Episode Archive

Over 700 episodes designed to help you succeed

Price Resistance And How To Ask A Referral Source For A Testimonial [Two Topics]

→ TOPIC #1: It seems there is ALWAYS price resistance. Seldom do you give the prospect the price and they say, “Is that all it is?” In business-to-business selling, there seems to always be a smidge of resistance. So what do you do? And more importantly, where does it come from? Bill and Bryan dig […]

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Potpourri of Modern Sales Problems

In this episode, Bryan and Bill address three sales issues from their clients: What do you do when the deal is going south? What happens when you’ve done everything you’re supposed to do and they STILL aren’t calling you back? What do you do when you’re in a rut and need motivation? Bill and Bryan […]

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Are You Building Your Tribe? Guest Interview with Srinivas Rao

As sales people today, we must be conscious to ‘think like marketers.’ One way to do that is considering the tribe we are building that will be suspects or prospects for our services in the future. The days of “marketing when we need the business” are over. We had better be top-of-mind when THEY have […]

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Biggest Reasons Sales People Lose Business – From Harvard Business Review

Recently, an article was published by Steve Martin on the Harvard Business Review website called the Ten Reasons Sales People Lose Deals. Bryan and Bill tear into the ten reasons and come up with solutions to three of them: What happens when you can’t get to the decision maker? What if you have a “nice […]

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[MAILBAG] Call Reluctance and How To Demonstrate Value – 2 Problems, 2 Solutions

From the mailbag of listeners this week, two topics come up: 1) Call Reluctance. A listener seems to have a little bit of it and we have some thoughts (all good, of course) on what to do about it. 2) How Can I Demonstrate Value BEFORE the Sale? A listener struggles with this especially since […]

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Top 5 Advanced Selling Podcast Episodes of All Time on iTunes

Requested by a passionate listener, we’ve assembled the top five podcasts downloaded on iTunes. Don’t forget to join the Advanced Selling Podcast LinkedIn Group! [hr] #1. When Your Prospect Wont Call You Back Last week, one of Bill’s clients was frustrated with a common sales issue, “How do I get the prospect to call me […]

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