Episode Archive

Over 700 episodes designed to help you succeed

Killing Yourself With Your Message?

You probably couldn’t help but think of Roberta Flack (Killing Me Softly With…) but that’s not what this podcast is about. Bill and Bryan address the recurring problem of ‘inadequate message’ when you are communicating your ideas to prospects. Their intent in this cast is to help you expand your thinking about what you do–so […]

Read more

Marshall Goldsmith Takes on Sales People

Our guest this week on the Advanced Selling Podcast is Marshall Goldsmith who cut his ‘expert teeth’ in the Management and Leadership areas of business. But recently, he published a book called What Got You Here Won’t Get You There. Bill had a chance to ask him some questions about what it takes to be […]

Read more

What Listeners Want To Know About Prospecting

We have watched the threads on the LinkedIn Advanced Selling Podcast group uptick toward an interest in prospecting and lead generation for sales people. Consequently, this podcast gives you some ideas on prospecting and attitudes around that. Bryan Neale is gone this week but we have two listeners who call in for some thoughts on […]

Read more

How To Talk To Prospects Even When They Say “No”

Bill and Bryan address an email question they received from a listener who is being asked by his manager to keep contacting people even though they said, “No” the first time. What do you do? Which brings up an even bigger question: How to follow up with people without being a pest? Bill and Bryan […]

Read more

The High Personal Cost of ‘Assuming’ a Sale

As you look at your opportunities, it’s our guess that over one half of them have problems. No, not problems with the prospects themselves. But problems with the process you’ve taken them through. In this episode, Bryan and Bill break down one of the most frequent problems we see when we coach sales people: the […]

Read more

You’re Working Too Hard

Sales people work too hard. They do so in the name of ‘aggressiveness’. We’re all proud of our TYPE A behavior. But, wait a minute…why do we insist on working too hard when there is a huge potential right in front of us and we fail to see it? In this podcast episode, Bill and […]

Read more

Archive