#462 How To Master B2B Sales: Insider Tips from Greg Nutter | Sweat Equity Podcast®
In this electrifying episode of the Sweat Equity Podcast®, Law Smith and Eric Readinger sit down with the B2B sales guru himself, Greg Nutter. With 35+ years of experience, Greg dishes out priceless nuggets on cracking the B2B sales code and forging unbreakable client bonds. 🤝✨
Key Takeaways:
💡 B2B Sales Strategies: Greg spills the beans on the must-have behaviors for B2B success. Think understanding client woes, shifting mindsets, and killer messaging.
📈 Navigating Sales Management: Ready to go from sales rep to sales boss? Greg’s got the lowdown on the skills you’ll need to make that leap without breaking a sweat.
🔑 Building Trust with Clients: Forget the hard sell. Greg shows why solving problems (not just pitching products) is your golden ticket to trust and closed deals.
🌐 Industry-Specific Insights: Tailored advice for your niche! Greg highlights why knowing your market’s common headaches is your secret weapon.
Highlights:
🎯 Aligning your sales process with the buying stages. 👥 Addressing unique needs and pain points of every stakeholder. 🔄 Tips on keeping those client relationships strong and steady. 📚 Greg’s personal journey through the wild world of sales.
Whether you're a seasoned pro or just getting your feet wet, this episode is packed with actionable advice to supercharge your B2B sales game. 🚀
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Sweat Equity 🔗s
Hosts’ Eric Readinger & Law Smith 🔗s
Connect with Greg Nutter:
LinkedIn: Greg Nutter
Book: "P3 Selling" available on Amazon, iTunes, and Walmart.
Website: P3Selling.com
B2B Sales Sales Strategy Sales Management Business Growth Sales Expert Client Relationships Sales Process Building Trust B2B Marketing Sales Tips Sales Techniques Effective Selling Sales Best Practices Sales Success Sales Training Sales Coaching Business Sales Sales Insights Sales Leadership Sales Podcast Sales Interview Sales Skills B2B Selling Sales Performance Selling Strategies Sales Improvement Sales Tools Business Development Professional Selling
#B2BSales #SalesStrategy #SalesManagement #BusinessGrowth #SalesExpert #SweatEquityPodcast #GregNutter #B2BSales #SalesStrategy #SalesManagement #BusinessGrowth #SalesExpert #SweatEquityPodcast #GregNutter #B2BSalesTips #SalesProcess #BuildingTrust #ClientRelationships #SalesSuccess #SalesCoaching #SalesTraining #SalesAdvice #BusinessSales #SalesTips #Entrepreneurship #SalesLeadership #SalesPodcast #BusinessPodcast #SalesInterview #SellingTechniques #SalesSkills #EffectiveSelling #SalesBestPractices
Episode Transcript
Eric Readinger: I'm sad yeah
Law Smith: I'm fat. I don't have to run down in front of me. So hey June 28 june 30...
Eric Readinger: You don't think that's why she's upset mention her vagina
Law Smith: part but not the other part which means she read the whole thing...
Greg Nutter: You are listening to the sweat equity podcast now. I like you're you guys casual dress...
Eric Readinger: We call this Tampa formal. We can't see you on video...
Greg Nutter: problem. Hold on a sec. There we go. There is yeah there's that guy yeah I like your go to go to work outfit.
Law Smith: Well someone reflected back to me recently. They're like I think you own a company. Half the reason so you can just wear whatever you want and periodically work out throughout the day.
Eric Readinger: Yeah. Why would we wear anything other than this?...
Law Smith: when you when you work behind a keyboard it's like you know why am I even wearing this much? We're in the shadows mostly. So it's like you know other than a zoom and occasional in person meeting I think most people are like that. I Ooh before I forget we'll get into the interview. But I've noticed women do not put the zoom camera on in meetings and it's like because they're like Fuck I don't want to get dressed up for a zoom call. I find that interesting. Okay
Eric Readinger: I don't know. I think that's a sweeping assumption. Well I have not seen I'm
Law Smith: painting with broad strokes. I'm talking last five years I've noticed this heavily.
Eric Readinger: No one. Okay cool crickets. If I have my soundboard I do crickets. Those
Eric Readinger: those improv classes really kick it in for you. No um Oh totally.
Eric Readinger: I know what you're saying. You totally can't see them. And then
Law Smith: what? It's almost my birthday you can give me a yes and once No but Greg we're gonna ask you some lightning round questions. You got the music ready so
Greg Nutter: I've got law Uh huh. Who else I'm Eric. Yeah Eric okay so
Law Smith: we'll start with that question which we already answered. Did you watch the show before coming on? That's a no.
Eric Readinger: I thought I'll say my well actually I do have my name twice on the soundboard. It
Law Smith: does come up. It's all over. Every like Title I put it on. I make sure both our names are on there for us Greg is a hot dog sandwich.
Eric Readinger: Yes. Have you ever seen a UFO or a ghost or something supernatural that you can't explain? Have you ever seen something supernatural you can't explain? Don't think so. Um.
Law Smith: Yeah do you believe in God
Greg Nutter: higher? Being sure
Eric Readinger: that's my only one that I have locked down. What time do you wake up in the morning?
Greg Nutter: Seven.
Eric Readinger: What time do you go to sleep? I'm curious on that one too. Well some people sleep like can get away with like four hours freaks like that.
Greg Nutter: I don't yeah that may now I'm like a 10pm 1010 30
Law Smith: healthy. When was the first time you French kissed someone?
Greg Nutter: No idea.
Law Smith: No idea. Either it was bad or I'm thinking yeah. I was thinking like yeah we're talking a long time ago. Yeah we're talking what 80s music in the background I'm guessing
Eric Readinger: these shoulder pads the good the good old days. Okay?
Law Smith: And last question we'll ask is what advice would you give your 13 year old self? You can take some time on this one.
Greg Nutter: A 13 year old self
Law Smith: he froze or he's really thinking man
Eric Readinger: still thinking still thinking.
Law Smith: Man he really took I mean I know it's a good question and all some people take it deep. Oh there you are. You're back okay. Oh no we lost you. We lost you. You froze. It looked like you were thinking about the question for a while and paused if you answered if you can repeat the answer throw it our way
Greg Nutter: yeah my answer was things will get better. I didn't things will get better. I didn't enjoy my early adolescence.
Law Smith: Well tell us about that. What what you grew up. Give us your parents kind of grown up situation that can give us the psychology 101
Greg Nutter: you know I was a I was a classic nerd. Wasn't part of you know all of the parties and the in groups and and so felt very left out though
Law Smith: were you nerd that got good grades? Because I was a nerd but I didn't. I did. That's c plus so the worst of both you got good grades though eventually Oh he did yeah. I'm saying like you that at least you get that part of it. Yeah I was a nerd that got C plus. It's like fuck
Eric Readinger: were you a nerd?
Law Smith: Kinda you know don't do that. Well let's I would say nerd overtones. There's a lot of nerd I mean
Eric Readinger: I've got nerd overtones anyway you know? What does that even mean? Wasn't most popular
Law Smith: kid you know? But you know I realized being funny has value as I got older and older and that kind of helped. But you know repeating Movie Quotes isn't an identity like our our generation. There's always like every fifth guy does he's hilarious right? You know like he's he's never written a joke in his life. Greg you've you've you've earned a plug. Let's tell the people where to find you where to find your book and anything else.
Greg Nutter: Sure. You can find me on LinkedIn Greg Nutter dash Nutter on LinkedIn. You can find me my me and my book@pfreeselling.com and you can find the book almost anywhere Amazon iTunes Walmart. You pick a spot where you like to buy books and you can find it you're
Law Smith: a B to B. Sales guru. Is that correct?
Greg Nutter: That's correct.
Law Smith: How much I like asking this question to kind of sales focused executives kind of in your your area a little bit advanced. I would say how much have you sold over a lifetime? What do you know the cumulative revenue sales number?
Greg Nutter: I do not. That's a great question does
Eric Readinger: anybody
Law Smith: answer? Oh some sales guys. Well I mean I can't tell you exactly yeah took a penny. Well
Greg Nutter: part of the part of the challenges that sorry I was in sales for direct sales for a number of years but then I took on sales team. So
Eric Readinger: count those. Lose count nothing beneath accounts. There you go. So then
Greg Nutter: it would be a very big number. Okay
Law Smith: I give it like half credit but yeah I give full credit. Well he's managing this okay how about this rhetoric? If you're managing the sales team you're not a rock star salesman. What do you think about that?
Greg Nutter: Sorry if you're. Management sales. If they
Law Smith: move you to management of the sales team you are not a rock star salesman. You are better at managing the wild people that do sales. Yeah you
Greg Nutter: raise an excellent point there.
Law Smith: I don't 100% believe it but it is true the way a lot of people with vertical mobility within a company. A lot of the time they go Yeah this guy's not very good at sales. We thought he was when we hired him but he he's good at wrangling all the lots of
Eric Readinger: times they're the big guns though not you call them in it closes out.
Law Smith: I don't know what say you Yeah yeah
Greg Nutter: that. The more senior you get the more process oriented need to be the more structured the more analytical in a way a lot of sellers some sellers can be successful just by you know their personality and flying by the seat of their pants and that kind of stuff. That doesn't work in sales management right? So it's all about inspection coaching. And you're right is that a lot of sellers when they get moved into sales management positions struggle. I've had a couple situations where I was brought in by a business owner small business who said Hey I've just promoted my rep to Sales Director. Can you spend some time and coach them on how to do that job? Because it is a different job.
Law Smith: It's a different personality. I think you know a lot of the rock star salesmen I use them as my tent pole kind of person for sales. And they're they are very incentive driven and kind of the really good ones really kind of block everything else in life out except for like that and maybe like I had a guy yeah I had a guy in Florida for sure. I had a guy I worked next to. His favorite thing to do is jet skis and like that's it. That's all I like to do. And I was like Cool jet skis and selling jet skis. And he was his fucking rock star salesman. He was awesome but he completely would zone out the world. I went with him to lunch to go grab lunch come back. He talked the whole time. I said nothing I know shocking. And then when we got back we parked he's like Man that's a good talk. Thanks man. Well it was you talked to no one basically yeah
Greg Nutter: but let me point out something that you brought up there that I think is really really key is that there's a really big difference between how you sell to consumers and how you sell to business. So what you described there was a guy telling jet ski probably the consumer. He was an expert on the product. He knew it really well. He
Law Smith: had a love for jet skis. He's B to B right? It could be jet skis for the example yeah for the example B to C. What
Eric Readinger: did he actually sell? Now you're correcting it. I
Law Smith: can't say. Was working somewhere that is very litigious.
Greg Nutter: But if you're selling to a company that's got you know dozens that 20 people involved a lot of criteria just talking about your product it doesn't work very well. Yeah it's a different game.
Law Smith: I feel as though B to B is playing a lot towards it's a lot longer timeline right generally and it's playing towards the beating the final boss. Yeah it's it's a it's a lot. I mean just the top of the funnel kind of stuff to get to the meeting to talk to someone is kind of it could have 30 touch points I see especially in B to B SAS kind of stuff
Eric Readinger: right? Taking a different angle at every meeting depending on your audience right?
Law Smith: It's one of those things I find the through line for the sales aspect of it is to play to this will save you time. This will help your you the your professional life will get better as a dumb kind of way to say it. I don't I don't have like a formal way of saying it but it's like it's playing more to that title of the person that makes the decision and it's going it's more of like an empathy of hearing all there's it's just strategic empathy I'll call it. It's hearing all the problems writing them down or or logging them in your head and flipping them back to okay here's what this SaaS does for you. Your project management efficiency is going to go by 30% and we implement it. You know absolutely.
Greg Nutter: Yeah. I mean companies don't buy products right? They buy solutions to problems.
Law Smith: Oh he's getting choked up. He's really emotional about
Greg Nutter: or ways to capture opportunities. Now the problem is is that in days of old there was the decision maker but today there could be 10 to 20 people in. Involved and they all have different things that they want. And if you don't get a chance to connect with them you don't know what they want. So you're not sure what you pitch. I like to say you know I don't know what I'm selling until I know what you're buying right? And so some people will buy go home at five. Some people want to buy get a promotion. Some people want to buy just less hat right? So until you know that you're not sure what to pitch and everybody or a lot of people have a different ideas and perspectives of what they want out of a sale. So that's the problem is that any one or two people within balls and sales cycle can torpedo you. There isn't the guy anymore. We used to call him the economic buyer the key decision maker the veto
Law Smith: right? CFO yeah.
Greg Nutter: But a lot of times those people will rely heavily on others and one or two of those people can absolutely kill a deal.
Law Smith: Yeah you have to find out in B to B. You need to especially the higher the ticket of the sale that you're trying to pitch the more you have to make ensure that they can make the decision with autonomy. And you have to remember you're a vendor to them. You're not. It's it's more it's usually more of a relationship than just all right see you later. Peace you know once it's closed it's an ongoing relationship. Typically I maybe I'm thinking B to B kind of software sales stuff but or ongoing kind of marketing service world just about
Eric Readinger: anything B to B is gonna have an ongoing maintenance of some kind? Well
Law Smith: you would the incentive is you'd want it because you if you made a sale with them once let's call it B to B like manufacturing you know widgets wombats all that stuff. And it's like you want to keep that relationship so you can get the contract again or you know get referrals out make them an advocate for you. What are the three? What's the p3 kind of motif you've kind of created. Where did the p3 come from? Yeah. So I know motif. I know that word.
Greg Nutter: Let me let me kind of give you a starting point for it. So the first question you asked yourself was what is B to B selling and not the outcome which is you know you want people to buy your stuff. It's what are the behaviors? And so in B to be selling there's really three primary behaviors. The first one is understanding a situation and their perspectives. So what do they want? Right? What are the needs that they have? The second behavior is influencing them to change those perspectives. Maybe they don't think buying today is important or buying they think another vendor is better. So changing those perspective I
Law Smith: thought it was persuasion. All right yeah okay. And I was trying to guess the piece.
Greg Nutter: And the third behavior is messaging. So once you know their situation and you've done influence and you want to message back to them something that resonates with them and motivates them to complete the sale. So if you look at you know those three behaviors and say Where do you use them? There's three critical areas of agent happen. To start with the letter P. First one is problems opportunities. So which do they have that we can solve? How important are they? And how would you quantify them? The second P is people who's impacted by those problems. What's their perception? Who has the greatest influence that you talked earlier law. And the last thing is around process philosophy is process but it's not selling process. It's the buying decision process. So where are they what step are they in and making a decision? Where are we positioned? What should we do now based on that? So it's showing people how they navigate a buying decision? What tactics should they use? What strategies should they use to more successfully navigate that buying decision through problems people and process
Law Smith: lots of chew on that. I'm trying to think which way to go here. Well with So do you ever What about another piece psychology of the person you're talking to? Oh another P lot of P's dude. Pontius pine yeah that's a double give
Eric Readinger: me pneumonia. Whoo girl.
Greg Nutter: Absolutely people and companies make buying decisions in very predictable ways. When you go to buy a car or a house or any big purchase you make you go through five stages five very predictable stages in making that decision and my job as a seller is to. Figure out where are you and based on where you are to come up with a corresponding action. For example I call you up. Hey Eric I've got a great consulting service and all that kind of stuff. And you say Well I'm just about to put up an RFP for that. Now is he in the prospect stage? No he's a long way down. He's about to put an RFP out. So what I do is very different than what I would do if he said Hey I don't know if I need any consulting services. Tell me about that then it'd be more of a prospect right? Similarly if somebody was just about to sign a deal and I said Hey don't sign it. Let me tell you about a new product we're going to have later in the year. Have later in the year. Like that's a stupid thing to do because someone is just ready to put you know a pen on paper and you just kill the deal. So the psychology of how people make decisions is really critical to how you effectively sell.
Law Smith: I've always heard the rhetoric when you're in sales you're in the trust business. No matter you know what you're doing how do you how do you get that across to a prospective customer client? What be it whoever you're selling to in the in the initial stages of meeting them
Greg Nutter: you focus on solving problems not on pitching product
Law Smith: or your personality or resume. It's like for instance I hate the guy that just any kind of social setting that pushes the resume out on you you know? Like Oh yeah well right yeah. I'm a PhD. I
Eric Readinger: like the other side of it is Hi my name's whatever. What do you do?
Law Smith: Yeah
Eric Readinger: go around the room. What do you do? What
Law Smith: do you do? Yeah and then you get bored with that and you go what's the first time you French kissed? Right?
Greg Nutter: UFO yeah. It's medium talk. It's focusing more on the like you said the person their problems their needs and focusing on trying to address it. So I like to say instead of instead of arm wrestling over a product decision you're on the same side of the table and you're collaboratively working on solving a problem problem that they've stated that they have and they want to fix. That's how you build trust. If you continue to go Well let me tell you about my product. Let me tell you about my company. Let me tell you why we're so good right? That erode structure just like Ah that's a salesman. But if I then said You know what? What's your business? Tell me what areas you struggle with the most. What worries you are you growing your business as fast as you want to? Is that a big deal right? And so now I'm showing I care about your situation and your needs and that builds trust.
Law Smith: And you also got them to talk about their favorite subject themselves. Yeah
Greg Nutter: right. Well like I said I
Law Smith: I don't know what's going it's an open ended question. Are you growing as fast as you you would? You know the answer is kind of rhetorical right? It's like No there's no answer. There's no there's no American businessman that's like yeah yes yes we are growing in a calculator. So by you almost do like a tarot card kind of reading of the it's like it's so open ended it goes in the the direction you want it to yeah but they're talking and you listen after
Greg Nutter: uno yeah but here's the thing here's the thing though you made a great point that I that I make Uno.
Law Smith: I'm kidding. It was tarot cards. No I was saying like like a horoscope is so open ended. Any chick that talks to me about I told you this I don't they said this on the podcast. Every girl I've talked to like dating wise on a dating app they want to guess the information's on the profile. They want to guess what sign I am right and it's never they can never get it even in three guesses not once. No weird.
Eric Readinger: You gave them too many chances.
Law Smith: I go I'll give you three guesses. You won't get it. There's 12 options. Yeah. Isn't that crazy? Yeah. Alright. Anyway. So as a side note anyway I was just
Greg Nutter: I would just get a build on what you did there. Law is that you can ask people about you know their problems. Like I said that open ended question. Your business going and asking people like and we all have plot the problem. The the the important thing is that we don't always do anything about them. We live with a whole lot of stuff. And so the second question is really more important. Someone says yeah it's not growing as fast as I like. The second question where you want to take the temperature of that problem you say something like is that a big deal? You. Do you care? Are you willing to do something to fix it? A lot of people say Nah I got a lifestyle business. I don't care. Great. Move on. You want to find something a problem where someone is really motivated about fixing it until you find that you got nothing. So it's that second drill down and you'll find yeah lots of problems people have. You know my shoes squeak my wiper blade doesn't work well but I'm not I'm not going to bother fixing it right? It's finding something that they want to fix. And then that's your piece of gold. That's your nugget that you can go in and sell to
Law Smith: like a friend that's an alcoholic they can't start getting sober until they want to do it themselves. Yep that's a cool metaphor right?
Greg Nutter: And it needs to be feeling important. They need to feel like I gotta do this right? And now you can you can help them. You can suggest hey what happens if you don't fix this you know I knew know another guy who had some more problem. He got fired within six months. Do you think that could happen here? Right? Or you know they were always coming home late. Had a big problem at home. Wife left him you know How's your wife? About you coming home every night. Yeah is that? And so you're trying to influence? There are some questions that build influence because I'm getting them to think think about the consequences of not solving that problem death. Yeah
Law Smith: I was thinking of old school when he comes home and she said she said I want Hello people. Such a good movie. So process. Let's talk process.
Eric Readinger: Notice how I just quoted a movie and never do that. And then we were talking about what a douchebag move it is.
Law Smith: Micro processes I'll match you
Eric Readinger: with Marty short.
Law Smith: You know if you're down there if you're down in the in the bottom I'll hang out there too. Okay cold process. It's it's a thing I as as you mentioned I'll echo that. As you get older you kind of really hammer that in I think just naturally because you're like Well I don't know I am I'm going through that. Like I see a lot of stuff. I'm doing routine and it's bad and like am I going to just fucking do this forever kind of thing? That's a personal part business wise and sales wise. Talk to us about that part the process aspect of B to B sales. Yeah
Greg Nutter: good question. So as I mentioned companies make buying decisions in very predictable ways right? They go through four or five stages and too often as a seller we have a sales process. We prospect and then we gather some information. We call it discovery. Then we present objection handle and I propose and I closed right in fact if you look at a CRM systems a lot of people track where is the deal. The problem with that is it doesn't matter what the sales rep has done. It matters what the buyer is doing. Buyers go through these like I said very particular stages. They first decide do I have a problem? Is it big enough? Should I do anything about it? Then they move on to well what could I do? And they start gathering information. And then they evaluate off alternatives which one's better? And then lastly they kind of drilled down and left one and do all the final pieces. So the key around process is that the selling process has to follow the buying process. You need to start with where is the buyer and based on where they are you know what you do instead of like I said earlier launching in the cutter just made the first call. I'm going to you know evaluate you on whether or not qualify you as an opportunity or something like that yourself.
Law Smith: Yeah do a little role play.
Greg Nutter: So the key is that the selling process has to follow the buying process. And you look for clues based on what somebody's doing what your prospect is doing to tell you where they are in that buying decision and then based on where they are tells you what you should do not the other way around.
Law Smith: Are there ways to look to research predictability before you talk to them? Are there? Is there data
Eric Readinger: out there? Talk them on LinkedIn? Well
Law Smith: I mean the there we have a lot of data out there. It's just it's not it's not really like. Organized correctly. I feel like we're in that this kind of weird era where there's a lot of data we don't know how to use it or whether to validate it as reliable or rel relevant data a lot of the time. But I like to ask the experts because they usually have like a weird nugget like you should check this site out that's not like Deloitte or something like it's something it's a year. It's not a census.gov kind of link. It's something that's like well here's a predictability chart from you know here for every industry kind of thing is there? Is there any of that?
Greg Nutter: There's probably lots of sources for it. The key thing is that every industry or maybe by industry by company size profile will have certain typical problems that they'll be wrestling with. For example I've done work for a small company that sells robotic equipment to car manufacturers right things that drill holes and put on bowls and things like that. And so instead of calling up and saying hey you need a piece of robotic equipment that drills hole they turn it around and say Hey we know a lot of people in your business are struggling with labor issues you know finding staff keeping them trained having them show up for work on time you know so it is very predictable that certain companies will have certain problems. And so you use that when you're prospecting if you're in a different business you could be Hey I hear a lot of people in your business are struggling to grow your sales whatever. So you can do research around an industry and a size of a company and say These are the top four or five things that they really struggle with. And then that's your prospecting pitch that's your go in pitch. And someone will say No we don't really care about the turnover. We like having our hiring per like my cousin is in HR he does all the hiring right? So it's fine but we really have a problem in quality. Tell me about that right? So that's where you can predict kind of not necessarily whether or not you're going to win the deal but you can predict whether or not your product functionality will resonate with them. Can you solve the problems they typically have? You've
Law Smith: had last question you've had 35 years of experience which is you know is is prolific nowadays to have it in one kind of sector. Really can what one nugget can you give our audience and us before we sign off here oh
Greg Nutter: I would say for a salesperson I'll give you two one for a salesperson one for a company. For a salesperson you want to become an expert on the problems you've solved. And that's not just about you know we solve this. We solve this. It. Who has those problems? What does it cost? Why would it be important? Right? So focusing on problems you solve in almost every conversation you have with a client right? Not on your product. And if you keep that top of mind your client your prospects you're going to see it totally different. See totally different a big differentiator from the next sales rep that comes in. Lastly for companies you need a sales process in place. For owners entrepreneurs you can't just hire a good rep give them a comp plan. Cross your fingers. Way too important to leave someone else. So you need something in there and the owner needs to be involved.
Law Smith: I'll add a third one. Don't be too eager like you're on a first date. If you're trying to get asked so hard it is. It reeks of you know you know
Greg Nutter: don't sound desperate
Law Smith: right? Yeah. So thanks for coming on. Appreciate it. P3 we'll put the links in the episode description for anybody who wants to follow up.
Greg Nutter: Appreciate that. When when might we get published? So like 2027
Law Smith: probably next week. Week tops yeah oh wow.
Greg Nutter: Okay look forward to seeing it and I'll get it out to get 3000 or more people on LinkedIn. I'll get it out too.
Law Smith: We'll send you a video if you want to upload it yourself too.
Greg Nutter: Yep. Appreciate it. See ya. Alright guys. Take care. Thanks. Toodles. Bye.
Key Points and Timecodes
Here are some key questions and explanations covered in this episode:
- 00:02 - How does the comedy special event in Tampa connect with the podcast?
- 02:00 - What does Greg Nutter appreciate about the podcast hosts' casual dress?
- 04:01 - What trend has Law Smith noticed about women not using Zoom cameras in meetings?
- 04:16 - What are the hosts' lightning round questions for Greg Nutter?
- 07:05 - What was Greg Nutter's childhood like, and why did he not enjoy his early adolescence?
- 08:28 - Where can people find Greg Nutter and his book?
- 09:18 - How much has Greg Nutter sold over his lifetime?
- 12:25 - What is the difference between B2B and B2C sales according to Greg Nutter?
- 14:35 - Why do companies buy solutions instead of products?
- 18:05 - What are the three primary behaviors in B2B selling?
- 19:36 - How does psychology play a role in the sales process?
- 20:59 - What is the importance of understanding the buyer's decision process?
- 24:26 - How should sellers focus on solving problems to build trust with clients?
- 29:22 - How should the selling process follow the buying process?
- 29:50 - How can salespeople research and predict problems before talking to potential clients?
- 32:59 - What advice does Greg Nutter give to salespeople and companies for long-term success?
