Preview Mode Links will not work in preview mode

May 29, 2024

In this solo episode, Bryan talks about the characteristics of a great sales operating system, including a "duh" factor and seriously quick speed to value. 

He also teaches you how to use a BZSOS tool called CRM Clean-Up to help take some of the pressure off yourself - and get your CRM data so clean you can eat off of...

May 27, 2024

In this episode, Bill and Bryan Neale delve into the common resistance people face when trying to implement new approaches or strategies, particularly in the sales world.

The guys discuss the underlying reasons for this reluctance, often rooted in fear, and how to overcome it. Drawing from personal experiences and...

May 22, 2024

Please allow Bryan to introduce himself.

In this solo episode, Bryan shares a little bit about his personal and professional life.

You'll hear the backstory of his firm got such an interesting name. He also shares details about the evolution of the Blind Zebra Sales Operating System and explains the difference between a...

May 20, 2024

In this episode, Bill and Bryan discuss what they see as the lost art of asking effective, insightful questions during sales discovery and qualification.

Many salespeople rush through this stage by asking leading questions rather than using open-ended queries to genuinely understand the prospect's situation. 

The guys...

May 16, 2024

In this solo episode, Bill shares a powerful strategy for having more effective and comfortable conversations about pricing, ROI, and the financial implications of your product or service.

He explains why salespeople often struggle with money conversations and avoid bringing up pricing until the last minute. His key...