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Winning Complex B2B Deals - Outside Sales Talk with John Smibert
Manage episode 329051301 series 2364526
John led sales in large IT providers for 39 years. Since 2004, John has worked with B2B selling organizations to transform the way they sell. John is passionate about enhancing professionalism in sales and this led him to found Sales Leader Forums and Sales Masterminds APAC. He’s also co-authored a sales novel, The Wentworth Prospect, which focuses on young salespeople from startup software companies attempting to sell to large corporations.
In this episode, John talks about the challenges small businesses face when selling to large organizations.
Here are some of the topics covered in this episode:
- How larger organizations identify a need and eventually buy
- The best strategy for outside salespeople to get past potential gatekeepers
- Tips for getting past or working with a gatekeeper
- How salespeople can lower their client’s perceived risk when selling higher priced items
More From the Guest
LinkedIn: https://www.linkedin.com/in/smibert/?originalSubdomain=au
Listen to more episodes of the Outside Sales Talk here and watch the video here!
https://www.badgermapping.com/podcast
Start Selling More Today with
Badger Maps - The #1 Route Planner for Field Sales
See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/
If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!
Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.
Are you in? Subscribe to Badger Maps’ newsletters now! https://www.badgermapping.com/newsletters/
183 قسمت
Manage episode 329051301 series 2364526
John led sales in large IT providers for 39 years. Since 2004, John has worked with B2B selling organizations to transform the way they sell. John is passionate about enhancing professionalism in sales and this led him to found Sales Leader Forums and Sales Masterminds APAC. He’s also co-authored a sales novel, The Wentworth Prospect, which focuses on young salespeople from startup software companies attempting to sell to large corporations.
In this episode, John talks about the challenges small businesses face when selling to large organizations.
Here are some of the topics covered in this episode:
- How larger organizations identify a need and eventually buy
- The best strategy for outside salespeople to get past potential gatekeepers
- Tips for getting past or working with a gatekeeper
- How salespeople can lower their client’s perceived risk when selling higher priced items
More From the Guest
LinkedIn: https://www.linkedin.com/in/smibert/?originalSubdomain=au
Listen to more episodes of the Outside Sales Talk here and watch the video here!
https://www.badgermapping.com/podcast
Start Selling More Today with
Badger Maps - The #1 Route Planner for Field Sales
See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/
If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!
Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.
Are you in? Subscribe to Badger Maps’ newsletters now! https://www.badgermapping.com/newsletters/
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