THE SECRETS HOW TO USE A POC TO WIN MORE SALES IN B2B

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

🗓️ 26 November 2021

⏱️ 51 minutes

🔗️ Recording | iTunes | RSS

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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 ———————————————————————————————————— 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 YouTube: Brian Burns SALES PODCAST

Transcript

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0:00.0	Most of us have some element of a proof of concept or proof of value,
0:06.0	as some people like to call it, or a demo, or a road test,
0:10.0	but something that kind of comes after that initial presentation.
0:15.0	And if done well, it can be insanely powerful.
0:19.0	If it's done poorly, it can go awry, and we can mess up the deal
0:24.0	or slow it down in some cases, or ruin it in others.
0:29.0	And in today's interview, we're going to be talking about these issues.
0:32.0	So this interview is a little bit different.
0:34.0	It's not so much about how one great salesperson is great and became great.
0:40.0	It's more about this one element of a sales process.
0:45.0	And what we should do is really look at our sales process
0:49.0	and how do we stay engaged?
0:52.0	How do we get them to want to talk with us?
0:55.0	Need something from us so that that interaction
1:00.0	and exploration into their organization can become part of the sales process.
1:07.0	Remember, we may know how to sell.
1:10.0	They do not know how to buy.
1:13.0	And some people fight me on this.
1:16.0	Some people say, well, we just got to match their buying process.
1:20.0	Well, that would be great if they had a buying process.
1:24.0	Nobody gets taught that.
1:27.0	Procurement knows how to buy something once they're told, once they get a purchase request.
	...

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