Send us Fan Mail In this episode, Bill and Bryan revisit the poll that they discussed in the last episode. They decide to take the third response and devote an entire episode, all about inspiration. Over the last couple of years with the pandemic and the impending recession, it can easy to lack inspiration. The guys give you some ways you can look at your life in a different way and draw the inspiration you need to stay focused. They'll be running more polls in the LI group soon so if you're not...
Aug 15, 2022•22 min•Ep. 1
Send us Fan Mail In this episode of The Advanced Selling Podcast, Bill and Bryan share the results they received from a recent poll they ran in the ASP LinkedIn group. The question was, "As you look to last half of '22, what is the ONE THING that you want help with?" They discuss not having enough leads, sales processes that last too long, and they will be devoting an entire episode all about inspiration next week. They'll be running more polls in the LI group soon so if you're not part of it, j...
Aug 08, 2022•17 min•Ep. 1
Send us Fan Mail In this episode of The Advanced Selling Podcast, Bill and Bryan discuss whether they think we are on the verge of a recession and what it could mean for your business. Most businesses have been in steady growth mode for over a decade now but things might not be looking so great in the next year or so. The guys talk through how to handle the impact and Bill even challenges you to think about what part of your business could actually benefit from being in a recession. ============...
Aug 01, 2022•19 min•Ep. 1
Send us Fan Mail In this episode of the Advanced Selling Podcast, Bill and Bryan share their list of gurus that they personally follow. Whether you're looking for inspiration, advice, or just needing to reset, having a guru to follow can be incredibly useful. ================================= The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today! If you haven't already, make sure...
Jul 25, 2022•20 min•Ep. 1
Send us Fan Mail Have you ever had a sales method or technique that your manager didn't agree with? Well, that's exactly what this episode is all about. Bryan and Bill discuss what to do when you are not supported by your leadership. It can be a delicate situation, and they want to help you navigate it. ================================= The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to ...
Jul 18, 2022•17 min•Ep. 1
Send us Fan Mail In this episode of The Advanced Selling Podcast, Bill is flying solo. He plays a clip from the most recent ASP Insider coaching call all about disempowering beliefs. He also challenges you to think about the biggest roadblocks in your life and how they might be tied to a limiting belief. If you're not already an ASP Insider member, you can join now to get access to this call and all the upcoming calls as well! Go to http://advancedsellingpodcast.com/insider to join now. ========...
Jul 11, 2022•12 min•Ep. 1
Send us Fan Mail In this episode of The Advanced Selling Podcast, Bill and Bryan finish their 2 part series all about discipline. In part 1 the guys discuss how to evaluate your discipline level in all areas of your life. The idea here is to find the gaps where you might be lacking the necessary discipline to help you succeed. In part 2 the guys give you a method of developing an action plan to fill in those gaps and work on building the discipline you need. If you haven't already listened to pa...
Jul 04, 2022•14 min•Ep. 1
Send us Fan Mail In this episode of The Advanced Selling Podcast, Bill and Bryan start a 2 part series all about discipline. In part 1 the guys discuss how to evaluate your discipline level in all areas of your life. The idea here is to find the gaps where you might be lacking the necessary discipline to help you succeed. In part 2 the guys will give you a method of developing a plan to fill in those gaps and work on building the discipline you need. Be sure to listen in next week! =============...
Jun 27, 2022•14 min•Ep. 1
Send us Fan Mail Recently, Bill was in a coaching session with another sales trainer, and he was astounded by what he heard. The coach was teaching the group how to persuade the customer to do business with you and ways to manipulate them into getting your way. These techniques haven't changed since the 60s and '70s. In this episode, Bill and Bryan discuss what's wrong with these techniques and how you can create a modern sales process that doesn't contain any sleazy gimmicks. ==================...
Jun 20, 2022•23 min•Ep. 1
Send us Fan Mail Let's face it, for the last 10 years or more, we've been in somewhat of a tailwind. All things have been easier than ever to sell. But, things might not be so easy in the coming months or years. In this episode, Bill and Bryan help you to take inventory of your current skills and challenge you to evaluate what skills you'll need to become truly Sales Ready for any market! ================================= The Insider program is open for enrollment. If you have not checked out ou...
Jun 13, 2022•22 min•Ep. 1
Send us Fan Mail Usually “offers” which we define as everything that you will deliver to your customer, are prepared by the marketing department. But we also have seen marketing departments being lax in this area. So you may have to deconstruct or reconstruct the offer so that it speaks to your customer. In this episode, we give you 5 elements of a great offer that you can use starting immediately so that when you communicate that offer to your prospects and customers, they are clear about how y...
Jun 06, 2022•19 min•Ep. 1
Send us Fan Mail With any sales process, there is a pivot point that happens where you stop talking about their issues, pains, and problems and begin talking about how you can bring value to their circumstance. That is what we call the “pivot point.” In this episode, Bill and Bryan give you some ideas on making this pivot seamless so that it’s not clunky and awkward. This is part one of a two-part series on how to make your offer and talk about it. Next week we will address Offer Construction. =...
May 30, 2022•17 min•Ep. 1
Send us Fan Mail Do you ever catch yourself struggling to find the discipline you need to do the things required to grow your business? In this episode, Bill and Bryan discuss how to take control of your actions and regain the discipline you need to be successful. Make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin. If you haven't commented in a while, please do so. That's where we get ideas for our episodes. ================================= The Insider program ...
May 23, 2022•21 min•Ep. 1
Send us Fan Mail Ever wondered what questions the guys ask prior to working with a brand new client? Well, you're in luck, because that's exactly what Bill and Bryan discuss in this episode. Be sure to take notes, because these are questions you should definitely be asking yourself. Make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin. If you haven't commented in a while, please do so. That's where we get ideas for our episodes. ================================= T...
May 16, 2022•23 min•Ep. 1
Send us Fan Mail As coaches, we are always looking for the master key to riches. While we admit there is never ONE thing, in this episode Bryan and Bill talk about one thing that they have seen high achievers master. What do you think it is? OK, you have to listen to find out :-) Make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin. If you haven't commented in a while, please do so. That's where we get ideas for our episodes. ================================= The ...
May 09, 2022•19 min•Ep. 1
Send us Fan Mail Every revenue team suffers a Sales Execution Gap — the ever-growing gap between an organization’s potential revenue and the actual revenue it achieves. As the Sales Execution Gap expands, organizations miss more deals, waste more time, and lose more reps. How did we get here? How do we prevent the Sales Execution Gap? And, how do we close the Gap to execute at our full potential? In this episode, Scott Barker gives us some ways you can close the gap and solve this ever-growing i...
May 05, 2022•38 min•Ep. 1
Send us Fan Mail In this episode, Bill and Bryan address the etheric notion of awareness in the sales process. When we are unaware of what is happening to us, we will respond in error. They discuss "awareness" from the aspect of “how to interact with prospects” and also, “how we interact with ourselves.” Be sure to save your spot for this week's LIVE RECORDING on May 4 “The Sales Execution Gap” with Scott Barker from Outreach! Go to http://advancedsellingpodcast.com/outreach to register now. ===...
May 02, 2022•22 min•Ep. 1
Send us Fan Mail The guys see it all the time. They start working with a new sales team and see enormous potential in certain people who just quite aren't living up to it. The good news is, that what's stopping them is usually something that can be solved. In this episode, Bill and Bryan give you some ways to overcome the blockage that might be holding you back. Save your spot for our upcoming LIVE RECORDING on May 4 “The Sales Execution Gap” with Scott Barker from Outreach! Go to http://advance...
Apr 25, 2022•22 min•Ep. 1
Send us Fan Mail As a lead-up to our LIVE RECORDING on May 4th, Closing the Sales Execution Gap, Bryan and Bill talk about some things you can consider as you put people into your pipeline. If you’re interested in how to make your prospecting and sales process management more efficient, join us on May 4th for “The Sales Execution Gap” with Scott Barker from Outreach! Go to http://advancedsellingpodcast.com/outreach to register now. ================================= The Insider program is open fo...
Apr 18, 2022•21 min•Ep. 1
Send us Fan Mail In this episode Bill and Bryan address “deal management”, which is another word for how to control and lead the sales process. They also give you some thoughts on how to best build momentum at the start of the process. It is one of the three biggest challenges we find companies have in executing to achieve great sales results. This month’s episodes are part of a lead-up to a LIVE RECORDING on May 4 “The Sales Execution Gap” with Scott Barker from Outreach! Go to http://advanceds...
Apr 11, 2022•16 min•Ep. 1
Send us Fan Mail In this week's episode Bill and Bryan, in a lead-up to a killer live recording we’re doing on May 4th, talk about testing for efficient prospecting. Obviously, a facet of your business is new business development, and you can waste a lot of time doing things that are totally inefficient. This is a good episode if you are in a prospecting role at least 30% of the time in your current job. Also, make sure you save you spot for our upcoming LIVE RECORDING on May 4 “The Sales Execut...
Apr 05, 2022•17 min•Ep. 1
Send us Fan Mail Our economy has been solid or growing for years, but with the current situation, things aren't looking so optimistic. Bill and Bryan give you some perspective on how to better reflect on what's really happening around us and how to look at your personal skills so you can continue to thrive. ================================= The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider...
Mar 28, 2022•15 min•Ep. 1
Send us Fan Mail One thing that we find is that people lack a complete understanding of the assets they already possess. The guys give you some ways to identify your particular assets and how you can leverage those assets in your process. This is a brief preview of our upcoming ASP Insider group coaching on April 1st. If you aren't already apart of the group, go to http://advancedsellingpodcast.com/insider to join today! ================================= Do you have a question you want to be ans...
Mar 21, 2022•21 min•Ep. 1
Send us Fan Mail One area we commonly see sales professionals getting wrong is their value statement. How do you communicate your value at the beginning so the prospect can decide whether or not you are a good fit? In this episode, Bill and Bryan give you some ways you can better articulate your value and how to create a more compelling and properly framed value statement. ================================= The Insider program is open for enrollment. If you have not checked out our version of a s...
Mar 14, 2022•18 min•Ep. 1
Send us Fan Mail With everything going on around us and managers and companies demanding more, more, more, it's easy to see why so many people are feeling burnt out. In this episode, Bill and Bryan discuss how to deal with performance pressure & anxiety in the sales role and how to avoid it before it rears its head. ================================= The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcas...
Mar 04, 2022•21 min•Ep. 1
Send us Fan Mail Do you have a set of rules & boundaries that you adhere to while selling? In this episode, Bill and Bryan challenge you to create 3 rules for your sales life. They give you some examples of rules and some ways you can get started creating your own. ================================= The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today! Do you have a question ...
Feb 21, 2022•19 min•Ep. 1
Send us Fan Mail In this episode of The Advanced Selling Podcast, Bill and Bryan discuss the motive behind what drives you in sales. The guys discuss whether everyone should build their brand and the advantages of social selling using your platform. ================================= The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today! Do you have a question you want to be answe...
Feb 14, 2022•17 min•Ep. 1
Send us Fan Mail In this episode, Bryan makes a huge announcement regarding his side-gig referring in the NFL. Also, during this Super Bowl celebration week, the guys discuss how everyone has a "Super Bowl" in their goals and how we can work to achieve it. ================================= The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today! Do you have a question you want to b...
Feb 07, 2022•19 min•Ep. 1
Send us Fan Mail In the ASP Insider program and in some of our episodes we have devoted time to the importance of clarifying your message. But, in this episode, Bill and Bryan get deeper into how you are unique in the market — both as a company or as an individual performer. We all have our uniquenesses but do we communicate them effectively? The guys give you an exercise on how to determine what makes you unique and special. ================================= The Insider program is open for enro...
Jan 31, 2022•21 min•Ep. 1
Send us Fan Mail In this episode, Bill and Bryan review a message thread where a salesperson is pitching one of our listeners. He forwarded us the message as an example of what not to do and the guys dissect it. If you have an email that is a train wreck that has come from someone wanting to do business with you, forward it on to listener@advancedsellingpodcast.com. We will dissect it on the air. Don't worry, completely anonymous. We won't use your name nor the sender‘s. Let’s see if we can fix ...
Jan 24, 2022•21 min•Ep. 1
