Get the Answers You Need
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:
- Should Sales Ops Be Distributed or Centralized?
- How does cycle time affect overall results? Aren’t the dollars the same no matter when you get them?
- Once I understand the untapped potential in each account, what can I do with the information?
- What's the difference between sales enablement and sales effectiveness?
- What are the main reasons sales training doesn't stick over time?
- How can I tell what a customer's real agenda is and identify what type of buyer they really are?
- How is marketing automation different from CRM or sales force automation?
- Is speaking about loss avoidance really more powerful than highlighting upside gains?
- Should I give my salespeople a specific price, or is a range OK?
- Why are the early signs of customer defection so difficult to spot?
This question is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
More Subscriber-Only Resources From Our Library
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Avoiding Mistakes in Customer Profitability
For most B2B companies, it's important to maximize the value of every customer you get. But customer profitability management is full of land mines that need to be avoided.
View This Guide -
Fixing the Causes of Rogue Salespeople
It's all too easy to observe rampant discounting in the field and conclude that "rogue" salespeople are the source of the problem. In this interview with Paul Hunt, he exposes the real problems behind rampant discounting in the field.
View This Interview -
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 -
Exploring the Principles of Sales Process Excellence
There's a big difference between just "trying to improve" in a general sense and using a fact-based method for driving systemic improvement. In this expert interview, Michael Webb discusses applying the time-tested principles of process improvement to B2B sales.
View This Interview
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