Tag Archive for: sales

Episode #824: Why Top Performers Get the Hate: Success Resentment in Sales

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In this episode, Bill and Bryan explore a common phenomenon in sales organizations: why middle performers often harbor resentment towards top performers.

The guys dissect the excuses commonly used to discredit high achievers’ success – from territory advantages to preferential treatment. The hosts share practical advice for breaking free from this mindset, including how to leverage top performers’ willingness to share their secrets of success.

Whether you’re a sales leader or working to climb the ranks, this episode offers valuable perspectives on turning competitive envy into collaborative growth.

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Right Under Your Nose

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Ever consider that the opportunities you’re chasing might be right under your nose? In this episode, Bryan highlights why your best prospects aren’t always new—they’re already in your CRM. Learn how to turn your “Closed Lost” and “Inactive Client” lists into powerful prospecting tools to revive old connections and spark new opportunities.

Key Takeaways:

✅ Use your “Closed Lost” list to re-engage prospects from 6-12 months ago—they may be ready now.
✅ Don’t overlook “Inactive Clients”—reach out 1-2 years after they’ve stopped being customers.
✅ Past customers and prospects can return as clients or become valuable referral sources.

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

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