{"version":"1.0","type":"rich","provider_name":"Acast","provider_url":"https://acast.com","height":250,"width":700,"html":"<iframe src=\"https://embed.acast.com/$/68655030d9fe141218a71c28/6ab17cdff9e04b22351cbc57?\" frameBorder=\"0\" width=\"700\" height=\"250\"></iframe>","title":"60% of B2B buyers suffer from buyers remorse","thumbnail_width":200,"thumbnail_height":200,"thumbnail_url":"https://open-images.acast.com/shows/68655030d9fe141218a71c28/1790016665746-56fbf938-6f4f-4ef0-b3ee-b9a0aede2bc4.jpeg?height=200","description":"<p>Jake Newbury gets pitched more than his own customers do. And nearly every pitch opens with 15 minutes of what could go wrong if he doesn't buy. He already knows the risk. So does your buyer. This episode is about what to do instead.</p><p><br></p><p>🔒 THIS IS THE FREE EDITION. The full conversation between Jake Newbury and James Bissell is available on our members platform, free to join, alongside a full sales course and a library of sales resources. Create your free account to unlock the complete episode: <a href=\"https://learn.therevenueenabler.com/join?invitation_token=6f06d808423fed4f1419011bf64fe55dea1a6530-29b980f5-f825-4e5f-9867-3efc524f7276\" rel=\"noopener noreferrer\" target=\"_blank\">https://learn.therevenueenabler.com/join?invitation_token=6f06d808423fed4f1419011bf64fe55dea1a6530-29b980f5-f825-4e5f-9867-3efc524f7276</a></p><p><br></p><p>Jake Newbury is Head of Sales at SEP2, a UK cybersecurity managed security services provider. He started as a cold caller in his parents' loft nearly 10 years ago and now runs the sales and marketing functions across a 100-plus person business, with a sales team of 25. In his second appearance on the podcast, he and James Bissell get into value engineering: finding what the buyer's business is trying to achieve, what the champion wants personally, and showing them how you get them there.</p><p><br></p><p>It's a tactical, honest conversation about selling outcomes over fear, and building a business case the CFO can't say no to.</p><p><br></p><p>KEY THEMES</p><p><br></p><p>- Why FUD selling is lazy, and what to replace it with</p><p>- Value engineering: business outcomes over features and fear</p><p>- How cybersecurity can drive revenue, not just reduce risk</p><p>- Why you get delegated to the person you sound most like</p><p>- Enabling your champion to speak the CFO's language</p><p>- Honesty and authority: putting the PO date on the table early</p><p>- Why being willing to walk away wins more enterprise deals</p><p>- The two-word response that gets buyers trashing their current tool</p><p>- Connecting every capability back to a business outcome to rig the game</p><p>- How AI search is changing how buyers find vendors</p><p><br></p><p>MORE ABOUT JAMES</p><p><br></p><p>- Host: James Bissell, founder of The Revenue Enabler</p><p>- LinkedIn: https://www.linkedin.com/in/james-bissell1/</p><p>- Website: https://www.therevenueenabler.com</p><p><br></p><p>MORE ABOUT JAKE</p><p><br></p><p>- Guest: Jake Newbury, Head of Sales at SEP2</p><p>- LinkedIn: https://www.linkedin.com/in/jakenewbury/</p><p><br></p>","author_name":"James Bissell"}