Awkward Reality #560

Do traditional sale training programs lead to improved B2B probing skills?

You would hope the answer is, “yes.” After all, research since the late-1980’s has shown asking the right questions improves selling success. Unfortunately, our own research of 396 B2B sales professionals shows decades of selling experience gradually improves probing skills, but not taking multiple sales training programs. These sales training programs are surely helpful in mastering other skills, but not for changing behavior when it comes to asking good questions.

Download research report, VOC Skills that Drive B2B Sales