Podcast Episodes

Are You Persuading or Are You Positioning?

There is a right answer to that. But it may not be what you've been taught. So in this podcast, Bill and Bryan will review the difference and what th…

13 years, 5 months ago

What Is A Good RFP Strategy?

There have been many entries on the ASP LinkedIN group about RFP (requests for proposals). So heated has been the discussion that we decided to devot…

13 years, 5 months ago

Behind The Scenes Sales Coaching

In this episode, Bill and Bryan take you behind the scenes on how they work through coaching with clients. They take an actual client they're working…

13 years, 5 months ago

Ever Wonder Where You Stand With A Prospect?

How many times have you been surprised by prospect behavior? You think you're at Z and you come to find out you're only at D.

Here is a technique tha…

13 years, 5 months ago

How Ambiguity Might Be Costing You Sales

Do you have prospects in the sales funnel that just can't seem to make a decision? Thought so. Most sellers do. And most of us blame it on the prospe…

13 years, 5 months ago

The Best Advice We Ever Got - 5 Lessons to Inspire You

We've been asked occasionally to share something about ourselves with our audience. After all, Bill and Bryan train and coach sales teams all over th…

13 years, 6 months ago

What Were The Top Two Lessons Learned By A Brand New Sales Force?

Bill had a chance to go train a relatively new sales force recently.

After he was finished, he asked the group, "What's the biggest lesson you got fr…

13 years, 6 months ago

Making A Joint Sales Call: Not As Easy As It Seems

Quite often the sales manager or leader wants to make a joint sales
meeting call with one of his people on a prospect.

In theory, it all sounds good an…

13 years, 6 months ago

Business Development Vs. Sales - How Do You Measure Up?

It seems that recently there has been much discussion in our client base about the difference between a business development person and a sales perso…

13 years, 6 months ago

What Do You Say When The Customer Says Xx11@@

In this episode, Bill and Bryan invite Brooke Green in to give real life examples of crazy (and not so crazy) things that clients say. Then Bill and …

13 years, 7 months ago