HOW THIS REP WENT FROM COMEDY TO ENTERPRISE 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

🗓️ 27 September 2022

⏱️ 52 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	If you were to ask most salespeople, what's the key to prospecting?
0:06.3	Most of people would say, oh, it's coming up with that right pitch, that right approach
0:12.2	to get the person interested and go from completely unknowing about the problem to now interested
0:18.6	in it.
0:19.6	That magic pitch, a better pitch.
0:22.7	That's what we'd all say, isn't it?
0:25.6	Your pitch must be wrong.
0:26.9	You're messaging.
0:27.9	Sales ready messaging is not strong enough.
0:32.0	You need the why now and the why you and all that.
0:37.2	And that might find interest.
0:40.8	But in sales, we got to be smarter than finding interest because we're in a predicament
0:46.6	now because interest tends to find us.
0:52.2	And if you think of the number of people in your territory that are in active pain,
0:56.4	you think it's probably what, five, ten percent?
1:01.1	Think again.
1:02.1	It's probably near one tenth of one percent, maybe.
1:07.2	That's why it's so hard today.
1:10.2	Today's guest has a very different approach.
1:12.8	It's not about finding a better pitch.
1:16.0	It's about connecting with the other person.
1:19.5	Oh, I know you've heard that a million times.
	...

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