THE SECRET TO THIS REP'S SUCCESS IN A B2B COMPLEX SALE

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

🗓️ 18 March 2022

⏱️ 38 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

Transcript

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0:00.0	Most of us have one or two things to sell or we you know we have a bunch of maybe even
0:07.8	a portfolio of products but typically they're around a particular problem or a you know
0:14.7	keystone product and the rest kind of fall in behind them.
0:20.0	Today we're talking to a manufacturer's rep who has 25 companies behind him and this
0:27.4	can be both good and bad.
0:30.5	The bad part is you've got to people are going to ask you so what do you do?
0:36.4	And you could give them the 25 answers or you got to like quickly get it about them and
0:43.6	finding out what particular thing is top of mind right now and how you can map that back
0:50.8	to one of the 25 products that you sell.
0:54.7	The other thing that being a manufacturer's rep gets you it's a commission only sales
0:59.6	roll.
1:01.2	And although most of us with big space salaries would look down at this I look up at it
1:08.7	because if you're on commission only your judgment skills how you spend those 24 hours
1:16.0	that you get every day is critical and if you do it well you get paid really well if
1:23.4	you do it not so well you don't.
1:27.4	And this is one of the things that we teach in both courses because the prioritization
1:32.7	of our time is critical because typically we're working on about 80% of these deals that
1:40.5	either it's too early it's not going to close within the window of your comp plan or
1:46.7	your territory plan and you're not going to get paid for it.
1:51.8	And is this completely unavoidable of course not but if we're able to kind of flip that
1:57.8	over where we spend 80% of our time on the very best deals the 20% that will close fantastic
2:07.5	if you state even more focused imagine how better you would be or you took a different
	...

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