The best salespeople are genuinely curious. They make progress because of their choices and decisions, which come from asking smart questions. This session will touch on three key areas requiring excellent questions from sales and inside sales reps. How good are the questions YOU ask?

1. Learn Share Network#IS2016
The Best Sales Development Reps
Ask These Questions Every Day

2. #IS2016
Name
Title
Company Logo
Ralph
Barsi
Senior
Director,
Global
Sales
Development
@rbarsi
in/ralphbarsi

3. #IS2016
The
wise
man
doesn’t
give
the
right
answers,
he
poses
the
right
ques9ons.
Levi
Strauss
bit.ly/chklstmnfsto
3
types
of
problems:
Simple
Baking
a
cake
from
a
mix
Complicated
Sending
a
rocket
to
space
Complex
Raising
a
child
The
What
If
Analysis:
bit.ly/thnkrtys
What
if
I
Sold
to
monks?
What
if
I
Was
limited
to
45
words?
What
if
I
Couldn’t
speak?

4. #IS2016
Ques9ons
Sales
Development
Leaders
Must
Ask

5. #IS2016
On
People
(There’s
a
reason
this
is
first)
How
do
I
aJract
and
hire
the
best
talent?
What
can
I
do
to
build
and
promote
our
team’s
brand?
How
do
I
maintain
a
culture
of
engaged
employees?
What
are
effecOve
ways
to
mo9vate
and
inspire
my
reps?
How
do
I
drive
behavior
and
execuOon?
Why
do
reps
want
to
work
for
me?
What
value
do
I
add
to
the
organizaOon?
How
can
I
influence
referrals
to
our
team?
How
solid
is
the
career
growth
path
I’ve
developed
for
my
reps?
How
high
are
my
standards
of
performance?
Are
my
standards
clear
to
the
team?
Who
is
my
successor?

6. #IS2016
On
Process
(This
is
Step
1
for
measuring
progress)
How
can
I
influence
consistent
volume
of
high-­‐quality
leads
for
my
reps?
How
can
I
ensure
reps
a)
quickly
follow-­‐up
on
leads,
b)
adhere
to
our
SLAs
(service
level
agreements),
and
b)
convert
a
larger
percentage
of
leads?
What
are
the
essen9al
answers
we
a)
want
from
prospects,
and
b)
want
to
provide
prospects?
What
do
our
buyer
personas
and
ideal
customer
profiles
look
like?
How
do
I
onboard
reps
so
they
ramp
faster
and
contribute
value
sooner?
What
are
our
10
most
effec9ve
emails,
social
media
statuses,
voicemails,
and
conversaOon
starters?

7. #IS2016
On
Tools
and
Technology
(Extensions
of
your
work)
How
do
I
measure
and
monitor
my
key
performance
indicators
a)
both
lead
indicators
and
b)
lag
indicators?
What
comprises
my
sales
technology
stack*?
• CRM
• Prospect
Data
-­‐-­‐>
Pre-­‐Call
Research
-­‐-­‐>
SDR
Outreach
• SDR
Live
Call
-­‐-­‐>
Nurture
-­‐-­‐>
Analysis
What’s
the
best
way
to
keep
my
finger
on
the
pulse
of
the
latest
tools
and
technologies?
What
is
our
process
for
evalua9ng
tools
and
technology,
and
who
are
my
stakeholders?
*TOPO,
bit.ly/stack-­‐emerges

8. #IS2016
Ques9ons
Sales
Development
Reps
Must
Ask

9. #IS2016
On
Professional
Development
(What
am
I
becoming?)
Why
do
I
want
to
pursue
sales
as
my
career?
Where
can
the
marketplace
learn
more
about
me?
Can
people
see
my
work
online?
How
good
am
I
at
wri9ng
down
my
goals
every
single
day?
How
am
I
measuring
my
progress?
How
do
I
become
the
best
at
my
craQ?
What
am
I
doing
each
day
to
serve
the
marketplace?
What
am
I
doing
outside
of
work
to
shape
my
brand
and
reputaOon?
How
great
is
my
aRtude?

10. #IS2016
On
Inbound
Lead
Qualifica9on
(When
people
come
to
you)
How
many
leads
are
in
my
queue?
How
are
they
scored?
Are
there
duplicates?
Do
they
look
familiar?
What
source
delivered
them?
How
well
does
this
source
convert?
Is
anyone
in
my
network
connected
to
this
company
or
person?
Have
I
thoroughly
checked?
(The
Emes
I’ve
goFen
this
call)
What
pieces
of
relevant
info
can
I
menOon
or
inquire
about?
How
can
I
best
start
the
conversa9on?
What’s
my
opening?
What
do
I
want
to
accomplish?
What
are
the
disposi9ons
of
my
leads?
Have
I
really
tried
to
reach
these
people?

11. #IS2016
On
Outbound
Prospec9ng
(When
you
reach
out
to
people)
What
are
the
Top
10
companies
or
people
I’m
most
determined
to
reach?
Why
are
they
in
the
Top
10?
How
can
I
have
a
face-­‐to-­‐face
conversa9on
with
my
prospects?
Have
I
aJempted
to
reach
this
person
once
or
25
Omes?
How
much
am
I
willing
to
tacUully
persist?
Why
would
my
prospects
want
to
speak
with
me
at
this
moment
in
9me?
How
well
do
I
know
my
territory,
verOcal,
customer-­‐prospect-­‐suspect
mix?
How
strong
is
the
rela9onship
between
my
outside
sales
rep
and
me?
Do
I
add
value
to
their
work?
How
o_en
do
I
look
for
and
model
best
pracOces?
Can
I
truly
get
to
anyone
if
I’m
determined?

12. #IS2016
Ques9ons
Businesses
with
Sales
Development
Teams
Must
Ask

13. #IS2016
Why
do
we
go
to
market?
How
will
we
benefit
from
having
SDRs?
Why
our
product
or
offering?
What
are
our
goals,
prioriOes,
and
desired
outcomes?
How
do
we
solve
our
customers’
business
problems?
What
exactly
is
our
soluOon?
What
is
our
average
sales
price?
What
is
our
mix
of
inbound
vs.
outbound?
Why
can’t
every
prospect
respond
to
our
emails
and
calls?
How
do
we
aJract
new
business,
over
and
over
again?
How
do
we
determine
the
size
of
our
team?
How
can
our
team
minimize
the
average
sales
cycle?
How
can
our
team
increase
the
average
sales
price?
How
can
the
business
ensure
reps
progress
in
their
careers?
How
do
we
differen9ate
our
approach
from
everyone
else?
How
do
we
build
repeatable,
scalable
revenue
pipeline?
How
do
we
conOnue
to
find
and
retain
excep9onal
reps?

14. #IS2016
More
ques9ons
to
consider

15. #IS2016
Layering
and
probing
ques9ons
Tell
me
about...
What
do
you
mean...
How
so...
Why
is
that...
What
does
that
mean
to
you...
How
would
you...
Elaborate...
Give
me
some
examples...
I
don’t
understand...
Barry
Rhein,
Selling
Through
Curiosity*
What
else
ques9ons
What
other
things...
What
else...
What
addiOonal
items...
What
are
some
other
reasons...
In
what
other
ways...
PuRng
it
back
in
their
lap
ques9ons
How
does
this
/
that
compare
to
what
you’re
ideally
looking
for?
How
does
this
/
that
compare
to
your
ideal
situaOon?
*sellingthroughcuriosity.com

16. #IS2016
Jeffrey
Gitomer,
Smart
Ques5ons
Lead-­‐in
ques9ons
What
makes
you
think..?
How
do
you
select
or
evaluate?
What’s
most
important
to
you
about?
Where
do
you
see..?
How
have
you
employed..?
What
has
been
your
experience
with..?
If
you
could
change
one
thing
about..?
How
would
you
improve..?
What
plans
have
you
made
to..?
How
will
you
do
that..?
Closing
ques9ons
Can
you
see
any
reason
not
to..?
What’s
the
risk?
What’s
the
reward..?
Fair
enough…?
Can
you
see
any
reason
not
to
proceed..?
How
will
you
deal
with
that..?
How
will
your
toughest
compeOtor
react?
How
are
you
taking
advantage
of..?
*gitomer.com

17. #IS2016
Jill
Konrath,
The
Buyer’s
Matrix
Posi9on
/
Title:
C-­‐level,
VP,
Sr.
Director,
Director,
Manager
1. Roles
&
responsibili9es
What
are
they
in
charge
of
or
expected
to
manage?
2. Business
objec9ves
&
metrics
What
do
they
want
to
achieve?
How
is
success
measured?
How
are
they
evaluated?
3. External
challenges
What
external
factors
or
industry
trends
might
make
it
more
difficult
for
them
to
reach
goals?
4. Strategies
&
ini9a9ves
What
likely
strategies
or
iniEaEves
are
in
place
to
help
them
reach
goals?
5. Internal
issues
What
likely
issues
does
the
organizaEon
face
that
can
help
or
hinder
them
from
reaching
goals?
6. Primary
interfaces
Who
are
the
peers,
subordinates,
superiors
and
outsiders
with
whom
they
frequently
interact?
7. Status
quo
What’s
their
“status
quo”
relaEve
to
your
product
offering?
8. Change
drivers
What
would
cause
them
to
change
from
the
“status
quo?”
9. Change
inhibitors
What
would
cause
them
to
stay
with
the
“status
quo,”
even
if
they
weren’t
happy
with
it?
*jillkonrath.com

18. #IS2016
Name
Title
Company Logo
Ralph
Barsi
Senior
Director,
Global
Sales
Development
@rbarsi
in/ralphbarsi