THE TOP 3 THINGS THAT THIS REP DOES TO STAY #1 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

🗓️ 24 June 2022

⏱️ 40 minutes

🔗️ Recording | iTunes | RSS

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Summary

Try Scratchpad - The fastest way to update salesforce for FREE: https://brianburns.me/Scratchpad 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

Transcript

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0:00.0	You
0:30.0	you
0:58.0	us today is where you're getting started. It gives a little background on yourself.
1:01.3	Thanks, Brian. Yeah. So I've been in IT sales around 15 years.
1:06.4	Started off in the inside, did that for a couple of years. And then after doing that for about a
1:13.2	year and a half, nearly two years, been in the outside sales role and sales leadership roles
1:19.5	for the last 13 years. And why sales for you? You know, it's really something that,
1:25.5	you know, I had some family members and some friends do it as I was growing up. And I got to
1:33.6	be around it as a younger one and kind of seeing how what they did for a living. And I'm a competitive
1:42.0	guy by nature. You play a lot of sports growing up. And I just love the aspect of really running
1:48.8	your own franchise, trying to go out and work with folks and no day was ever the same day.
1:57.2	It seemed like every day bought something different and that was appealing to me.
2:00.9	Cool. The variety and kind of control over your income and winning.
2:07.2	Absolutely. Was it the joy of winning or the hatred of losing the trophy?
2:12.8	Combination. I always jokingly say I hate to lose more than I love the win,
2:17.9	but winning always feels pretty good. So, you know, it does. Unfortunately in sales,
2:24.4	you know, you get a lot more nose than you do, yeses. But, you know, there's nothing that beats
2:30.5	the thrill of winning a hard work than long, arduous process.
2:37.5	Now, you've sold some pretty complex stuff, pretty high-tech, big deals.
2:43.2	Yeah. Yeah. Combination. So, you know, I've really been in the IT infrastructure space
2:50.0	the 15 years I've been in sales. I've sold everything from networking, cyber security,
2:55.6	storage, virtualization, you name it. Essentially, you know, the deals range in size,
	...

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