Andrew Barbuto has grown his book of business by 5,000% over 6 years from $2M to $100M

Andrew Barbuto has grown his book of business by 5,000% over 6 years from $2M to $100M

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Here are a few (of many) keys to his success:

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✅ Pre-seed next steps

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We're all taught to secure next steps. That's table stakes for any seller.

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Here are a few more advanced techniques:

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- Schedule a 1:1 before the demo

- Schedule a 1:1 after the demo to debrief

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Schedule both of those calls DURING the intro call where you schedule the actual demo.

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Pre-schedule the follow-ups.

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✅ Relentless account prioritization

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Treat your pipeline more like a martini glass.

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Go narrow and deep. Pick accounts to go all in on. Ignore the rest.

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A 7, 8, 9-figure book of business is NOT built through spray and pray.

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Reverse-engineer every trait from your best deals and use that to prioritize your existing accounts.

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✅ Transfer ownership to the buyer

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This one's clutch. Every world-class seller knows how to get the buyer to OWN the problem and solution.

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Here are a few ways you can do this:

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- Use the customer's branding on presentations

- Work 1:1 with your champion to prep for demos

- Have your champion kickoff calls ("Hey Dave, would you like to kick this off and share why you thought the call today was important for everyone to attend?")

- Build the business case with your champion, encourage them to edit

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They need to feel internal ownership of the solution

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~~~

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Andrew recently came on the podcast and we had a blast.

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Listen to our interview here: https://lnkd.in/edTAKUye

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Grab Andrew's new book today, Top Sales Producer, for just $.99 if you purchase before 6/15.

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