Most experienced B2B sales leaders will tell you their best sales people are great at asking questions. They’re fundamental to understanding buyers, conveying value and uncovering critical information. In his outstanding book The Sales Acceleration Formula, Mark Roberge describes how he built his sales team and took Hubspot from zero to $100 million in sales by hiring and developing sales people that understand how to ask great questions.

“Great salespeople educate potential customers through the questions they ask. Their questions are thought-provoking and elicit introspection.” (more…)