Episode Archive

Over 700 episodes designed to help you succeed

Who Is BZ and What Is the Blind Zebra Sales Operating System?

Please allow Bryan to introduce himself. In this solo episode, Bryan shares a little bit about his personal and professional life. You’ll hear the backstory of how his firm got such an interesting name. He also shares details about the evolution of the Blind Zebra Sales Operating System and explains the difference between a sales […]

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Episode #797: The Lost Art of Questioning in Sales

In this episode, Bill and Bryan discuss what they see as the lost art of asking effective, insightful questions during sales discovery and qualification. Many salespeople rush through this stage by asking leading questions rather than using open-ended queries to genuinely understand the prospect’s situation. The guys argue that failing to properly qualify through skillful […]

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Episode #796: Uncovering Your Blind Spots

In this episode, Bill and Bryan delve into the importance of self-reflection for salespeople. They share thought-provoking questions that every salesperson should ask themselves to identify their true purpose, uncover limiting beliefs, and unlock their full potential. From understanding your “why” to recognizing your unique abilities and desired future, this episode provides a roadmap for […]

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Proclaim Your Sales Process, But Don’t Control It

In this solo episode, Bill Caskey shares a counterintuitive approach to controlling the sales process more effectively. He emphasizes the importance of having a clearly defined sales process to guide prospects throughout, but advocates against trying to forcefully control or push prospects through the process. He provides practical insights on when to disengage from unresponsive […]

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Episode #795: Breaking Through the Fear of Change

In this insightful episode, Bill and Bryan dive deep into the challenges salespeople and businesses face when trying to implement new strategies and make meaningful changes. They emphasize the importance of examining one’s mindset and recognizing the underlying fears that often hinder progress. They discuss how defensive mechanisms and attachments to old ways of thinking […]

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Episode #794: Escaping the Sales Funk

In this episode, Bryan and Bill address the general “funk” or malaise they’re sensing across the sales landscape as the first quarter of the year comes to a close. With many companies missing their goals, leadership teams applying undue pressure, and salespeople making excuses, the guys offer advice for overcoming this negative mindset. They emphasize […]

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