Guiding Principles: Part 1

from The Advanced Selling Podcast · host Bill Caskey and Bryan Neale: B2B Sales Trainers

Send us Fan Mail In this episode, Bryan dives into two of the Guiding Principles from the Blind Zebra Sales Operating System: Objectivity and Expert Persona. He challenges salespeople to view their funnel without bias - imagine betting your own money on each deal to test your objectivity. Bryan also unpacks what it means to become an expert in your customer’s world (not just your own product). It’s about earning trust by showing you care enough to really understand their business. Plus more tactical applications coming in the next episode, Guiding Principles: Part 2! Curious about certification in the Blind Zebra Sales Operating System? Learn more here. And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin. Ready to stop competing on price? Join Bill's Insider coaching program at advancedsellingpodcast.com/insider.

Episode metadata supplied by the publisher feed · Published Apr 23, 2025

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