Is Your Experience Getting in the Way of B2B Sales Success?

Last week I ran across some older research about the impact of experience on our b2b sales performance. While it covered positive elements, it also showed me some interesting points about how it negatively impacts a b2b sales person’s performance.

The negative element was directed at our ability to ask the right types of questions in our sales process. And, you know I’m a big proponent of the role the Questioning Model has upon our overall success.

As I referred the information, I realized I was somewhat guilty of this research activity! Geez! As I reflected on the topic, I realized it was a subject that I needed to share with all my Developing B2B Sales readers. So here we go…

Read more…