{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Financializm","title":"Mastering B2B Sales: Bruce Milam Jr. on the 40-20-40 Rule and the Power of Preparation, Service, and Authenticity","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/f236d90a\"></iframe>","width":"100%","height":180,"duration":1560,"description":"Bruce Milam Jr. discusses the importance of sales, particularly in business-to-business (B2B) transactions. He introduces the 40-20-40 rule: 40% pre-sale preparation, 20% actual sale, and 40% post-sale service. Emphasizing the significance of mentality, he advises visualization, affirmation, and self-motivation. Preparation includes gathering materials, looking good, and being confident. He stresses the value of samples and gifts to build trust and close deals. Post-sale, excellent customer service is crucial for repeat business and upselling. Milam highlights the importance of being authentic, understanding customer needs, and providing a positive customer experience to ensure long-term success.","thumbnail_url":"https://img.transistorcdn.com/mIkyrSU-AcpQpo0IOg6b9krQjo_K1WHxR9jcqmlrkMc/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS81NGYw/ODBmOWNmMDA1YWJl/Y2Y4YTc0MzhhNjY1/YzUzNS5qcGc.webp","thumbnail_width":300,"thumbnail_height":300}