How to Sell Smarter
Brian G. Burns
Do you want more meetings? Close larger deals? Listen to the Brutal Truth about Sales Podcast
Today sales managers are obsessed with metrics, KPIs and activities; this can be effective once the Company and Product are known and in demand, but most of us need this luxury. So what are we to do if the market knows about our category or is even aware of the problem we solve? We could play the "Numbers Game" and hope by chance we find the needle in the haystack, or we could focus on Cracking the Code on how to Find the people who have latent pain and spur their curiosity about the problem we solve. This is the topic of today's podcast interview.
In the interview, we discuss the creative approaches to identify who is most likely to care about a new product, how they would like to be approached and how to communicate the value of a new life-saving pharmaceutical. Regardless of your industry, these lessons can be applied to help you sell smarter and skip the "Do More Dumb things Faster" mindset that is the norm in today's world.
You can listen to the full interview on?iTunes,?Stitcher?or any podcast player, as well as watch the interview on YouTube.
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Bachelor of Science — Professional Sales
2 年Great podcast! Was able to take away many new insights????
EN BUSCA ACTIVA COMO REP. DE VENTAS INDUSTRIALES, O PREVENTAS DE INGENIERIA.
2 年Hello Mr. Brian, first of all, let me tell you that I love your videos, second, I would appreciate your thoughts on a situation that I have on Linkedin, regarding a group made up of sales administrators, divos and prima donnas, who had perceived me as an antagonist, just because I affirm that: “ in a team made up of administrators, technicians, and salespeople, everyone should focus on their own area of expertise, and not assume that because they are doing part of the job, now they can consider themselves as “camouflaged salesman”??I affirm that ?“everybody sells” is just a cliché, ?a technicians mindset is way different from a salesman mentality. Like Mis. Julia Galef talk about "soldier vs scout" Or Mr. Theodore Rozak about "Cult of information" Leave you my best regrads.
Do you want more meetings? Close larger deals? Listen to the Brutal Truth about Sales Podcast... #sales #leaders #thebrutaltruth
2 年Great one
Business to Business Editor at Inc. Magazine
2 年Great One