THE #1 THING THAT WILL INCREASE YOUR WIN RATE IN 2022 - B2B SALES

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

🗓️ 18 January 2022

⏱️ 32 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	Hey, we got some great story today, also an incredible lesson in the complex sale, because
0:07.0	the key difference between the complex sale and the simple sale, the simple sale is a
0:12.7	transaction, retail buying a car, even buying a house can seem a little simple compared
0:19.3	to what we do, is that you have a sales call, everyone thinks it's what you talk about.
0:26.8	And I had this debate with a CRO just yesterday, and the deals don't die because of what you
0:33.5	don't say, they die because you don't know how to get it done within a large corporation.
0:40.6	You're not going to get access to the key conversations, it's the conversation between
0:45.4	the user buyer and their manager, between the economic buyer and the CFO.
0:52.2	It's these justifications and conversations and documentation that justifies this purchase
1:01.9	is the key difference between the deals that close and the deals that slip or stall.
1:09.4	Because in the complex sale, it's just hard to get companies to take action.
1:16.2	They've got lots of alternatives for that time and money, a lot of different priorities
1:21.9	and how do we get ours to the top of the list?
1:25.1	We're going to be talking a little bit about this today, and I think you're going to get
1:28.8	a lot out of this because if you can master this, and this is what I teach in winning the
1:34.0	complex sale, not just this, but that's the hardest part of the sale, it's the one that
1:40.8	no one teaches us about, it's the one that gives us no examples.
1:45.6	We have all these labels and 30-year-old books out there, or new books written by people
1:52.8	who have never sold, who just come up with some hypothesis about what really works because
1:59.7	of their observation, I guess.
2:02.5	But today, we're going to be talking about what really works from somebody who's really
2:06.9	done it.
	...

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