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3: Sales is tough · Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth

• 0:32
  SPEAKER_00: Need a pick me up or need a jolt of positivity and motivation?
• 0:37
  SPEAKER_00: You're gonna love the first paragraph Keenan wrote in his book Gap Selling.
• 0:52
  SPEAKER_00: Welcome to the Bite-Size Sales Podcast, where we believe that sales is the most important team in a B2B company, that complacency is the enemy, and taking bite-sized steps each day to get better at your craft is the best way to improve results.
• 1:08
  SPEAKER_00: I am your host, Andrew Monahan, and I'm using my 26 years of experience in B2B sales to bring you small, actionable ideas every day to help you get better.
• 1:26
  SPEAKER_00: Like any job, sales has its good days and it has its bad days, and I know I've had both of those in copious amounts over the years.
• 1:34
  SPEAKER_00: Sometimes we all need to be reminded though of how tough what we do is, and also how important it is as well.
• 1:41
  SPEAKER_00: If you've had too many no's recently, or you're not getting calls back from your biggest deal, or even if you lost a deal, this is for you.
• 1:49
  SPEAKER_00: Written by Jim Keenan, or just Keenan as he is known, and from his book Gap Selling.
• 1:55
  SPEAKER_00: It's actually the first two paragraphs of his book.
• 1:59
  SPEAKER_00: Hey salespeople, you guys rock.
• 2:01
  SPEAKER_00: You are the extreme athletes of the business world.
• 2:04
  SPEAKER_00: You only get paid if you deliver.
• 2:07
  SPEAKER_00: You put anywhere from 40% to 100% of your salary on the line in commissions.
• 2:13
  SPEAKER_00: There are no guarantees and you shrug off the idea that there should be.
• 2:17
  SPEAKER_00: You suffer rejection and get pummeled with no's at the hands of rude, terse, and overwhelmed buyers.
• 2:24
  SPEAKER_00: You spend weeks, months, and years working a deal only to lose it to the competition over a few dollars or an insignificant feature.
• 2:33
  SPEAKER_00: You're constantly shadowed by overzealous managers pounding you about quota in the next deal.
• 2:40
  SPEAKER_00: The life of a salesperson is tough, and yet you come back every day ready to grind, looking to make your buyers and customers' lives better.
• 2:50
  SPEAKER_00: It's because of my love for you that I created gap selling and wrote this book.
• 2:55
  SPEAKER_00: Gap selling is about making your life easier.
• 2:58
  SPEAKER_00: It's about helping you understand that selling isn't as hard as we've been led to believe.
• 3:03
  SPEAKER_00: Selling shouldn't be fraught with countless lost deals, fruitless price negotiations, prospects going dark, people ignoring your emails, and unpredictable sales pipelines.
• 3:14
  SPEAKER_00: It's only like that when you're doing it wrong.
• 3:17
  SPEAKER_00: When you're doing it right, selling is fluid, predictable, and efficient.
• 3:23
  SPEAKER_00: So there you go.
• 3:24
  SPEAKER_00: If you like that, like that thought, digest it, think it over, save this episode and come back to it again and again when you're having those bad days and you're wondering, is it worth it?
• 3:35
  SPEAKER_00: Is this what I'm doing going to be worth it in my career?
• 3:39
  SPEAKER_00: And remind yourself that what we're doing is hard, but it is worth it.
• 3:50
  SPEAKER_00: If you enjoyed this episode, please share it with anyone you think would get value.
• 3:55
  SPEAKER_00: Co-workers, teammates, your boss, your head of sales, even that guy you worked with two companies ago who could probably do some help.
• 4:03
  SPEAKER_00: In fact, just overshare it.
• 4:04
  SPEAKER_00: This is one of the few times it's cool to do that.
• 4:07
  SPEAKER_00: Your podcast app will have a share button.
• 4:09
  SPEAKER_00: Please click it and share it wide and far.
• 4:20
  SPEAKER_00: If you want to get the book mentioned in this episode for free, simply go to bitesizesales.com forward slash free book.
• 4:29
  SPEAKER_00: If you sign up on that page for unstoppable.do, we'll send you your book on us.
• 4:35
  SPEAKER_00: Unstoppable gives you habit-forming action notes on great sales books such as Spin Selling, Never Split the Difference, New Sales Simplified, The Challenger Sale, and many more.
• 4:47
  SPEAKER_00: In there you get the best ideas from these books, all organized in a straightforward and easy to implement way and designed for you to take action and transform your results.
• 4:59
  SPEAKER_00: All of the equivalent of three cups of coffee per month.
• 5:03
  SPEAKER_00: Start now and get your free book by going to bite sizesales.com forward slash free book.