THE SECRETS TO SELLING TO THE ENTERPRISE EVEN WHEN YOU ARE VIEWED AS A COMMODITY

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

🗓️ 15 February 2022

⏱️ 48 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	This interview is a little bit different and it surprised me because I've got a
0:05.0	full-time booker and a producer and they do a lot of hunting trying to find the
0:11.0	perfect guess for the show people who have a unique view on sales people that
0:17.4	will add to the audience to give you a different perspective. Now a lot of you
0:23.6	think oh Brian you talk a lot about selling SaaS or technology but I sell
0:28.2	something that's kind of old school or can be viewed as a commodity. Well
0:33.8	everything can be viewed as a commodity until you change it. We're going to talk
0:39.9	a little bit about that today but more is this this journey that this person went
0:44.6	through and in the pre-call I had with them I didn't realize that he had been
0:49.0	such a long-term listener and had taken both courses and has his team going
0:55.3	through start the conversation get the meeting right now and I've worked with
0:59.0	some of them and but that's not the point of the interview. The point of the
1:04.9	interview is to show this journey kind of a 10-year or so journey in sales and
1:11.2	then moving into leadership by default and we'll get into that as well because
1:18.2	I maybe should do a show on what the right reason is to get into sales
1:23.9	leadership. If you're interested in that go listen to the sales leadership show
1:28.4	I talk exclusively about those issues but what you'll get out of this show and
1:33.7	this interview is tremendous. The perspective of somebody who's been selling for
1:40.3	20 plus years has moved up and built a business in what is thought of as a pure
1:47.0	commodity printing. Can you think of any printing's been around for hundreds of
1:52.3	years and how do you differentiate? How do you win deals? How do you claw out
1:59.0	the competitor and replace it with you? Not on price. It's not going to be price.
	...

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