Jan 31, 2011
Bill and Bryan this week stop in at the Jazz Kitchen for ASP
LIVE!, our first of many live events this year. In this podcast,
they address the specific things salespeople do - inadvertently -
to confuse the prospect and lead to a 'no sale.'
Next up on the LIVE! tour is San Jose, CA on March 17th at the
Jan 25, 2011
In this episode, Bill and Bryan address the search for sales
talent and how most managers fail. To be clear, this is a podcast
for sales managers BUT it's also an episode that might cause YOU to
rethink your own talent. Ask yourself if you are good at these
things - and where you might fall short.
Jan 18, 2011
Well, of course you do. No one in their right mind would admit they didn't care. We used to say, "You can tell how much someone cares by the questions they ask." But is that all there is to it? And what is the intent of the set of questions you ask? This podcast will help you re-frame why you ask questions and what...
Jan 10, 2011
In this episode, Bill and Bryan plead with you - beg you - to take a broader view of customer objections rather than merely thinking "how am I going to overcome this?" The "broader view" is not for every sales person in every situation - but it is a way to change your thinking so that you no longer feel pressure...
Jan 4, 2011
In this week's episode, Bill and Bryan address a question that
one of their clients had about their sales team--and the
professionalism (or lack thereof) in their team. They detail the
six characteristics of a highly skilled sales professional in this
Also, look for more information on the Advanced...