Michael Burns
10 statements across 2 episodes · 1 bullish · 3 bearish · 1 people on the record · first statement Dec 21, 2023 by Michael Burns · across every show →
On the record as a speaker too: Michael Burns's record, appearances and statements → this page counts the times other people say the name.
Everything said about Michael Burns, oldest first
Dec 21, 2023 neutral
Focus on increasing ACV when deal volume and velocity levers stall
“So for me, you know, volume is not a lever I'm going to pull. Demand is not what it was. Velocity is not a lever I'm going to pull because, you know, the buying cycle is longer. Size is, right? So I'm going to pull the lever on ACV because now I'm able to sell…”
Dec 21, 2023 negative
CRM deal-loss records mislead leaders because they rely on subjective inputs
“The CRM is not going to tell you the, you know, the skinny, right? Now, the CRM is going to tell you what the salesperson bothered to put in or you know, in some cases, luckily not at VFairs, but I've run into places where, you know, salespeople will bring, bl…”
Dec 21, 2023
Sequence B2B discovery questions from high-level strategy down to tactical gaps
“What we want to do is start slow, right? Right, and we want to talk about things that they like, which are themselves and good things, and that's why I ask questions around their strategy. Right, and then I start talking to them about the tactics that they're …”
Dec 21, 2023 positive
Dec 21, 2023
Enterprise buyers ignore pain points in downturns; sell to objectives instead
“No one's going to care about solving pain points right now, but everybody needs to hit goals, right? And if we can identify their objectives and sell to objectives as opposed to pain, certainly not features, right? Because that, that doesn't matter. People are…”
Mar 26, 2024
Burns: Sell to buyer objectives and personal bonuses, not pain points
“No one's going to care about solving pain points right now, but everybody needs to hit goals, right? And if we can identify their objectives and sell to objectives as opposed to pain, certainly not features, right? Because that doesn't matter. People are going…”
Mar 26, 2024 negative
Mar 26, 2024 negative
Burns: CRM closed-lost tags conceal the real reasons deals actually die
“There's no substitute for having conversations, right? So the CRM's not going to tell you the, you know, the skinny. The CRM is going to tell you what the salesperson bothered to put in, or, you know, in some cases, luckily not at vfairs, but I've run into pla…”
Mar 26, 2024
Burns: Inventing new sales acronyms forces reps to engage critical thinking
“The reason that I roll this out is because it's a different acronym, and it forces people to learn different words, and therefore engages their critical thinking skills, right? If they use Medpick at their old company, and the adoption was poor, they're going …”
Mar 26, 2024
Burns: Discovery calls should sequence strategy and tactics before uncovering gaps
“From a conversational standpoint, what we want to do is start slow, right? And we want to talk about things that they like, which are themselves and good things, and that's why I ask questions around their strategy, right? And then I start talking to them abou…”