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  • 5 Must-Do’s To Begin a First Call

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    In this week’s episode, Bill and Bryan discuss a first sales call experience Bill had with a vendor. It didn’t turn out well. The pair address what are 5 “must-dos” on every first sales call. When you hear these, they may sound obvious. Obvious, but seldom executed. You can also go to the LinkedIn group and comment on what you do on the first call.

    Visit us at http://advancedsellingpodcast.com, there you can signup for our newsletter.
    You can also call us, 317.575.0057 ext. 10

    Also mentioned in this podcast:

    Another Dreaded Sales Forecast: The GOMA Method (Part 2)

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    Well, now it’s no surprise to you what GOMA stands for. In this episode, we talk about three more characteristics of what would be a more helpful sales forecasting approach. The sales pipeline meeting can be high-drama but it really shouldn’t be. If you’re a sales leader/manager, or a sales person, listen as Bill and Bryan share with you three new tools/attitudes to learn so that sales forecasting is what it should be - a true resource designed to help you grow your business.

    Be sure to join our LinkedIn Group, Click Here to Join!
    Visit us at http://advancedsellingpodcast.com, there you can signup for our newsletter.
    You can also call us, 317.575.0057 ext. 10

    Also mentioned in this podcast:

    The Dreaded Sales Forecast: The GOMA Method (Part 1)

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    Everyone’s gut starts churning when word comes out that we’re having a “pipeline meeting.” In this episode, Bill & Bryan role-play what that sales meeting sounds like when you have to review your pipeline with your manager. And what the manager hears when you speak. Sometimes, it ain’t pretty :)

    Seriously, forecasting/pipeline review is important. But are we doing it in the right way? Moreover, are we ‘thinking’ about it in the right way? The hosts say, “NO!”

    This is the first of a two part series on this topic.

    Be sure to join our LinkedIn Group, Click Here to Join!

    How To Sell Anything

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    A great sales training approach should be sound regardless of what one sells. Sales people and their leaders must get back to the basics of selling philosophy and selling strategy, irrespective of what one sells.
    Bill & Bryan give you a few tips on how to look at what you sell through fresh eyes and give you some valuable tips on how to think bout the sales process. People tend to overcomplicate the sales process when they needn’t do that.
    This is a good episode to play for your entire sales team so you can begin discussion.
    Be sure to join our LinkedIn Group, Click Here to Join!

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    How To Handle Buyer Resistance

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    Buyer resistance is a fact of life for sales people. Our goal is always to prevent such resistance by doing all the right things upfront. In many past episodes we’ve addressed techniques to do just that.

    But, resistance will happen. In this episode, Bill & Bryan discuss a new way to look at resistance and give you a formula for solving. Hint. Resistance is not something to overcome or knock down. It is something to “understand.” And by understanding it, you have a chance to move around it.

    Have you ever had or are having a buyer who is resistant? Let us know about it on The LinkedIn Group, Click Here To Join! 

    Also, be sure to join our mailing list at http://advancedsellingpodcast.com.

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    What an 11 Year Old Can Teach Us

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    This week’s episode of the Advanced Selling Podcast is a follow-up to last week’s episode, “Are You Worth It?” It just so happened that Chicago Public Radio’s podcast This American Life released a very similar topic called, “It’s not the product, it’s the person.” This included a story about an 11 year old girl named Asia who could teach even the most experienced saleperson a thing or two.

    Tune in every Monday for new episodes of the Advanced Selling Podcast!

    Also mentioned in this podcast:

    Are You Worth It?

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    Are you really worth it? On this week’s episode of the Advanced Selling Podcast, Bill and Bryan discuss what part of the value you offer your client or prospect is YOU vs. the actual product or service you’re selling. Your worth can highly affect the outcome of your deals in exponential ways. They’ll also provide you some ways to increase your worth to the customer. You’ll want to listen to this episode a couple times!

    Tune in every Monday for new episodes of the Advanced Selling Podcast!

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