Episode Archive

Over 700 episodes designed to help you succeed

Being Desperate Won’t Seal the Deal

The goal in most capabilities presentations is to sell your product to your potential buyer/prospect. Bill explains in this vignette how you might be pushing away your prospect during the presentation by coming off too desperate.

Read more

Is Your World Abundant or Scarce?

Abundance is a concept we talk about often, but in this podcast Bill devotes an entire 20 minutes to the topic.

Read more

Is Your World Abundant or Scarce?

Abundance is a concept we talk about often, but in this podcast Bill devotes an entire 20 minutes to the topic.

Read more

Never Compete With the Prospect

Through his training engagements, Bill has noticed one consistent trend–most sales people compete with their prospects during phone conversations. Bill suggests in today’s vignette one approach for you to create the perfect “call flow”.

Read more

The One Thing You Should Do Before You Solve Problems

Everyone fancies themselves as great problem solvers. But the one skill that we think you need PRIOR to problem-solving is “problem-finding.” In this episode, Bill and Bryan walk you through a Problem Finding approach that works perfectly for B2B sales professionals. Sales training today – and any sales strategy you employ – should have a […]

Read more

Does Your Value Have a Hook?

We all know how important the subject of “value” is but have you ever wondered what it is that makes your offer valuable? You should especially since it’s the key ingredient in whether someone is interested in your offer. In this vignette, Bill addresses a conversation that he had with a client about creating a […]

Read more

Archive