Episode Archive

Over 700 episodes designed to help you succeed

Less Clutter, More Deals

In this episode, Bryan dives into the importance of a regular CRM cleanup because let’s face it, an overloaded sales pipeline is just a junk drawer of data if left unchecked. He compares it to tidying up a messy garage: if you don’t clean it out, it becomes impossible to find what you actually need. […]

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Episode #826: The Missing Metrics of Modern Selling

In this episode, Bill and Bryan challenge traditional sales metrics and explore the often-overlooked numbers that truly matter in today’s digital sales landscape. The guys discuss crucial modern measurements like inbound lead generation through LinkedIn, the power of tracking unsolicited introductions, and the importance of understanding average days to close. They give valuable insights about […]

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Episode #824: Why Top Performers Get the Hate: Success Resentment in Sales

In this episode, Bill and Bryan dive deep into a crucial sales concept: the importance of selling transformation over features. The guys explore how salespeople often focus too narrowly on short-term gains and immediate features rather than the long-term transformative impact their solutions can have on clients’ businesses. Through real-world examples like Gong software and […]

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Stop Treating Your CRM Like a Filing Cabinet

Too many sales teams use their CRM as a record-keeping tool instead of an agent of action. In this episode, Bryan breaks down how a well-utilized CRM can drive sales efficiency, improve deal visibility, and keep your pipeline moving. He shares simple yet powerful tactics to transform your CRM from a burden into a competitive […]

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Episode #824: Why Top Performers Get the Hate: Success Resentment in Sales

In this episode, Bill and Bryan explore a common phenomenon in sales organizations: why middle performers often harbor resentment towards top performers. The guys dissect the excuses commonly used to discredit high achievers’ success – from territory advantages to preferential treatment. The hosts share practical advice for breaking free from this mindset, including how to […]

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Right Under Your Nose

Ever consider that the opportunities you’re chasing might be right under your nose? In this episode, Bryan highlights why your best prospects aren’t always new—they’re already in your CRM. Learn how to turn your “Closed Lost” and “Inactive Client” lists into powerful prospecting tools to revive old connections and spark new opportunities. Key Takeaways: ✅ […]

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