HOW TO CRUSH IT WHERE EVER YOU ARE IN 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

🗓️ 17 May 2022

⏱️ 48 minutes

🔗️ Recording | iTunes | RSS

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Summary

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Transcript

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0:00.0	There really is no other profession like sales, especially when we do it for a company,
0:07.2	when we're selling for a company, especially in business to business.
0:12.2	And I had this kind of epiphany right before I started this recording because this week
0:18.5	I had some bizarre interactions with some sales leaders and I asked myself, imagine starting
0:27.4	your career working for somebody who doesn't even understand the game that they're playing.
0:35.1	But they think they do.
0:37.5	That's the worst situation possible.
0:41.7	Why?
0:42.7	Because if you have these rules about how the game works, but it doesn't apply to the
0:49.3	game that you're playing, you're playing the wrong game.
0:53.4	Now, today is all kinds of things that people call frameworks or methodologies.
1:01.0	But when you really look at them, they're not frameworks or methodologies, the kind of
1:05.3	checklists that were developed in the 90s, not by salespeople, by sales operations people,
1:15.1	who manage the forecast, and not for a struggling company, but a market dominant company.
1:24.5	Essentially, they were ranking the likelihood of an order closing.
1:29.4	And was this checklist helpful?
1:32.6	Very helpful.
1:34.1	Is this checklist the way to sell?
1:37.0	Ah, no.
1:39.5	And I get into this debate quite often with sales leaders and I kind of shake my head.
1:44.8	Why are you so attached to this and not open-minded and discussing it?
1:51.1	They're rationalizing why this checklist of things that a deal should have.
	...

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