HOW TO SELL SMARTER AND WIN THE ENTERPRISE SALE

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

🗓️ 9 February 2025

⏱️ 42 minutes

🔗️ Recording | iTunes | RSS

🧾️ Download transcript

Summary

Check out https://www.brevitypitch.com/ - HOW AI SOLVES THE SALES PRACTICE PROBLEM

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,

Here are some student interviews from the courses:

————————————————————————————————————

Audible 30 day Free Trial:

http://www.audibletrial.com/BrutalTruth

Transcript

Click on a timestamp to play from that location

0:00.9	In sales, we almost naturally fall into the commodity trap.
0:06.2	What are we selling?
0:08.1	How is it better than every other product out there that does something similar?
0:13.5	Our competitors.
0:15.0	How is it better than not having it at all?
0:18.3	And this is the commodity trap. It's something that we have to address,
0:25.0	but we have to get past. We have to get to the why. Why are they going to buy it? What is that
0:34.1	emotion? What is that need? What are the economics behind that?
0:39.9	Because this is the cause of no decision, or one of the main ingredients of no decision,
0:46.3	is that eventually somebody pushes back and says, well, why don't we wait a quarter, a year, a lifetime, and all of a sudden our deal
0:57.0	dies? And then we look back and they go, well, they seem to really like it, like us, want it.
1:05.0	But why didn't they buy it? They looked at it as a nice to have, not a must have.
1:11.4	So how do we get around that, Brian?
1:13.7	We've got to get to the why.
1:15.9	Why is the need?
1:17.9	What happens if they don't do it?
1:20.4	Get them to feel that.
1:22.5	See, everyone thinks that people go from unaware of a solution to needing it. No, they do just the opposite.
1:33.0	They get curious and they want to be educated, but then they start to rationalize and fall
1:41.6	into denial. Well, we don't really need it.
1:45.7	It would mean change.
1:47.5	We'd have to do some more work.
	...

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