Episode Archive

Over 700 episodes designed to help you succeed

Roadmap To Revenue-10 Components To Sales Growth

(CAUTION: This podcast is X-tra long: 27 minutes) For our listeners who are accustom to our 10 minute podcasts, this might be a shocker-a full 27 minutes of 10 components to revenue growth. Actually this is the audio from a live-audience event we did in Indianapolis last week. This is not a step-by-step process to […]

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Time to Look Inside Your Own House

From time to time we get emails from listeners who prefer to talk about their own internal corporate issues – and how these issues get in the way of the sale.  So in this episode, Bill and Bryan address that very concern. They address it first as an inner game (mindset) issue and secondly as […]

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Distinguishing Yourself from Others

Well, aren’t we always wanting to find a way to differentiate our selves – and our products – from others who do similar things? And we’ve read books and books on how to do that. Maybe even sat thru seminars that address the issue. But we find most traditional solutions to that problem leave people […]

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Problem Proliferation: A Clever Way to Say “Find the Customer’s Pain”

Bryan always accuses Bill of using terminology he doesn’t understand. Well, in today’s podcast, Bill is riding solo and discusses a concept called “problem proliferation.” Actually, if the truth were known, it is the biggest “miss” sales people experience when in persuasion mode. It’s the understanding of what’s going on inside the prospect’s life absent […]

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Preparing for a Sales Call (Part II of II)

In this episode, Bill and Bryan complete their list of new ways of preparing for a sales call. Go back and catch last week’s podcast for Part I of the list.

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Preparing for a Sales Call (Part I of II)

You’re probably thinking, “You must not know who you’re talking to here! I’m a seasoned veteran of sales wars. I know how to prepare!” Well, not so fast. What if there were new ways of preparing for the typical sales call that you hadn’t thought of before? And what if one of those preparation points […]

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