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

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 =================================  

With everything going on around us and managers and companies demanding more, more, more, it's easy to see why so many people are feeling burnt out.  In this episode, Bill and Bryan discuss how to deal with performance pressure & anxiety in the sales role and how to avoid it before it rears its head.  ================================= 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 =================================

Do you have a set of rules & boundaries that you adhere to while selling? In this episode, Bill and Bryan challenge you to create 3 rules for your sales life. They give you some examples of rules and some ways you can get started creating your own.   ================================= 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 of The Advanced Selling Podcast, Bill and Bryan discuss the motive behind what drives you in sales.  The guys discuss whether everyone should build their brand and the advantages of social selling using your platform. ================================= 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, Bryan makes a huge announcement regarding his side-gig referring in the NFL. Also, during this Super Bowl celebration week, the guys discuss how everyone has a "Super Bowl" in their goals and how we can work to achieve 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! 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 the ASP Insider program and in some of our episodes we have devoted time to the importance of clarifying your message. But, in this episode, Bill and Bryan get deeper into how you are unique in the market — both as a company or as an individual performer. We all have our uniquenesses but do we communicate them effectively? The guys give you an exercise on how to determine what makes you unique and special. ================================= 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 review a message thread where a sales person is pitching one of our listeners. He forwarded us the message as an example of what not to do and the guys dissect it. If you have an email that is a train wreck that has come from someone wanting to do business with you, forward it on to listener@advancedsellingpodcast.com. We will dissect it on the air in neither use your name nor the sender‘s. Let’s see if we can fix this epidemic of terrible emails! ================================= 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 =================================