Have you ever worked in a company that just seems to be off balance with its people?  Like a car with a misaligned front end.  You are limited in how fast you can go.  Where do you begin to look to find the problem? Is the problem the process, or the people and how they interact with each other?  Listen up as your problem-hunters - Bill and I take on dysfunction in an Overview of the 5 Dysfunctions of a Team on episode 614 of the Winning at Selling Podcast ..read more

A-B-C. A-always, B-be, C-closing. Always be closing! Always be closing!! A-I-D-A. Attention, interest, decision, action. Attention -- do I have your attention? Interest -- are you interested? I know you are.  You close or you hit the bricks! Decision -- have you made your decision? And action. A-I-D-A; get out there!! You got the prospects comin' in; you think they came in to get out of the rain? Guy doesn't walk on the lot unless he wants to buy. Sitting out there waiting to give you their money! Are you gonna take it? Are you man enough to take it? So, do I have your ATTENTION!? If you ..read more

As the adage goes - We battle our head and heart constantly in our day to day actions.  Often when we don’t see the results of our intentions or actions and we get down on ourselves.  Some have said, Nobody can be harder on me than me.  And I’m one of those people.  So, if this also applies to you.  Take a break and give yourself a break as Bill, and I Welcome our guest, Dr. Andrea Hollingsworth to discuss Inner Critic vs. Inner Advocate on episode 612 of the Winning at Selling Podcast ..read more

Having no plan is really a plan to fail. But by thinking through our goals we can develop the detailed steps we must accomplish in order to attain that big objective. As the saying goes, “How do you eat an elephant? One bite at a time.” And as a sales professional you will need to analyze, determine and plan out those “bites”. So grab a knife and fork as Scott and I dig into the steps for creating a Personal Sales Strategy on Episode 611 of the Winning at Selling podcast ..read more

We all have different goals and priorities.  Measured on different benchmarks.  Fueled by different motivations. Have you ever met someone and wondered what their motivation is for doing what they do? What’s in it for them?  We present our solutions to prospects with a WIIFM approach, but how about when someone is selling to us. Let’s flip the script as Bill, and I investigate, Who are They Working For?- on episode 610 of the Winning at Selling Podcast ..read more

Dr. Dennis Waitley once said, “You must look within for value, but must look beyond for perspective.” Our customers are looking for value, but to gain their perspective we need to look at the issues from their point of view. Only then can we make a sale that delivers that value. So, get ready to look at the world in a different way as Scott and I welcome author and sales expert Jimmy Z to discuss Shift Your Sales Perspective on Episode 609 of the Winning at Selling podcast ..read more

Do we learn more from successes or failures?  Regret can be a wonderful teacher if we let it. How do with treat regret?  Success can validate us, but failure keeps us in the game – if we get back up.  Do you want to stay in the game and do better in the future?  Don’t regret skipping this episode as Bill, and I reminisce about Memorable Moments - sales lessons learned the hard way on episode 608 of the Winning at Selling Podcast ..read more

Could it be that the key reasons that a salesperson loses a deal is through self-inflicted wounds? Is it possible that the mistakes they make when interacting with a prospect are the very things that cause the sale to be lost or “put on hold”? Get ready for what might be a painful self-examination as Scott and I dive into the topic 5 Ways You Are Hurting Your Sales and other radical ideas on Episode 607 of the Winning at Selling podcast ..read more

What is the difference between sales and marketing? Where does one stop and the other start? Who has the most influence on the decision? Who goes first? I feel like this discussion will be like debating which military branch is most important.  You don’t have to participate, but if you are curious enough to learn more, stay tuned as Bill, and I welcome marketing expert Seth Johnson to discuss Selling in Sync - How sales and marketing can unite to generate more leads and close more deals on episode 606 of the Winning at Selling Podcast ..read more

I heard someone say that they treated their sales territory as if it were their own business. It seemed to make sense to me so I thought Scott and I should discuss the pros and cons of thinking like an entrepreneur. So be ready to take control as Scott and I venture into a capitalist discussion about The Entrepreneurial Salesperson on Episode 605 of the Winning at Selling podcast ..read more