Hey, before we get into the interview, I want to make sure you're aware of our other

podcast, the Sales Questions, Brutally Honest Answers show, which is a very quick,

under five minutes in most cases, sometimes just a few minutes, where I answer

your questions.

You can just send me any question to my LinkedIn profile, Brian G Burns, and I'll put it in the cue to answer

Also at the sales leadership show if you're looking to get into sales leadership or you want to hear from the world's best sales leaders

that's where I interview them check it out the sales leadership show also at

B2B revenue.com you can learn all about all the courses. Links are in the show notes below as well as our

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Here we go. Does sales always have to be complex?

I think sometimes we can make it a little bit too complex. Obviously there's a lot of situations where you have long deal cycles, multiple people involved, it can take months or years for things to close, and that is complex in nature but it's how do you make it simple

and easy for yourself first off but also for your customers is something that I think we can overcomplicate sometimes because you can get sucked into all that complexity and then your customer gets confused or maybe you get confused because you're not keeping it simple.

Because I see a lot of people reacting to what somebody says instead of guiding them.

And I think if you let the customer lead the deal, it's going to not close.

Because what does most people do? When you go to the mall or go looking for a car?

What do you do? You think about it, right?

But you want it and you end up going home and maybe buying it on Amazon or go to another dealership and buy there.

And I think part of our job is to kind of lead people through the process, guide them, instead of react to them.

I agree. I mean back when I was doing a variety of things with medical device or

dealing with Home Depot I would try to see myself as a project manager and I

know we talked about that before.

And that, I was guiding them through the implementation

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