Hey, before we get into the interview, I want to make sure you're aware of our other

podcast, the Sales Questions, Brutally Honest Answers Show, which is a very quick,

under five minutes in most cases, sometimes just a few minutes, where I answer

your questions.

You can just send me any question to my LinkedIn profile, Brian G Burns, and I'll put it in the cue to answer

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

that's where I interview them check it out the sales leadership show also at

B2B revenue.com you can learn all about all the courses. Links are in the show notes below as well as our

link to our partners over at brevity pitch.com the fastest easiest way to become great at sales and practice before it's showtime.

Here we go. There's math in sales, right? Have ever used math and sales?

I have ever used math and sales.

I have. I actually grew up being pretty good at math so maybe it was more natural for me but definitely there is some math and sales but you don't want to turn it into the numbers game math and sales but there's there's different types especially

certain things like the 80-20 role or prices law I think a lot of that stuff if you

really dig into it can be very relevant for

sales people but also for organizations and their sales teams.

Yeah because I used to use prices law when I talked to a sales leader and they'd be

modeling how many reps they

need next year. And I found out they modeled it based off of how much money they have,

not how much revenue they need.

And I go, well, let's look at your team now.

And, you know, write down the amount of revenue per wrap and

disproportionately it was loaded onto just a few reps

...