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  • Sales Management Training: Achievement Culture

    This is part of an ongoing series of posts that previews the launch of The Sales Leadership Academy, online. 

    As an added bonus during Sales Leadership Month, I’m offering my free ebook, “The Sales Leader’s Checklist.” Download by clicking below:

    DownloadChecklist

     

     

    What’s an average day in your office feel like?

    What’s the mindset of your people when they come in every day?

    In short, what’s the culture of you and your team?

    These questions may be tough to answer with certainty, but workplace culture is an absolutely vital (yet often overlooked) aspect of you and your team’s success.

    In this video, I share three critical pillars of an achievement culture. If you want to bring on better results, it might be helpful to start in these areas

    Learn more about the upcoming launch of The Sales Leadership Academy by going here.

    The Sales Leader’s Cadence: Personal Learning

    This is part of an ongoing series of posts that previews the launch of The Sales Leadership Academy, online. 

    If you’d like to make sure you are notified when these are released, and if you want a copy of “The Sales Leader’s Checklist,” go here:

    DownloadChecklist

     

     

    How much time have you blocked off this month for Personal Learning?

    None, you say? You say you didn’t have time?

    What could be more important in your professional growth than your personal learning time?

    This is part 2 of 2 videos on The Leader’s Cadence, a new way to look at time-blocking just for sales leaders.

    Enjoy. Learn more about the upcoming launch of The Sales Leadership Academy by going here.

    Interview with Jay Mohr

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    On this week’s episode of the Advanced Selling Podcast, Bill and Bryan discuss an opportunity that Bill had to interview comedian, actor, writer, and radio host Jay Mohr. They talk about the fine line between egomania and high intent. During the interview Jay talks about how we are all show-off’s and we have a desire to be the best.

    He has some great perspectives on success and life that you won’t want to miss.

    Also mentioned in this podcast:

    The Sales Leader’s Cadence: An Overview

    This is part of an ongoing series of posts that previews the launch of The Sales Leadership Academy, online. 

    If you’d like to make sure you are notified when these are released, and if you want a copy of “The Sales Leader’s Checklist,” go here:

    DownloadChecklist

     

     

    Get out your calendar for next month.

    What do you see? Lots of blank spaces?

    Well, you shouldn’t.

    In this video (part 1 of 2), I share how every sales leader (that means YOU) should be organizing his/her calendar to make sure they’re blocking out “high pay” activity each month.

    I call it The Leader’s Cadence. And I give you some tips on how to think about your time as you lead and inspire your team.

    Enjoy. Learn more about the upcoming launch of The Sales Leadership Academy by going here.

    Sales Management Training: Coaching Your Team to Call Higher

    This is part of an ongoing series of posts that previews the launch of The Sales Leadership Academy, online. 

    If you’d like to make sure you are notified when these are released, and if you want a copy of “The Sales Leader’s Checklist,” go here:

    DownloadChecklist

     

     

    A friend, and former client of mine was wandering around the hallway in our office building yesterday. He was actually here seeing his banker to re-fi his mortgage.

    But in our short talk, he said this: “Bill, your name came up today in a meeting. It was about a deal we lost. Do you know why we lost it? We’re still not calling at the right level.”

    I felt bad for we had worked with his team years ago. I thought we had them all calling at the right level. But, he said, “We were but we’ve lost it.”

    That’s the weird thing about calling at the right level. If you aren’t constantly paying attention to who you call on, you will default to lower levels. The prospect has a strange, powerful way of moving you down the org chart.

    This video shares some tips that you, the sales leader, can use to coach your people on how to call at a higher level. Lots of time is wasted (and deals lost) because your team fails to call high enough.

    Enjoy.

    Sales Advice 101 – Musical Edition

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    On this week’s episode of the Advanced Selling Podcast, Bill and Bryan provide sales advice to an intern in a very unique way, all through SONG LYRICS. There are a lot of great songs that provide some very valuable sales lessons. You won’t want to miss this episode. Also be sure to listen to the songs on the website!

    And as always, tune in every Monday for new episodes of the Advanced Selling Podcast!

    Songs mentioned in this podcast:

    Also mentioned in this podcast:

    Sales Management Training: Communicating Premium Value

    This is part of an ongoing series of posts that previews the launch of The Sales Leadership Academy, online. 

    If you’d like to make sure you are notified when these are released, and if you want a copy of “The Sales Leader’s Checklist,” go here:

    DownloadChecklist

     

     

    How many times has your sales team gotten all the way through the sales process…maybe even expecting a deal…only to find that they got beat out by a competitor? Or, worse, they got beat out by no one when the prospect says, “No, not right now.”

    Well, it could be that your team was untrained on how to communicate the premium value you have in your product.

    This video will give you some tips on how you can better coach your people on how to “command” a premium price for a premium product.

    Enjoy.