Brian Burns's Email Addresses & Phone Numbers

📖 Summary

I'm Always Interested in Connecting with Great people interested in sales and selling: [email protected] The times they are changing... Today we fast forward through commercials, we ignore ads, we no longer pick up unknown phone calls, we delete spam, we do not want to hear a pitch, a value proposition or sit though a powerpoint presentation. The last person we want to talk with is a salesperson. Have we turned into a bunch of hermits, who do not want to improve our lives? No just the opposite is true, we want more, we want to do more and yes we want to acquire more. I help salespeople understand how to be amazingly successful in this new world. Please join me on: The Brutal Truth About Sales & Selling PodCast - The Link is Below. After spending 20 plus years selling enterprise software for 12 VC backed start-ups, I now focus on helping a handful of companies. Working with leadership teams I help create and dominate their market segments. My approach is based on an exhaustive study of hundreds of eight, seven and six figure deals across several industries and geographies, what I have discovered is that the majority of salespeople are Selling Backwards. Selling Backwards means that the focus is on the outside of prospect looking in. Instead of obsessing on messaging, positioning, presentations, demonstrations and closing, what is really effective is matching the selling process with the prospect's decision process. What we have found is that the salespeople that still embrace the old-school dogma of relying on relationships, one-on-one selling skills and aggressively pushing their prospects are as obsolete as palm pilots. What I teach is what is going on inside the prospect's organization and how they make product selections. I then show salespeople how to guide/control the decision and how to keep the selection moving and in your favor.Host @ As host of the PodCast I interview the best and brightest on every topic that effects salespeople today. I avoid all the old and useless approaches. You can find the PodCast on iTunes and Stitcher smartphone apps. From August 2009 to Present (6 years 5 months) Advisory Board Member @ b2b sales and b2b marketing advisor. From 2010 to December 2014 (4 years) Advisory Board Member @ b2b sales advisor. From October 2011 to October 2014 (3 years 1 month) Advisory Board Member @ My focus is in helping early stage companies build out their sales strategies, teams and processes. b2b sales and b2b marketing advisor. From April 2008 to January 2014 (5 years 10 months) VP of Sales and Marketing, Public Sector @ Managing IBM/Datapower's b2b sales and b2b marketing business in the Public Sector. I manage a group of 26 sales people, managers and technical pre-sales. The Datapower product has a 96% market share in the public sector and the fastest growing product in the WebSphere brand. Prior to the acquisition I built the group from scratch (50k) and individually generated over 30% of Datapower's revenue. When I left my group was responsible for over 15m in revenue, completely marginalizing all other competitors. From March 2005 to January 2009 (3 years 11 months) Director of Eastern Sales US @ I began at Sonic running 20% of the sales orginization including the southeast, mid-atlantic, mid-west and public sector. I sold the first copy of the SonicESB and created the market segment. I have establish Sonic's Enterprise Service Bus product as the standard with both the Intell and DoD communities. Closing several key strategic deals. I was consistently the number 1 or number 2 revenue producer. From November 2001 to March 2005 (3 years 5 months) Mid-Atlantic B2B Sales & Federal Sales & Marketing Regional Manager @ b2b sales and b2b marketing advisor. From October 1999 to November 2001 (2 years 2 months) Regional VP Sales & Marketing @ b2b sales and b2b marketing advisor. From September 1997 to October 1999 (2 years 2 months) Federal Sales & Mid-Atlantic Sales & Marketing Manager @ Managed the Mid-Atlantic and Federal regions. b2b sales and b2b marketing advisor. From September 1992 to September 1997 (5 years 1 month) Sales Rep.. @ I was the #1 revenue producer in 1991 and 1992. Having sold over 5m per year. The #2 rep sold less then 2m. The sales process that I created was adopted by the company as a whole and is still used today. From December 1987 to September 1992 (4 years 10 months) Sales Rep @ b2b sales and b2b marketing advisor. From February 1985 to December 1987 (2 years 11 months) BS, Computer Science @ Northeastern University Brian Burns is skilled in: B2B Sales, B2B Marketing, Start-ups, Cloud Computing, Go-to-market Strategy, Software Sales, SaaS, Enterprise Software, Product Strategy, Thought Leadership, Sales Process, Demand Generation, Lead Generation, Entrepreneurship, Business Strategy