Jun 14, 2021
In this episode Bill and Bryan share a conversation they had prior to recording where they realized this massive job shift chaos is occurring in businesses around the world.
The guys give some ways to handle the tsunami from both the VP of sales/sales leader standpoint and the sales professional standpoint. If you are...
Jun 10, 2021
Is discipline really necessary in professional selling today?
On this episode of the Advanced Selling Podcast, Bill and Bryan bring some alternative ideas about discipline and the art of accountability.
The question they have is: is discipline really the problem? Or is there something deeper?
They guys discuss the...
Jun 7, 2021
This question comes from our ASP LinkedIn group. Liz asks, "what is the best way to communicate her value to prospects when they may not want to hear it straight on?"
Her messaging is about a product that is a little sensitive to people and she feels like they become resistant too quickly.
The guys give some ideas on...
Jun 3, 2021
Are you to passive or too aggressive? How you get right in the middle?
In almost every sales process there is, "Controlled tension." This happens when there is stress around who's controlling the process, you or the prospect. The reason you should be in control is because you have the solution, but the prospect thinks...
May 31, 2021
On this episode, the guys take questions from the LinkedIn group, one of which is "how do you handle it when a key influencer leaves the buying team?" The second question is "how do you navigate through 'off-the-shelf' solutions when you are a custom solutions provider?"
We will start taking more questions from our...