THE SECRETS TO THIS REP STAYING ON TOP IN B2B SALES AND SELLING

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

🗓️ 20 January 2022

⏱️ 44 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	Recently, there seems to be this huge trend to move sales into more the science-based factory
0:08.7	worker role, where we're trying to count everything, analyze everything, AI everything,
0:19.0	and the problem is it's reducing revenue, not increasing it.
0:23.6	It's keeping managers and operations people really busy, but reducing revenue, selling
0:31.6	the marginal sale.
0:33.4	Now I'm talking about going out and finding somebody who has the problem that you have
0:39.7	or you solve and helping them solve it.
0:43.8	Inbound, yeah, you can do inbound as a machine, if they're qualified, if they're interested,
0:52.6	if there's brand recognition, problem recognition, what they call product market fit, that's
0:58.5	one thing.
1:00.1	Most of us don't have that.
1:02.4	Most of us have no inbound.
1:04.1	We have to go out and get it.
1:06.1	We have to go find it.
1:07.8	We have to go create it.
1:11.1	And this is what has really changed in sales in the last five years.
1:17.1	Now all the prospecting and experts from the 90s, the fanatics, I love when someone
1:24.5	says, I want to be a fanatical prospector, and I go, you go nuts.
1:29.4	That worked marginally in the 90s, maybe even not so well, depending on what you were selling,
1:37.8	how well it was understood, was it more of a commodity, somebody already had one, they
1:42.8	need another or a replacement.
1:45.8	In that case, the numbers and the volume could have a big impact.
	...

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