Episode Archive

Over 700 episodes designed to help you succeed

The Search for the Perfect Salesperson (Rethinking Talent)

In this episode, Bill and Bryan address the search for sales talent and how most managers fail. To be clear, this is a podcast for sales managers BUT it’s also an episode that might cause YOU to rethink your own talent. Ask yourself if you are good at these things – and where you might […]

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Do You Demonstrate That You Care?

Well, of course you do. No one in their right mind would admit they didn’t care. We used to say, “You can tell how much someone cares by the questions they ask.” But is that all there is to it? And what is the intent of the set of questions you ask? This podcast will […]

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Stop Handling Objections Now!

In this episode, Bill and Bryan plead with you – beg you – to take a broader view of customer objections rather than merely thinking “how am I going to overcome this?” The “broader view” is not for every sales person in every situation – but it is a way to change your thinking so […]

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Professionalism in the Sales Ranks. Are You There?

In this week’s episode, Bill and Bryan address a question that one of their clients had about their sales team–and the professionalism (or lack thereof) in their team. They detail the six characteristics of a highly skilled sales professional in this modern era. Also, look for more information on the Advanced Selling Podcast Live event […]

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How to Manage a Sales Call

There is an entire art to “call management” which is the study of how a sales call works, how it flows, how it ends…and what you can to do get the optimum outcome. In this episode, Bill and Bryan address “call management” and how you can start the call in the optimum way.

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Are You an Old School Salesperson?

No one would ever admit that they’re an “old school salesperson.” It brings so much negative to mind. But that doesn’t mean that there aren’t some basics that you need to pay attention to. In this episode, Bill and Bryan each discuss a story of how they were approached by an OSS (old school seller) […]

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