Welcome 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

To Bid or not to Bid in a B2B RFP?

Feb 6th, 2023 34m 13s

Welcome 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

Debunking pricing myths during challenging times

Jan 30th, 2023 29m 30s

Welcome 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 profes

How you can qualify your "Why" questions

Jan 23rd, 2023 33m 8s

Welcome 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 q

Are your solutions the correct recommendation?

Jan 16th, 2023 18m 35s

We 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.

What are you 2023 sales priorities?

Jan 9th, 2023 31m 57s

Welcome 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

The podcast is back...talking about decisions

Jan 1st, 2023 12m 50s

Welcome 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

How to follow-up during discovery in B2B sales

Mar 15th, 2021 21m 2s

In 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 gam

Does your B2B sales get done as a team?

Mar 8th, 2021 12m 56s

In 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 support

4 Questions to Qualify Your B2B Sales

Feb 1st, 2021 20m 29s

In 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.

Map to More B2B Sales

Jan 25th, 2021 28m 21s

In 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 a

Mindset and B2B Sales

Jan 18th, 2021 12m 52s

In 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 s

The Framework Elements

Jan 10th, 2021 21m 2s

In 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

My B2B Sales framework described

Jan 4th, 2021 17m 22s

In 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.

Trailer

The Win The Deal Show Introduction with Tim Barnaby

Dec 30th, 2020 7m 12s

Welcome 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 pr