book questions-that-sell 
MEDDIC
MARCH 28, 2024
If you are an enterprise B2B account executive, the beginning of a quarter is a critical time to set the stage for success and to crush your goals. Here’s what a strong review process entails: Three Whys from Sales Wins: Ask the champions within the accounts you closed: Why did they sign anything? Why did they sign now?
No More Cold Calling
AUGUST 14, 2019
My employer gave me two weeks to get my accounts in order. I added a question on the last round: “Would you be willing to offer a referral to this client?”. To this day, I have no idea where the question came from, but that survey was the genesis of my business. The average response to my question was 6.5. The Answer: No.
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Sales Gravy
JULY 14, 2023
On this episode of the Sales Gravy podcast, Sales Mastermind Group "Awesome" asks Jeb Blount sales questions. If you've ever had a question you wanted to ask Jeb then you'll love this episode. Participants can hold each other accountable for their goals, offer encouragement, and provide honest and constructive feedback.
No More Cold Calling
OCTOBER 17, 2019
That might sound like a pipe dream, but I assure you, with my referral selling virtual workshop series, it’s not. But you don’t have a proactive, intentional referral sales prospecting strategy with metrics, skills-building, and accountability for results. You’ll need to move quickly, because we’re already deep into Q4.
The Pipeline
SEPTEMBER 25, 2013
I’ll start by asking a variation on the question about the tree falling in the forest: If one outsources their cold calling or delegates it to someone else in his/her company, are they still cold calling or could they claim to be pure? The rule being that cold calling is a key and necessary (evil) part of successful B2B selling.
The Pipeline
OCTOBER 29, 2012
Often the steps or actions in question require additional effort, effort over and above the level many are willing to make. As mentioned before in this blog, one of my favourite interview questions when interviewing sales people is asking what the last sales book they read. He was eager, engaged and driven.
The Pipeline
JUNE 19, 2014
A few weeks ago I put out a question based on a discussion I had with a sales rep about the need for and, value of confirming appointments. If, however, it’s a small, out-of-the-way account, I learned (the hard way) that it’s best to do so.”. By Tibor Shanto - tibor.shanto@sellbetter.ca .
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