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 […]

E146 – LC37 – Are you busy or productive?

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 […]

E145 – LC36 – Your Questions

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 […]

E144 – LC35 – Success Mindset in Tough Times

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 […]

E143 – S25:E4 – Emotional Intelligence, Self & Relationship Management

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 […]

E142 – S25:E3 – Emotional Intelligence, Self & Social Awareness

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 […]

E141 – S25:E2 – Emotional Intelligence, Toxic Behaviors

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 […]

E140 – S25:E1 – Emotional Intelligence, Introduction

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 […]

E139 – LC34 – Daily Activity Checklist

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 […]

E138 – LC33 – Building Internal Relationships

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 […]

E137 – LC32 – Building Wealth & Organizing Life

I’ve been listening since the first episode...this show gets better and better.  I’ve applied several of the learning points to my sales career.

This show offers so much

We have launch the Podcast!  Look for a new episode weekly!

Happy New Year!

The TechSalesShow

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 <a href="http://techsalesshow.com" rel="nofollow" target="_blank">techsalesshow.com</a>!  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 […]

S1:E1 – Impeccable First Meeting Prep

Phil Wilhelm

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 […]

LC15 – 1st Time Manager by Phil Wilhelm

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 […]

S9:E1 – Future of Tech Sales, Public Companies

Thanks for joining Bobby &amp; 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 […]

S5:E1 – The Challenger Sale – Introduction

Gabe Biondo

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 […]

INT10 – Gabe Biondo

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 […]

Welcome to SERIES 10! This episode is sponsored by <a href="http://pjin.tv" rel="nofollow" target="_blank">pjin.tv</a>. <a href="http://pijn.tv" rel="nofollow" target="_blank">pijn.tv</a> 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 […]

S10:E1 – Filling Your Funnel, A New Business Mindset

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 […]

S9:E2 – Future of Tech Sales, Private Companies

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 […]

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 – <a href="http://amzn.to/2DBp6RE" rel="nofollow" target="_blank">http://amzn.to/2DBp6RE</a> How to Win Friends and Influence People – <a href="https://amzn.to/37C1eta" rel="nofollow" target="_blank">https://amzn.to/37C1eta</a> Getting […]

E105 – LC22 – P1 – Sales Books

Phil Moroni

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 […]

INT09 – Phil Moroni

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 […]

LC14 – The Million $ Question

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 […]

LC11 – 10 Tips for Breaking Out of a Sales Slump

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 […]

LC9 – 10 Tips for Demos

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 […]

S13:E3 – Reset & Clear the Noise – Career Re-Focus

Thanks for joining Bobby &amp; 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 &amp; 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!  <a href="http://amzn.to/2DBp6RE" rel="nofollow" target="_blank">http://amzn.to/2DBp6RE</a>.  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

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 […]

E108 – S20:E2 – Fiscal Year Fast Start, Getting Results

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 […]

S6:E1 – Sales Productivity, Get Caught Up

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 […]

E111 – S21:E1 – Recognizing Cognitive Biases, Part 1

S1:E2 – Setting & Sharing Meeting Goals

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. […]

E107 – S20:E1 – Fiscal Year Fast Start, Getting Organized

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 […]

E110 – LC24 – 6 BIG Technology Trends

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