Win The Deal Podcast
This podcast is for B2B sales professionals who are frustrated with missing their quotas, tired of pitching with no results and losing deals to "No decision." The show host, Tim Barnaby, is a B2B Sales Advisor, trainer and speaker. All details about Tim can be found on his website, TimBarnaby.com. Connect with Tim on his favourite social media sites, LinkedIn, Instagram, Twitter and Facebook.
info_outline
What strategies can you use for better pricing negotiations?
02/13/2023
What strategies can you use for better pricing negotiations?
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: 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 . 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 wherever you get your podcasts. | | | | | | 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 . Follow me on and . Connect with me on and . Watch video versions of these podcasts on my . And for more exclusive content and great freebies, . WinTheDeal #TimBarnaby #B2BSales #podcast o0rPANLlhfz9LNhQi1b3
/episode/index/show/winthedealshow/id/25901184
info_outline
To Bid or not to Bid in a B2B RFP?
02/06/2023
To Bid or not to Bid in a B2B RFP?
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: 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 . 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 wherever you get your podcasts. | | | | | | 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 . Follow me on and . Connect with me on and . Watch video versions of these podcasts on my . And for more exclusive content and great freebies, . #WinTheDeal #TimBarnaby #B2BSales #podcast
/episode/index/show/winthedealshow/id/25839813
info_outline
Debunking pricing myths during challenging times
01/30/2023
Debunking pricing myths during challenging times
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: 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 . 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 wherever you get your podcasts. | | | | | | 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 . Follow me on and . Connect with me on and . Watch video versions of these podcasts on my . And for more exclusive content and great freebies, . #WinTheDeal #TimBarnaby #B2BSales #podcast
/episode/index/show/winthedealshow/id/25763979
info_outline
How you can qualify your "Why" questions
01/23/2023
How you can qualify your "Why" questions
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 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: 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 . 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 wherever you get your podcasts. | | | | | | 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 . Follow me on and . Connect with me on and . Watch video versions of these podcasts on my . And for more exclusive content and great freebies, . #WinTheDeal #TimBarnaby #B2BSales #podcast
/episode/index/show/winthedealshow/id/25695363
info_outline
Are your solutions the correct recommendation?
01/16/2023
Are your solutions the correct recommendation?
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: 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 . 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 wherever you get your podcasts. | | | | | | 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 . Follow me on and . Connect with me on and . Watch video versions of these podcasts on my . And for more exclusive content and great freebies, . #WinTheDeal #TimBarnaby #B2BSales #podcast
/episode/index/show/winthedealshow/id/25604442
info_outline
What are you 2023 sales priorities?
01/09/2023
What are you 2023 sales priorities?
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: 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 . 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 wherever you get your podcasts. | | | | | | 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 . Follow me on and . Connect with me on and . Watch video versions of these podcasts on my . And for more exclusive content and great freebies, . #WinTheDeal #TimBarnaby #B2BSales #podcast
/episode/index/show/winthedealshow/id/25539339
info_outline
The podcast is back...talking about decisions
01/01/2023
The podcast is back...talking about decisions
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 . 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: 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 . 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 wherever you get your podcasts. | | | | | | 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 . Follow me on and . Connect with me on and . Watch video versions of these podcasts on my . And for more exclusive content and great freebies, . #WinTheDeal #TimBarnaby #B2BSales #podcast
/episode/index/show/winthedealshow/id/25476906
info_outline
How to follow-up during discovery in B2B sales
03/15/2021
How to follow-up during discovery in B2B sales
You have broken through the initial barrier. You got your prospect on the phone, or you have an initial meeting.
/episode/index/show/winthedealshow/id/18322817
info_outline
Does your B2B sales get done as a team?
03/08/2021
Does your B2B sales get done as a team?
Have you ever tried to close your B2B sales and found that you struggled to provide the right insight at the right moment because you lacked the knowledge on the subject being discussed.
/episode/index/show/winthedealshow/id/18227411
info_outline
4 Questions to Qualify Your B2B Sales
02/01/2021
4 Questions to Qualify Your B2B Sales
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.
/episode/index/show/winthedealshow/id/17764646
info_outline
Map to More B2B Sales
01/25/2021
Map to More B2B Sales
In this episode, I dissect the next piece of the Clarify element of my B2B Sales framework, the Map to the Deal.
/episode/index/show/winthedealshow/id/17673365
info_outline
Mindset and B2B Sales
01/18/2021
Mindset and B2B Sales
After a full explanation of the B2B Sales framework, I am now going to go through each area in detail. This week, I start with Clarity, and specifically, the area of mindset. How can you change the way you think about sales to help you achieve your quota? Listen to this week's episode to find out.
/episode/index/show/winthedealshow/id/17585012
info_outline
The Framework Elements
01/10/2021
The Framework Elements
Now that we have outlined the framework of the B2B sales process that I advise on (see Episode 1 and the explanation of Clarify, Amplify, Nullify), we need to understand what goes into each of these areas to determine how they work in our sales process.
/episode/index/show/winthedealshow/id/17491832
info_outline
My B2B Sales Framework
01/04/2021
My B2B Sales Framework
B2B sales professionals are frustrated by the lack of a process and information to help them get to the end of a buying cycle. They also find when they can breakthrough, they are constantly pitching to the wrong people and doing so multiple times. This usually leads to a proposal, multiple rounds of pricing and scope adjustments, only to end up with no agreement.
/episode/index/show/winthedealshow/id/17376440
info_outline
The Win The Deal Show Introduction with Tim Barnaby
12/30/2020
The Win The Deal Show Introduction with Tim Barnaby
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.
/episode/index/show/winthedealshow/id/17364563