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Collection of Sales Strategies

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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 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! How to best preparation for the interview Listen to the earnings call – Seeking Alpha […]

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. […]

LC3 – 10 Steps to Get an Expat Assignment

5/28/2018
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In our third Listener’s Choice, Steps to Getting an Expat Assignment, Brian lays out 10 steps to help you start considering if you want to make the move! In which markets is your company expanding? If you are looking to move to a mature international market, it’s going to be more difficult to get an […]

S3:E4 – Career Development Stage 4

5/21/2018
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In this episode of the Career Development Series, Bobby and Brian tackle Stage 4. Here is the general framework in which we’ll discuss best practices: Stage 1: Contribute Dependently – The company is investing in you, whether that is money (a commission draw), people resources, training. You are costing the company money (as expected!) – […]

S3:E3 – Career Development Stage 3

5/14/2018
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In this episode of the Career Development Series, Bobby and Brian tackle Stage 3. Here is the general framework in which we’ll discuss best practices: Stage 1: Contribute Dependently – The company is investing in you, whether that is money (a commission draw), people resources, training. You are costing the company money (as expected!) – […]

INT04 – Jeremy Epstein

5/7/2018
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Welcome to our forth interview with a business leader on The Tech Sales Show! Jeremy and Bobbyfirst crossed paths in 2005 when they were both Business Productivity Advisors at Microsoft. Bobby and Brian rehash their time at Microsoft and dive into a lot of interesting topics. While Jeremy is the CEO of his own business […]

S3:E2 – Career Development Stage 2

4/30/2018
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In this episode of the Career Development Series, Bobby and Brian tackle Stage 2. Here is the general framework in which we’ll discuss best practices: Stage 1: Contribute Dependently – The company is investing in you, whether that is money (a commission draw), people resources, training. You are costing the company money (as expected!) – […]

S3:E1-Part 2 – Career Development Stage 1

4/24/2018
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In this Career Development Series, Bobby and Brian tackle the second part of Stage 1, here is the general framework in which we’ll discuss best practices: Stage 1: Contribute Dependently – The company is investing in you, whether that is money (a commission draw), people resources, training. You are costing the company money (as expected!) […]

S3:E1-Part 1 – Career Development Stage 1

4/23/2018
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In this Career Development Series, Bobby and Brian tackle the first part of Stage 1, here is the general framework in which we’ll discuss best practices: Stage 1: Contribute Dependently – The company is investing in you, whether that is money (a commission draw), people resources, training. You are costing the company money (as expected!) […]

INT03 – Jennifer Heard

4/16/2018
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This is the third interview with a business leader on The Tech Sales Show! During this interview Bobbyand Brian interview Jennifer Heard who spent many years at Microsoft as Vice President in many capacities both domestic and globally. She is now Senior Vice President of Turbonomic – who has built a platform that delivers real time, self-managing […]