Podcast Episodes
Back to SearchHow Sales People Bring EXTRA Value and How To Call On The 'C' Suite
Another example of a client who reached out beyond his comfort zone and took a huge risk with a prospect. We also are listening to your feedback. You…
14 years, 2 months ago
Profit By This Example of Expert Positioning in Sales
The new frontier of a modern sales person is in how you're positioned in the client's mind. In this episode, Bill and Bryan reveal a real-life story …
14 years, 2 months ago
More on Being The Subject Matter Expert For Sales People
Yes, this is more on this very important strategy that we've been receiving tons of email about. We introduced this a few months ago and we'll be doi…
14 years, 2 months ago
When Your Territory and Products Are Stagnant
The mailbag question from a pharma-rep listener leads to a deeper discussion about the role a sales person should play in the sales cycle. It begins …
14 years, 2 months ago
The Answer Behind The Answer
Most salespeople realize they must ask questions in order to find information. The challenge though is that when they do, the prospect or client fee…
14 years, 3 months ago
A Big Call Prep System
Many times, we see sales people under-prepare for big calls. Or, they prepare the wrong way, focusing on products and their advantages instead of wha…
14 years, 3 months ago
Creating Great Relationships (Part 3 of 3)
This is the third in a series of three podcasts on Creating Great Relationships. Bill and Bryan address several other components of what makes good r…
14 years, 3 months ago
Lying is No Way to Build a Relationship
Wow, that's a profound statement, isn't it? Of course it's not. Yet, we salespeople sometimes have a problem with the truth–as in "the whole truth." …
14 years, 3 months ago
What Are The Rules of a Good Relationship? (Part 1 of 3)
Bill flies solo today (Bryan back next week) and begins a mini-series on what it takes to form a good relationship with your prospect or client. Sal…
14 years, 3 months ago
Social Media for Salespeople
In this episode, Doug Karr (www.marketingtechblog.com) invites Bill and Bryan into his office for his weekly radio show on Blog Talk Radio. The essen…
14 years, 4 months ago