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Get Into ‘The Revenue Zone’ With Tom Burton
Wes Schaeffer
May 05, 2022
The Ultimate Playbook For The Next Generation of B2B Sales, Marketing, and Predictable Revenue Growth
Professional Sales Tips you’ll learn today on The Sales Podcast…
B2B buyers want to be in control of and drive their research and overall buying process
Professional salespeople must transform prospects and customers into their own sales team and brand ambassadors.
Here are the 3 new rules of sales and marketing
Here’s a fresh approach to the B2B sales funnel
Related episodes and posts
His clients say they need something new
Has been in sales & marketing for over 30 years
Was at a board meeting presenting his pipeline and projections
He was challenged “How confident are you in these projections?”
How good are you at forecasting and predicting?
He was doing more guessing than the should have been
Most of the sale happens when the salesperson leaves the room
Prospects want to feel like they’re in control of the buying prospect
How good are you at forecasting and predicting?”
Get the prospect into the revenue zone
Is there demand for what you offer?
Do they trust you?
How do you lay out the yellow brick road?
Not focused too much on the prospecting side of things in this book
It’s easier to get a meeting, but harder to get a meaningful meeting
A confused mind says ‘no.'”
Don’t stalk your prospects…educate and support them
Prospects get confused and overwhelmed with all the data
Help your prospects avoid the rabbit holes
Help them avoid being overwhelmed
A confused mind says “no”
Is there a pending event?”
Usually a buying team at larger companies
Take your current sales cycle and reverse engineer it
Where are the bottlenecks?
Where are the trends?
This is great for marketing leaders who are working more closely with sales
This is great for rev ops personnel and sales leaders, not necessarily the quota-carrying salespeople
Sales professionals should continue qualifying/disqualifying
Is there a problem?
Is there a pending event?