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Jul 30, 2012

In this episode, Bill and Bryan take you behind the scenes on how they work through coaching with clients. They take an actual client they're working with, outline the problem and then work through how to coach that person.

*This will be useful for sales managers to understand better how to coach your team. But also...

Jul 23, 2012

How many times have you been surprised by prospect behavior? You think you're at Z and you come to find out you're only at D.

Here is a technique that Bill and Bryan give you that helps you know where you are with a prospect. The entire topic starts with a dating story (that's actually quite funny.) But ends with...

Jul 16, 2012

Do you have prospects in the sales funnel that just can't seem to make a decision? Thought so. Most sellers do. And most of us blame it on the prospect.

In this episode, Brooke and Bill address the problem that plagues most sales people--vagueness and ambiguity.
Are you really being a clear communicator when you're...

Jul 9, 2012

We've been asked occasionally to share something about ourselves with our audience. After all, Bill and Bryan train and coach sales teams all over the US And as they would tell you, in order to be better at training and coaching, they also must be receptive to outside counsel as well.

So while they actually relate their...

Jul 3, 2012

Bill had a chance to go train a relatively new sales force recently.

After he was finished, he asked the group, "What's the biggest lesson you got from the training?" All lessons boiled down to two categories. And in this podcast, Bill and Bryan explore their take on the two lessons and how even the most advanced among...