THE #1 THING THAT SEPARATES THE BEST SALESPEOPLE IN B2B SALES AND SELLING

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

🗓️ 9 September 2024

⏱️ 52 minutes

🔗️ Recording | iTunes | RSS

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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	What I've noticed, certainly in the last five, six years that I've been interviewing solely the best sales people in the world, not thought leaders, not trainers, not authors, but practitioners. not 20 years more is a particular mindset and that mindset is about being able to
0:30.6	perform how well you sell, not how many people you contact. And this is a cognitive
0:40.6	bias that we have in that we love quantity and this is killing sales. It's not increasing
0:50.1	it. Just think about do you want more? We want more revenue. And people naturally
0:59.2	think that means we need to contact more people. No you need to contact more people.
1:03.0	No, you need to contact better people in a better way.
1:08.0	Let me give you an example.
1:10.0	I have this person who's been in the course, start the conversation, get the meeting,
1:16.0	twice. Why? Because he wants to master starting the conversation because it's a skill. It's not a knowledge.
1:29.0	Yes, there's knowledge in it, but it's how well you apply it that makes the difference. And this
1:36.9	performance mindset versus the activity mindset or the knowledge mindset has been one of the key
1:45.8	distinctions of the great sales people and leaders that I've interviewed and
1:51.4	people, and people often misinterpret this as oh higher athletes.
2:00.0	Well it's not that they're athletic, it's that they have five, ten years of experience competing,
2:11.6	getting coached, taking feedback, having peer pressure to do the right thing, not the
2:18.6	instinctive thing, the right thing to win the game.
2:25.0	It takes us as humans a little bit of time to make this switch to fight these cognitive flaws in our DNA and that's why a lot of people think
2:40.1	salespeople are born not trained and you can agree with that to a certain extent
2:49.1	because you try and train them and sometimes it doesn't really work.
2:54.8	Certainly the two day type thing or the one day or the workshop thing, that's the knowledge.
3:01.0	It's not that the knowledge is wrong. It's that the person applying the knowledge has to apply it every day, all day.
3:09.0	And that's the hard part. That's the performance part. Because every time I talk to a sales leader,
	...

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