432: Close More Deals and 10X Your Revenue with Sales Coach Jim Brown

Jim Brown has led two companies from $1 million to more than $10 million, and one from $1 million to $0. He now Hosts the SalesTuners podcast, and trains entrepreneurs who don't realize they're the VP of Sales how to 10x their revenue using a step-by-step sales formula. We talk today about Jim's monkey's paw evaluation concept, and how he turns cold call prospecting into discovery calls, then proposals.

Quotes:                                                                                                                                   

“You will never get anything in life that you don't ask for. So start asking.” – Jim Brown

“A discipline is something I force myself to do because I know it's the right thing to do. A habit is something I do just because it feels natural.” – Jim Brown

“If people are willing to take money out of their pocket and give it to you, that's when you know you're working in a B2B setting.” – Jim Brown

Takeaways:

05:41 Breaking big sales goals into small, daily actionable steps makes massive revenue targets feel achievable and less overwhelming.

11:15 Testing different messaging in small call batches helps quickly identify what works and what needs improvement in your sales approach.

19:30 Cold calling isn't about hard selling, but about creating genuine conversation and understanding potential customer pain points.

23:20 Creating scarcity by scheduling discovery calls weeks out signals confidence and increases perceived value of your services.

Resources

Podcast: Play in new window | Download (Duration: 30:27 — 27.9MB) | Embed

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Filed in: Archive 2: 2017 • Interview • Podcast

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