THIS REP'S SECRETS TO CONNECTING WITH NEW ACCOUNTS AND WINNING B2B DEALS

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

🗓️ 29 November 2022

⏱️ 52 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	Today, we got another great interview. We talk about sales so much, so deep, and I
0:06.8	think too many people today, it's the robotic sales activity, the motions and
0:14.0	the plays and the go-to market. Remember when it was just sales and marketing?
0:19.4	Now it's go-to market. But we've lost the humanist, the connection that we have
0:25.1	with our clients, that rapport. And too many people think of it as, I don't want to
0:30.8	be their friend, but you do want to be friendly. Because the magic happens when
0:37.2	two people connect. When they start talking about what each other's cares about,
0:42.4	it turns into a business conversation. And from that business conversation, the
0:47.6	possibilities emerge. This is the magic of selling. This is why companies hire
0:54.1	salespeople. Today, they've forgotten it. It's all about data. Keep in track and
1:00.8	accounting for all these people who will never buy. Which always mystifies me.
1:06.1	It's like, why don't we spend the time on the people who will buy? Instead of
1:10.4	documenting all these people who will never buy. That's a different topic for a
1:15.7	different podcast. Let's get into this interview. I think you're really going to
1:20.0	like this gentleman. Great stories. Great examples that you can take away and
1:26.5	apply today. But don't have that. I know this. I've done this. If you have great,
1:34.2	become better writers. Think about it differently. Take your game to the next
1:39.7	level. And if you're in my courses, make sure you're checking out those office
1:45.0	hours. There's a new one posted every other Friday. The one-on-ones are posted
1:50.8	every week. It's a living course. If you're not in, what's your what's your
1:55.9	issue? Oh, you don't have time. You have time to lose deals. Why not make time to
2:01.3	close deals? Before we get into it, make sure you're checking out our friends
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