The Advanced Selling Podcast: Sales Training | Leadership Coaching | B2b Sales Strategy | Prospecting Tips

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 join today! If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin. Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =================================

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.  ================================= Join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin. Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =================================  

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 part 1, be sure to go back and take a listen! ================================= 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 you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin. Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =================================

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! ================================= 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 you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin. Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =================================

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.  ================================= 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 you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin. Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =================================

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 our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today! If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin. Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =================================  

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 you will solve their problems or get them to their land of opportunity. ================================= 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 you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin. Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com ===================

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. ================================= 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 you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin. Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =================================

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 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 answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =================================

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. ================================= 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 answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =================================  

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 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 answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =================================

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 issue in your business.  To learn more about how Scott and the Outreach team can help, go to http://outreach.io

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. ================================= 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 answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =================================

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://advancedsellingpodcast.com/outreach to register now. ================================= 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 answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepre

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 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 answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =================================

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://advancedsellingpodcast.com/outreach to register now. If you are a sales producer, manager, VP of sales, or CEO, you should consider attending this complimentary one-hour live session. ================================= 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 answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episod

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 Execution Gap” with Scott Barker from Outreach! Go to http://advancedsellingpodcast.com/outreach to register now.  ================================= 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 answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode! Looking for more sales training like this podcast? Download our

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 to join today! Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =================================

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 answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =================================

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 small learning group go to http://advancedsellingpodcast.com/insider to join today! Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =================================