly prospect targeting mistakes that other B2B companies have made...so you can avoid making them yourself.

    View This Guide

  • Anatomy of a Competition-Crushing Sales Strategy

    The better your sales strategy, the easier it is for your sales team to achieve their objectives. But sales strategy is often misunderstood. In this on-demand training session, learn how leading sales operations are improving their sales strategies to win more business, while actually competing less.

    View This Webinar

  • How to Develop Real Competitive "Kill Sheets"

    Competitive kill sheets are a great tool to help salespeople in the field. But most so-called kill sheets are nothing more than glorified competitive profiles. In this concise tutorial, learn how to develop real, strategic competitive kill sheets that highlight and reinforce the competitive differences that actually matter to prospects.

    View This Tutorial