Podcast Episodes
Back to SearchInfluencing The Decision Process
Whenever we say 'process' to a sales person, we get yawns and indifference. But the fact is that every sales problem you have...probably...has someth…
15 years, 6 months ago
If You Say These Things, You May Be A…
It seems like Bill and Bryan are always telling you WHAT to do. Well today, they'll shift that a little and share WHAT NOT to do (or not to say). As …
15 years, 6 months ago
Expanding Your Sales Might Just Be Right Under Your Nose
In today's vignette, Bill talks about a conversation he had with a client. He notices there are two issues: 1. The client needs advice on how to inc…
15 years, 6 months ago
The One Little Word That Makes a Big Difference
The little word that makes a difference not only in your success level, but in your success with your prospects. Bryan and Bill talk about how you ca…
15 years, 6 months ago
When Your Sales Prospect is Waivering
As sales coaches, we love it when we have a chance to take a real live sales situation and analyze it. One of our great podcast listeners recently se…
15 years, 7 months ago
Different Levels of Sales Funnel
Not all prospects in your sales funnel should be treated equally. But before you 'mistreat' them, listen to this episode as Bryan and Bill discuss th…
15 years, 7 months ago
Has Your Value Changed Lately?
Most people think they can work on their "value proposition" one time and recite to prospects forever. In this episode, Bill and Bryan shed some new …
15 years, 7 months ago
Is One Prospect Worth It?
We all want to be positioned as valuable—yet how many of us really take time to "execute" that position? And we all "say" we want to speak directly t…
15 years, 7 months ago
The Habits of the High Performers
What can we learn from sales people who are new to the profession…or from one who wants to reset his career? Simple. We can reach back into our exper…
15 years, 8 months ago
The #1 Resistance Point of Prospects
Every business on the planet has something in common with others. And in this podcast, you'll hear what it is…and how to think about it in a way that…
15 years, 8 months ago