HOW TO BECOME A STUDENT OF THE GAME OF B2B ENTERPRISE 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

🗓️ 28 April 2022

⏱️ 44 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 ———————————————————————————————————— 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

Transcript

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0:00.0	Have you noticed that people are trying to turn all this sales science and sales math?
0:08.0	Be the focus.
0:10.2	And it's kind of useful, maybe on the very lowest priced SaaS type products.
0:19.3	But when you get into the enterprise, the larger, complex sale, it's much more about being
0:25.0	a student of the game.
0:27.6	To really have a passion for it, a curiosity, a desire to learn and to win, and to really
0:37.1	master it, you're never going to perfect it.
0:41.0	At best, you're going to feel a strong groove for it.
0:45.9	And this is what most sales reps miss.
0:49.2	They learn that little tricks and gimmicks, and we go through this growth path.
0:55.6	And we first start off in sales where like all our sponges we want to learn as much as
1:00.1	we can, but nothing really sticks.
1:03.6	What sticks is just the hard work in the grind.
1:07.1	But then after doing that for, I say a year or two, you figure out that that's not going
1:13.5	to get you where you want, because there's not enough hours in a day.
1:18.5	So then you have to come up with a little gimmicks.
1:22.2	So you go on LinkedIn, you listen to podcasts, you hear other people's gimmicks, and they
1:27.0	get you five or 10% more.
1:30.7	And then you just take a step back, and then you go, well, how about if I put all these
1:34.2	gimmicks together, and we call it a gambit?
1:37.9	And this is what they do in chess.
1:39.3	A gambit's a series of moves and a sequence that typically cause an identical series of
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