The Advanced Selling Podcast

In the science of sales rewards, cash is (still) king ?? In this episode of The Advanced Selling Podcast, Bryan and special guest Chris Dornfeld dive into the science of effective sales compensation and why most incentive budgets fail to deliver the intended results. Listen now - link in the comments.

Success loves discipline ?? In this episode, Bryan takes a thoughtful look back at his biggest takeaways from 2024, including "Success Loves Discipline," a concept borrowed from friend and business coach Justin Maust. But discipline doesn't mean rigid routines. ?? Discipline is about being willing to consistently execute simple, effective processes. Easy to do - but easier not to do. What does discipline look like for you? ?? https://lnkd.in/gq7Amb3i

In Part 3 of our goal-setting mastery series, we tackle the crucial HOW of achieving your 2025 goals. We're sharing our favorite tools including: - The Start-Stop-Continue framework for behavioral change - Strategic use of AI for innovative planning (this is a game-changer!) - Dan Sullivan's time management system to protect your energy and focus One key takeaway: Success isn't just about action items. It's about creating the mental space and clarity to let the right strategies emerge. https://lnkd.in/dCTXycSG What's your most effective strategy for turning goals into reality? Share below! ?? #Sales #BusinessStrategy #GoalSetting #Leadership

In part 2 of our 3-part series on end-of-year planning, we dive into the critical step of crafting a vivid vision for your sales future. Too often, we get stuck in the day-to-day grind and fail to invest time in envisioning where we truly want to go. But as the saying goes, "If you can't see it, you can't be it." In this episode, we discuss why getting specific and personal with your goals is so important. We share strategies for overcoming the fear of commitment in goal-setting, using visualization to make your future more tangible, aligning your calendar and activities with your desired outcomes, and going beyond just revenue targets to paint a holistic picture of your potential. Tune in now to start bringing your sales dreams into focus. The future is yours to define ?? https://lnkd.in/gSGmJ2P5

This week we kick off our 3-part series focused on end-of-year reflection and growth planning for sales professionals. The first episode is all about "Facing the Brutal Facts" - taking an honest, unvarnished look at your current sales reality. We discuss the importance of this self-assessment, sharing frameworks and examples to help you evaluate where you are right now. Too often, we avoid confronting the hard truths about our performance, processes, and patterns. But as our mentor Mike Donahue always says, "you have to face the brutal facts." Only by understanding your current state can you chart an informed path forward. Join us as we kick off this 3-part journey towards a more productive, lucrative, and fulfilling 2025. #goalsetting #2025goals #evaluation #takingstock #advancedsellingpodcast https://lnkd.in/g2WXRB6P

"People buy from you because you understand their problem, not because they fully understand your solution." In this episode, Bryan talks with empathy consultant Liesel Mindrebo Mertes about the transformative power of empathy in sales. Liesel shares how the loss of her daughter Mercy led her to help companies build empathetic cultures. They explore how empathy helps salespeople understand their customers beyond the immediate problem, creating deeper, more meaningful connections. Don't miss this one! https://lnkd.in/gPRfUmVw

Sales Gimmicks ? Sales Process ? In this episode, Will Barron of Salesman.com joins Bryan to discuss the critical role of a well-defined, systematic sales process. They believe true sales success comes from mastering fundamentals rather than relying on quick-fix tactics or gimmicks. Listen now! https://lnkd.in/gu8XbdUW

Use Salesforce? HubSpot? Another CRM? Then Listen Up! This episode is for YOU. Matt Wittlief of Zinc Partners LLC joins Bryan to talk about maximizing the value of your CRM. Listen now!

Can salespeople be authentic while still using tactics and techniques? There's a growing sentiment that some of the 'traditional' sales methods we've been taught over the years may be doing more harm than good when it comes to building genuine connections with buyers. Are we inadvertently 'toxifying' the sales process by relying too heavily on outdated closing tricks and gimmicks? In this week's episode, we discuss the importance of adapting to the modern selling landscape, unlearning old habits, and focusing on a more consultative, value-driven approach. Authenticity should be the guiding principle, not a nice-to-have. #authenticity #advancedsellingpodcast #salestactics https://lnkd.in/gnEsDyMi

Struggling to get your buyers' attention? Trying to stay relevant? In this solo episode, Bryan is joined by Andy Mork, owner of Mork Productions and BrandSlap. They talk about these sales challenges and agree that short form video is one of the best solutions. They also offer some great advice for getting started with video, embracing your own imperfection and what to do if you simply don’t know what to say. Above all, they?remind us that the key to creating good content is authenticity. Listen now! https://lnkd.in/gvU8wJqe