HOW TO THINK LIKE A CLIENT IN THE PROSPECTING STAGE OF 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

🗓️ 10 April 2024

⏱️ 37 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

0:00.0	Hey, before we get into the interview, I want to make sure you're aware of our other
0:04.7	podcast, the Sales Questions, Brutally Honest Answers show, which is a very quick,
0:11.7	under five minutes in most cases, sometimes just a few minutes, where I answer
0:16.0	your questions.
0:17.1	You can just send me any question to my LinkedIn profile, Brian G Burns, and I'll put it in the cue to answer
0:26.2	Also at the sales leadership show if you're looking to get into sales leadership or you want to hear from the world's best sales leaders
0:34.1	that's where I interview them check it out the sales leadership show also at
0:39.0	B2B revenue.com you can learn all about all the courses. Links are in the show notes below as well as our
0:46.3	link to our partners over at brevity pitch.com the fastest easiest way to become great at sales and practice before it's showtime.
0:56.0	Here we go. So do you get any of those in-mails invites or in-mail messages that just hit you with a pitch? I don't know what you're talking about. I've never seen
1:18.4	that happen for it but never never never got them. Actually unfortunately it seems to happen a lot. I mean I was trying to count up how many I typically get every month, but it's kind of hard to even keep track so I think I'm pretty sympathetic and
1:34.7	empathetic to sales people but when I see stuff like that I'm just shaking my
1:37.9	head it just seems that there's no effort put into that it's automated it might be a robot I have no idea
1:43.8	but it's just non-stop it's just pitch after pitch after pitch after pitch whether it be
1:48.0	social and it just seems that somewhere along the way sales got a little lazier, some of these bad selling practices just sort of
1:56.7	the sort of happening and now it feels like you're flooded with it. And myself, which I know how hard it is to get things done in certain types of complex sales
2:06.3	and how challenging it can be, it's just, you kind of just shake your head when you see stuff like that.
2:10.9	Yeah, because I don't know about your LinkedIn but I'm not sure what I did because I've got a regular
2:17.6	inbox and then the navigator inbox theator in box is 100% crap. The regular inbox is 75% crap. And when I say, I don't mean to demean sales people. It's just, I know it's automated because I have a little trick on
2:40.2	LinkedIn where I put my middle initial and a period because LinkedIn doesn't let
2:46.3	you have a middle name. So I know they scraped it because nobody would say Brian G.
2:54.2	period.
	...

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