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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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

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

Tired of perfecting your sales skills but struggling to get in front of the right people? Bill and Bryan tackle the universal challenge every B2B professional faces: visibility. Using a real client case study from the tax law industry, they reveal why traditional cold calling is dead and share actionable strategies to become visible where your prospects are already looking.

Discover how to leverage weekly insight videos, LinkedIn article publishing (including the brilliant interview strategy that gets you access to C-suite executives), strategic conference attendance, and hosting your own executive events. Plus, learn why 80% of sales success comes down to getting the meeting – not perfecting your pitch.

Ready to stop being the best-kept secret in your industry? This episode shows you exactly how to get found.

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

In this episode, Bill and Bryan debunk one of the most persistent myths in sales training - that you can create urgency in buyers through clever tactics and techniques. They explore why deals are taking longer to close in 2025, examining both macro factors (economic uncertainty, decision-making complexity) and micro factors (changed buyer behavior, technology overload).

The guys discuss how traditional urgency-creating methods like pattern interrupts and pressure tactics are not only ineffective but counterproductive in today's market. Instead, they reveal a modern approach focused on two key strategies: de-risking for the buyer and providing thorough explanations of what happens after the purchase.

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Bill and Bryan explore a growing trend that's reshaping the sales landscape: the rise of "accidental salespeople." These are the technical advisors, project managers, engineers, and executives who don't have "salesperson" on their business cards but find themselves increasingly vital to the buyer-seller relationship.

The guys discuss why these technically-minded professionals are becoming more important than ever, especially as traditional SDR/BDR approaches burn out prospects with low response rates. They argue that it's often easier to teach technical people the 20% of sales skills they need than to teach salespeople deep technical expertise.

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Stop being just another vendor - become THE expert they can't ignore. Join ASP Insider September 8th: http://advancedsellingpodcast.com/insider

What happens when two conversational AI engineers realize they can't sell their own startup? They build an AI sparring partner to teach themselves—and accidentally create a game-changing sales training platform.

We welcome the founders of Hyperbound.AI, Sai Guduguntla and Atul Raghunathan, who share their remarkable journey from technical founders struggling with sales to building a platform that's helping thousands of sales professionals practice and perfect their craft. In just 20 months, their AI-powered role-playing tool has been tried by reps from over 15,000 companies.

Ready to try it yourself? Visit Hyperbound.ai—no login required, no sales call needed. Just jump in and spar with an AI buyer that might be sassier than your toughest prospect.

Whether you're a sales leader managing 20 reps or 2,000, this episode reveals how AI is transforming sales training from a once-in-a-while event to an always-available competitive advantage.

In this early Labor Day release, Bill and Bryan dive into expert frameworks—essential tools for positioning yourself as a knowledgeable sales professional in today's market. Bill breaks down the critical video framework every salesperson needs.

Learn the three-part video structure that actually gets attention: the hook that stops the scroll in the first 5 seconds, the story that keeps them engaged, and the call-to-action that drives results. Discover why social media has shifted from a follower platform to an interest platform, and how this changes everything about creating content for your prospects.

Whether you're struggling with video content or just want to hear Bryan's HoloDome adventure, this episode delivers practical frameworks you can implement immediately.

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin