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:

• What’s wrong with "management by result"?
• Should I give my salespeople a specific price, or is a range OK?
• We track close-rates by sales rep, but they always brush-off the massive variances as being "mix related". Any suggestions?
• What if our competitors are outperforming us on every value-driver that really matters?
• When it comes to calculating customer profitability, how good is “good enough”? How accurate is accurate enough?
• What's a typical ratio of Sales Ops headcount to Sales headcount?
• Why would a B2B customer defect if they are saying they're satisfied?
• When doing competitive analysis, where else can we look to uncover our competitors' priorities?
• What kinds of things should a Sales Ops group be focusing on?
• When positioning ourselves vs. the competition, won’t prospects see us as negative and get turned off?