THE SECRETS TO GETTING THE TECHNICAL SALE IN ENTERPRISE B2B SALES

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

🗓️ 1 June 2024

⏱️ 49 minutes

🔗️ Recording | iTunes | RSS

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Summary

Check out https://www.brevitypitch.com/ - HOW AI SOLVES THE SALES PRACTICE PROBLEM

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,

Here are some student interviews from the courses:

————————————————————————————————————

Audible 30 day Free Trial:

http://www.audibletrial.com/BrutalTruth

Transcript

Click on a timestamp to play from that location

0:00.0	We've all heard of the 80-20 rule, Paredo's principle, and it's good sales math, and I'm sure you're familiar with it 20% of your clients will generate 80% of your revenue.
0:18.0	20% of your time will generate 80% of the results and it's a good rule it is found in nature it
0:28.2	repeats itself and we all know it but do we apply it? Do we really look at an action, an activity, a meeting,
0:38.8	and ask, is this one of the 20 that generates the 80 or is this one of the 80 that generates nothing?
0:45.6	And in sales that's the choice.
0:50.1	Now I like the 80-20 rule, but what I like better is prices law, which is even more focused.
0:58.9	Prices law takes...
1:00.9	Let me think if I remember, half of the results are generated by the square
1:08.4	root of the number of actions or the amount of time. I'll give you an example. If you
1:16.3	take the square root of the number of hours you work in a year, let's take 2,000 just as a nice round number. 50 weeks times 40 hours
1:28.4	equal 2,000 hours. The square root of that is about 45, if my math is okay. That means 45 hours in a year
1:40.7	will generate half of your results, your revenue.
1:46.1	Now, people misinterpret this thinking,
1:48.3	well, all I needed to do now is find the other 45 hours.
1:52.2	Doesn't work that way. The point of it is, much like Paredo's
1:56.8	principle, is that a highly focused person focused on the things that will get you, the results, will be insanely effective.
2:08.0	And guess what the opposite of this is? The opposite is treating every hour, every meeting, every prospect as equal, making the 50 calls,
2:21.4	the hundred emails. And then of course the wise manager will say well how do you
2:26.2	know which ones or which? True good question. Judgment. Judgment will tell you. If you have good judgment, you'll know. If you have bad judgment, you'll think you know, but you'll be wrong.
2:41.0	So this is why judgment is so critical to learn in sales.
2:48.3	Why am I telling you all this? Because you may not know, have the judgment of what will be a prices law action hour or meeting
3:00.5	but you certainly know what won't be. What won't be is wasting time. What won't be is
	...

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