THE SECRET THAT TOOK THIS REP TO THE TOP IN LARGE ENTERPRISE SAAS

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

🗓️ 25 February 2022

⏱️ 47 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	In other podcasts, I've always said, people either want to talk with you or have to.
0:06.9	And guess which one we want.
0:08.7	For them to want to talk with us, there has to be something of value that they get out
0:14.8	of it.
0:15.8	It might be just rapport, it might be current events.
0:19.6	But the closer it is to business, the better.
0:23.5	We don't have to start it business, we can build to it.
0:27.8	But can we hold a conversation about business?
0:33.3	Now we probably all run into this challenge when we start a new sales job, especially
0:38.1	in a new industry, or anyways, we've got a new product, you've got to sell it.
0:44.3	One of the biggest challenges I had in my career is I went from selling software to selling
0:50.3	this network appliance.
0:52.2	It was a hardware, special chips, all this security, and it fit into the network layer.
1:00.5	But the challenge was that software people made the decision.
1:06.4	But then there was network operations and security got involved.
1:11.6	And if I couldn't talk with them about it, they weren't interested in talking to me.
1:18.2	Because there was no need to, no half to, the want to didn't exist there.
1:23.8	As salespeople, we have to develop that want to talk with us.
1:29.4	Think about that through each and every conversation with your clients.
1:34.6	Why are they taking the meeting?
1:36.5	What are they getting out of it?
1:38.3	Why would they take the next one?
	...

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