Who Is BZ and What Is the Blind Zebra Sales Operating System?

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Please allow Bryan to introduce himself.

In this solo episode, Bryan shares a little bit about his personal and professional life.

You’ll hear the backstory of how his firm got such an interesting name. He also shares details about the evolution of the Blind Zebra Sales Operating System and explains the difference between a sales process and a sales operating system.

Ready to learn more about the Blind Zebra Sales Operating System? Let’s Go!

 

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Episode #797: The Lost Art of Questioning in Sales

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In this episode, Bill and Bryan discuss what they see as the lost art of asking effective, insightful questions during sales discovery and qualification.

Many salespeople rush through this stage by asking leading questions rather than using open-ended queries to genuinely understand the prospect’s situation.

The guys argue that failing to properly qualify through skillful questioning leads to cluttered pipelines full of unqualified deals. And they emphasize relearning the art of questioning to have more honest, productive sales conversations that expose the right opportunities.

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