HOW TO COMPETE AND WIN AGAINST THE BIG GUYS IN 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

🗓️ 7 January 2022

⏱️ 41 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	What we all should do periodically is go back and review our deals over a long period
0:08.6	of time, quarter, half a year, maybe even a whole year.
0:14.3	And look at how much time was wasted on deals that did not close.
0:22.3	Now where they close the bowl, clearly you worked on them.
0:25.7	So if you worked on them, you hopefully thought at one time they were closeable.
0:31.4	But what if you spent more of your time on the closeable ones, the very best ones, and
0:38.6	dug in and understood what you were up against and how to win it?
0:46.5	That's what we're going to talk about today.
0:48.8	Talking about the precious few deals that you can win, even when you're the underdog, even
0:54.8	when you're not the biggest company, even though you may not have the perfect product
0:59.5	at the time, we're going to get into this because this is a critical distinction between
1:06.9	those who really crush it in sales and those who do okay.
1:12.2	And you don't want to be in sales if you're just going to do okay.
1:16.6	If you could just go and do okay, there's a lot of other ways that are a lot less pressure
1:21.0	oriented than sales.
1:23.8	Let's get into the interview.
1:24.8	I'll sum it up at the end.
1:25.8	Here we go.
1:26.8	Hey Alejandro, thanks for joining us today as a way to get started.
1:30.8	It gives a little background on yourself.
1:33.2	Thanks for having me on today.
1:35.0	Long time listener of your pod podcast.
	...

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