THE SECRETS TO WINNING HUGE ENTERPRISE DEALS IN 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

🗓️ 21 December 2021

⏱️ 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	On LinkedIn, I did a post on the sales leadership page asking, how many of you have a written
0:09.0	sales process?
0:11.2	And there was less than half said they did, and I think they were lying.
0:15.0	I think they consider it what they have in the CRM as far as stages of a sale or a checklist
0:21.4	like MedPick.
0:22.4	That's not a sales process.
0:25.3	That's the ingredients of a sales process.
0:30.7	When I say sales process, I mean, do you have a written visual way of presenting where
0:37.2	you are and where you're going and what has to be done?
0:41.7	Okay.
0:42.7	Checklists give you the ingredients of a sales process.
0:46.5	This doesn't tell you where you are and what you have to do other than the artifacts.
0:53.2	And a lot of people say, well, we've got to have a mutual action plan.
0:56.8	Well, guess what?
0:58.5	The other person is not responsible for buying your product.
1:02.4	You're responsible for selling it.
1:05.0	They're responsible for solving problems, getting their job done.
1:08.6	So assigning them work may ruin your deal.
1:13.8	And when I've tried that, after I took that training, and it backfired every time.
1:20.3	And I pretty much got rid of it and just guide it, my client.
1:26.1	Leading is kind of, you are leading.
1:30.2	Somebody's leading the deal, either you're leading it or the customer's leading it.
	...

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