Make It Happen Mondays - B2B Sales Talk with John Barrows Will Barron: Mastering Sales Fundamentals and Managing Fear
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Oct 7, 2024 Will Barron, a renowned sales expert and the voice behind the popular "salesman.com" podcast, dives deep into the significance of mastering sales fundamentals. He discusses the impact of AI on the sales landscape and emphasizes the need for ethical tactics over superficial strategies. Listeners will learn about overcoming fear, the value of grit in achieving success, and the changing dynamics of buyer interactions. Will also highlights the importance of authentic communication and alignment with the buyer's journey for long-term success.
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Will's Early Career
- Will Barron recounts his early entrepreneurial endeavors, like reselling goods and initially studying chemistry.
- Despite being sacked from his first sales role for a costly invoice error, he found success in medical device sales.
Grit and Trauma
- John and Will discuss whether trauma is necessary for developing grit. They consider Alex Honnold's 'Free Solo' climb as an example of outlier drive.
- While trauma can ignite grit, consistent effort and process are sufficient for sales success, unlike extreme feats.
Value of Cold Calling
- Focus on the process of cold calling, not just the outcome. Use it to refine communication, articulation, and resilience.
- These skills build a foundation for future sales success, even with automation changing the sales landscape.