The Advanced Selling Podcast

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Latest Episodes:

#788: Removing the Guesswork from Sales Mar 11, 2024

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Accurate sales forecasting is a consistent struggle for many organizations. In this episode, Bill and Bryan dive deep into the root causes behind this prevalent issue.

They explore how leadership's pressure for inflated pipelines can lead to inaccurate forecasts, as well as the inherent unpredictability of human nature that impacts both buyers and sellers.

The guys discuss the importance of extreme objectivity in the sales process, addressing lagging closed dates and the need for a true partnership mindset between buyers and sellers.

Struggling to design a sales compensation plan that actually works? Check out Xactly, xactlycorp.com, and see how their AI-powered platform can help optimize your commissions, motivate your team, and drive growth - be sure to mention The Advanced Selling Podcast!

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The Insider program is open for enrollment. If you have not checked out our 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: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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#787: Motivating Beyond Money Mar 04, 2024

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In this episode, Bill and Bryan discuss best practices for motivating sales teams through compensation.

The guys explain why overly complex commission structures often backfire by eroding trust between sales reps and management. They share real world examples of commission plans gone wrong, and advise simplifying compensation to focus on customer needs instead of maximizing rep pay.

They also emphasize striking a balance between company goals and rep motivations. Listen for tips on creating commission plans that incentivize integrity and service.

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Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our 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: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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#786: Thinking Outside the Sales Box Feb 26, 2024

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In this episode, Bill and Bryan discuss some of their unconventional and counterintuitive sales tactics that go against the grain of traditional sales training.

They talk about focusing on quality over quantity in your sales pipeline, how more income doesn't necessarily require more work, keeping your intentions pure when prospecting, and how transforming your mindset is key to boosting your sales and income.

Tune in for a fresh perspective on selling that challenges sales coaching orthodoxy.

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Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our 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: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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#785: Mid-Quarter Checkup on Your 2024 Goals Feb 19, 2024

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We're about 6-7 weeks into the new year. How are you tracking against your 2024 goals so far?

In this episode, Bill and Bryan discuss the importance of taking inventory and making any necessary course corrections at this stage. Learn tips on capitalizing on a strong start or regaining momentum from a slower beginning.

They'll also cover the power of consistent behaviors and starting small to build sustainable growth.

Whether you're firing on all cylinders or need a spark, this timely mid-quarter checkup will get you focused on finishing 2024 strong.

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Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our 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: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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#784: Inner Reflection for Outer Connection Feb 12, 2024

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In this introspective episode, Bill and Bryan discuss the importance of being aligned with your true self in order to build rapport with others. They talk about examining your own limitations, beliefs, and patterns of self-sabotage that may be holding you back from living your purpose.

Bill shares how it's difficult to love others if you don't love yourself first. Bryan stresses the importance of telling yourself the truth and not beating yourself up.

The guys also recommend the book "Love Yourself Like Your Life Depends On It" by Kamal Ravikant for anyone struggling with low self-worth.

Tune in for an insightful discussion on getting in touch with your authentic self in order to improve relationships and success.

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Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our 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: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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#783: Building Trust and Rapport in the Digital Age Feb 05, 2024

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In this episode, Bill and Bryan discuss how to build genuine rapport and trust with prospects in a digital selling world.

They talk about why rapport starts from within and how to have an authentic intention to understand clients. They also share tips on using tools like Zoom more effectively and ways to create rapport digitally.

They guys explore what real trust means, how it's granted, not earned, and why trying too hard to "build rapport" can backfire. They emphasize being sincerely interested in learning about clients as individuals to foster genuine connections.

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Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our 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: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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#782: The Courage to Speak Your Truth Jan 29, 2024

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In this episode, Bill and Bryan have an honest discussion about finding the courage to speak your truth in business and sales situations. They talk about times when we hold back from saying what we really think or feel, and why it's important to push past the fear and share truthful feedback and opinions even when it feels uncomfortable or risky.

The guys share stories and examples from their own careers about difficult conversations with clients and colleagues where they ultimately decided to speak up.

They explore the personal growth that can come from expressing your authentic perspective, and the positive impact it can have on relationships and outcomes when done with care and good intent.

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Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our 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: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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#781: The Art of the First Call Jan 22, 2024

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In this episode, hosts Bill and Bryan share their best tips and strategies for nailing your first sales call. They discuss how to prepare mentally, set the right context, use an agenda, tell relevant stories, and research your prospect.

The guys emphasize having the right mindset of curiosity and fun rather than pressuring for the sale. They give actionable advice for building rapport quickly and exploring whether there should even be a second call.

Tune in to pick up tactics that will transform your cold calls into warm, engaging conversations.

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Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our 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: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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#780: Quick Hacks to Level Up Your LinkedIn Videos Jan 15, 2024

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In this quick episode, Bill and Bryan provide some tactical tips to help you get started creating high-quality LinkedIn video content in 2024.

The guys discuss how to frame your video around solving a specific problem, finding leverage like hiring an intern to help edit and repurpose your videos, being consistent with your process and format, and offering a clear call-to-action.

Whether you're new to LinkedIn video or want to step up your game in the new year, this episode will help set you on the path to success.

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Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our 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: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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#779: Can One Word Boost Your Sales in Q1? Jan 08, 2024

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In this episode, Bill and Bryan discuss the power of choosing a single word to focus on each quarter of the year.

The guys explain how picking an intentional word like "process" or "leverage" can help salespeople stay focused, make better decisions, and achieve their goals.

They give you their strategies for selecting meaningful words of the quarter and putting them into practice in both business and life. They also share real examples of using these words to filter choices and actions.

Join our upcoming Insider session! Go to http://advancedsellingpodcast.com/insider to join today.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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