The TechSalesShow: Recent Episodes
Bobby Doss and Brian Evans
What a great question! Too often we see average reps that are overwhelmed and extremely busy, but just aren’t producing. This week we take on some of the reasons that cause this and how you can fix it if you want to be above average! There are only a few metrics that you can measure […]
This week we take on more of your questions. This week is packed with goodness. We cover the following questions: 1) How do I know if I am cut out for sales or not? 2) How to become a better negotiator? 3) How do I say no to a prospect? Enjoy! Welcome to The Tech […]
These are crazy times! This week we take on how each of you can continue to have a success mindset when it might seem very difficult to do just that! We both have struggled a little with this as well and remind you that you always have a choice, should adopt a bias towards action […]
This week we tackle the regulation quadrants including self-management and relationship management of the emotional intelligence domains. While Self-Awareness is probably the most known domain of emotional intelligence there is so much more to it. Self-Management and Relationship Management are key to your long term success. We hope you enjoyed the series! A book that […]
This week we tackle the recognition quadrants including self-awareness and social awareness of the emotional intelligence domains. Self-Awareness is probably the most known domain of emotional intelligence, but there is so much more to it. Social Awareness can truly make or break us as we try to grow our customer base and careers! Next week […]
This week we continue Series 25 – Emotional Intelligence with 7 toxic behaviors that lower your emotional quotient. Great show and one that we are sure you will be able to identify those around you that show these behaviors often. A book that we reference a lot throughout this series is – Emotional Intelligence 2.0 […]
We are kicking off a new series this week called Emotional Intelligence. While we might not be able to move the needle on our IQ, we can practice and raise our EQ numbers. Over the next four weeks we break down some best practices and ways that you can improve your emotional intelligence. Books mentioned […]
What are you going to do today? Are you going to let the noise that floods in win or are you going to execute your plan? Most times we hear about sales people who get caught in a reactive state. This week we talk about ways to plan your day and stick with it! We […]
Do you ever have to pick up the phone or send an email to someone asking for something and wish you had a better relationship with them? It has happened to us many times and this week we teaching you how to start fixing that today! In this week’s episode we share the WHAT, WHY […]
Last week was a great lead in for this week. While we use assistants and outsource things that we aren’t good at, others are better at or are low value, we only have that ability because of the things we have done for the past decade to build wealth and organize our lives. This week […]
A listener’s choice that is way over due! This week Bobby and Brian share a lot of tips and tricks for literally outsourcing anything you want to outsource. From sales tasks to laundry to grocery shopping, we help you with ideas, concepts and the actual sites we use to outsource tasks. The show you must […]
This week we wrap up series 24. Meeting prep is one thing ALL sales reps must do well, must own and must follow up from! That is what this week is all about! Make sure you listened to the first two episodes and take to heart what we share this week. It truly is the […]
This week we tackle the PLAN for your meeting! This is a huge miss by average reps. Too often they work hard for a meeting, get the right people lined up to attend and don’t spend the proper amount of time to plan for a great meeting. Don’t be average and use our tools coming […]
This week on the show we start a new series on Meeting Prep! We are going to cover topics over the next three weeks that average reps avoid or just don’t do. Buckle up and get ready for some candid feedback. We will teach you something each week and actually walk you through the work […]
This week we have a show to help you clean up and protect your social media presence. We also will publish a tool by the middle of the week that will help you get all your pages protected and cleaned up. This is something that many people overlook. Check out the tool and share it […]
This week on The TechSalesShow we share a new tool and ideas on how to collect a long list of stories and case studies to help you in your sales efforts. Recently in a coaching session, one of Bobby’s customers was looking for a way to quickly find and reference case studies. Today we give […]
This week on The TechSalesShow we interview Brittany Nieh. Brittany is a tech sales rep from Dallas, Texas. She moved to San Francisco, then London, and now is selling in Hamburg, Germany. A very interesting story and perspective we can all use. Brittany says she is a “technology enthusiast who is always on the lookout […]
We have had a number of questions come in over the past few weeks. We are answering those questions and love doing these episodes! Please keep the questions coming. This week is part 2 and we tackle 4 or 5 questions. Enjoy! Welcome to The Tech Sales Show brought to you by techsaleshow.com! As always, […]
We have had a number of questions come in over the past few weeks. We are answering those questions and love doing these episodes! Please keep the questions coming. This week is part 1 and we tackle 5 or 6 questions. Enjoy! Welcome to The Tech Sales Show brought to you by techsaleshow.com! As always, […]
This week hasn’t been an easy one and we share our thoughts on an article for the Harvard Business Review (hbr.org). The article is titled Choose the Right Words in an Argument. She gives three tips to help you do just that, 1) Say Nothing, 2) Ask Questions, and 3) Own Your Part. The team […]
This week we have Margaret Bjork back for part 2 on The TechSalesShow. We continue to discuss stress with purpose during these difficult times. We talk about “What Now?”, how to prospect in these times and to be mindful of the lows that are going to continue for some time. Finally, we share a few […]
This week we have Margaret Bjork back on The TechSalesShow to discuss stress with purpose during these difficult times. If you don’t know what your purpose is, we hope we can help in the next couple of weeks. (but we bet you already know) Let us know what you think and shoot us a note […]
We’re BACK!!! This week we get right back to it and share Part 3 of our series focused on the book How to Win Friends and Influence People. Oddly named, but a great book with lots of insights. This week we share Be a Leader: How to Change People Without Giving Offense or Arousing Resentment. […]
We have been taking a break in quarantine and with family, but next week we return stronger than ever. Until next week, go catch up on Series 23, Part 1 and take a few minutes this week to send us some ideas for content you would like us to cover. Send your ideas to info@techsalesshow.com. […]
Over the next three weeks, The TechSalesShow does a mix of a book review and best practice sharing. The team breaks down the best parts of How to Win Friends and Influence People by Dale Carnegie. A book written in 1937 has a lot of value for readers of ALL ages. There are so many […]
Bobby has been shocked by some of the sales tactics Girl Scouts have been using this year to sell cookies. From Facebook posts, yard signs and notes on the counter at businesses. What happened to the hustle and door-to-door selling? Someone told these scouts that cold calling is dead and that social selling is the […]
One of the areas of sales that hinders a lot of reps is their sales funnel. In many coaching conversations or interactions with tech sellers, we often get into a discussion about how to get more pipeline. Lately, we have heard more and more about “finding” pipeline. This week and last, we discuss how to […]
One of the areas of sales that hinders a lot of reps is their sales funnel. In many coaching conversations or interactions with tech sellers, we often get into a discussion about how to get more pipeline. Lately, we have heard more and more about “finding” pipeline. This week and next, we discuss how to […]
This week The TechSalesShow continues to answer your questions! This week we discuss 4 more big questions we have received here. Enjoy and let us know if you have more questions! How do I keep deals moving when prospects disappear? How to prospect when you are burned out? I feel like I’m earning a bad […]
This week The TechSalesShow continues to answer your questions! This week we discuss 4 more big questions we have received here. Enjoy and let us know if you have more questions! I am about to make a change from selling tech to consumers (B2C) and join a company where I will be selling to businesses […]
This week The TechSalesShow tackles (Big Game Pun) your questions! This week we discuss a little more about what Bobby is doing and then jump into these questions: I have been with my company for a short period of time and they want me to displace the incumbent vendor. Any tips? I am stuck with […]
This week is part 2 of Avoiding Excuses! Bobby was talking to a sales manager friend of his and they shared as the new year is starting they keep hearing a bunch of excuses. And that created this series. If you are in sales, you have either thought about these or heard others use them. […]
This week is part 1 of Avoiding Excuses! Bobby was talking to a sales manager friend of his and they shared as the new year is starting they keep hearing a bunch of excuses. And that created this series. If you are in sales, you have either thought about these or heard others use them. […]
This week is part 2 as we continue to cover Cognitive Bias and from the customer’s perspective. You should see a lot of things you have heard from customers with a little bit of perspective. Enjoy! Here are the biases we cover this week that we face often from our customers: Reactance Projection bias Mere […]
Happy New Year!! This week we cover Cognitive Bias and this time from the customer’s perspective. You should see a lot of things you have heard from customers with a little bit of perspective. Enjoy! Here are the biases we cover this week that we face often from our customers: Attentional bias Ambiguity effect Parkinson’s […]
This week The TechSalesShow is breaking down the 6 BIG Technology Trends as we wrap up 2019. These are not just buzz words, they are the technologies that future tech sellers will be selling!!! AI as a Service 5G Autonomous Driving Computer Vision Extended Reality Blockchain Technology Welcome to The Tech Sales Show brought to […]
This week we respond to another listener’s request and share our top 5 tips for account executives in training. Nail Your Day Job Build Friendships with the Field AE’s/RSD’s Take and Show Continued Education (beyond your learning management system) Build a Good Mentor Network (beyond your region) Be Intentional (even if it takes time) As […]
The TechSalesShow takes on a request from a listener. They asked, “would you do a couple of episodes on things you would suggest to get a fast start to a fiscal year?” Many of our listeners will be kicking off a new year in January/February so it is perfect timing. This week we talk about […]
Over the next two weeks, The TechSalesShow takes on a request from a listener. They asked, “would you do a couple of episodes on things you would suggest to get a fast start to a fiscal year?” Many of our listeners will be kicking off a new year in January/February so it is perfect timing. […]
In this two-part series, we share our favorite sales books and non-sales books. We have mentioned a few of these in past episodes and some of them are new. Enjoy! Here is a list of the non-sales books in this episode: The 4 Hour Work Week – http://amzn.to/2EbuzyY EGO is the Enemy – https://amzn.to/2nt2kFw Talking […]
In this two-part series, we share our favorite sales books and non-sales books. We have mentioned a few of these in past episodes and some of them are new. Enjoy! Here a list of the sales books in this episode: The Challenger Sale – http://amzn.to/2DBp6RE How to Win Friends and Influence People – https://amzn.to/37C1eta Getting […]
This episode is brought to you by Ryan Holiday fanboy Brian Evans! In all seriousness, this book hit a chord with both of us and one we wanted to break down for our listeners and encourage you to read. Let us know what you think of this episode and the book! BOOK LINK: https://amzn.to/2NUKHaS Welcome […]
A listener requested a show on forecasting and here it is! This week The TechSalesShow breaks down how companies forecast and discuss forecasting from two perspectives – the sales leader and the seller. Brian and Bobby share a number of best practices and ways to be really good at forecasting. Finally, they share a little […]
This new series is all about evaluation and engagement plans. Bobby and Brian have talked about these since they started the show, now they break down the value and thought process of putting together a great plan to achieve a customer’s desired outcome! In part 2 they help you think through objectives, milestones, and channels. […]
This new series is all about evaluation and engagement plans. Bobby and Brian have talked about these since they started the show, now they break down the value and thought process of putting together a great plan to achieve a customer’s desired outcome! In part 1 they help you think through scope, stakeholders, and timelines. […]
This week we continue our series on Engaging Executives! In this four-part series, we will dive into a number of topics and most importantly we will share a number of best practices! This week is our wrap up and we share a number of tips. We share tips for calling & emailing executives, tips for […]
This week we continue our series on Engaging Executives! In this four-part series, we will dive into a number of topics and most importantly we will share a number of best practices! This week is all about briefings. We start with field vs remote briefings, using partners or not and general best practices for all […]
This week we continue our series on Engaging Executives! In this four-part series, we will dive into a number of topics and most importantly we will share a number of best practices! This week is all about getting the meeting(s). We share the best ways that have worked for us, how to get commitments on […]
This week The TechSalesShow kicks off series 18, Engaging Executives. In this four-part series we will dive into a number of topics and most importantly we will share a number of best practices! Tune in weekly for more information! This week we discuss value, staying infrequent and being prepared when you get your shot. Next […]
Samantha Barham was one of the first few listeners that reached out. Way back when we were still using the brand bobbyandbrian.com. Samantha has come a long way since that first phone call. She had just graduated from NetApp’s S3 (Sales, Support, Service) Academy and was brand new to tech sales. She found The TechSalesShow […]
This episode is sponsored by TechSalesLab. This week is a mix between series and book review, but more of a series. The crew discusses a number of laws from the book and how they can play a key role in your tech sales journey! Thanks for listening! The Laws we discussed this week:– Law 36: […]
This episode is sponsored by TechSalesLab. This week is a mix between series and book review, but more of a series. The crew discusses a number of laws from the book and how they can play a key role in your tech sales journey! Thanks for listening! The Laws we discussed this week:– Law 22: […]
This week The TechSalesShow interviews Gabe Biondo. We have known Gabe for over 15 years. Gabe’s career has taken in from installing phones in cars (yes, you used to have to install them in your car), to Dell and the reseller world. Gabe has seen great success as a tech seller and has some good […]
Winwires, bell ringers, case studies, customer wins, etc. This week we talk about all the ways to celebrate and share your wins. There is a lot more to it than just telling everyone that you won. Highlight partners, highlight team members and use the documents to track quarterly and annual results. Check out our free […]
This week we tackle a topic not often discussed. The anxiety that high performers struggle with (often alone) because they worry about EVERYTHING. Brian and Bobby share a number of stories about keeping the “tiger out of the cave” as they have struggled with sleepless nights and a ton of anxiety from deals, goals and […]
This week we have a talented tech seller on the show. Phil has been at SHI for many years and he has a lot to share with the listeners! Check out his bio below and let us know what you think of this interview! Phil Moroni of Charlotte NC has been in technology sales since […]
Almost a part two for LC16, this episode highlights a mistake that many teams make when selling. They focus inward and try to figure out how they can convince a customer to buy their products. Customers Don’t Want to Buy Your Products, they want their problem solved. They want their pain to go away. They […]
This week’s show comes from a mentoring conversation where the sales representative wanted guidance on how to get an opportunity back on track. Fact is, they need a lot of help to think through how they got to where they were and what it was going to take to get the team organized again. We […]
Margaret Bjork has been a tech seller for years and shares her perspective on finding your “happy spot”. Margaret tells how she got into tech sales and how she changed companies looking for that happy spot only to change again to find a better spot. Margaret will definitely help you think about your current position […]
This episode is sponsored by TechSalesLab. In episode 4 we tackle value selling and how we both became value sellers. When we both transitioned from selling products to services, we quickly realized how different selling an invisible solution really can be. We share what we learned and hope to help each of you explore the […]
This episode is sponsored by TechSalesLab. In episode 3 we break down some of the best practices that led to some of our success throughout our sales career. Each listener has the opportunity to create and share your best practices. Ours may not apply to you in your current role, but we hope that we […]
This week Bobby & Brian reflect on what happened early in their sales careers to shape where they ended up. For the most part, both nailed the day job and started sharing best practices early. Both share stories of success and failure that made them stronger sellers and leaders. Stay tuned next week when they […]
This week The TechSalesShow kicks off Series 16 where they take a look back at a number of deals and things they have learned over their 40+ years in tech sales. This series will help each of you learn from our mistakes and give you ways to avoid the pitfalls we fell into. This week […]
Margaret Bjork has been a tech seller for years and shares her perspective on finding your “happy spot”. Margaret tells how she got into tech sales and how she changed companies looking for that happy spot only to change again to find a better spot. Margaret will definitely help you think about your current position […]
Wrapping up “Better Together” this week. Throughout this episode we challenge every listener and every tech seller to make partnering great again. We can all make partnering better, customers happier and it all starts with each of you. First, set your partner core values and stick with them! Next, ask for feedback and give it […]
This week is all about the customer’s experience. As partners we always want control and too often don’t work together. We go on meetings alone, we don’t communicate with each other and it just makes it harder on the customer. This week’s episode we will cover the fact that customers want help from partners, the […]
New series! This week and the following two weeks we are going to tackle the topic of “Better Together”, this is all about partnering in tech sales. Today we are going to introduce the topic, talk about why partnering in tech sales is difficult and why two wrongs don’t make a right. Partnering is hard, […]
Last week we covered receiving feedback. This week we have Phil Wilhelm back again. Phil has managed many sales reps and many managers of managers. Between the three of us, we have seen a lot of mistakes for the first time manager. Phil helps the first time manager overcome some of the common issues with […]
This episode is sponsored by TechSalesLab. Last week we covered receiving feedback. This week is all about giving feedback. If receiving isn’t easy, we know how giving feedback can make us stress! In this episode we cover eight tips to help anyone give feedback like a pro. Let’s us know what you thought of this […]
This episode is sponsored by TechSalesLab. Receiving feedback isn’t always easy. We all want to be great and if the feedback isn’t praise, it might be hard to take. In this two-part series, we cover how to receive and how to give feedback. This week we give the listener six tips for receiving feedback and […]
This episode is sponsored by TechSalesLab. Who doesn’t need to reset and clear the noise? This series is one we should all come back to from time to time. Lots of listeners reach out and tell us they are stressed or frustrated with their career. This week we talk about a career re-focus. When we […]
This episode is sponsored by TechSalesLab. Who doesn’t need to reset and clear the noise? This series is one we should all come back to from time to time. Lots of listeners reach out and tell us they are stressed or frustrated with their career. This week we talk about staying mentally and physically healthy. […]
This episode is sponsored by TechSalesLab. Who doesn’t need to reset and clear the noise? This series is one we should all come back to from time to time. Lots of listeners reach out and tell us they are stressed or frustrated with their career. This week we talk about your time and how to […]
This episode is sponsored by TechSalesLab. During this series, we are going to break down account planning. The truth and best practices. This week we cover a number of topics and wrap up the series. We talk about how you should go about building your plan of attack, create value at ANY level and how […]
This episode is sponsored by TechSalesLab. During this series, we are going to break down account planning. The truth and best practices. This week we cover the why, what and don’t for account planning. Why we should account plan, what it can do for you and your customer and don’t make it about your stack. […]
This was a GREAT interview with a friend and former co-worker! Greg shares a lot about his career in tech sales and what will make you a great tech seller as well! We start off the interview with a discussion about our past and we dive into what Greg’s thoughts on great sellers and how […]
Welcome to Series 12! During this series, we are going to break down account planning. The truth and best practices. This week we cover the what, who and how for account planning. What to plan, who to share it with and how to execute the plan. We will also share some tools this week and […]
What do you think the Million $ Question is? We chose this title for a question that one of our listeners asked – How can I be different than all the other sales people calling my prospects and customers? Isn’t this the question that every sales book is trying to address? Isn’t it the one […]
Today we are introducing a new style of show. We are going to call these mini-episodes and they will be shorter shows. The plan is to release these on days other than Monday, while keeping our weekly show release on Mondays. In this first mini-episode The TechSalesShow shares one of their nuggets called the “Close […]
This week The TechSalesShow tackles a topic we have mentioned many times, watering dead plants! We introduce the concept and cover the topic in two aspects; how it applies to relationships and your professional life! Bobby and Brian give you two sets of questions to ask yourself to stop spending time watering dead plants! Hope […]
Welcome back, Phil Wilhelm!!! It is so good to have you back on the show and as a partner of The TechSalesShow! As we wrap up this 3 part series on your first job in tech sales management, we have Phil Wilhelm join us and share his experience and thoughts on building organizations inside tech […]
Welcome to Series 11! This is our first manager series and was asked for by a listener who was just asked to take a leadership role. This is a 3 part series where we start with the beginning phase of the new manager role (approximately 6 months to a year), discuss the second phase of […]
Welcome to Series 11! This is our first manager series and was asked for by a listener who was just asked to take a leadership role. This is a 3 part series where we start with the beginning phase of the new manager role (approximately 6 months to a year), discuss the second phase of […]
Today we wrap up SERIES 10! This episode is sponsored by pjin.tv. pijn.tv is the insight you need regarding emerging tech companies along with the prize money you deserve. In the finale we share a number of tips and tricks that every tech seller can use to prospect. NEVER STOP PROSPECTING!!! It is up to […]
Here we are SERIES 10! This episode is sponsored by pjin.tv. pijn.tv is the insight you need regarding emerging tech companies along with the prize money you deserve. This week we walk you through ways to create demand. Of course, it can be slow at times and even difficult. It is up to YOU to […]
Welcome to SERIES 10! This episode is sponsored by pjin.tv. pijn.tv is the insight you need regarding emerging tech companies along with the prize money you deserve. Over the next three weeks, we will give you a number of ideas on how to chase new prospects. There are no shortcuts or technologies that will do […]
In our first series of 2019 we break down the future of tech sales. While that is extremely broad, the episodes of this series really break down the companies that are predicted to be the future of tech sales. In this episode we discuss the private companies that are most disruptive, changing the way tech […]
In our first series of 2019 we break down the future of tech sales. While that is extremely broad, the episodes of this series really break down the companies that are predicted to be the future of tech sales. In this episode we discuss the public companies that are most disruptive, changing the way tech […]
Happy New Year and welcome to 2019!!! In our first episode of the year, we take a look back on everything we have done at The TechSalesShow in 2018. From London to Houston, we have recorded and published 57 episodes. We have listeners literally all around the world and have had over 20,000 listens in […]
This episode is a follow up to one Brian recorded many weeks back about his experience as an expat. During this episode Bobby interviews Brian about all the good, the bad and the difficult times as an expat. Brian breaks down what he could have done better and all the good he believes it did […]
Bobby and Brian wrap up the series and help everyone get rewarded. Now the big day has come, you have pull all your data together and it’s time to make your asks. They focus on the basics for the big day, best practices to keep things on track and how to ask for more! Weather […]
In the second episode focused on end of year review best practices, Bobby and Brian help you get prepared for the big day. They help you with strategies to keep up with and collect the data throughout the year, how to put it all together, how to pick the right format for your company and […]
Bobby & Brian kick off a new series to help you nail your end of year review. Every company treats this part of performance management with a different level of rigor. In this episode they focus on best practices that will help you get started and do it better this year. They help you figure […]
In the 11th Listeners Choice on the TechSalesShow, we discuss getting in a Sales Slump. It’s a tough job, full of ambiguity, but this is the life we choose! Check out the episode for a one-week plan on how to break a sales slump. The shoe kicks off discussing how we typically get here, getting your […]
In the 10th Listeners Choice on the TechSalesShow, we discuss the Job Hunt! This episode is based on an article written by Josh VanGeest (his story here). Josh shares five lessons, and we chat about some of his learnings and how you can apply these to prepare yourself for a potential job hunt. Lesson #1: A […]
In the 7th Series of the TechSalesShow, we tackle all angles of Stretch Projects across 3 episodes starting Monday. Aside from nailing your day job, nothing is more critical to growth than stretching yourself. The second episode covers 4 ways to execute like a Rockstar. In week 3, we talk about the impact of stretch projects […]
In the 7th Series of the TechSalesShow, we tackle all angles of Stretch Projects across 3 episodes starting Monday. Aside from nailing your day job, nothing is more critical to growth than stretching yourself. The second episode covers 4 ways to execute like a Rockstar. In week 3, we talk about the impact of stretch projects […]
In the 7th Series of the TechSalesShow, we tackle all angles of Stretch Projects across 3 episodes starting Monday. Aside from nailing your day job, nothing is more critical to growth than stretching yourself. The second episode covers 4 ways to execute like a Rockstar. In week 3, we talk about the impact of stretch projects […]
In our ninth Listener’s Choice, Bobby and Brian with special guest Scott Evans, discuss their top 10 tips and tricks for your customer demos. These aren’t the normal tips you hear about bringing the right cables and be on time. These are our pro tips for getting the team organized and maximizing the time you […]
In our eight Listener’s Choice, Bobby and Brian share their thoughts with special guest Scott Evans (Brian’s brother) on cognitive bias. Interesting episode and every sales rep should reflect on their own cognitive bias. Make sure you aren’t falling into a bias and losing or falling behind because of your own cognitive bias! There are a […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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. […]
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. […]
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. […]
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. […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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. […]
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 […]
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!) – […]
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!) – […]
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 […]
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!) – […]
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!) […]
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!) […]
This is the third interview with a business leader on The Tech Sales Show! During this podcast Bobby and 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, […]
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.techsalesshow.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 […]
This is the second interview with 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 into the Corporate space. Phil has a unique background with a BBA & MPA in Accounting from The University […]
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@techsalesshow.com! Here are the show notes: Listener’s Questions: 1) “How do I best promote […]
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 […]
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 […]
In Series 2:Episode 3, Territory Planning, Bobby and Brian ask for a little help if you are getting value out of the Podcast! Please rate us 5 stars on iTunes or your favorite Podcast app if we have earned it, if not please give us feedback at info@techsalesshow.com! We need to get 100 on YouTube! It’s […]
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 […]
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 […]
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 […]
In Series 2:Episode 1, Bobby and Brian introduce their next series – Territory Planning. Bobby and Brian are both kicking off their fiscal years and share their insights, tools and tips & tricks with all of you! They introduce all the tools you can expect across the series. Enjoy this episode and this new series!!! […]
This is the first interview of an Above Average sales rep on The Tech Sales Show! During this interview Bobby and Brian interview Nadene Cherry who has worked at CDW for thirteen and a half years helping enterprise organizations in Houston, Texas accomplish their long term goals with technology. One on Nadene’s favorite quotes she shared […]
In Series 1:Episode 4 – Meeting Prep Wrap Up, Bobby and Brian wrap up their first series! They introduce Prospect360 and challenge you. Enjoy this episode!!! Here are the show notes: Bobby and Brian recap the episodes in this series, Impeccable First Meeting Preparation They share the feedback they have heard from listeners. Check out […]
In Series 1:Episode 3 – Meeting Prep Steps, Bobby and Brian walk you through each step you should take to prepare for those first customer meetings! They introduce the Meeting Prep Playbook. Enjoy this episode!!! Here are the show notes: Bobby and Brian recap the first couple episodes quickly and then dive into additional thoughts […]
Welcome to The Tech Sales Show brought to you by techsalesshow.com! In this first series, we are aiming to help current and future tech sellers improve their meeting preparation. You will hear us often say Average Sucks, Average is the Enemy and Don’t Be Average! Our goal is to help you be far better than […]
Welcome to The Tech Sales Show brought to you by techsalesshow.com! In this first series, we are aiming to help current and future tech sellers improve their meeting preparation. You will hear us often say Average Sucks, Average is the Enemy and Don’t Be Average! Our goal is to help you be far better than […]
Listen to this Podcast to hear a previously published article. Call 10 is one of our staying in touch tips that will give you a reason to reach out to your network and keep that network engaged. If you have similar things that you do to stay engaged, please share in the comments! Join our […]
Welcome to The Tech Sales Show brought to you by techsalesshow.com! In our very first podcast we introduce everyone to our goals, each other and our history. You will hear us often say Average Sucks, Average is the Enemy and Don’t Be Average! Our goal is to help you be far better than average, actually, […]