The Techsalesshow

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 […]