THE #1 SKILL TO ENGAGE AND BUILD B2B ENTERPRISE DEALS

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

🗓️ 28 June 2022

⏱️ 46 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	I talk a lot on the podcast about building conversations and the word
0:06.1	likeability comes up a lot when we talk about great sales people and a lot of
0:12.9	people fight back about this. Now let's take today's case where you have what
0:18.6	they're calling today is market a product led growth where there's this free
0:22.7	version of a product that people can use, build into their workflow, get used to
0:29.1	like, and then there's additional functionality that they make money on. In the
0:35.4	software development space, I've been doing this for quite a while. Remember
0:40.1	Netscape in the 90s it was this free browser and everybody's well how do they
0:44.7	make money? Well they do it on the enterprise side. People want support, people
0:49.7	want updates, people want extra capability. So where does this leave us and sales?
0:55.9	Well if people are already using your product, we'd like to upsell them but
1:01.7	usually the people who use the product are not the people who fund the product
1:07.6	and the people who fund the product don't understand what you're getting from
1:13.4	the product. So you have to have a lot of conversations. Is the sale easier?
1:20.0	Probably right because it's kind of a bottom up user-based up to the
1:26.2	economic side but it still has a lot of challenges because why would they
1:32.4	want to talk with you? Did they have to or do they want to? The want to is where
1:38.6	we want to be and being able to become that person is a skill. It's more than
1:45.4	something that we're born with or as a DNA or personality trait. It's
1:50.0	something that we have to develop. We're going to be talking about this today.
1:53.7	Today's case I think is really interesting. It's very modern and if you happen
1:59.8	to be in the job market the company's looking for quite a few people and I know
	...

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