Win The Deal Podcast
15 episodes - English - Latest episode: about 1 year ago -This podcast is for B2B sales professionals who are frustrated with missing their quotas, tired of pitching with no results and losing deals to "No decision."
The show host, Tim Barnaby, is a B2B Sales Advisor, trainer and speaker. All details about Tim can be found on his website, TimBarnaby.com.
Connect with Tim on his favourite social media sites, LinkedIn, Instagram, Twitter and Facebook.
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Episodes
What strategies can you use for better pricing negotiations?
February 13, 2023 11:00 - 39 minutes - 74.2 MBWelcome to Episode 14 of the Win the Deal show! This week, I discuss the ins and outs of pricing negotiations. This is a critical component of any B2B sale and can significantly impact both us as the B2B sales professional and our negotiation partner, our potential customer. I outline what I believe are the six key strategies you need to ensure are a part of your negotiation framework, so you are set up for success. I also have a book review. The Transparency Sale by Todd Caponi. ...
To Bid or not to Bid in a B2B RFP?
February 06, 2023 11:00 - 34 minutes - 65 MBWelcome to Episode 13 of the Win the Deal show! This week, I reflected on RFPs, and whether a B2B sales professional and their organization should be participating in them. I provide context as a B2B procurement professional and what I believe are the reasons to and not to participate. I also throw in some Shakespeare. Yes, it is weird to think about Shakespeare and B2B sales in the same podcast, but I tried to make it work. I also have a book review. Same Side Selling by Ian Altma...
Debunking pricing myths during challenging times
January 30, 2023 11:00 - 29 minutes - 56.3 MBWelcome back to Episode 12 of the Win The Deal show! As the economy is starting to slow down, and we see more layoffs from large organizations, one cannot help but think an economic challenge will be facing more companies. For B2B sales professionals, this can lead to: PRICE NEGOTIATIONS Specifically, price reductions. Procurement professionals use these challenging times to push back on the supply base to get them to lower their pricing. Or worse, cut services altogether. There a...
How you can qualify your "Why" questions
January 23, 2023 11:00 - 33 minutes - 63 MBWelcome to Episode 11 of the Win The Deal show. This week, I reflected on the question, "Why?" How we use it in our B2B sales, and whether or not the response is genuinely helping to qualify the sale. I refer to the questions as Qualified Why questions you should be asking in your B2B sales environment. In today's episode, I explain the rationale as to why you want to qualify your why questions and the key characteristics of what a qualified why question would include. There is also ...
Are your solutions the correct recommendation?
January 16, 2023 11:00 - 18 minutes - 36.4 MBWe made it to Episode 10! Next milestone 100! Ok we will celebrate a few others in between. Today's episode was inspired by the snow, the climate I am living in now and my wife! How do they align with B2B sales? Keep listening to find out. All episodes are recorded, and a video version is uploaded to the Win The Deal Show YouTube page. If you haven't connected with me yet, make sure to do so on either LinkedIn or Instagram. If you have any questions about this episode, or you ...
What are you 2023 sales priorities?
January 09, 2023 11:00 - 31 minutes - 60.8 MBWelcome back to the Win The Deal Show! With a new full working week in 2023 about to kick off, you likely have your agenda of work to cover. I suggest you think about what your top priorities should be and how you can create more sales. To do this, you may want to consider what those priorities are. In this episode, I discuss the three key priorities you should focus on that will help you plan for the year ahead. It may be a challenging year, and setting these priorities up now will h...
The podcast is back...talking about decisions
January 01, 2023 22:39 - 12 minutes - 25.8 MBWelcome to 2023! It has been a minute since I last recorded a show. And here we are back at it again. New Year, same host, but with a new positive outlook and attitude. I've been working on development and growth for myself, and I am ready to share the outcomes with you. This first episode back was inspired by our church attendance this past weekend. It compelled me to want to get back to recording podcast episodes and more. I explain all of it in this show. So have a quick lis...
How to follow-up during discovery in B2B sales
March 15, 2021 12:30 - 21 minutes - 33.8 MB VideoIn this episode, I discuss what happens during the Discovery phase when you are asked to sending more information or call back in the future. How should you handle it, and the 3-step process to follow that will keep you focussed on the end game and winning a next step conversation. My "Leaders Are Readers" segment showcases the latest book I have read and some insights on what I took away from it. This week, it is Questions That Sell. Author, Paul Cherry. Resources mentioned: My websi...
Does your B2B sales get done as a team?
March 08, 2021 13:30 - 12 minutes - 14.2 MBIn this episode, I discuss what it means to gain support from your team members within your organization to help sell in the B2B sales environment. This support continues to build on the Clarify element of my framework and specifically supporting the business problem that is being sought out. My "Leaders Are Readers" segment showcases the latest book I have read and some insights on what I took away from it. This week, it is DEALSTORNING. Author, Tim Sanders. Resources mentioned: M...
4 Questions to Qualify Your B2B Sales
February 01, 2021 13:30 - 20 minutes - 21.1 MBIn this episode, I start to discuss the BANTLESS Discovery accelerator piece of the Clarify part of my sales framework. There are four (4) questions you need to be able to answer "Yes" to in order to confirm that you have a qualified B2B sale. I will breakdown each one. In addition, I have a new worksheet that is available for download. My "Leaders Are Readers" segment showcases the latest book I have read and some insights on what I took away from it. This week, it is GAP Selling. Auth...
Map to More B2B Sales
January 25, 2021 13:30 - 28 minutes - 28.3 MBIn this episode, I dissect the next piece of the Clarify element of my B2B Sales framework, the Map to the Deal. When you are struggling to get to the finish line, it is likely because you neglected to plan in advance how to get there. I talk about the three challenges most B2B sellers face, and what needs to be done to course-correct and start moving forward to help you WIN MORE DEALS. My "Leaders Are Readers" segment showcases the latest book I have read and some insights on what I took ...
Mindset and B2B Sales
January 18, 2021 13:30 - 12 minutes - 14.1 MBIn this episode, I discuss the first key area within the Clarity portion of the framework, your mindset. If you want to improve your B2B sales, we need to look at a different way in which you present yourself. I walk you through the mindset shift that you will want to consider changing to in order to help you a more effective sales professional. My "Leaders Are Readers" segment showcases the latest book I have read and some insights on what I took away from it. This week, it is A Mind fo...
The Framework Elements
January 10, 2021 23:21 - 21 minutes - 21.6 MBIn this episode, I discuss the elements of my framework (Clarify, Amplify, Nullify) and what each one contains, and how we can make them work to help you get more B2B sales. My "Leaders Are Readers" segment showcases the latest book I have read and some insights on what I took away from it. This week, it is DISCOVER Questions. Author, Deb Calvert. Resources mentioned: My website: https://timbarnaby.com/story DISCOVER Questions book Make Your Sales Story A Success! Did you know th...
My B2B Sales Framework
January 04, 2021 13:00 - 17 minutes - 18.2 MBIn this episode, I talk about the frustrations that most B2B sales professionals are facing. I walk you through the framework I use to help my clients understand why they are frustrated and the areas we work on in order to make improvements. My "Leaders Are Readers" segment showcases the latest book I have read and some insights on what I took away from it. This week, it is Sell The Way You Buy. Author, David Priemer. Resources mentioned: My website Sell The Way You Buy book (...
The Win The Deal Show Introduction with Tim Barnaby
December 30, 2020 02:25 - 7 minutes - 8.95 MBWelcome to the first episode of the Win The Deal show, a podcast show for B2B Sales professionals like you who work hard to make a positive difference to your clients. I’m Tim Barnaby and I’m NOT your typical sales coach. I've watched sales professionals my entire career as a procurement professional and I understand where the best ones succeed, and the ones who needed help could sure have used some when they were pitching or negotiating with me. My mission is to help drive an additional...