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The Brutal Truth about Sales and Selling - We interview the world's best B2B Enterprise salespeople.

THE MAGICAL MIX OF SKILLS AND MINDSET TO CRUSH YOUR NUMBER IN 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

🗓️ 5 August 2022

⏱️ 41 minutes

🔗️ Recording | iTunes | RSS

🧾️ Download transcript

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 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

Click on a timestamp to play from that location

0:00.0

And sales, we often hear all this talk about action, activity, hustle beats talent.

0:11.0

And there's some truth to it, but in the higher selling, in the B2B complex enterprise

0:20.5

selling, I've always found it to be quite the opposite, that talent certainly trumps

0:26.6

activity.

0:27.6

I've certainly managed people, worked with people, competed against people who had that,

0:33.9

you know, hustle, hustle, hustle attitude.

0:37.6

And it gets them somewhere.

0:39.5

And if it's a transactional sale and the brand is well known and there's a lot of people

0:44.6

in market, sure, it can work.

0:47.7

But most of us don't have that.

0:50.4

And you can tell by the people that you watch and the results they get, not the image

0:56.4

they present, but the results they get.

1:00.6

What is working in your market, in your territory, in your space, and make the judgment call

1:08.6

for yourself of what is the right amount of activity and the right amount of talent

1:14.3

and judgment and skill and prioritization that you should use.

1:19.7

And if you leave it up to your manager or someone else, they'll always lean to doing

1:25.7

more, more, more, more, more, more, more, more dumb things faster.

1:31.6

Now that can work in some cases, but if you're listening to this podcast, you're probably

1:37.9

in the B2B space and you're looking for a smarter way to sell.

1:44.2

Not just someone else telling you to work twice as hard, twice as fast, I'm here to tell

1:51.0

you that there's probably a smarter way.

1:54.2

And I always said to myself, I got to find that smarter way.

...

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