Tag Archive for: bryan neale

Your Clients Are Your Best Prospects

One area of new business that we salespeople often forget is our current client base. We seem to enjoy “the hunt” so much that we forget to farm our current base for new opportunities to solve problems.

In this episode, Bill and Bryan discuss what holds us back from this…and some ideas on how you can change your perspective to allow yourself to retain current clients—and pursue new business with them. The unspoken fact is that it costs a lot more to acquire a new account than it does to grow the business with current clients. So why don’t we do it?

What Are Your Behavioral Tendencies?

We ask the question because it’s one of many we’re getting more often from sales managers/VPs. What should my sales team be good at? What should their behavior be? What is a good ‘sales personality’?

In this podcast, Bill answers some of those questions by referring to the Hogan Assessment, a personality inventory tool we use in our work with high performing sales teams. Bill reviews 5 behavioral tendencies and 2 motives that are essential for sellers today.