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Oct 29, 2012

Ever wonder how buyers think? What goes through their mind when they decide what vendor to use? Well, you're in luck today. 

We have a very special guest on the podcast this week-Paul Rogers, a procurement expert from Australia.  Paul has been in purchasing for over 30 years and works with procurement people to help...


Oct 22, 2012

One of our most popular training modules is when we "dissect the deal." It's usually is done on a deal that is still live, meaning the client has not made a decision, "Yes" or "No."

But this episode is different, more of a post-mortem on a deal that one of our clients, Stephanie, lost. She was kind enough to volunteer...


Oct 15, 2012

What a great day we had at The Jazz Kitchen in Indianapolis! Thanks to all who came from far and wide to join us that day. We actually recorded three podcasts there and this is the first. It came from an audience question: How do I grow my service business?

Bill, Bryan and Brooke (Green) all gave that question a shot...


Oct 8, 2012

In this episode, Bill and Brooke, address a common issue: How do you improve your selling skills if you weren't cut out to be in sales?

The fact is that many technical people have ended up in the role of selling (in fact, many sales people end up there, too). So, how do you model your behavior? Must you really change...


Oct 1, 2012

Today's podcast addresses a question from a listener who wanted to know how to begin the sales process when they had very little in terms of case studies, or customer experience. In his case, it was a start-up company in the IT space.

Bill and Bryan dished out some tips to use in beginning to position him in the market....