Tune in where Tom shares how to be truly buyer centric and ditch the legacy, rigid sales process.

He walks us through the stages of the revenue zone as well as an updated look of who is making the B2B decisions.

Millennials are at the helm and their approach is not the same as what we know as traditional sales. Their intolerance will easily disqualify early and fast.

Tune in to sharpen your sales skills and change the outcome

00:43 Introduction

04:59 Introducing Tom Burton

05:45 Buyer Centricity

07:10 Enabling the Buyer

12:20 Role of the Rep

14:40 Creating Demand

18:35 Demo

23:10 Adding Value & Closing: The Millennial Buyer

34:11 Driving Outcomes: Facilitating the Journey

38:03 The Revenue Zone: Visual Walk Through with Tom Burton

55:58 Protecting Your Ground Work: Getting Into the Revenue Zone

59:50 The Yellow Brick Road

1:02:40 Millennial Buyers

1:06:03 Get In Touch with Tom!

Get In Touch with Tom

The Revenue Zone - Tom Burton: https://www.therevenuezone.com

LinkedIn: https://www.linkedin.com/in/tburton5350/

We are excited to launch The K2 Sales Academy, an online subscription based sales training for both individual sales professionals as well as sales leaders and their team.

Access our LMS for bite size asynchronous learning modules, knowledge checks to apply the learning and the ability to submit your work to your leader if working with a team.

To sync up regularly with your manager, discuss your progress, course correct and connect with your manager, use the LMS to book a coaching call.

Access our Resource folder for templates, scripts, check lists and join us for Virtual Live Webinars and Live Q & A, all on the LMS.

To access our free one week Trial visit The K2 Sales Academy