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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, 11 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, 11 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, 11 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…
15 years 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…
15 years 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…
15 years 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,…
15 years, 1 month 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, …
15 years, 1 month 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…
15 years, 1 month ago
Stop Confusing Your Buyer!
Bill and Bryan this week stop in at the Jazz Kitchen for ASP LIVE!, our first of many live events this year. In this podcast, they address the specif…
15 years, 2 months ago