Since I am a total proponent for the Questioning Model in Sales, how do you use this model to learn the Information you need to successfully make the B2B sales?
Obviously, you use questions during your discovery process as you want the prospect or customer doing most of the talking. Their answering questions allows you to learn about what is going on within their organization.
Note: even the very best b2b sales superstar is NOT an insider for the prospect or customer company. While it is important to have a coach or champion who wants you to win the account, not all the time will you have this person in place. And, sometimes (this has definitely happened to me) your inside champion leaves or is promoted away from your target area.
Now what do you do?
You plan your questions carefully to uncover the answers to several important pieces of information.