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Time to Look Inside Your Own House
From time to time we get emails from listeners who prefer to talk about their own internal corporate issues - and how these issues get in the way of …
14 years, 8 months ago
Distinguishing Yourself from Others
Well, aren't we always wanting to find a way to differentiate our selves - and our products - from others who do similar things? And we've read books…
14 years, 8 months ago
Problem Proliferation: A Clever Way to Say "Find the Customer's Pain"
Bryan always accuses Bill of using terminology he doesn't understand. Well, in today's podcast, Bill is riding solo and discusses a concept called "p…
14 years, 9 months ago
Preparing for a Sales Call (Part II of II)
In this episode, Bill and Bryan complete their list of new ways of preparing for a sales call. If you missed Part I, go back and catch last week's po…
14 years, 9 months ago
The True (And Useful) Definition of DETACHMENT
We speak of it often in our training with clients--and we refer to it on the Podcast--but in this episode, we take a longer, deeper look at the conce…
14 years, 9 months ago
From Sales Person to Sales Leader
Kevin Eikenberry is our guest today. He just wrote a book called From Bud to Boss...where he addresses what it's like when one gets promoted from a p…
14 years, 9 months ago
A Terrible, Live Example of a Cold Call
Today, Bill records a cold (voicemail) call from a vendor and dissects it with Bryan. The attempt here is NOT to disrespect the person making the cal…
14 years, 10 months ago
Listener Mailbag: How Do You Adopt the Attitude of a Business Person vs a Salesperson?
We get great questions from our listeners. Today's episode actually references back a few episodes to an unfinished topic. Bill & Bryan will address,…
14 years, 10 months ago
What Goes Through Your Mind When "Competition" Is Mentioned?
What is there about it when a prospect brings up your competition that causes you to get fearful? I know...I know... you're not afraid, right? Well, …
14 years, 10 months ago
Best Practices on Getting to the Decision Maker
This is the conclusion of a 2-Part Live Series recorded in Indianapolis in front of a studio audience. In this segment, Bill and Bryan took questions…
14 years, 11 months ago