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Are Your Sales Skills Atrophying?
Episode 900
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What happens to your sales skills when you haven't had to use them?
Muscles you don't use get weaker, and sales skills work the same w…
5 hours ago
20 Years of Selling — What's Changed (and What Hasn't)
Episode 899
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Twenty years ago, LinkedIn had 50 employees and cold calling ruled the day. Now AI writes your emails and nobody's picking up the pho…
1 week ago
20 Years of Selling — What's Changed (and What Hasn't)
Episode 899
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Twenty years ago, LinkedIn had 50 employees and cold calling ruled the day. Now AI writes your emails and nobody's picking up the pho…
1 week ago
20 Years In — Our Honest Regrets
Episode 898
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Twenty years ago, Bill and Bryan started recording a podcast every other Monday. They never missed the behavior — and that consistenc…
1 week, 6 days ago
How to Sell Something the Market Isn't Ready For
Episode 897
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Got something genuinely new to sell — and buyers keep lumping it in with every other "revolutionary" pitch they've heard this month? …
3 weeks, 6 days ago
It's Not a Skill Problem, It's an Identity Problem
Episode 896
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Why do good sellers freeze up the second a conversation moves from a director-level buyer to the CFO? It's not a skills gap — it's id…
1 month ago
Stop Blaming Price: Positioning Is Your Problem
Episode 895
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You didn't lose that deal on price. You lost it because your positioning wasn't strong enough to make you the obvious, can't-do-witho…
1 month, 2 weeks ago
Lessons We've Learned From Those We've Lost
Episode 894
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Every person you've worked with has a story you probably never asked about — and sometimes you don't find out until it's too late.
In …
1 month, 3 weeks ago
The People Who Taught Us Everything We Know About Sales
Episode 893
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Twenty years in this business means running into a lot of characters. This week Bill and Bryan riff on the people — bosses, clients, …
2 months ago
Self-Scouting: The Mid-Year Sales Review Most Reps Skip
Episode 892
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You're six months into the year. Do you actually know what's working in your sales process — and what you quietly stopped doing back …
2 months, 3 weeks ago