Episode Archive

Over 700 episodes designed to help you succeed

Are You Persuading or Are You Positioning?

There is a right answer to that. But it may not be what you’ve been taught. So in this podcast, Bill and Bryan will review the difference and what they new model of selling requires from you. Here is the secret: Better positioning leads to less need for persuasion. Listen in and learn! Also mentioned […]

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What Is A Good RFP Strategy?

There have been many entries on the ASP LinkedIn group about RFP (requests for proposals). So heated has been the discussion that we decided to devote an entire episode to RFP Strategy. While not a step-by-step solution, Bill and Bryan offer some hints and techniques to think through as you answer (or don’t answer) RFPs. […]

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Behind The Scenes Sales Coaching

In this episode, Bill and Bryan take you behind the scenes on how they work through coaching with clients. They take an actual client they’re working with, outline the problem and then work through how to coach that person. *This will be useful for sales managers to understand better how to coach your team. But […]

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Ever Wonder Where You Stand With A Prospect?

How many times have you been surprised by prospect behavior? You think you’re at Z and you come to find out you’re only at D. Here is a technique that Bill and Bryan give you that helps you know where you are with a prospect. The entire topic starts with a dating story (that’s actually […]

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How Ambiguity Might Be Costing You Sales

Do you have prospects in the sales funnel that just can’t seem to make a decision? Thought so. Most sellers do. And most of us blame it on the prospect. In this episode, Brooke and Bill address the problem that plagues most sales people–vagueness and ambiguity. Are you really being a clear communicator when you’re […]

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The Best Advice We Ever Got – 5 Lessons That Will Inspire You

We’ve been asked occasionally to share something about ourselves with our audience. After all, Bill and Bryan train and coach sales teams all over the US. And as they would tell you, in order to be better at training and coaching, they also must be receptive to outside counsel as well. So while they actually […]

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