THE 3 THINGS THAT NO ONE IS TALKING ABOUT TO INCREASE SALES NOW IN B2B

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

🗓️ 21 October 2022

⏱️ 43 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 Here are some student interviews from the courses: ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth 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	Hey, if you ever notice that sales isn't getting any easier, I've noticed that too.
0:06.0	No, no, you're wreak a moment there.
0:09.0	But ask yourself this one question.
0:11.0	Is there really something in an email that's going to take you from unaware to interest it?
0:18.0	Hmm.
0:20.0	Hmm.
0:21.0	No.
0:23.0	Look, I own a business and I have probably five to ten things that I'm in market for at any one time and I get lots of email.
0:33.0	Some, let's face it, they're generated by the best of the best.
0:37.0	Some know me, some don't know me.
0:39.0	And I look at them and I'm like, oh.
0:44.0	They just don't get, I'm not going to get that far, even if I'm in market.
0:51.0	Ah, they may tickle a little bit of interest and then you get the, oh, I'm just popping this up to the top.
0:58.0	The days of being able to use an email message or a cold call to take somebody who's unaware of what you do or why they need it or what is it to, okay, I'll take a look at it.
1:14.0	Ah, not so easy anymore, is it?
1:17.0	Why do people hire salespeople then to start conversations, to talk about problems and solutions, to come up with new ideas and possibilities?
1:30.0	That's where the magic happens, it's not in the pitch.
1:35.0	The pitch is when people are already in the shark tank, when they're already sitting there looking for, let me evaluate this pitch.
1:44.0	That's not where everybody is, everybody's trying to get their job done.
1:49.0	So if you want to insert yourself into that workflow, you've got to be able to start a conversation and get a meeting.
1:57.0	Yes, and it's not about you, it's not about the product, it's not even about the problem at first, it's about them.
2:06.0	And so how do you do this magic, Brian?
	...

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