Mental Rocks

Send a textWe're at the end of Q1 — and Bill and Bryan use a trip to the Pacers game as a launching pad for a conversation about what actually matters when you check the scoreboard.Inspired by Bill Walsh's coaching philosophy and John Wooden's legendary process focus, this episod ...  Show more

Send us Fan MailEvery prospect tells you a version of their problem — and they're almost always wrong. Not lying. Just wrong.In this solo episode, Bill Caskey breaks down why the surface problem your prospect presents is rarely the real problem, and why it's your job to uncover w ...  Show more

Getting your sales team on board with your strategy shouldn’t be an afterthought, Harvard Business School professor Frank Cespedes argues. After all, the engine of many businesses is a strong sales core. But aligning your strategy with sales isn’t just about communicating your id ...  Show more

On this podcast, John Golden talks to Karl Becker about his new book "Iceberg Selling." They talk about digging deeper into clients' demands and sales strengths. Karl stresses the necessity of interacting with consumers and understanding their individual situations. They discuss ...  Show more

Everyone that’s trying to decide whether to give the power to their sales or their marketing teams need to stop and give this one a listen. No matter how hard you try, or which side you’re bias to, you need both of these teams in your org. Marketing folks take flak ...

What kind of sales approach are you implementing? Are you sure you're building relationships with your buyers the right way? Join your host Michael Zipursky as he talks with Andy Paul about mastering the art of s ...