The B2B Revenue Executive Experience Episode 117: Sales Prescription without Diagnosis is Malpractice w/ Brian Robinson
Aug 20, 2019
33:11
You’d probably rate the importance of a sales presentation at 10/10.
And you’d probably rank asking questions and listening at, say, 6/10.
But if asking the right questions doesn’t rank at 11/10 with you, you’re losing dozens, even hundreds, of opportunities to connect with prospects.
On today’s B2B Revenue Executive Experience, we’re lucky to have Brian Robinson, author of The Selling Formula and an executive who has worked in sales and marketing for companies like Coca-Cola and Johnson & Johnson.
We had two big topics to discuss: sales malpractice and creating questions to drive results.
“There's something incredibly powerful about having a list of questions you've already prepared,” Brian said.
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Previous guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at Salesfare
Check out our three most downloaded episodes:
- Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen Corthout
- Episode 299: How to Break the Used Car Salesperson Stereotype with Harry Spaight
- Episode 301: From Tech Sales to Business Conversation with Eric Shaver
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