THIS REP'S SECRET TO WINNING IN THE LARGE B2B ENTERPRISE SALE

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 September 2022

⏱️ 49 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 Here are some student interviews from the courses: ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth 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	What do you do when you join us start up where you get no inbound leads? What
0:06.3	you're selling solves a lot of problems for companies but it's a totally new
0:13.1	concept that really takes a little bit of time to grasp and understand and there's
0:20.6	no real person within these enterprises that's assigned to solve this
0:25.6	problem. People have just learned to live with it and hunt and pack their way
0:31.4	around to solve it themselves. This is what we're going to talk about today.
0:35.7	The gentleman we're going to interview is from a company called Walk Me Walk Me.
0:39.9	If you're not familiar with it helps people learn new products and kind of
0:46.1	walks you through the usage of all these products because we're kind of bomb
0:51.1	arded with technology today. Certainly in sales there's something for the
0:56.8	CRM, something for calling, zooming, calendar, email, all these technologies and
1:05.6	they're powerful. It's not that it's bad. It's just complex and we have to both
1:12.5	use them to get the value out of them but learning them is a little
1:18.7	overwhelming. So how do you even begin with this? That's what we're going to be
1:23.0	talking about today. It's this amount of creativity and desire and the mode of
1:29.8	needs to be a little different because it's not transactional. You're not
1:34.8	competing against another company that does it. You're not really competing
1:40.4	against a learning curve and how do you communicate this to people? How do you
1:47.2	engage them in this conversation? And then since nobody really planned for
1:53.9	this, how do you get this done at a large level and at a level that will scale
2:00.0	and be worth your time investment? These are very advanced selling skills.
2:05.6	This is not just discovery because there's kind of pain. There is active
	...

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