40 min listen
Episode 117: Sales Prescription without Diagnosis is Malpractice w/ Brian Robinson
Episode 117: Sales Prescription without Diagnosis is Malpractice w/ Brian Robinson
ratings:
Length:
33 minutes
Released:
Aug 20, 2019
Format:
Podcast episode
Description
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.
Released:
Aug 20, 2019
Format:
Podcast episode
Titles in the series (100)
Mark Shank on What “Digital Transformation” Really Means Today: Digital transformation isn’t Mark Shank’s favorite term. Yet, he recognizes that it’s widely used, and so he uses the term to speak the language of his clients. He takes the often narrow definition of digital transformation—implementing a new system—and teaches people to work outward from that understanding to identify how everyone involved in transformation is affected. Listen in to hear Mark share tips for staying ahead of the curve in transformation based on his work with KPMG. Find a breakdown of this episode here. by The B2B Revenue Executive Experience