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Collection of Sales Strategies

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S6:E3 – Sales Productivity, Winning the Day

10/15/2018
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Welcome to our 6th series – Sales Productivity. Over the next few weeks Bobby and Brian are going to help each of you ultimately win the day. We have both always been productivity junkies and found many ways to get our job done and still have plenty of time for everything thing else. We want […]

S6:E2 – Sales Productivity, Keeping Up

10/8/2018
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Welcome to our 6th series – Sales Productivity. Over the next few weeks Bobby and Brian are going to help each of you ultimately win the day. We have both always been productivity junkies and found many ways to get our job done and still have plenty of time for everything thing else. We want […]

S6:E1 – Sales Productivity, Get Caught Up

10/1/2018
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Welcome to our 6th series – Sales Productivity. Over the next few weeks Bobby and Brian are going to help each of you ultimately win the day. We have both always been productivity junkies and found many ways to get our job done and still have plenty of time for everything thing else. We want […]

LC7 – Customer Referrals

9/24/2018
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In our seventh Listener’s Choice, Bobby and Brian share their thoughts on a listener’s question: “What is the best way ask customers for referrals on our products and services?” Here are the notes for the show! How to best to ask customers to help you with referrals: Bobby and Brian cover an good and bad example […]

LC6 – Power Statement & Your Elevator Pitch

9/17/2018
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This is our sixth listeners choice, all about your power statement and elevator pitch! This is a request from a listener and it based from the book New Sales. Simplified. (buy it here: https://amzn.to/2Lv7s2j). Here are the Show Notes! Bobby recommends starting with Chapter 8 of New Sales Simplified is 21 pages – around “Sharpen […]

LC5 – Requesting Great Job References

9/10/2018
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This is our fifth listeners choice, all about requesting employment references! This was an inbound request from a listener looking for best practices around what to do, and not to do when requesting references from professional peers and former co-workers. Things to do: Prep them – don’t just put the work on their shoulders to […]

S5:E5 – The Challenger Sale – Manager

9/3/2018
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Thanks for joining Bobby & Brian’s 5th Series, based on Matt Dixon’s The Challenger Sale. If you haven’t had a chance to read this book, buy it here! http://amzn.to/2DBp6RE. In this Series, Bobby and Brian break down the chapters and pull out the key learnings that we can all apply to our technology sales business. […]

S5:E4 – The Challenger Sale – Tailor & Take Control

8/27/2018
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Thanks for joining Bobby & Brian’s 5th Series, based on Matt Dixon’s The Challenger Sale. If you haven’t had a chance to read this book, buy it here! http://amzn.to/2DBp6RE. In this Series, Bobby and Brian break down the chapters and pull out the key learnings that we can all apply to our technology sales business. […]

S5:E3 – The Challenger Sale – Teach

8/20/2018
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Thanks for joining Bobby & Brian’s 5th Series, based on Matt Dixon’s The Challenger Sale. If you haven’t had a chance to read this book, buy it here! http://amzn.to/2DBp6RE. In this Series, Bobby and Brian break down the chapters and pull out the key learnings that we can all apply to our technology sales business. […]

S5:E2 – The Challenger Sale – Approach

8/13/2018
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Thanks for joining Bobby & Brian’s 5th Series, based on Matt Dixon’s The Challenger Sale. If you haven’t had a chance to read this book, buy it here! http://amzn.to/2DBp6RE. In this Series, Bobby and Brian break down the chapters and pull out the key learnings that we can all apply to our technology sales business. […]

S5:E1 – The Challenger Sale – Introduction

8/6/2018
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Thanks for joining Bobby & Brian’s 5th Series, based on Matt Dixon’s The Challenger Sale. If you haven’t had a chance to read this book, buy it here! The Challenger Sale Book In this Series, Bobby and Brian breakdown the chapters and pull out the key learnings that we can all apply to our technology […]

INT06 – Sheree Fields

7/30/2018
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This is our sixth interview, but our first with a customer! During this podcast, Bobby and Brian interview Sheree Fields. Early in her career Sheree spent time at both KPMG and Deloitte which lead to IT Leadership. Today, Sheree manages the Enterprise Applications, SAP, CRM, Microsoft, security and other third-party applications that support the back […]

INT05 – Bonnie Petrich

7/23/2018
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This is our fifth interview with a business leader on The Tech Sales Show! During this podcast, Bobby and Brian interview Bonnie Petrich was a former top sales account manager that has been training tech salespeople for 24 years both domestic and globally. She is now Senior Sales Development Manager for DELL EMC. Bonnie specializes […]

S4:E5 – Sales Process Wrap Up

7/16/2018
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Welcome to our 4th series – Sales Process, Episode 5 where we wrap up the series and talk about Deploy. In this last episode, Bobby and Brian are going to help you put together and use a sales process to manage each of your opportunities. It truly is a weakness that we all suffer from […]

S4:E4 – Sales Process (PROOF and CLOSE)

7/9/2018
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Welcome to our 4th series – Sales Process, Episode 4 on Proof & Close. Over the final couple of weeks Bobby and Brian are going to help you put together and use a sales process to manage each of your opportunities. It truly is a weakness that we all suffer from and causes us to […]

LC4 – Interview Best Practices Part 2

7/2/2018
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In our fourth Listener’s Choice, Interview Best Practices, Brian and Bobby layout both how to get a job with your dream company (Part 1), and how to nail the interview (Part 2). Here are the notes for the show! How to best prepare for the interview Listen to the earnings call – Seeking Alpha is […]

LC4 – Interview Best Practices Part 1

6/25/2018
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In our fourth Listener’s Choice, Interview Best Practices, Brian and Bobby lay out both how to get a job with your dream company (Part 1), and how to nail the interview (Part 2). Here are the notes for the show: Start networking now! Calling on birthdays, write LinkedIn references, forward along articles, take note of […]

S4:E3 – Sales Process (DEVELOP and SOLUTION)

6/18/2018
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Welcome to our 4th series – Sales Process, Episode 3 on Develop & Solution. Over the final 3 weeks Bobby and Brian are going to help you put together and use a sales process to manage each of your opportunities. It truly is a weakness that we all suffer from and causes us to chase […]

S4:E2 – Sales Process (PROSPECT and QUALIFY)

6/11/2018
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Welcome to our 4th series – Sales Process, Episode 2. Over the next few weeks Bobby and Brian are going to help you put together and use a sales process to manage each of your opportunities. It truly is a weakness that we all suffer from and causes us to chase deals that simply have […]

S4:E1 – Sales Process Introduction

6/4/2018
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Welcome to our 4th series – Sales Process. Over the next few weeks Bobby and Brian are going to help you put together and use a sales process to manage each of your opportunities. It truly is a weakness that we all suffer from and causes us to chase deals that simply have no hope. […]