98 - Brian Burns - How to Stay Out of The Sales Rep Zone

After spending 20 plus years selling enterprise software, Brian is now working with leadership teams he helps create and dominate their market segments. Brian’s approach is based on an exhaustive study of hundreds of eight, seven and six-figure deals across several industries and geographies; what he discovered is that the majority of salespeople are Selling Backwards. 

 

Selling Backwards means that the focus is on the outside of the prospect looking in. Instead of obsessing on messaging, positioning, presentations, demonstrations and closing, what is really effective is matching the selling process with the prospect's decision process. 

 

What we have found is that the salespeople that still embrace the old-school dogma of relying on relationships, one-on-one selling skills and aggressively pushing their prospects are as obsolete as palm pilots. What he teaches is what is going on inside the prospect's organization and how they make product selections.

 

You can connect with Brian through linkedin: linkedin.com/in/brianburns

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Host Contact Information - Chris Freeman

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