Episode Archive

Over 700 episodes designed to help you succeed

Episode #836: Timeless Sales Skills in a World of Innovation

Bill and Bryan explore the enduring fundamentals of sales that have stood the test of time despite decades of technological advancement. The guys reflect on timeless skills that remain essential in today’s sales landscape: the art of discovery and qualification, the importance of genuine understanding and connection, bringing authenticity and purpose to your work, and […]

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Episode #835: Thriving in an Uncertain Market: Leveraging Tools & Building Connections (Part 2)

In part 2 of their special live episode on navigating uncertain markets, Bill Caskey and Bryan Neale continue their discussion on essential skills for sales professionals. The guys emphasize the importance of utilizing free and low-cost tools already at your disposal, from LinkedIn to ChatGPT, rather than waiting until circumstances force your hand. Bill shares […]

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Guiding Principles: Part 1

In this episode, Bryan dives into two of the Guiding Principles from the Blind Zebra Sales Operating System: Objectivity and Expert Persona. He challenges salespeople to view their funnel without bias – imagine betting your own money on each deal to test your objectivity. Bryan also unpacks what it means to become an expert in […]

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Episode #834: Thriving When Others Panic: Skills for an Uncertain Market

In this special live episode, Bill and Bryan discuss essential skills for sales professionals facing economic uncertainty. Rather than focusing on what you can’t control, the guys break down practical strategies for maintaining your edge when markets get volatile. Learn why identifying what’s in your control, maintaining pricing discipline, and understanding the true abundance of […]

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Episode #833: Reframing How Salespeople Talk About Money

In this episode, Bill and Bryan dive into the often-overlooked world of financial conversations in sales. Moving beyond simple ROI calculators, they explore how to effectively discuss investment value with prospects through compelling storytelling rather than dry spreadsheets. The guys challenge salespeople to think beyond “break-even” mentality, understand the lifetime value of clients, and recognize […]

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Episode #832: Content That Connects: Using Video as a Sales Asset

Bill and Bryan follow up on their popular episode about why every salesperson should have a YouTube channel, sharing Marcus Sheridan’s prediction that YouTube could soon become more important than company websites. The guys tackle common obstacles like being “intrigued but intimidated” by video creation, offering practical content ideas including customer spotlights, technical demonstrations, and […]

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