THE SECRET TO SELLING TOP DOWN IN B2B ENTERPRISE SALES AND SELLING
The Brutal Truth about Sales and Selling - We interview the world's best B2B Enterprise salespeople.
Brian Burns
4.8 • 1.2K Ratings
🗓️ 29 June 2023
⏱️ 43 minutes
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Summary
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 YouTube: Brian Burns SALES PODCAST
Transcript
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| 0:00.0 | How do you approach a prospective company? |
| 0:03.5 | You have a target list and you want to start prospecting into them. |
| 0:08.7 | Do you approach it from a top-down standpoint from the leadership down or do you do it from |
| 0:16.6 | the user buyer up? |
| 0:18.6 | That's a classic sales conundrum and in some cases it doesn't matter, it doesn't. |
| 0:29.4 | But in other cases, it matters dramatically. |
| 0:33.6 | Let's give you an example. |
| 0:34.6 | If you're selling sales for CRM, do you go top-down or bottom-up, call salespeople and |
| 0:42.8 | say, hey, how would you like to spend a couple of extra hours a day documenting every |
| 0:47.1 | breath you take? |
| 0:49.3 | No thanks. |
| 0:50.7 | Leadership. |
| 0:51.7 | Hey, how would you like to have a little bit more insight to what your salespeople are |
| 0:55.2 | doing all day in case one gets hit by a bus? |
| 0:58.4 | And someone else needs to take over. |
| 1:00.3 | Oh, yeah, that makes sense. |
| 1:02.8 | The difference there is dramatic. |
| 1:06.5 | One, you're hitting the point, the real point, the real reason why people buy versus the |
| 1:12.8 | marketing reason why people buy. |
| 1:16.5 | And the other is if you waste your time getting engaged in a sales process that tends to |
| 1:24.8 | not go your way, you've wasted your time. |
| 1:30.3 | This is one of the topics we're going to talk about today. |
... |
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