The Brutal Truth about Sales and Selling - We interview the world's best B2B Enterprise salespeople. THE #1 THING THAT ALL THE BEST SALESPEOPLE HAVE IN B2B SALES AND SELLING
Sep 3, 2024
Explore the power of a personalized sales approach in B2B environments, emphasizing emotional decision-making. Discover how a structured sales process focuses on understanding a prospect's needs rather than traditional presentations. Hear insights on navigating small business sales and debunking cybersecurity myths. Master essential skills like effective communication and empathy to engage potential clients. Delve into the importance of continuous leadership while guiding deals, highlighting resilience and curiosity as keys to success.
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Process Is Your Personal Sales Game
- Brian Burns defines process as your personal sales game with a sequence and objective rather than rigid steps.
- He says every sales conversation needs opening, rapport, questions, focus, and a clear next step.
Buyers Default To Waiting
- Buyers often stall because change feels risky and they default to waiting instead of deciding.
- That hesitation turns vendors into commodities when value and cost disconnect.
Practice In A Simulator To Accelerate Reps
- Use simulated practice (like Brevity Pitch) to get reps and improve sales performance without real-client risk.
- Practice builds nuance, self-awareness, and accelerates years of experience into months.