Episode Archive

Over 700 episodes designed to help you succeed

Episode #800: The Wake-up Call: Taking Stock of Your Habits and Behaviors

In this episode, Bill shares his personal story of a recent health scare that served as a wake-up call, prompting him to reevaluate his habits and behaviors. The guys delve into the importance of self-awareness, taking inventory of our actions, and the outcomes they produce. They discuss how easily we can fall into complacency, letting […]

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Episode #799: Future-Proofing Yourself Through Personal Branding

In this episode, Bill and Bryan discuss the importance of actively building and maintaining your personal brand, even when you aren’t actively looking for a new job. They emphasize how potential employers almost always review candidates’ online presence, especially on LinkedIn, even before looking at resumes. They guys share strategies for optimizing your LinkedIn profile, […]

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Episode #798: Overcoming Resistance to Change

In this episode, Bill and Bryan delve into the common resistance people face when trying to implement new approaches or strategies, particularly in the sales world. The guys discuss the underlying reasons for this reluctance, often rooted in fear, and how to overcome it. Drawing from personal experiences and insights, they provide practical tips on […]

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Attributes of a Great Sales Operating System

In this solo episode, Bryan talks about the characteristics of a great sales operating system, including a “duh” factor and seriously quick speed to value. He also teaches you how to use a BZSOS tool called CRM Clean-Up to help take some of the pressure off yourself – and get your CRM data so clean […]

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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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