In this episode, Bryan explores why the best sales leaders focus as much on connecting with their people as they do on connecting with their customers.

Sales is often seen as an individual sport - everyone chasing their own numbers and commissions. But the real magic happens when leaders take time to understand each team member’s unique motivations and coach them accordingly.

Bryan shares how great leaders:

• Build individual connections with reps instead of one-size-fits-all coaching
• Dig into each person’s core motivators (hint: it’s not always money)
• Spend their coaching time strategically, focusing 80% of one-on-one effort on good performers with high potential

Pro tip: If you’re a salesperson, forward this episode to your sales manager. It might just change the way your team connects and performs.

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Curious about certification in the Blind Zebra Sales Operating System? Learn more here.

Grab your Huddle ticket before it sells out (and it's almost sold out!).

Bill and Bryan dive into how they're actually using AI in their daily sales work—no hype, just practical applications. In part one of this two-part series, they share their number one use case: preparation for sales calls, including researching companies, understanding buyer contexts, and making discovery more efficient.

You'll learn why Bill treats AI like an executive assistant, how Bryan uses it for everything from client prep to football officiating, and why you should tell it to "calm down" when it gets too complimentary. Plus: why Gen Z hates anything that feels fake, Mark Cuban's controversial "one hour a day" rule, and whether you should tell prospects you used AI to research them.

If you're overwhelmed by AI or wondering where to start, this episode cuts through the noise with an abundance mindset approach. Bill and Bryan keep it real about what's working now—not what might happen in five years.

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In this episode, Bryan is joined by John Barrows to talk about the high-stakes final stage of the sales process, where deals are either won or lost. Together, they explore why so many sales teams stumble here, often resorting to last-minute discounts or high-pressure tactics driven by forecast anxiety.

Bryan and John share strategies to keep control of the process, including engaging procurement early, coaching reps through nuanced situations, and avoiding the trap of reactive discounting. They also dive into the balance between the science (process) and art (closing) of sales—why the art has been lost in today’s risk-averse market, and how leaders can teach reps to customize their approach for authentic, effective selling.

Whether you’re a sales leader or an individual contributor, this episode will show you how to play to win, not just avoid losing, when it matters most.

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Curious about certification in the Blind Zebra Sales Operating System? Learn more here.

Discover how to build the introductory video that works 24/7 for your pipeline on October 3rd, 12PM EST. Join at advancedsellingpodcast.com/insider