We talk often at the podcast about B2B lead generation. But the topic could literally be the focus of a year's worth of podcasts.

Why? Because it is, bar none, the most popular topic clients come to us with. So, today, we'll talk about a cold call technique (even though Bill and Bryan HATE cold calls) that you can use to generate new discussions with prospects.

Also, you first time listeners--send us an email at listener@advancedsellingpodcast.com with FIRSTTIMER in the subject line. Let us know how you heard about us and pose a question to us!

Ever wonder if you're doing the right behavior to grow your business? Or "enough" of the right activity? Bill and Bryan talk about 4 of the 10 areas that they recommend you assess yourself in--all having to do with 'sales activity.'  In their practice they run up against a lot of prospecting pain, but upon further inspection, find that people are not doing enough of the right behavior. So this is your chance to assess.

If you'd like the actual PDF of the assessment, email them at mailto:listener@advancedsellingpodcast.com   - SUBJ: Behavior. Kathy will send the entire list so you can assess.

Managers, you can also use this PDF to assess your entire team.

How do you maintain a relationship with a high level prospect over a long period of time? It happens often that we lose touch with the “right person” and end up being passed down to others lower in the org. And then when it’s time for them to buy something bigger you get no credit for all the good work you’ve done. Bill and Bryan dissect a deal that went south. And in so doing, they give you some ideas on how to stay high (in the organization that is).

Everyone wants to sell to large accounts. Is there any magic to it? Do you need a whale net to catch them? Well, there is some magic, and while we don’t review ALL the steps in this podcast, this is a start of how to begin thinking about your pursuit of the large account. Bill Caskey and Bryan Neale talk about pursuing the large account. You can also go to google video and search on Advanced Selling Podcast to see the video version of this.