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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:

  • By tightening-up our targeting criteria, aren't we shrinking our sales potential?
  • 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?
  • When positioning ourselves vs. the competition, won’t prospects see us as negative and get turned off?
  • How do you make sure improvements stick and don't go back to normal?
  • 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?
  • My company seems to love platitudes. How do I get others to focus on real messages?
  • What are some typical things that can hurt lead generation?
  • When it comes to calculating customer profitability, how good is “good enough”? How accurate is accurate enough?
  • What do I do if my internal team can’t reach agreement on a set of value-drivers and their relative importance?

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

  • How to Avoid Guesswork in Value-Based Selling

    Scratch the surface of many value-based initiatives today and you’ll find a whole lot of guesswork. In this tutorial, learn the two step process for making your value-based efforts more accurate and effective.

    View This Tutorial

  • Identifying Your Value Along Five Dimensions

    You can't just hope prospects will pick-up on the compelling reasons to buy from you. In this guide, you'll learn the five dimensions of value that matter and over 50 potential value-drivers that can influence buying decisions.

    View This Guide

  • Seven Steps to Identify and Capture Your Value

    With dozens of different methodologies, it's easy to get sidetracked by all of the complexity of value-based selling and pricing. But it's the fundamentals that matter. This video guide gives you what you need to know in seven simple steps.

    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