HOW TO PROSPECT IN THE MOST DIFFICULT B2B MARKETS AND WIN

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

🗓️ 20 May 2022

⏱️ 41 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	Some of us have a harder time than others trying to get into newer accounts and
0:04.9	today we've got a guest on it and I cannot imagine a harder situation to get
0:12.0	into new accounts. It's viewed as a commodity, you're not in the same country,
0:18.9	it's not your primary language, you're competing against a million other people,
0:26.0	very hard to differentiate. Sound familiar? We have a lot of people in the
0:31.1	start-to-conversation course who are in some pretty tough situation. We've had
0:36.1	people trying to sell copiers just to legal firms. We've had you know startups
0:42.7	with zero customers, zero sales experience. We've had a lot of people in the
0:48.8	cybersecurity space and startup and you know all the words sound the same so
0:54.4	it's really hard to first get ahold of people and then second be able to start
0:59.7	that conversation and that's why the course is so powerful. But what you're
1:03.8	going to get out of this interview today is the key outcomes that we want. Instead
1:10.5	of trying to come up with the perfect pitch, the brilliant insight, the magical
1:18.1	value proposition, the sales ready messaging, which is all our way of how we
1:27.7	look at it, not how the prospect looks at it. And if we could just make that
1:36.4	empathetic leap, which is hard because we're under pressure and if something
1:44.3	doesn't work, we assume it doesn't work. These issues are really tough when we're
1:51.5	prospecting and we're going to get into it today. I think you're really going to
1:55.1	get a lot out of this. This is clearly a very talented sales person. Even if
2:01.2	this is not your bag, you know selling IT services, please listen because it
2:08.3	can apply to other things. Too many of us think that our sale is so unique and
2:13.3	only I can possibly understand it. Well, not so much. Having dealt with
	...

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