Episode Archive

Over 700 episodes designed to help you succeed

Staying Behind The Prospect – Live Recording at the Jazz Kitchen in Indianapolis

*Today’s podcast comes from a live podcast recording event at the Jazz Kitchen in Indianapolis, IN. As sales professionals, we’ve always been taught to be enthusiastic. We’ve been told “enthusiasm is contagious.” But we don’t believe that to be the case.  In this podcast, Brooke Green discusses the importance of staying psychologically behind your prospect […]

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Wise Words From A Buyer – A Guest Interview With Paul Rogers

Ever wonder how buyers think? What goes through their mind when they decide what vendor to use? Well, you’re in luck today.  We have a very special guest on the podcast this week-Paul Rogers, a procurement expert from Australia. Paul has been in purchasing for over 30 years and works with procurement people to help them […]

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Top 3 Ways To Grow a Service Business – LIVE Indianapolis Sales Training

What a great day we had at The Jazz Kitchen in Indianapolis! Thanks to all who came from far and wide to join us that day. We actually recorded three podcasts there and this is the first. It came from an audience question: How do I grow my service business? Bill, Bryan and Brooke (Green) […]

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It’s Not Only Your Skill That Matters. It’s How You…

In this episode, Bill and Brooke, address a common issue: How do you improve your selling skills if you weren’t cut out to be in sales? The fact is that many technical people have ended up in the role of selling (in fact, many sales people end up there, too). So, how do you model […]

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How To Sell When You’re A Start Up

Today’s podcast addresses a question from a listener who wanted to know how to begin the sales process when they had very little in terms of case studies, or customer experience. In his case, it was a start-up company in the IT space. Bill and Bryan dished out some tips to use in beginning to […]

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Avoiding The Common Mistakes Of Business Development

Bill and Bryan each had client experiences recently where their clients were being driven by their “bid boards.” They talk about the hazards of poor business development technique. And, of course, they give you some new things to think about as you improve your business development skills. Those skills are vital for you building relationships […]

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