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Sep 27, 2010

Other than the second introduction to Whiteboard Wednesday, our bi-weekly web TV show for sales people all over the world, Bryan and Bill also address two common questions from The Sales Playbook: 1) What happens when a decision-maker has changed and now you must take up where the old buyer left off? and 2) How do you...


Sep 20, 2010

Attitude is one of those terms thrown about that really has no meaning, in and of itself. In today’s podcast, Bill and Bryan address the correct Attitudes of Engagement to have prior to engaging with a prospect. It holds to their philosophy that EVERY SALES PROBLEM IS FIRST A “THINKING” PROBLEM on the part of...


Sep 13, 2010

Is it possible that we can learn from our mistakes? Well, of course we can…but can we learn from someone else’s mistakes? Bill and Bryan test that theory out today by “coming clean” with some of their errors in past sales situations. You would NEVER admit to doing these things—or anything like these—but see...


Sep 7, 2010

No one wants to hear that, do they? In this podcast, Bill and Bryan address the idea of "helping your customer buy" rather than "selling to him." Their belief is that when one does not make a sale, one has failed to do something very important in the process.

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