Brian Neale and Bill Caskey talk about the importance of having three questions ready. 1. Personal question... How the customer is involved in their company. 2. Business Impact Question... How issue being discussed is imapacting the business. 3. What are the client's expectations? These are important questions that I ask every day.
In this Podcast they discuss the importance of understanding the pain points of your client by asking them. Once you understand more about what they need you can cadre the conversation towards those needs and make them more likely to buy your product or service. Ask, don't assume.
Online Sales Sources
Flipboard.com is an incredible source for an endless variety of different professions. They narrow the field to not only "sales" but specific areas of sales. I found multiple articles on B2B technology sales. This tool is very relevant to my profession and interests.
TakePart.com functions like a paper with pages and the front page is updated every day. It separates articles in categories and you can search keywords. I can keep up with the sales market on TakePart.com by searching or simply looking at the first page.