HOW THIS REP APPLIED HIS BACKGROUND TO CLOSE HUGE B2B SALES

The Brutal Truth about Sales and Selling - We interview the world's best B2B Enterprise salespeople.

Brian Burns

Careers, Business

4.8 • 1.2K Ratings

🗓️ 4 October 2022

⏱️ 42 minutes

🔗️ Recording | iTunes | RSS

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Summary

Try Scratchpad - The fastest way to update salesforce for FREE: https://brianburns.me/Scratchpad Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1’S ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED. Email me additional questions: briangburns@me.com — SAMPLE EMAIL TO EXPENSE THE COURSE MGR, I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face. They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I’m committed to my own personal development and would like your help in expensing the course. It would pay for itself if I closed only one new deal of $X value. Please let me know by Friday if I can move forward with this 1 year course. Thanks, ME Here are some student interviews from the courses: ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2 Twitter: @briangburns LinkedIn: Brian G. Burns Facebook: Brian Burns

Transcript

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0:00.0	In sales there's always this big debate. Do you double down on what you're
0:04.7	great at or do you try and up level the parts of your sales game that isn't at
0:10.9	the A level? You can take whatever strategy you like. But today's guest double
0:17.0	down on what he was already good at and then made it his superpower in sales
0:24.4	and how he was able to get larger deals done and justified. Now you may think
0:32.6	that this might take getting a degree. It does. It does take initiative. It does
0:38.5	take you going out and learning this stuff. But if you hear this interview you
0:46.6	get the outcome. You get the big deals done. Now I've always wrestled with this when
0:54.7	I first got into sales. I would recommend starting with what you're already
0:59.7	good at. Here's the reason. When you're good at something and you apply it you get
1:05.7	that double mean hit. Meaning that it feels good. You're good at something. And then
1:11.6	what you can do is then apply that to some of the other elements of your sales
1:18.4	game. Now when I got into sales what I was good at was I knew the product
1:23.3	really well. I was great at the demos and getting people excited and on the
1:28.9	technical side. And I augmented that with my CEO who was fantastic on the business
1:34.8	side. Now not everybody has that luxury. But we have to first be aware of it and second
1:42.6	find a way of doubling down on what we're good at and having other people or other tools
1:50.4	or situations help us with the weaker parts. Let's get into the interview. I think
1:56.1	you're really going to like this guy. He's got a great story. Before we do make sure
2:00.6	you're checking out our friends over at Scratchpad. It's the easiest funnest way to get
2:04.7	your data out of your head and into the CRM and make sure you look like you spent hours
2:09.5	on it when it was just seconds. Also they've got this new capability. You're getting a
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