Episode Archive

Over 700 episodes designed to help you succeed

Episode #830: Time Goes Fast: Mastering the Sales Timeline

In this episode, Bill and Bryan tackle the challenge of time management in sales, exploring how “time goes fast and speeds up” as quarters and years fly by. They discuss the pitfalls of short-term thinking and offer practical strategies for sales professionals to extend their planning horizons. The guys emphasize the importance of looking beyond […]

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Episode #829: Why Every Sales Pro Needs Their Own Youtube Channel

In this episode, Bill and Bryan make a compelling case for why every sales professional and business leader should have their own YouTube channel. Moving beyond traditional sales training advice, they explore the numerous benefits of creating video content, from building deeper connections with younger buyers to establishing yourself as an industry thought leader. The […]

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Episode #828: Standing Out in the Inbox: The Art of Sales Outreach

In this episode, Bill and Bryan tackle the critical topic of authentic communication in a world increasingly dominated by AI-generated content. The guys share examples of personalized communication that stands out, including a clever LinkedIn exchange between Bryan and a company that demonstrates how simple, authentic engagement can create meaningful connections. Bill and Bryan also […]

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Episode #827: Bridging the Gap: Between-Meeting Engagement

In this episode, Bill and Bryan tackle a critical but often overlooked aspect of the modern sales process – what to do during the time gaps between prospect meetings. Moving beyond outdated practices like sending marketing brochures, they explore innovative strategies for maintaining momentum and building deeper connections. The guys share five powerful approaches including […]

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Less Clutter, More Deals

In this episode, Bryan dives into the importance of a regular CRM cleanup because let’s face it, an overloaded sales pipeline is just a junk drawer of data if left unchecked. He compares it to tidying up a messy garage: if you don’t clean it out, it becomes impossible to find what you actually need. […]

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Episode #826: The Missing Metrics of Modern Selling

In this episode, Bill and Bryan challenge traditional sales metrics and explore the often-overlooked numbers that truly matter in today’s digital sales landscape. The guys discuss crucial modern measurements like inbound lead generation through LinkedIn, the power of tracking unsolicited introductions, and the importance of understanding average days to close. They give valuable insights about […]

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