Episode Archive

Over 700 episodes designed to help you succeed

The Death of the Decision Maker: How Buyer Behavior is Reshaping Sales

Bill and Bryan continue their deep dive into evolving buyer behavior with some eye-opening insights that challenge conventional sales wisdom. In this episode, they tackle the myth of “the decision maker.” They explore how buying by committee has become the new normal and why your traditional one-to-one sales training might be preparing you for a […]

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The Science of Sales Coaching

In this episode, Bryan introduces a bold shift in how sales coaching should be done – by focusing on the science and mechanics of selling rather than the often subjective “art” of it. Drawing on nearly three decades of experience as a coach (and a self-proclaimed “recovering sales trainer”), Bryan proposes a more measurable, documentable, […]

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Episode #838: Why Buyers Don’t Trust You (And What To Do About It)

Bill and Bryan explore how sales professionals need to shift their focus from traditional sales techniques to understanding modern buyer behavior. They discuss how buyers have become more self-directed in their research, the growing “trust gap” between buyers and sellers, and why transparency in the sales process is crucial for success in today’s market. The […]

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Episode #837: Building Your Everyday Leads System

Bill and Bryan Neale dive into a game-changing concept called “Everyday Leads” – a systematic approach to generating B2B leads continuously, not just when you desperately need them. The guys explore why salespeople often find themselves with empty pipelines after closing quarters strong, and how to break free from the traditional labor-intensive prospecting cycle. Bill […]

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Guiding Principles: Part 2

 In this episode, Bryan continues exploring the Guiding Principles of the Blind Zebra Sales Operating System, picking up where he left off in Part 1. This time, he dives into the principles of intent and assertiveness — and why they’re game-changers for sales conversations. He shares how locking in a clear next step can […]

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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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