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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:

  • Any ideas for teaching our salespeople how to deal with Procurement?
  • What's the difference between defection detection and customer retention?
  • How can we get more control over our salespeople's Travel & Entertainment expenses without playing "Mother May I"?
  • What's the problem with using BANT for prospect qualification?
  • Will salespeople really listen to Sales Ops when it comes to things like pricing, cross-selling, retention, etc.?
  • Why don't great salespeople make great sales managers?
  • Any tips for getting others in our company on-board with conducting more rigorous competitive analysis?
  • What’s wrong with "management by result"?
  • Instead of leaving it to marketing, we'd like to own the marketing automation system. Any advice or suggestions?
  • How can we see the customer spend that we aren't getting?

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

  • 17 Insights That Improve Close-Rates & Margins

    The more your team knows about how your prospects perceive the marketplace, the better the chances are for success. This guide provides the key prospect insights that can improve close-rates, margins, and long-term customer values.

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  • Managing Multichannel Pricing

    In this on-demand webinar, you'll learn about market mapping, MAP policies, and other tactics and tips for minimizing the potential for channel conflict, reputational damage, and margin erosion.

    View This Webinar

  • Tweaking Your Sales Strategy to Improve Margins

    A well thought-out strategy can reduce pricing pressure and increase deal velocity. Learn how relatively small adjustments to your sales strategy in a few high-leverage areas can combine and compound to produce dramatic results.

    View This Guide

  • Overcoming the New Realities in B2B Sales

    Since the advent of the Internet, the B2B buying process has been changing dramatically. In this expert interview, Tom Searcy, the author of "Life After the Death of Sales," discusses how B2B sales leaders can deal with today's realities and prepare their organizations for tomorrow.

    View This Interview