The TechSalesShow

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: […]