Episode Archive

Over 700 episodes designed to help you succeed

Episode #832: Content That Connects: Using Video as a Sales Asset

Bill and Bryan follow up on their popular episode about why every salesperson should have a YouTube channel, sharing Marcus Sheridan’s prediction that YouTube could soon become more important than company websites. The guys tackle common obstacles like being “intrigued but intimidated” by video creation, offering practical content ideas including customer spotlights, technical demonstrations, and […]

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Episode #831: Mastering Your Sales Story: Connection Over Discovery

In this episode, Bill and Bryan discuss the importance of crafting compelling stories that connect with prospects on a deeper level. They dive into how salespeople can move beyond personal anecdotes to tell meaningful market stories and “I was where you are” narratives that resonate with customers. The guys also touch on the problem of […]

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Episode #830: Time Goes Fast: Mastering the Sales Timeline

In this episode, Bill and Bryan tackle the challenge of time management in sales, exploring how “time goes fast and speeds up” as quarters and years fly by. They discuss the pitfalls of short-term thinking and offer practical strategies for sales professionals to extend their planning horizons. The guys emphasize the importance of looking beyond […]

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Episode #829: Why Every Sales Pro Needs Their Own Youtube Channel

In this episode, Bill and Bryan make a compelling case for why every sales professional and business leader should have their own YouTube channel. Moving beyond traditional sales training advice, they explore the numerous benefits of creating video content, from building deeper connections with younger buyers to establishing yourself as an industry thought leader. The […]

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Episode #828: Standing Out in the Inbox: The Art of Sales Outreach

In this episode, Bill and Bryan tackle the critical topic of authentic communication in a world increasingly dominated by AI-generated content. The guys share examples of personalized communication that stands out, including a clever LinkedIn exchange between Bryan and a company that demonstrates how simple, authentic engagement can create meaningful connections. Bill and Bryan also […]

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Episode #827: Bridging the Gap: Between-Meeting Engagement

In this episode, Bill and Bryan tackle a critical but often overlooked aspect of the modern sales process – what to do during the time gaps between prospect meetings. Moving beyond outdated practices like sending marketing brochures, they explore innovative strategies for maintaining momentum and building deeper connections. The guys share five powerful approaches including […]

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