Episode Archive

Over 700 episodes designed to help you succeed

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

What is an Optimum Sales Process?

A podcast listener asked us to take her through the best sales process–the one we suggest you use. There are tons of sales processes and methods in the world but, we like to keep things simple so we give you what we recommend to our clients. Much of what you hear here can be found […]

Read more

How To Expand Your Value

Often, we get so myopic in our view of our customer relationships, we totally miss added value we can bring to that relationship. Bryan talks about a sales deal where his client took a different approach–and created a long term partner. PLUS, that client avoided the ‘commodity element’ of most traditional customers where they put […]

Read more

Archive