Episode Archive

Over 700 episodes designed to help you succeed

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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#1 Sales Problem Today: Stalled Deals

Bill and Bryan address the biggest problem they get asked about from all the listener emails they get.  They each took a current client they’re working with and outlined a struggle they had with this exact issue–stalled deals–and worked thru it so listeners can learn what to do. If you have a question, email them […]

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Buzzwords, Jargon and Other Annoyances

Do you use worthless buzzwords and vernacular that means nothing to prospects? Is it possible that your use of those actually stalls the sale? It seems like we are so impressed with our own terms and concepts, that we use them freely. But what if the customer doesn’t understand what you’re talking about–and they never […]

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How Do You React to the Upset Customer?

Bill and Bryan take a look at how to react to upset, annoying, frustrating clients. This comes from an actual letter that one of Bryan’s clients received from a customer. You may not experience this client behavior too often, but when you do, they reveal some ways to think through it prior to reacting.

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What We Would Do If We Were in Your Business

We get the following questions all the time: “How do  I generate more leads?” “How do I close more sales?” “How do I position my product so my customer sees my value?” So many of those questions…that we decided to answer them once and for all by telling you how we would operate your business […]

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Are You Practicing The New Rules Of Selling–Or Just Talking About Them?

Today, Bill and Bryan discuss an email that came in about a listener’s sales manager who is rooted in the ‘old way of selling’ and he wonders how he can use the ‘podcast content’ in a way his sales manager accepts. The hosts also address the new rules of selling–and how every sales person can […]

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