THE 3 THINGS IT TAKES TO WINNING IN B2B ENTERPRISE 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

🗓️ 19 April 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	When we're selling into the enterprise, people have lots of options.
0:05.1	They have lots of ways of either solving a problem or obfuscating it, ignoring it, delaying
0:13.0	it, which doesn't really play into our hand as salespeople very well.
0:19.7	And one of the things that it constantly comes down to is that relationship between the
0:25.6	salesperson and the people within the company that are buying.
0:31.0	And the trust that that rep is able to build, the credibility, the faith, and the rapport
0:38.2	that they build with that team.
0:41.6	Not just the champion, but all the people that touch that decision.
0:47.8	Too many of us think it's just that single decision maker.
0:52.4	If you really looked at it and the good old days when we were in person and see it and
0:59.3	hear it, you would find out that yes, there might be that one person that signs something,
1:06.4	but the ingredients that go into that decision are spread among many different people.
1:14.0	And each person is going to do what's in their best interest first, not the companies.
1:23.2	Something that we don't really talk about that much.
1:26.8	But as a sales rep, the most important thing that we have is that rapport with the other
1:33.9	person.
1:35.3	Because let's say they even don't like our product or our product isn't the best match.
1:41.0	Are they going to tell us?
1:43.3	Not unless we have that rapport with them.
1:46.8	Are they going to coach us if they don't know, like, and trust us?
1:53.0	Are they going to openly share what they're up against politically, administratively,
2:00.1	economically, internally?
	...

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