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Episodes

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 […]

First 90 Days Recap

4/9/2018
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The Tech Sales Show: First 90 Days Recap Introduction to The Tech Sales Show Welcome to The Tech Sales Show brought to you by www.bobbyandbrian.com! In our very first podcast we introduce everyone to our goals, each other and our history. Series: Impeccable First Meetings In this first series, we are aiming to help current […]

INT02 – Phil Wilhelm

4/2/2018
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This is the second interview of a business leader on The Tech Sales Show! During this interview Bobby and Brian interview Phil Wilhelm who has worked at SHI for the past nine years leading their entry in to the Corporate space. Phil has an unique background with a BBA & MPA in Accounting from The […]

S2:E4 – Territory Planning Wrap Up

3/26/2018
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In Series 2:Episode 4, Bobby and Brian wrap up the Territory Planning Series, and take a couple of your questions! We’d love your feedback on the Series, or any general questions that you might have – please reach out to us at info@bobbyandbrian.com! Here are the show notes: Listener’s Questions: 1) “How do I best promote […]

LC2:P2 – Negotiating Tips & Tricks

3/19/2018
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In our second Listener’s Choice, Negotiating Best Practices, Bobby and Brian lay out a question from a listener about how to best a deal in the final stages. Here are the notes for the show! Reminder – check out the review for You Can Negotiate Anything – highly recommended by the guys. Brian reminds listeners to […]

LC2:P1 – Negotiating Tips & Tricks

3/13/2018
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In our second Listener’s Choice, Negotiating Best Practices, Bobby and Brian lay out a question from a listener about how to best a deal in the final stages. Here are the notes for the show! Bobby kicks off by mentioning a book review – You Can Negotiate Anything – highly recommended by the guys. Brian […]

S2:E3 – Your Funnel and Pipeline

3/5/2018
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In Series 2:Episode 3, Territory Planning, Your Funnel and Pipeline, Bobby and Brian kick off the episode asking for a few favors if you are getting any value out of the Podcast. They then answer your questions, submit more by sending them to info@bobbyandbrian.com. Here are the show notes: Bobby and Brian ask for a little […]

LC1:P2 – The Perfect Prospect Correspondence

2/27/2018
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In our first Listener’s Choice, The Perfect Prospect Correspondence, Bobby and Brian lay out a question from a listener about how to best prospect via email to potential customers. Bobby also plugs Ready Caddy, and how they made him a raving fan! They cover 4 scenarios in this Listener’s Choice. In part 2, they cover the […]

LC1:P1 – The Perfect Prospect Correspondence

2/22/2018
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In our first Listener’s Choice, The Perfect Prospect Correspondence, Bobby and Brian lay out a question from a listener about how to best prospect via email to potential customers. Bobby also plugs Ready Caddy, and how they made him a raving fan! They cover 4 scenarios in this Listener’s Choice. In part 1, they cover the […]

S2:E2 – Planning with Your Extended Team

2/19/2018
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In Series 2:Episode 2, Planning with Your Extended Team, Bobby and Brian break down best practices for planning with your extended team. How to get everyone bought into your big picture and be bought into the purpose. Most territory plans are sitting on a file share somewhere only to be reviewed yearly or quarterly at […]