Tag Archive for: performance

Guiding Principles: Part 2

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In this episode, Bryan continues exploring the Guiding Principles of the Blind Zebra Sales Operating System, picking up where he left off in Part 1. This time, he dives into the principles of intent and assertiveness — and why they’re game-changers for sales conversations.

He shares how locking in a clear next step can eliminate the dreaded “calendaring ping pong” and keep momentum strong. Bryan explains how intent and assertiveness create a more customer-centered experience, even if that means losing the deal when the timing, problem, or solution isn’t quite right.

Curious about certification in the Blind Zebra Sales Operating System? Learn more here.

Also mentioned in this podcast:

 

Guiding Principles: Part 1

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In this episode, Bryan dives into two of the Guiding Principles from the Blind Zebra Sales Operating System: Objectivity and Expert Persona. He challenges salespeople to view their funnel without bias – imagine betting your own money on each deal to test your objectivity. Bryan also unpacks what it means to become an expert in your customer’s world (not just your own product). It’s about earning trust by showing you care enough to really understand their business. Plus more tactical applications coming in the next episode, Guiding Principles: Part 2!

Curious about certification in the Blind Zebra Sales Operating System? Learn more here.

Also mentioned in this podcast: