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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 a typical ratio of Sales Ops headcount to Sales headcount?
  • What's the difference between "explicit" and "latent" demand?
  • Is classroom training better than web-based training?
  • How can I tell what a customer's real agenda is and identify what type of buyer they really are?
  • What if our top-selling salesperson is the worst at hitting target prices and margins?
  • Should Sales Ops Be Distributed or Centralized?
  • Who should be responsible for cultivating leads?
  • How do I know if my value messages are really "strategic"?
  • What are some good next steps to take once we've gleaned some solid insights about our competitive set?
  • What are some typical things that can hurt lead generation?

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

  • Designing Effective CRM Dashboards for B2B Sales

    How do you make your CRM dashboards an effective tool your salespeople will utilize long after the "shininess" has worn off? This Express Guide details ten strategies and tactics we’ve gleaned through our research with leading B2B sales operations and sales experts.

    View This Guide

  • Structuring Effective Sales Ops Functions

    This research brief answers three popular questions about Sales Ops structures, including: Should Sales Ops be distributed or centralized? Where should Sales Ops report to, or up through? How should a Sales Ops function be structured?

    View This Research

  • Inside a Sales Operations Group On a Mission

    Scott Kolar, the VP of Sales Operations at LexisNexis Risk Solutions, gives us an inside look into how his team is structured, their priorities and responsibilities, and the significant contributions they've made to the company's performance.

    View This Interview

  • Five Performance Boosters of Follow-On Sales

    While customer acquisition is certainly important, it might not the best place to focus if you really want to see dramatic improvements in sales performance. Learn how a shift in focus can increase your close-rates, shorten sales-cycles, and improve your margins.

    View This Guide