You’d probably rate the importance of a sales presentation at 10/10. And you’d probably rank asking questions and listening at, say, 6/10. But if asking the right questions doesn’t rank at 11/10 with you, you’re losing dozens, even hundreds, of opportunities to connect with prospects. On today’s B2B Revenue Executive Experience, we’re lucky to have Brian Robinson, author of The Selling Formula and an executive who has worked in sales and marketing for companies like Coca-Cola and Johnson & Johnson. We had two big topics to discuss: sales malpractice and creating questions to drive results. “There's something incredibly powerful about having a list of questions you've already prepared,” Brian said.