THE SECRETS TO CLOSING HUGE DEALS IN ENTERPRISE B2B DEALS

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

🗓️ 4 October 2021

⏱️ 53 minutes

🔗️ Recording | iTunes | RSS

🧾️ Download transcript

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 Video Emails by Covideo = http://www.Covideo.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

Click on a timestamp to play from that location

0:00.0	Imagine this. Imagine selling services into the sea suite with a little brand
0:07.4	recognition, pretty much on your own, very little or no inbound, and you
0:15.6	require a lot of conversations, a lot of discussions, a lot of selling, and
0:21.6	you're selling services. So there's nothing like Egon Demo. It doesn't have the
0:27.9	typical simple sale process even from the customer standpoint. Their point of
0:35.2	view is, uh, yeah, we should do something. Could we do it ourselves? Could we buy a
0:41.0	product? Should we work with our existing service providers? Why do we need to go
0:46.7	outside? Why do we need to get yet another vendor to help us? How's that first
0:53.3	sale? Sounds pretty simple, huh? Not at all, right? And that's why this makes
0:58.6	such a great interview. Because when you look at the hardest of the hard, you
1:03.9	start to see the skills that we all should be developing, even if we have a
1:09.7	simpler sale. Because just because the sale is simpler doesn't mean that these
1:15.8	steps don't exist and that we don't need to take control over it. One of the
1:22.4	things I want you to look for in this interview is look for the proactive
1:27.6	versus the reactive. A lot of us may have some luxury and having reactive type of
1:35.4	activities, but sales and certainly in B2B is a proactive process. You need to
1:43.7	guide the person through this process. And in to do that, you got to know what it
1:49.6	is. You got to avoid the traps. Because the client is naturally going to pull
1:57.3	you into them, not out of malice, but out of ignorance, out of they don't know
2:03.3	how to get it done. We had a great office hours yesterday. And you know when the
2:09.2	sales reps go boy, you were right, the clients do not know how to buy, not
2:14.4	administratively, not politically and not economically. And that's why deals
	...

Please login to see the full transcript.

Previous episode | Next episode

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.