Episode Archive

Over 700 episodes designed to help you succeed

Episode #793: The Freedom of Detachment

In this episode, Bill and Bryan explore the concept of detachment from outcomes, inspired by insights from renowned thinker Seth Godin. The guys discuss the importance of embracing the journey itself rather than being overly attached to specific results. Using examples from their own experiences, they delve into how letting go of outcome fixation can […]

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Episode #792: Embracing Objections in the Sales Process

In this episode, Bill and Bryan explore how salespeople’s natural optimism and positive outlook can sometimes hinder their ability to effectively handle objections and resistance from prospects. Drawing parallels to the highly anticipated solar eclipse, they discuss the importance of shifting into an “emotionally neutral” mindset to approach objections as opportunities for collaboration and learning, […]

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Episode #790: Game the Plan: Compensation Strategies with Xactly’s Taylor Wilding

Bill and Bryan are joined by Taylor Wilding, VP of Sales at Xactly, to discuss key principles around effective sales compensation plan design. Taylor shares insights on motivating the right behaviors, balancing corporate goals with individual incentives, the importance of pipeline accuracy, and how reps can take an intentional approach to achieving their own income […]

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Episode #789: Unlocking Your Inner Accountability

In this thought-provoking episode, Bryan and Bill explore the concept of accountability in sales. They challenge the traditional notion of leaders holding sales teams accountable, arguing that true accountability stems from within. Through insightful discussions and real-life examples, they provide a practical framework for salespeople to assess their strengths, identify areas for improvement, and find […]

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Episode #788: Removing the Guesswork from Sales

Accurate sales forecasting is a consistent struggle for many organizations. In this episode, Bill and Bryan dive deep into the root causes behind this prevalent issue. They explore how leadership’s pressure for inflated pipelines can lead to inaccurate forecasts, as well as the inherent unpredictability of human nature that impacts both buyers and sellers. The […]

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Episode #787: Motivating Beyond Money

In this episode, Bill and Bryan discuss best practices for motivating sales teams through compensation. The guys explain why overly complex commission structures often backfire by eroding trust between sales reps and management. They share real world examples of commission plans gone wrong, and advise simplifying compensation to focus on customer needs instead of maximizing […]

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