Скачать или смотреть B2B Sales Skills | Asking Questions | How to Engage with Prospects

What skill separates great sales people from good ones?
It is the ability to ask great questions that invite the customer to share information about the problem they are trying to solve.
Customers are dying to talk and tell us everything, the problem is they do not know us well enough to trust us. A great Account Executive uses a process to earn the customers trust and encourage the customer to talk openly. A critical element of this process is asking the right questions in the right way.
This recipe is a component of the B2B Recipes Account Based Selling process for Enterprise Sales. The success of an Account Based Selling process is dependent on the quality and quantity of the companies/accounts selected and targeted.

This recipe and system are designed to assist and provide refresher training for CEOs, Chief Revenue Officers, Sales Executives and Account Executives.

Contact: [email protected]

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Website:https://www.b2brecipes.com/

About Bruce Eastman
Bruce has been involved in the Silicon Valley technology scene for over 25 years, working with, managing, or investing in dozens of start-ups. He’s also been a well-respected board member and advisor to many technology companies.

His track record of success includes direct operational responsibility for building sales organizations through successful IPO and many through successful acquisitions, for both zero-revenue early start-ups to organizations with hundreds of millions per year of revenues.

After holding several VP and C-Suite positions in sales, operations, and business development across a variety of technology companies, Bruce discovered that mentoring other founders and early start-up executives was the most fulfilling part of the Silicon Valley community for him. He subsequently founded Eastman CRO in 2009, where he has worked to perfect his unique Account Based Selling processes with clients around the world.