---
title: "Jim Brown: Why salespeople Need a Process to Profit"
description: Jim Brown is a former Marine who failed at his first business venture and didn't pay himself for two years...then he learned a sales process and bam!
image: https://thesaleswhisperer.com/hubfs/_Podcast_Images/Jim-Brown---The-Sales-Podcast-%23277.png
---

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 Jun 13, 2025

# Jim Brown: Why salespeople Need a Process to Profit

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)

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## Just because you know your product doesn't mean you can sell it

<iframe style="border-radius: 12px; margin: 0px auto; display: block;" allow="autoplay; clipboard-write; encrypted-media; fullscreen; picture-in-picture" xml="lang" src="https://open.spotify.com/embed/episode/1qCLp7tiVHcFSKkldbGCG6?utm_source=generator" width="560" height="152" frameborder="0" allowfullscreen loading="lazy"></iframe>

***[\[ LISTEN NOW ON APPLE PODCASTS \]](https://itunes.apple.com/us/podcast/the-sales-whisperer-wes-schaeffer-hosts-the-sales-podcast/id655310847?mt=2)***

## [Sandler Sales Tips](https://thesaleswhisperer.com/) you'll learn in [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)...

- Former Marine turned sales trainer
- Grew up poor, so he had to sell to have money for hot dogs with his buddies
- Was a bookie since 7th grade
- Talked his best friend's dad into building a wrestling ring in his backyard
- Got into the college of his dreams, but because they were poor, he joined the Marines
- Took one company to Inc 58 status (from $1 million to $11 million in two years)
- Grew Compendium and sold it to Oracle
- Got too big for his own britches
- Sought out to raise venture capital 
    - Raised $1 million for a B2C app
    - It failed, and it crushed him
    - Didn't pay himself for two years

[![Starter Pack Get it here.](https://no-cache.hubspot.com/cta/default/443614/interactive-190322983729.png)](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLJy%2BOjOuw%2FiJdMYl%2BSFXNmSBsfbh1mYf88QbFUA9RzvZAjB%2FJAyO1EKUQlbz1Dv4yqMA1v5xxmGqiRW8EWkJU3vUdQ7gfxkS8kgaBOMvZ61%2FTIdOwRkpYYn2rRNpj7JJIdeRJHvg0RrohYboC1TtWwF0%2FrSKw%3D%3D&webInteractiveContentId=190322983729&portalId=443614)

- The companies he interviewed all wanted a "good VP of Sales," but they were dreamers 
    - They thought they could raise money
    - They thought they could bypass the basics of sales training
    - He hit up five companies to train them, and all five took him up on it
- 10 years ago, he had a Sandler trainer who gave him a [sales process](https://thesaleswhisperer.com/process-before-login)
- He landed his five clients before he had the Sandler franchise
- His sweet spot is technology companies with 2-10 salespeople in technology
- There has been an explosion of software tech companies...but not salespeople 
    - So they pay a lot of money to recruit these people
    - Or they recruit young college kids and try to train them
    - Product knowledge does not equal sales ability
- Most companies are under-selling because you're focusing on features vs. the pain of the customer
- Stats show that content is free but only if the prospect knows the right questions to ask
- When prospects meet a professional salesperson, they know it because they ask questions the prospect can't answer
- Give use cases
- Negative Reverse Selling 
    - Be skeptical
    - Talk you out of buying from me
- Buyers will let a professional salesperson lead if you have a process
- Buyers don't know how to buy
- Consumers are always wary of snake oil salesman
- Technology companies all have a big button "Request a Demo" 
    - Professional salespeople know they must learn something about them to do a proper demo
    - Consumers think they want a demo
- How do you treat a competitor?
- What do you say about competitors?
- How do you negate a competitor without talking badly about them?
- Turn on your video and have your prospects see you and you need to see them
- Match their body language
- Watch your tonality, so you don't come across as condescending
- Use your words carefully
- Play the role of the dummy
- Most sales managers believe they were hired to be a trainer, but they don't have time 
    - Product knowledge
    - Deal cycles
    - Etc
- Sales reps are more open with an outside professional sales trainer
- Most sales managers don't believe they need help
- Usually, the CEO of the company hires professional sales trainers
- You need to understand your buyer profile 
    - Acceptable clients
    - Typical clients
    - Ideal clients
    - Why would you tell each one "no"?
    - Tell the prospect that "at the end of this conversation I may have to tell you 'no.' Is that okay?"
    - Own why you would tell a prospect "no"

## Links Mentioned In [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)

- [Follow Jim Brown on X](https://twitter.com/jim_brown)
- Visit Jim Brown's sales training [home on the web](http://www.askjbrown.com/)
- Listen to Jim Brown's podcast, [Sales Tuners](http://www.salestuners.com/)
- Get his [Sales Tuners Roadmap](http://www.salestuners.com/roadmap)

**PODCAST INFO:**

- Podcast website: [https://open.spotify.com/show/50j6rJ83PSXvNpLEa8pCnd?si=fa035874b8a14d1e](https://thesaleswhisperer.com/podcast)
- Apple Podcasts: [https://apple.co/3PeYzKL](https://apple.co/3PeYzKL)
- Spotify: [https://spoti.fi/2nEwCF8](https://open.spotify.com/show/3rOqeGLXnniKOcCj5ZyftX)
- YouTube: [https://www.youtube.com/@TheSalesWhispererWes](https://www.youtube.com/@TheSalesWhispererWes)

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[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)

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## [Jim Palmer Went From 'Revenue-Free' To The High Seas](https://thesaleswhisperer.com/blog/jim-palmer)

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[![Gave Up CEO to Become An Entrepreneur, Mike Pritchett on The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. ](https://thesaleswhisperer.com/hs-fs/hubfs/Mike%20Pritchett%20The%20Sales%20Podcast%20718%20wimpy%20salesman.png?height=200&name=Mike%20Pritchett%20The%20Sales%20Podcast%20718%20wimpy%20salesman.png)](https://thesaleswhisperer.com/blog/mike-pritchett)

[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast), [Professional Development](https://thesaleswhisperer.com/blog/topic/professional-development), [Marketing Automation](https://thesaleswhisperer.com/blog/topic/marketing-automation), [Digital Marketing](https://thesaleswhisperer.com/blog/topic/digital-marketing), [Entrepreneur](https://thesaleswhisperer.com/blog/topic/entrepreneur)

## [Entrepreneur Definition: Mike Pritchett Said 'No' To CEO](https://thesaleswhisperer.com/blog/mike-pritchett)

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"I can build a team around that!" \[ LISTEN NOW ON APPLE PODCASTS \]

[Read more](https://thesaleswhisperer.com/blog/mike-pritchett)

[![Jason Swenk: How to Build & Sell an 8-Figure Agency — AI-powered sales insights from Wes Schaeffer, The Sales Whisperer](https://thesaleswhisperer.com/hs-fs/hubfs/Blog_Featured_Images/pexels-8482524.jpg?height=200&name=pexels-8482524.jpg)](https://thesaleswhisperer.com/blog/jason-swenk-8-figure-agency)

[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)

## [Jason Swenk: How to Build & Sell an 8-Figure Agency](https://thesaleswhisperer.com/blog/jason-swenk-8-figure-agency)

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 Jun 10, 2016

Learn how to make money by creating what you want and need and then offering it to the world Sales...

[Read more](https://thesaleswhisperer.com/blog/jason-swenk-8-figure-agency)

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