#36 Sales Died in 1997

ABOUT THE GUEST: JEREMY BURKE, DIRECTOR OF BUSINESS DEVELOPMENT AT DRYRUN 

Jeremy Burke is the Director of Business Development at Dryrun. He excels at developing new market opportunities, communities and teams in the business world and comes to Dryrun after a decade with Intuit Canada, makers of QuickBooks. Jeremy has a passion for supporting small businesses, consulting with over 35K small businesses across Canada and training over 3K accountants and bookkeepers on a vast assortment of business applications, sales, marketing and strategic initiatives. Jeremy strongly believes educating the business owner to overcome the world’s biggest business pandemic “poor cash flow management” is the key to unlocking a wonderful world economy and success in business not only for owners but the employees and the families they support. 

Reach out to Jeremy on LinkedIn at: 
https://www.linkedin.com/in/jeremydburke/

Learn more about Dryrun here: 
https://dryrun.com/ 

Find Ian Howell and learn about Rocket Reach here: 
https://www.linkedin.com/in/rocketdevelopment/ 


ABOUT THE EPISODE  

Jeremy Burke has some very strong ideas about how to do sales the right way - and it’s all about his way - and he’s been very successful by being disciplined and consistent in his approach. Jeremy suggested the title for this episode - Sales Died in 1997 - because that’s when the internet became widely available and that’s when salespeople were no longer the keepers of information about the products and services they sold. From there, sales had to change, and Jeremy does a great job of articulating how he has adapted his personal approach, and how that can and should apply to sales efforts across the board.  

0:50 - What’s the best piece of sales advice that Jeremy has ever received - that sales is the transfer of enthusiasm  

2:22 - What’s the worst piece of advice that Jeremy ever received? It starts with ABC  

3:17 - Jeremy discusses the theme of the episode - what it means that sales died in 1997  

10:25 - If “sales died in 1997” means that salespeople shouldn’t barf products, features, and benefits because the internet provides that, why do so many sales organizations have their salespeople still follow that model?  

11:20 - Jeremy explains what he calls “The Client Decision Cycle”  

17:35 - How can you get a buyer to go through a process like this when all the client wants is a demo?  

20:10 - How to break out of “The Matrix” when all the client wanted was a demo and a few words about you and your offering to put into a box in a table, spreadsheet or chart?  

21:48 - How can you beak out of salespeople’s instinctive, reactive nature with respect to requests for demos, pricing, and other customer requests when they come before a proper discovery process?  

26:28 - How has Jeremy’s systematic approach to sales impacted his mindset?  

29:01 - Jeremy talks about a sales experience with a microwave and a prospect that highlights his mindset towards sales - and it’s a good story  

31:42 - Where is the best place to reach Jeremy