In this episode, Bill and Bryan make a compelling case for why every sales professional and business leader should have their own YouTube channel. Moving beyond traditional sales training advice, they explore the numerous benefits of creating video content, from building deeper connections with younger buyers to establishing yourself as an industry thought leader. The […] The post Episode #829: Why Every Sales Pro Needs Their Own Youtube Channel appeared first on The Advanced Selling Podcast ..read more

In this episode, Bill and Bryan tackle the critical topic of authentic communication in a world increasingly dominated by AI-generated content. The guys share examples of personalized communication that stands out, including a clever LinkedIn exchange between Bryan and a company that demonstrates how simple, authentic engagement can create meaningful connections. Bill and Bryan also […] The post Episode #828: Standing Out in the Inbox: The Art of Sales Outreach appeared first on The Advanced Selling Podcast ..read more

In this episode, Bill and Bryan tackle a critical but often overlooked aspect of the modern sales process – what to do during the time gaps between prospect meetings. Moving beyond outdated practices like sending marketing brochures, they explore innovative strategies for maintaining momentum and building deeper connections. The guys share five powerful approaches including […] The post Episode #827: Bridging the Gap: Between-Meeting Engagement appeared first on The Advanced Selling Podcast ..read more

In this episode, Bryan dives into the importance of a regular CRM cleanup because let’s face it, an overloaded sales pipeline is just a junk drawer of data if left unchecked. He compares it to tidying up a messy garage: if you don’t clean it out, it becomes impossible to find what you actually need. […] The post Less Clutter, More Deals appeared first on The Advanced Selling Podcast ..read more

In this episode, Bill and Bryan challenge traditional sales metrics and explore the often-overlooked numbers that truly matter in today’s digital sales landscape. The guys discuss crucial modern measurements like inbound lead generation through LinkedIn, the power of tracking unsolicited introductions, and the importance of understanding average days to close. They give valuable insights about […] The post Episode #826: The Missing Metrics of Modern Selling appeared first on The Advanced Selling Podcast ..read more

In this episode, Bill and Bryan dive deep into a crucial sales concept: the importance of selling transformation over features. The guys explore how salespeople often focus too narrowly on short-term gains and immediate features rather than the long-term transformative impact their solutions can have on clients’ businesses. Through real-world examples like Gong software and […] The post Episode #824: Why Top Performers Get the Hate: Success Resentment in Sales appeared first on The Advanced Selling Podcast ..read more

Too many sales teams use their CRM as a record-keeping tool instead of an agent of action. In this episode, Bryan breaks down how a well-utilized CRM can drive sales efficiency, improve deal visibility, and keep your pipeline moving. He shares simple yet powerful tactics to transform your CRM from a burden into a competitive […] The post Stop Treating Your CRM Like a Filing Cabinet appeared first on The Advanced Selling Podcast ..read more

In this episode, Bill and Bryan explore a common phenomenon in sales organizations: why middle performers often harbor resentment towards top performers. The guys dissect the excuses commonly used to discredit high achievers’ success – from territory advantages to preferential treatment. The hosts share practical advice for breaking free from this mindset, including how to […] The post Episode #824: Why Top Performers Get the Hate: Success Resentment in Sales appeared first on The Advanced Selling Podcast ..read more

Ever consider that the opportunities you’re chasing might be right under your nose? In this episode, Bryan highlights why your best prospects aren’t always new—they’re already in your CRM. Learn how to turn your “Closed Lost” and “Inactive Client” lists into powerful prospecting tools to revive old connections and spark new opportunities. Key Takeaways: ✅ […] The post Right Under Your Nose appeared first on The Advanced Selling Podcast ..read more

In this episode, Bill and Bryan discuss the concept of “Quitter’s Day” – the January 10th phenomenon where most people abandon their New Year’s resolutions. The guys dive deep into what they call “The Big Illusion” – the false belief that conforming to others’ expectations leads to fulfillment. Through personal anecdotes and the story of […] The post Episode #823: Finding Your Authentic Path in Sales appeared first on The Advanced Selling Podcast ..read more