The Brutal Truth about Sales and Selling - We interview the world's best B2B Enterprise salespeople.
WHAT IT TAKE TO BECOME AN A-PLAYER IN B2B SALES
Summary
Amanda Machado, an enterprise IT sales veteran, shares strategies for differentiating commodity services by building trust and addressing client fears. She emphasizes honest cold calling, leveraging technical knowledge to create personal wins for CIOs, and embracing silence during negotiations. Machado also discusses how analyzing crushing losses drives improvement and why self-awareness is critical for long-term success.
Topics discussed
Introduction: Differentiating commodity services
Amanda's background in telecom and insurance
Challenging CIOs and changing business methods
Overcoming cloud computing skepticism
Building trust and managing client risk
Personal branding and the sales relationship
Cold calling strategies and honesty
Using ransomware threats to earn meetings
Customizable solutions and technical curiosity
Early sales mistakes and lead quality myths
Commodities vs. value when things break
Helping IT pros demonstrate value to CEOs
Learning from crushing losses vs. wins
Handling rejection and the 'not now' objection
Salary as a loan and quota as payment
Competitive drive and personal motivations
Financial struggles as a single mom
Self-awareness and pre-call preparation
The power of awkward silence in sales
Building a network for client referrals
Outward mindset and course promotion
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