THE SECRET TO SCALING TO THE ENTERPRISE IN A EARLY STAGE B2B SALE
The Brutal Truth about Sales and Selling - We interview the world's best B2B Enterprise salespeople.
Brian Burns
4.8 • 1.2K Ratings
🗓️ 25 August 2022
⏱️ 45 minutes
🧾️ Download transcript
Summary
Transcript
Click on a timestamp to play from that location
| 0:00.0 | When we look at other sales people and they work at companies that you know there's |
| 0:06.1 | demand for their product we think oh that must be so simple that must be so |
| 0:11.7 | much easier and part of it is but then part of it is just as hard as what we're |
| 0:18.4 | doing and that's what we're gonna be talking about today an early employee at |
| 0:24.3 | LinkedIn who is doing enterprise deals trying to get you know those upfront payments |
| 0:31.3 | trying to aggregate all the demand into you know a corporate agreement that |
| 0:38.0 | seems like it'd be pretty simple don't you think well it looks that way but |
| 0:43.5 | nothing and sales is easy or simple unfortunately so before we get into it I |
| 0:52.0 | wanted to bring up something something kind of irked me a little bit this |
| 0:57.0 | comment that somebody put on my post you know praising the podcast but saying well |
| 1:03.2 | you know I didn't really learn anything but I got a good perspective on what |
| 1:08.3 | other people are doing I go isn't that learning something why is it that we |
| 1:13.8 | feel that if we admit we learn something or that we heard something new or |
| 1:20.2 | maybe that we were prompted to think differently to become a better sales |
| 1:26.9 | person is a weakness that is a strength our ego is our enemy and sales more than |
| 1:37.1 | anything else all these polls I do it it's almost predictable I could |
| 1:42.5 | pretty much write down the results before I submit the poll if I say are you |
| 1:49.3 | grittier than most reps 80% will say yes above average grittiness and the 20 |
| 1:58.0 | percent will be spread among the rest well is that statistically possible no so |
| 2:05.2 | guess what's going on people are overestimating their capability and |
| 2:12.0 | underestimating their skill set now this is not a judgment this is a wake up |
| 2:19.6 | call meaning that if you want to get better you are the holder of that key it's |
... |
Please login to see the full transcript.
Disclaimer: The podcast and artwork embedded on this page are from Brian Burns, and are the property of its owner and not affiliated with or endorsed by Tapesearch.
Generated transcripts are the property of Brian Burns and are distributed freely under the Fair Use doctrine. Transcripts generated by Tapesearch are not guaranteed to be accurate.
Copyright © Tapesearch 2026.