Win The Deal Podcast

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 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. Check out the episode and let me know your thoughts and experiences in dealing with pricing negotiations. Make Your Sales Story A Success! Did you know there are five simple things you can do that can help your sales story be more engaging and that will create a better relationship with your customer? My free e-book: The Five Must-Haves To Turn Your Sales Story Into A Success walks you through five storytelling areas that you can easily apply to your stories and make them stand out when you present. These five simple techniques will almost guarantee you achieve increased impact and opportunity and help to close your next deal. So, if you’re ready to elevate your storytelling abilities, claim your free copy of the Five Must-Haves by visiting my website. Let's Help You Drive More Sales! Thanks for tuning into this week’s episode of the Win The Deal show podcast, which talks about B2B sales and how to help you generate more. If you enjoyed this episode, please subscribe to the show and leave a review wherever you get your podcasts. Apple Podcast | Google Podcast | Stitcher | TuneIn | Spotify | Amazon Music | GoodPods Be sure to share your favourite episodes on social media to help me reach more B2B sales professionals like you. Did you get value from this episode? I would appreciate a review with your thoughts and feedback on what your listening experience did for you. You can submit your review here. Follow me on Instagram and Facebook. Connect with me on LinkedIn and Twitter. Watch video versions of these podcasts on my YouTube channel. And for more exclusive content and great freebies, visit my website. WinTheDeal #TimBarnaby #B2BSales #podcast o0rPANLlhfz9LNhQi1b3

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 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 Altman and Jack Quarles. Check out the episode and let me know your thoughts and experiences in dealing with RFPs. Make Your Sales Story A Success! Did you know there are five simple things you can do that can help your sales story be more engaging and that will create a better relationship with your customer? My free e-book: The Five Must-Haves To Turn Your Sales Story Into A Success walks you through five storytelling areas that you can easily apply to your stories and make them stand out when you present. These five simple techniques will almost guarantee you achieve increased impact and opportunity and help to close your next deal. So, if you’re ready to elevate your storytelling abilities, claim your free copy of the Five Must-Haves by visiting my website. Let's Help You Drive More Sales! Thanks for tuning into this week’s episode of the Win The Deal show podcast, which talks about B2B sales and how to help you generate more. If you enjoyed this episode, please subscribe to the show and leave a review wherever you get your podcasts. Apple Podcast | Google Podcast | Stitcher | TuneIn | Spotify | Amazon Music | GoodPods Be sure to share your favourite episodes on social media to help me reach more B2B sales professionals like you. Did you get value from this episode? I would appreciate a review with your thoughts and feedback on what your listening experience did for you. You can submit your review here. Follow me on Instagram and Facebook. Connect with me on LinkedIn and Twitter. Watch video versions of these podcasts on my YouTube channel. And for more exclusive content and great freebies, visit my website. #WinTheDeal #TimBarnaby #B2BSales #podcast

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 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 are plenty of myths surrounding this issue. In this episode I talk about three common myths that most B2B sales professionals have when they face this situation. I also talk about three strategies you can take to work towards an alternative solution to reduce your price to stay in good with your customer. This is an important topic and therefore, I did not include a book reference for this week. I will be sure to include one in Episode 013. Have a listen and drop me a comment on your thoughts of the myths and strategies I have shared. Make Your Sales Story A Success! Did you know there are five simple things you can do that can help your sales story be more engaging and that will create a better relationship with your customer? My free e-book: The Five Must-Haves To Turn Your Sales Story Into A Success walks you through five storytelling areas that you can easily apply to your stories and make them stand out when you present. These five simple techniques will almost guarantee you achieve increased impact and opportunity and help to close your next deal. So, if you’re ready to elevate your storytelling abilities, claim your free copy of the Five Must-Haves by visiting my website. Let's Help You Drive More Sales! Thanks for tuning into this week’s episode of the Win The Deal show podcast, which talks about B2B sales and how to help you generate more. If you enjoyed this episode, please subscribe to the show and leave a review wherever you get your podcasts. Apple Podcast | Google Podcast | Stitcher | TuneIn | Spotify | Amazon Music | GoodPods Be sure to share your favourite episodes on social media to help me reach more B2B sales professionals like you. Did you get value from this episode? I would appreciate a review with your thoughts and feedback on what your listening experience did for you. You can submit your review here. Follow me on Instagram and Facebook. Connect with me on LinkedIn and Twitter. Watch video versions of these podcasts on my YouTube channel. And for more exclusive content and great freebies, visit my website. #WinTheDeal #TimBarnaby #B2BSales #podcast

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 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 an opportunity to win a prize, but you must listen to the end. Our book review is Uncopyable Sales Secrets by Kay Miller. Grab your copy at amazon or where ever you buy your books. Make Your Sales Story A Success! Did you know there are five simple things you can do that can help your sales story be more engaging and that will create a better relationship with your customer? My free e-book: The Five Must-Haves To Turn Your Sales Story Into A Success walks you through five storytelling areas that you can easily apply to your stories and make them stand out when you present. These five simple techniques will almost guarantee you achieve increased impact and opportunity and help to close your next deal. So, if you’re ready to elevate your storytelling abilities, claim your free copy of the Five Must-Haves by visiting my website. Let's Help You Drive More Sales! Thanks for tuning into this week’s episode of the Win The Deal show podcast, which talks about B2B sales and how to help you generate more. If you enjoyed this episode, please subscribe to the show and leave a review wherever you get your podcasts. Apple Podcast | Google Podcast | Stitcher | TuneIn | Spotify | Amazon Music | GoodPods Be sure to share your favourite episodes on social media to help me reach more B2B sales professionals like you. Did you get value from this episode? I would appreciate a review with your thoughts and feedback on what your listening experience did for you. You can submit your review here. Follow me on Instagram and Facebook. Connect with me on LinkedIn and Twitter. Watch video versions of these podcasts on my YouTube channel. And for more exclusive content and great freebies, visit my website. #WinTheDeal #TimBarnaby #B2BSales #podcast

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. 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 want to hear about certain topics, send me an email at tim at timbarnaby dot com. Make Your Sales Story A Success! Did you know there are five simple things you can do that can help your sales story be more engaging and that will create a better relationship with your customer? My free e-book: The Five Must-Haves To Turn Your Sales Story Into A Success walks you through five storytelling areas that you can easily apply to your stories and make them stand out when you present. These five simple techniques will almost guarantee you achieve increased impact and opportunity and help to close your next deal. So, if you’re ready to elevate your storytelling abilities, claim your free copy of the Five Must-Haves by visiting my website. Let's Help You Drive More Sales! Thanks for tuning into this week’s episode of the Win The Deal show podcast, which talks about B2B sales and how to help you generate more. If you enjoyed this episode, please subscribe to the show and leave a review wherever you get your podcasts. Apple Podcast | Google Podcast | Stitcher | TuneIn | Spotify | Amazon Music | GoodPods Be sure to share your favourite episodes on social media to help me reach more B2B sales professionals like you. Did you get value from this episode? I would appreciate a review with your thoughts and feedback on what your listening experience did for you. You can submit your review here. Follow me on Instagram and Facebook. Connect with me on LinkedIn and Twitter. Watch video versions of these podcasts on my YouTube channel. And for more exclusive content and great freebies, visit my website. #WinTheDeal #TimBarnaby #B2BSales #podcast

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 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 help you generate more deals. My apologies here in the show notes, just like the added snippet in the show, for the poor-quality audio. It happened while I was sharing my iPad screen when recording the video, which has been uploaded to my YouTube channel if you want to watch it instead. Audio is an issue there too. Send any comments you have about the episode (minus the audio quality) via email. I would love to hear what you think of the priorities. Make Your Sales Story A Success! Did you know there are five simple things you can do that can help your sales story be more engaging and that will create a better relationship with your customer? My free e-book: The Five Must-Haves To Turn Your Sales Story Into A Success walks you through five storytelling areas that you can easily apply to your stories and make them stand out when you present. These five simple techniques will almost guarantee you achieve increased impact and opportunity and help to close your next deal. So, if you’re ready to elevate your storytelling abilities, claim your free copy of the Five Must-Haves by visiting my website. Let's Help You Drive More Sales! Thanks for tuning into this week’s episode of the Win The Deal show podcast, which talks about B2B sales and how to help you generate more. If you enjoyed this episode, please subscribe to the show and leave a review wherever you get your podcasts. Apple Podcast | Google Podcast | Stitcher | TuneIn | Spotify | Amazon Music | GoodPods Be sure to share your favourite episodes on social media to help me reach more B2B sales professionals like you. Did you get value from this episode? I would appreciate a review with your thoughts and feedback on what your listening experience did for you. You can submit your review here. Follow me on Instagram and Facebook. Connect with me on LinkedIn and Twitter. Watch video versions of these podcasts on my YouTube channel. And for more exclusive content and great freebies, visit my website. #WinTheDeal #TimBarnaby #B2BSales #podcast

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 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 listen and subscribe, so you don't miss the upcoming episodes. A video version is also released on my YouTube channel. Make Your Sales Story A Success! Did you know there are five simple things you can do that can help your sales story be more engaging and that will create a better relationship with your customer? My free e-book: The Five Must-Haves To Turn Your Sales Story Into A Success walks you through five storytelling areas that you can easily apply to your stories and make them stand out when you present. These five simple techniques will almost guarantee you achieve increased impact and opportunity and help to close your next deal. So, if you’re ready to elevate your storytelling abilities, claim your free copy of the Five Must-Haves by visiting my website. Let's Help You Drive More Sales! Thanks for tuning into this week’s episode of the Win The Deal show podcast, which talks about B2B sales and how to help you generate more. If you enjoyed this episode, please subscribe to the show and leave a review wherever you get your podcasts. Apple Podcast | Google Podcast | Stitcher | TuneIn | Spotify | Amazon Music | GoodPods Be sure to share your favourite episodes on social media to help me reach more B2B sales professionals like you. Did you get value from this episode? I would appreciate a review with your thoughts and feedback on what your listening experience did for you. You can submit your review here. Follow me on Instagram and Facebook. Connect with me on LinkedIn and Twitter. Watch video versions of these podcasts on my YouTube channel. And for more exclusive content and great freebies, visit my website. #WinTheDeal #TimBarnaby #B2BSales #podcast

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 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 website: https://timbarnaby.com/story Questions That Sell book Make Your Sales Story A Success! Did you know there are five simple things you can do that can help your sales story more engaging and that will create a better relationship with your customer? My free e-book: The Five Must-Haves To Turn Your Sales Story Into A Success walks you through five storytelling areas that you can easily apply to your stories and make them stand out when you present. These five simple techniques will almost guarantee you achieve increased impact, opportunity, and help to close your next deal. So, if you’re ready to elevate your storytelling abilities, claim your free copy of the Five Must-Haves by visiting my website at https://timbarnaby.com/story. Let's Help You Drive More Sales! Thanks for tuning into this week’s episode of the Win The Deal podcast, the show that talks about B2B sales, and how to help you generate more. If you enjoyed this episode, please subscribe to the show and leave a review wherever you get your podcasts. Apple Podcast | Google Podcast | Stitcher | TuneIn | Spotify Be sure to share your favourite episodes on social media to help me reach more B2B sales professionals, like you. Follow me on Instagram and Facebook. Connect with me on LinkedIn and Twitter. Now on CLUBHOUSE! Follow me @timbarnaby And for more exclusive content and great freebies, visit my website. #WinTheDeal #TimBarnaby #Podcast

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 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: My website: https://timbarnaby.com/story Dealstorming book Make Your Sales Story A Success! Did you know there are five simple things you can do that can help your sales story more engaging and that will create a better relationship with your customer? My free e-book: The Five Must-Haves To Turn Your Sales Story Into A Success walks you through five storytelling areas that you can easily apply to your stories and make them stand out when you present. These five simple techniques will almost guarantee you achieve increased impact, opportunity, and help to close your next deal. So, if you’re ready to elevate your storytelling abilities, claim your free copy of the Five Must-Haves by visiting my website at https://timbarnaby.com/story. Let's Help You Drive More Sales! Thanks for tuning into this week’s episode of the Win The Deal podcast, the show that talks about B2B sales, and how to help you generate more. If you enjoyed this episode, please subscribe to the show and leave a review wherever you get your podcasts. Apple Podcast | Google Podcast | Stitcher | TuneIn | Spotify Be sure to share your favourite episodes on social media to help me reach more B2B sales professionals, like you. Follow me on Instagram and Facebook. Connect with me on LinkedIn and Twitter. Now on CLUBHOUSE! Follow me @timbarnaby And for more exclusive content and great freebies, visit my website. #WinTheDeal #TimBarnaby #Podcast

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. 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. Author, Keenan. Resources mentioned: My website: https://timbarnaby.com/story The 4 Questions Worksheet https://timbarnaby.com/4questions GAP Selling book Make Your Sales Story A Success! Did you know there are five simple things you can do that can help your sales story more engaging and that will create a better relationship with your customer? My free e-book: The Five Must-Haves To Turn Your Sales Story Into A Success walks you through five storytelling areas that you can easily apply to your stories and make them stand out when you present. These five simple techniques will almost guarantee you achieve increased impact, opportunity, and help to close your next deal. So, if you’re ready to elevate your storytelling abilities, claim your free copy of the Five Must-Haves by visiting my website at https://timbarnaby.com/story. Let's Help You Drive More Sales! Thanks for tuning into this week’s episode of the Win The Deal podcast, the show that talks about B2B sales, and how to help you generate more. If you enjoyed this episode, please subscribe to the show and leave a review wherever you get your podcasts. Apple Podcast | Google Podcast | Stitcher | TuneIn | Spotify Be sure to share your favourite episodes on social media to help me reach more B2B sales professionals, like you. Follow me on Instagram and Facebook. Connect with me on LinkedIn and Twitter. Now on CLUBHOUSE! Follow me @timbarnaby And for more exclusive content and great freebies, visit my website. #WinTheDeal #TimBarnaby #Podcast

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 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 away from it. This week, it is The Maverick Selling Method by Brian G. Burns. Resources mentioned: My website: https://timbarnaby.com/story The Maverick Selling Method book Brutal Truth About Sales and Selling Podcast Sales Questions Brutally Honest Answers Podcast Make Your Sales Story A Success! Did you know there are five simple things you can do that can help your sales story more engaging and that will create a better relationship with your customer? My free e-book: The Five Must-Haves To Turn Your Sales Story Into A Success walks you through five storytelling areas that you can easily apply to your stories and make them stand out when you present. These five simple techniques will almost guarantee you achieve increased impact, opportunity, and help to close your next deal. So, if you’re ready to elevate your storytelling abilities, claim your free copy of the Five Must-Haves by visiting my website at https://timbarnaby.com/story. Let's Help You Drive More Sales! Thanks for tuning into this week’s episode of the Win The Deal podcast, the show that talks about B2B sales, and how to help you generate more. If you enjoyed this episode, please subscribe to the show and leave a review wherever you get your podcasts. Apple Podcast | Google Podcast | Stitcher | TuneIn | Spotify Be sure to share your favourite episodes on social media to help me reach more B2B sales professionals, like you. Follow me on Instagram and Facebook. Connect with me on LinkedIn and Twitter. Now on CLUBHOUSE! Follow me @timbarnaby And for more exclusive content and great freebies, visit my website. #WinTheDeal #TimBarnaby #Podcast

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 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 for Sales. Author, Mark Hunter. Resources mentioned: My website: https://timbarnaby.com/story A Mind for Sales book Make Your Sales Story A Success! Did you know there are five simple things you can do that can help your sales story more engaging and that will create a better relationship with your customer? My free e-book: The Five Must-Haves To Turn Your Sales Story Into A Success walks you through five storytelling areas that you can easily apply to your stories and make them stand out when you present. These five simple techniques will almost guarantee you achieve increased impact, opportunity, and help to close your next deal. So, if you’re ready to elevate your storytelling abilities, claim your free copy of the Five Must-Haves by visiting my website at https://timbarnaby.com/story. Let's Help You Drive More Sales! Thanks for tuning into this week’s episode of the Win The Deal podcast, the show that talks about B2B sales, and how to help you generate more. If you enjoyed this episode, please subscribe to the show and leave a review wherever you get your podcasts. Apple Podcast | Google Podcast | Stitcher | TuneIn | Spotify Be sure to share your favourite episodes on social media to help me reach more B2B sales professionals, like you. Follow me on Instagram and Facebook. Connect with me on LinkedIn and Twitter. And for more exclusive content and great freebies, visit my website. #WinTheDeal #TimBarnaby #Podcast

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 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 there are five simple things you can do that can help your sales story more engaging and that will create a better relationship with your customer? My free e-book: The Five Must-Haves To Turn Your Sales Story Into A Success walks you through five storytelling areas that you can easily apply to your stories and make them stand out when you present. These five simple techniques will almost guarantee you achieve increased impact, opportunity, and help to close your next deal. So, if you’re ready to elevate your storytelling abilities, claim your free copy of the Five Must-Haves by visiting my website at https://timbarnaby.com/story. Let's Help You Drive More Sales! Thanks for tuning into this week’s episode of the Win The Deal podcast, the show that talks about B2B sales, and how to help you generate more. If you enjoyed this episode, please subscribe to the show and leave a review wherever you get your podcasts. Apple Podcast | Google Podcast | Stitcher | TuneIn | Spotify Be sure to share your favourite episodes on social media to help me reach more B2B sales professionals, like you. Follow me on Instagram and Facebook. Connect with me on LinkedIn and Twitter. And for more exclusive content and great freebies, visit my website. #WinTheDeal #TimBarnaby #Podcast

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. 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 (Canadian Amazon, non-affiliate link) Make Your Sales Story A Success! Did you know there are five simple things you can do that can help your sales story more engaging and that will create a better relationship with your customer? My free e-book: The Five Must-Haves To Turn Your Sales Story Into A Success walks you through five storytelling areas that you can easily apply to your stories and make them stand out when you present. These five simple techniques will almost guarantee you achieve increased impact, opportunity, and help to close your next deal. So, if you’re ready to elevate your storytelling abilities, claim your free copy of the Five Must-Haves by visiting my website. Let's Help You Drive More Sales! Thanks for tuning into this week’s episode of the Win The Deal podcast, the show that talks about B2B sales, and how to help you generate more. If you enjoyed this episode, please subscribe to the show and leave a review wherever you get your podcasts. Apple Podcast | Google Podcast | Stitcher | TuneIn | Spotify Be sure to share your favourite episodes on social media to help me reach more B2B sales professionals, like you. Follow me on Instagram and Facebook. Connect with me on LinkedIn and Twitter. And for more exclusive content and great freebies, visit my website.

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 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 $100 million dollars in revenue. A big task and I'm ready to help my clients surpass this. This podcast will bring you the information, resources, expertise, and perspectives to help you become a better sales professional, make better presentations, and ultimately, win more deals. If you are tired of the same old sales trainers and their canned approaches that have not worked for you, then please stay with us, we’re just getting started! In today’s debut episode, I give you a little bit of detail about how I look at sales and the type of salesperson that could benefit from this show. I'm relatively unknown (my introverted nature) and so I also open up and share some details about me. Want to learn more, go to timbarnaby.com and discover more. Follow me on my social channels: LinkedIn Facebook Instagram Twitter