

THE SECRET TO SELLING TOP DOWN IN B2B ENTERPRISE SALES AND SELLING
Jun 29, 2023
Chapters
Transcript
Episode notes
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17
Introduction
00:00 • 3min
How I Got Started in Sales
03:05 • 2min
The Importance of Understanding Your Line of Business
05:05 • 3min
The Importance of Having a Conversation With an Executive
08:22 • 3min
How to Talk to Your Prospects About a New Option
11:09 • 3min
How to Be a Successful Salesperson
14:01 • 3min
How to Build a Network Over Time
16:40 • 2min
How to Shorten a Sales Cycle
18:52 • 2min
How to Manage Up Your Sales Process
20:56 • 2min
How to Know When You're Not Winning
23:17 • 2min
How to Win Every Deal
25:08 • 3min
The Importance of Quality in Health Plans
27:43 • 2min
The Importance of Consistency in Sales
30:07 • 2min
How to Be a Successful Sales Coach
32:28 • 2min
How to Build a Relationship With People
34:33 • 3min
The Power of Choice
37:35 • 2min
How to Close a Complex Sale
39:55 • 3min