Hey, did you know that I've been recording these interviews for going on now 14 years?

And a lot of people want the very best of the brutal truth.

Well, I have a separate feed for that podcast, it's called The Best of the Brutal Truth.

So if you're looking for more brutal truth about sales and selling and listening to great

sales leaders, sales people, and how they're able to crush their numbers, check out that

feed, just search your podcast player for The Best of the Brutal Truth, and if you just

like tips and tricks, I have the sales questions, brutally honest answers, podcasts as well.

Today's interview, I think you're really going to enjoy, it's a great salesperson who worked

this way up in some pretty tough markets. And the thing that came out with him and has come out

with many other great sales people is having a process. Now, when you first hear that word

process, people say, the rigid step by step. No, no, no, it's not that. It's being able to draw out

how your sale goes. What are the steps? And a lot of people have a hard time with it. Try it.

Sit down with a pad of paper or a whiteboard or whatever your computer. And draw out your sales

process. And if it's kind of a present demo, propose, negotiate, close, that's not a sales

process. That's great for CIRAM and forecasting, but does it really go like that? Break it down.

And this is something that I think a lot of people overlook, and then how do you handle all the

traps? Huh? I wait for a toy fall into them, Brian. Oh, you don't want to do that.

That's kind of what I teach and close in the complex sale, but I'll talk about that later

after the interview. I hope you enjoy this one. Here we go.

Hey, Chris, thanks for joining us today. It's way getting started. It gives a little background

on yourself. Yeah, thanks, Brian. Well, Chris Freeman, and I've been in tech sales and sales

management for 27 years. And my time's been pretty much split almost half and half now between

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