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Interesting Facts
Bill’s favorite band: Heart (When asked the question, he always selects his most recent concert :)
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How Do You Handle It When The Decision Maker Has Changed?
Other than the second introduction to Whiteboard Wednesday, our bi-monthly web TV show for sales people all over the world, Bryan and Bill also address two common questions from The Sales Playbook: 1) What happens when a decision-maker has changed and now you must take up where the old buyer left off? and 2) How […]
Your Attitude Is Good. But Is It Right?
Attitude is one of those terms thrown about that really has no meaning, in and of itself. In today’s podcast, Bill and Bryan address the correct Attitudes of Engagement to have prior to engaging with a prospect. It holds to their philosophy that EVERY SALES PROBLEM IS FIRST A “THINKING” PROBLEM on the part of […]
You Will Learn From Our Mistakes
Is it possible that we can learn from our mistakes? Well, of course we can…but can we learn from someone else’s mistakes? Bill and Bryan test that theory out today by “coming clean” with some of their errors in past sales situations. You would NEVER admit to doing these things—or anything like these—but see if […]
When Your Customer Fails To Buy, It Might Be Your Fault
No one wants to hear that, do they? In this podcast, Bill and Bryan address the idea of “helping your customer buy” rather than “selling to him.” Their belief is that when one does not make a sale, one has failed to do something very important in the process. Have a comment on the show? […]
Bryan Interviews His Favorite Salesperson
In this episode, Bryan interviews his favorite salesperson and favorite guest of all time and learns her secrets and insights into high-performance selling.
Are You Disconnected From Reality?
I’m sure there’s a name for this condition…but we’re wondering sometimes how disconnected salespeople are from the reality of the sales process—and the prospect. To us, there is a massive disconnect that begins almost immediately between salesperson and prospect. And to not address it is to abdicate control—and lose the sale. But there is a […]