It's Transformation, Not Features

Send us Fan MailA listener question from William — an engineer who also sells — kicks off a focused conversation on one of the oldest problems in B2B sales: getting commoditized on price.Bill and Bryan tackle both sides of the equation: how to avoid being beaten down on price com ...  Show more

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

Tom Pisello is the current Chief Evangelist for sales enablement at Mediafly. On this episode of the Salesman Podcast, Tom uses data-backed evidence to explain “Do Nothing Deals” and how salespeople can break the status quo to close more of these deals. You'll learn: .adwrapper { ...  Show more

Like it or not, experts agree there’s a recession looming on the horizon. And the sales professionals that know how to tweak their strategy accordingly are the ones that will survive, even thrive over the next few years. Here’s how to do it. Today we’re talking about concepts cov ...  Show more

Welcome back, Product Bosses! If you’ve been trying to grow your product business on your own, struggling with trial and error, and feeling stuck, I see you. The truth is, most product-based business owners spend years trying to figure things out, wasting time and energy when the ...  Show more

In sales, the general rule of thumb is, the more complex the product, the longer the sales cycle. And for some complex products, that might be true. But for others, a single phone call is all it takes to get a deal done. I close complex training and consulting packages with some ...  Show more