Get Into ‘The Revenue Zone’ With Tom Burton

May 05, 2022

The Ultimate Playbook For The Next Generation of B2B Sales, Marketing, and Predictable Revenue Growth

  • 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

  • Co-founder of a CRM/marketing automation company

  • 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

Lance Tyson The Sales Podcast Wes Schaeffer

  • 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?

Sales Growth Tools Mentioned In The Sales Podcast