THE SECRETS TO SELLING LARGE DEALS IN TO THE MOST DIFFICULT MARKETS

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

🗓️ 23 November 2021

⏱️ 35 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	Hey, everybody. Welcome to the show or welcome back. Hey, this is the show where we interview
0:04.8	the very best of sales leaders and understand first, why did they get into leadership?
0:11.7	What's the distinction there between the motives of getting into sales leadership and what
0:17.3	differences have they found and what is working today to get the very most out of their
0:23.0	team and have it be fun along the way? Before we get in, make sure you check us out over
0:29.1	at b2brevenue.com where you can learn about all the stuff that we're covering as far as
0:34.8	driving revenue in today's world and at the very end, I'll sum it up. Let's get into the
0:40.1	interview. Hey, Martin, thanks for joining us today as
0:45.4	we're getting started. Give us a little background on yourself.
0:48.2	Hi, Brian. Thank you to speak to you. My name is Martin Siddle and I've been selling
0:53.9	technology into the legal sector in the UK probably for the last 30 years. During this
1:01.7	time, I've been lucky enough to sell a variety of systems. So I've sold accounting systems,
1:07.0	ERP systems, document management systems, CRM. But most of my success has come from selling
1:14.0	what we call case management or workflow solutions. Been really, really successful in that.
1:20.4	And I guess over the last 30 years, I've had every job you can think going in sales from
1:25.2	sales rep to sales director, everything in between. And I'm currently head of account
1:31.1	management to a large content firm called Lexus Nexus.
1:36.6	And you just found lawyers fun to sell too. Fun may not be the right word. They're certainly
1:47.1	different. And I think one of the things that is different is you're actually spending
1:51.7	their money rather than spending a corporate's money. So one of the things I was told by
1:57.1	very old salesman very early on is you've got to imagine you're selling to a lawyer.
2:01.3	He has to go home and tell his wife she can't have the holiday because he's just bought
	...

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