THE #1 SECRET TO WORKING WITH YOUR CHAMPION AND WINNING THE B2B 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

🗓️ 8 November 2021

⏱️ 51 minutes

🔗️ Recording | iTunes | RSS

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Summary

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 YouTube: Brian Burns SALES PODCAST

Transcript

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0:00.0	Today, not only do we have a great rep who's turned into a great manager, but somebody
0:05.4	who has a very unusual background but tends to fall into those similar experiences that
0:13.4	we've heard from other great reps.
0:15.7	Here's somebody who studied art in college and learned the economics of art and then did
0:24.3	a lot of different things, but spent some time as a server in the hospitality space and
0:31.8	followed his spouse to Israel and tried to find a way of making a living there.
0:40.9	Guess what?
0:41.9	As an English speaker, getting into sales seemed like one of the better options and then
0:48.8	worked his way through a fast-moving, high-profile startup that was trying to figure out at
0:55.2	space.
0:57.0	And I got two major things out of this interview, well probably three, but two are applicable
1:02.1	to reps, one more to managers.
1:04.9	We're going to talk a lot about that coach that tries to block us.
1:10.4	It happens almost all the time where you go into an account and there's somebody who really
1:16.5	digs what you're doing, sees a use for it, sees it as something that could propel their
1:22.7	career, but they want to control it.
1:25.7	They don't want you roaming around the company, they want to have their hands on you.
1:33.5	So they say, just work with me, don't be calling above me or around me.
1:39.6	And this is one of the common challenges that we see in the winning the complex sale course.
1:46.2	But what we're going to do today is talk about how do you work with them instead of just
1:51.4	going around them or bowing down to them and obeying them, but not really getting the
1:58.9	deal.
	...

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