HOW THIS REP CREATES HIS OWN MARKET AND WINS SALES AT SCALE

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

🗓️ 12 August 2022

⏱️ 50 minutes

🔗️ Recording | iTunes | RSS

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Summary

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 ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod 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 YouTube: Brian Burns SALES PODCAST

Transcript

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0:00.0	When I interview great salespeople, there's clearly one thing that they do better than most salespeople.
0:09.0	And today is another one of those cases.
0:14.0	Each rep has found a superpower, and this rep's superpower is ability to network.
0:20.0	And today we have tools, capabilities that we haven't had before.
0:26.0	When I got into sales way back when the dinosaurs roamed the earth, all we had was paper.
0:32.0	We had books. And there was some electronic services, but they were insanely expensive.
0:38.0	And everyone knew your network was your net worth.
0:43.0	And I had friends who were connectors, and if you've ever read Malcolm Gladwell's book, The Tipping Point,
0:50.0	one of the key personas is the connector.
0:54.0	Somebody who knows a lot of people, who can introduce a lot of people, who tends to be the center of a social network.
1:05.0	And today we all can be that. We all can be a connector.
1:10.0	But it's counterintuitive. Like most things in sales, it's counterintuitive.
1:16.0	Meaning that we tend to do it when we need it, when we want it, when we're out of a job, when we need to get into an account, when we need help.
1:25.0	And then we're begging, instead of exchanging, instead of compounding, what we're doing is asking for help, trying to explain what we're trying to do, and we're pitching.
1:39.0	And the thing is, everyone's sick to death about pitching.
1:46.0	In sales, we have to be putting these deposits, these gives, all along the roof, so that when we come back and we need them, people know who we are and want to help us.
2:00.0	In start the conversation, get the meeting, I teach people how to do this at scale.
2:06.0	In 2003, LinkedIn came out, and I saw the potential.
2:12.0	As a sales rep, I was like, finally, there's going to be an online rolodex database, network of business people, where they work.
2:23.0	And at first, it was just about resumes and getting jobs and hiring people, and it was almost a red flag if you were on LinkedIn.
2:33.0	Because if you manage or saw you on LinkedIn, they assumed you were disgruntled and looking for a new job. Today, it's much different.
2:42.0	The internet has become a 365-day 24-hour trade show.
	...

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