UNLESS YOU HAVE THIS - YOU WILL NOT SUCCEED 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

🗓️ 13 June 2023

⏱️ 47 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 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 YouTube: Brian Burns SALES PODCAST

Transcript

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0:00.0	One of the big things about the complex sale versus the transactional sale is that we
0:05.8	have to have patients.
0:09.2	And patients isn't just waiting.
0:11.1	It's not just sitting there twiddling our thumbs, looking at email or the light on our
0:18.3	voicemail to see if, hey, did they call us back?
0:22.4	Patience is knowing that it's a process.
0:27.0	And this alludes us because we're ready to go.
0:31.2	You know, the salespeople, and this is what gets me about time kills all deals.
0:36.6	Well, I don't meet many salespeople who procrastinate.
0:41.2	I see a lot of salespeople are too anxious, too pushy, too outcome driven, but the outcome
0:50.0	has to be at the right time.
0:53.0	And today's interview really digs into this.
0:56.5	And it is something that a lot of people struggle with in the large complex sale.
1:01.3	They don't know what to do unless they're reacting to the client.
1:06.5	What we need to do is guide the client through that journey, but the problem is we have
1:12.6	to know what the journey is.
1:15.5	And we have to know the game that we're playing.
1:18.8	And today the farmer analogy is coming up quite a bit, but I want to preempt your reaction
1:25.7	to that because a lot of people in sales, farmer means like account manager, customer support,
1:33.5	service oriented, that's not what we're talking about.
1:37.4	What we're talking about is the farming metaphor, meaning that it's a long process when
1:44.2	you're a farmer.
	...

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