Mastering Long Sales Cycles w/ Brian Hayes скачать в хорошем качестве

Mastering Long Sales Cycles w/ Brian Hayes

Long sales cycles aren’t a patience test—they’re a process. In this episode, Mark McGraw and guest Brian Hayes break down how to win 12–24-month capital deals without rushing: speak the buyer’s language, use curiosity to find context, and build momentum through meaningful next steps instead of shortcuts. In this episode: Why speed kills deals (and how context saves them) Capital buying reality: budgets, board approval, and timing Cost of delay as a lever to align urgency The Italy negotiation story: delivery date over everything else Stakeholder mapping: “Who else is involved?” and signatory authority Meaningful Next Steps: an operating system for long cycles “Help me understand” → “What if” (first 30 min vs. next 30 min) Pre-call reports, 3×3 matrix, and pre-mortems to avoid blind spots Being the Sherpa: guide the buy, don’t just pitch About Brian Hayes: VP of Sales & Marketing at GPA (Global Process Automation). Brian sells and leads large, complex automation programs across paper, mining/minerals, and chemicals—bringing a Sandler-driven approach to discovery, stakeholder alignment, and clarity in next steps. . 🎙️ Guest: Brian Hayes 🎙️ Host: Mark McGraw — Building Your Sales Engine 👇 Timestamps below 👇 ✅ Like + Subscribe for more expert sales insights 🎙️ Full podcast episodes: buildingyoursalesengine.com 📌 Download sales resources: buildingyoursalesengine.com/giveaway Mentioned in this episode: https://www.Sandler.com https://www.BuildingYourSalesEngine.c... https://linktr.ee/buildingyoursalesen...   / brian-frank-hayes   Chapters: 00:00 – Intro 02:02 – Welcome & topic: mastering long sales cycles 03:31 – Brian’s role & GPA: industries served 04:56 – Capital buying reality: budgets, board, 12–24 months 10:17 – Speed kills deals; context is everything 13:14 – Pressure to rush vs. risking the deal 14:19 – After approval: implementation speed & cost of delay 16:10 – Italy negotiation: delivery date rules the deal 19:18 – Stakeholders: “Who else is involved?” + owner’s engineer 20:44 – “Miss the ink on the paper”: signatory authority 22:33 – Meaningful Next Steps (20–30 to get to PO) 25:32 – First 30 “help me understand” → next 30 “what ifs” 26:42 – Assume the Next Step: Guide the Buy Together 32:00 – “I remember every loss painfully.” Keep a Sales Diary 36:18 – Pre-Call Reports, 3×3 Stakeholder Map, Pre-Mortems 42:50 – Prospect Theory: Bias & Risk in Large Projects 45:29 – Closing & Thanks