HOW THIS REP IS CRUSHING BY WORKING SMARTER AND HOW YOU CAN TOO

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

🗓️ 8 February 2022

⏱️ 44 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	With this podcast, I've promised you I'd bring you nothing but the best sales
0:04.7	people in the world. And today we have one of them. This one even surprised me.
0:11.1	This rep basically hit me up on LinkedIn and when I do my post-looking for the
0:17.5	very best sales people to be on the show, nominated a lot of his friends and
0:21.9	then his friends nominated him. And I looked at the LinkedIn profile and I was like,
0:27.3	this should be okay. I guess I don't know. I don't know if it'll fit into because it really
0:31.6	wasn't a B to B sale. Exactly. He was selling to high net worth mostly doctors, which I guess
0:39.5	they have their own business. But it's much more of a one-on-one type of sale. But let's give it a try.
0:47.2	I had him on and it kind of blew me away. I think this is one of these episodes that you should
0:52.6	listen to once a month, once a week maybe because the whole idea about becoming great in sales
1:01.1	is not grinding more. The grinding more burns out. I'm a big fan of work in heart. I work super
1:09.5	hard. But the problem is we only have 24 hours in a day and we always try and steal from that
1:16.8	health part, you know, the sleeping and eating well and give it to the working hard part. And then
1:22.9	it kind of spirals downward. The difference between that and working smarter, figuring out the
1:32.0	puzzle of how do you get more sales in the same amount of time with the same amount of effort,
1:39.3	doing it smarter, getting rid of the low productivity activities and focusing on the highest
1:46.9	productivity activities. And we all kind of know this. But what happens is there's a single
1:54.1	manager that really allows this out there. Very few, unless they really trust the rep that the rep
2:00.8	knows what they're doing. But this is what I try to do in every job because I see the grinder
2:07.4	and they do okay. They maybe make their number. But I want it to blow the number away. I look at the
2:13.3	comp plan. It's all back and loaded. All the gravy is at the end of the meal. So we have to get
2:21.0	big deals. We have to get more of them. We can't be wasting our time with things that don't produce
	...

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