The selling environment has changed dramatically, yet the world of sales training has remained surprisingly stagnant. That's why I created Question Based Selling (QBS).There’s a reason top performing salespeople continue to excel, while those who are struggling continue to struggle...even though they are all following the same basic sales process. It’s because just identifying the steps of the process is no longer a differentiator. Each of your competitors has a sales process in place already, and their process is likely very similar (if not identical) to yours.Might it be time for an upgrade?Sellers today are hungry for strategies and techniques that can give them an ‘unfair’ advantage in their respective markets, rather than reverting back to much of the outdated logic that has plagued traditional sales approaches for the last 40 years.Having cut his teeth in the trenches of sales and sales management, and trained sales organizations at companies all over the world for the last 20+ years, Tom Freese's newest book (SalesForce 2020) is a frontal assault on traditional sales thinking. Simply put, if your approach when reaching out to potential buyers wouldn't work if you were the customer, why should we expect it to work in today's increasingly skeptical Selling environment?As President of QBS Research, Inc., and the developer of the Question Based Selling, Tom Freese is recognized as one of the foremost authorities on business strategy, competitive positioning, and sales effectiveness training

Top Salesperson for five consecutive years, selling an emerging hardware technology (Superservers) for large corporate networks. For me, Netframe completed the trifecta of having experience in selling software, hardware and professional services to most vertical industries.

Top salesperson for 2 consecutive years, selling CASE tool software (Computer Aided Software Engineering). Traveled back and forth from my home base in Atlanta to a remote territory in Kansas City, 5 days/wk, 50 weeks/yr., and our success in the region literally drove our largest competitior (TI) out of town.

Top performer, having sold two largest hospital information system deals in the Southeast Region during my tenure with Baxter. Having developed a wealth of experience in the healthcare market, my career goal was to branch out to a company that offered me the opportunity to sell to a variety of vertical markets.

As a neophyte salesperson, I just tried to keep my head above water. Right out of school, I held a variety of positions, starting on the implementation team, then marketing support, sales associate, which then morphed into full fledged sales position.