In this episode, Bryan and Bill continue their conversation about the concept of authenticity in sales and the critical importance of "backstage" work. They explore how the unseen majority of a salesperson's efforts shapes their public persona and performance. The guys discuss the value of clearly defining an ideal customer profile and propose a fresh approach to objection handling through "Yellow Flag" meetings. The conversation also touches on discovering one's noble purpose in sales and how i...
Oct 01, 2024•17 min•Ep. 812
In this solo episode, Bryan is joined by Zinc Partners' Matt Wittlief to dive deep into the world of Customer Relationship Management systems, focusing on how salespeople and sales leaders can leverage CRM to drive better results. For many sales professionals, platforms like Salesforce are seen as glorified rolodexes and just another task on their to-do list. But Matt and Bryan challenge that notion and encourage a different perspective. They discuss how to make your CRM work for you by understa...
Sep 25, 2024•22 min
In this episode, Bill and Bryan discuss authenticity in sales. They explore the tension between being genuine and using learned sales tactics, questioning whether certain techniques compromise a salesperson's authenticity. The guys talk about the evolution of sales practices, the importance of unlearning outdated methods, and the need for salespeople to adapt to the present and future of selling. They challenge listeners to reconsider traditional closing techniques and instead focus on building ...
Sep 24, 2024•16 min•Ep. 811
In this solo episode, Bryan is joined by Andy Mork, owner of Mork Productions and BrandSlap. Bryan and Andy talk about the ongoing struggle salespeople face to capture buyers' attention and stay relevant. And while they agree that short form video is one of the best ways to do that, they also remind us that the key to creating good content is authenticity. Bryan and Andy offer some great advice for getting started with video, embracing your own imperfection and what to do if you simply don't kno...
Sep 18, 2024•28 min
In this episode, Bryan and Bill dive into the tricky topic of dealing with bad advice. Whether it comes from managers, family members, or even ourselves, not all advice is created equal. The guys discuss strategies for critically evaluating advice, emphasizing the importance of critical thinking in sales and business. They explore how to frame questions to get more specific, useful advice and evaluate the source and motivations behind guidance. They also tackle the challenge of balancing respect...
Sep 16, 2024•15 min•Ep. 810
In this episode, Bill and Bryan dive into the ever-present topic of change, both in sales and in life. They discuss how to approach shifts in your career, from minor territory redesigns to major life transitions. The guys offer valuable insights on reframing your mindset around change, getting ahead of industry trends, and finding your way into new situations rather than resisting them. With practical tips and thoughtful perspectives, this episode equips sales professionals and leaders with stra...
Sep 09, 2024•20 min•Ep. 809
In this solo episode, Bryan is joined by Jon Barcellos, Head of Solutions at Postal. Bryan and Jon talk about how difficult it can be to get buyers' attention and consider strategies to help sellers stand out in a noisy world. They also discuss the one critical element you must employ as part of any gifting program. Want to meet Bryan and Jon in person? Join us for Huddle on Thursday, September 12! Curious about the Blind Zebra Sales Operating System? You can learn more here....
Sep 04, 2024•25 min
In this episode, Bill and Bryan dive into the concept of "LinkedIn citizenship" and how to effectively use the platform without falling into the trap of constant self-promotion. They discuss the importance of balancing giving and getting on LinkedIn, sharing practical tips on how to create valuable content, make meaningful connections, and avoid common pitfalls. Whether you're a seasoned LinkedIn user or just getting started, this episode offers insights on how to be a good "digital citizen" whi...
Aug 26, 2024•22 min•Ep. 808
In this solo episode, Bryan breaks down how to optimize your sales process by timestamping two critical elements. Whether you've already got a sales process or are starting from scratch, you'll learn you how to set up clear, efficient timelines that make life easier for you and your prospect. Listen now to make your sales process smoother and more effective! See you at Huddle? Get tickets here. If you're ready to learn more about the Blind Zebra Sales Operating System, you can get the details he...
Aug 21, 2024•16 min
In this episode, Bill and Bryan discuss the journey from point A (current reality) to point B (desired outcome) in sales and personal growth. They explore the concept of being stuck in a comfortable but limiting situation and provide practical strategies for breaking out of complacency. The guys delve into recognizing and embracing the "twinges" of desire for growth, identifying and reframing obstacles that hold you back, and seeking insight from successful peers in your desired role. They also ...
Aug 19, 2024•22 min•Ep. 807
In this episode, Bill and Bryan tackle the timely issue of price resistance in sales. As inflation rises and budgets tighten, salespeople are facing increased pushback on pricing. Bill and Bryan share valuable insights on how to handle these objections effectively. They discuss recognizing when "price" is masking a deeper issue of perceived value, and the importance of reframing the conversation from "price" to "economics." The guys also provide tips for focusing on the full economic picture and...
Aug 12, 2024•13 min•Ep. 806
In this solo episode, Bryan engages in a dynamic conversation with Armand Farrokh and Nick Cegelski, co-hosts of the 30 Minutes to President's Club podcast. The duo shares insights from their new book, "Cold Calling Sucks, and That's Why It Works," which challenges common misconceptions about cold calling and provides data-backed strategies for success. Discover surprising statistics on voice mails, objections, and the power of multithreading in sales and unlock a wealth of other practical advic...
Aug 07, 2024•39 min
In this episode, Bill and Bryan draw unexpected parallels between sales excellence and two legendary figures: musical icon Prince and NFL quarterback Peyton Manning. They explore how the dedication, work ethic, and interpersonal skills of these superstars can inspire sales professionals to elevate their game. The guys discuss the importance of a relentless commitment to mastery, consistent practice, and staying grounded while connecting with your team and customers. They also delve into the valu...
Aug 05, 2024•19 min•Ep. 805
In this episode, Bill and Bryan delve into the critical issue of recognizing and addressing blind spots in business and sales. They explore how business owners can become too entrenched in their thinking, missing obvious solutions to their problems. The guys discuss the impact of stress on decision-making and offer techniques for identifying personal stress indicators. They emphasize the importance of challenging assumptions and listening to instincts, providing valuable strategies for improving...
Jul 29, 2024•18 min•Ep. 804
In this episode, Bill and Bryan challenge conventional wisdom by arguing that traditional sales training is no longer effective in today's business landscape. Drawing from their decades of experience, they discuss why common sales methodologies fall short and why focusing solely on "getting to yes" is a flawed approach. The guys explore why companies default to sales training when results are lacking, the limitations of one-size-fits-all training programs, and how younger generations like Millen...
Jul 22, 2024•18 min•Ep. 803
In this solo episode, Bryan is at the Blind Zebra World Headquarters in Indianapolis, in front of a live audience. As we reach the midpoint of 2024, the first half has been challenging for some of us and outstanding for others, but everyone is eager to finish the year strong. Bryan is joined by John Geter, Regional Sales Manager at Partners Personnel, to discuss the outlook for the back half of '24. They explore John’s plans for the next six months and emphasize the importance of shifting from a...
Jul 17, 2024•32 min
In this episode, Bill Caskey and Bryan Neale explore critical career dilemmas faced by sales professionals. They discuss pivotal choices such as staying in a comfortable job versus seeking new opportunities, breaking through income plateaus, and embracing personal branding. They emphasize how recognizing these moments and making intentional decisions can significantly impact career growth. The guys offer advice on approaching these challenges, highlighting that even small choices can lead to sub...
Jul 15, 2024•21 min•Ep. 802
In this solo episode, Bryan comes to you from Lonnie’s Reno Club at the Ambassador Hotel in Kansas City. Bryan and a live audience are joined by a longtime listener, Chad Waldo. Bryan and Chad reflect on their early careers in sales, from pressure to panic, and tell some personal stories that will likely resonate with anyone who’s ever been new to sales. They also discuss the math of sales, the importance of patience, and remind us to focus on controllable behaviors. Want to learn more about the...
Jul 02, 2024•18 min
In this episode, Bill and Bryan dive into the critical skill of sales diagnostics. Drawing insights from Bill's recent health experience, they explore how thorough "lab work" in sales can uncover compelling reasons for prospects to change. The guys discuss the importance of intention, assertiveness, and detachment in the sales process, emphasizing the need for salespeople to become skilled diagnosticians rather than order-takers. They also offer practical tips on improving your diagnostic game, ...
Jun 24, 2024•19 min•Ep. 801
In this episode, Bill shares his personal story of a recent health scare that served as a wake-up call, prompting him to reevaluate his habits and behaviors. The guys delve into the importance of self-awareness, taking inventory of our actions, and the outcomes they produce. They discuss how easily we can fall into complacency, letting unproductive habits and outdated thinking hold us back from achieving our full potential. This episode challenges listeners to take a hard look at their own habit...
Jun 17, 2024•17 min•Ep. 800
In this episode, Bill and Bryan discuss the importance of actively building and maintaining your personal brand, even when you aren't actively looking for a new job. They emphasize how potential employers almost always review candidates' online presence, especially on LinkedIn, even before looking at resumes. They guys share strategies for optimizing your LinkedIn profile, creating content that showcases your expertise, and nurturing your network consistently. They also propose the powerful idea...
Jun 03, 2024•20 min
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 it Want to learn more about the Blind Zebra Sales Operating System? Let's go!
May 29, 2024•22 min
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 insights, they provide practical tips on recognizing self-limiting beliefs, embracing a growth mindset, and taking calculated risks to break through stagnation. Whether you're a season...
May 27, 2024•20 min
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 sales process and a sales operating system. Ready to learn more about the Blind Zebra Sales Operating System? Let's go!...
May 22, 2024•23 min
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 argue that failing to properly qualify through skillful questioning leads to cluttered pipelines full of unqualified deals. And they emphasize relearning the art of questioning to h...
May 20, 2024•16 min
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 advice is to reframe the pricing discussion to look at the full "economic picture" surrounding the prospect's investment decision. By expanding the dialogue to encompass all of these...
May 16, 2024•5 min
In this episode, Bill and Bryan delve into the importance of self-reflection for salespeople. They share thought-provoking questions that every salesperson should ask themselves to identify their true purpose, uncover limiting beliefs, and unlock their full potential. From understanding your "why" to recognizing your unique abilities and desired future, this episode provides a roadmap for self-examination and personal growth. Gain valuable insights to help you break through ceilings, align your ...
May 13, 2024•23 min
In this solo episode, Bill Caskey shares a counterintuitive approach to controlling the sales process more effectively. He emphasizes the importance of having a clearly defined sales process to guide prospects throughout, but advocates against trying to forcefully control or push prospects through the process. He provides practical insights on when to disengage from unresponsive prospects and focuses on attracting customers who value and respect the sales process. Ready to Challenge the limits o...
May 09, 2024•5 min
In this insightful episode, Bill and Bryan dive deep into the challenges salespeople and businesses face when trying to implement new strategies and make meaningful changes. They emphasize the importance of examining one's mindset and recognizing the underlying fears that often hinder progress. They discuss how defensive mechanisms and attachments to old ways of thinking can prevent individuals from embracing new behaviors and ideas, even when those changes could lead to better results. The guys...
May 06, 2024•19 min
In this solo episode, Bill Caskey dives into the critical mental and physical preparation needed before any important sales call, presentation, or client interaction. He emphasizes the importance of getting your mind in the right state by focusing on the proper intention - which is never to "sell them something." Bill provides practical tips on clarifying your intention to serve the client's needs and having a clear plan for executing the first 30-60 seconds to start interactions powerfully. He ...
May 02, 2024•3 min
