Send us a text

In this episode, Bryan dives into a powerful yet often overlooked tool in the sales leader’s toolkit: the calendar inspection. He explains how regularly analyzing your team’s calendars can reveal dangerous pipeline gaps before they become full-blown problems.

You’ll hear why having a clear sales playbook, with numeric goals like two connector meetings and two new logo meetings scheduled 2–3 weeks out, is essential for maintaining consistency in your sales process. Bryan breaks down how this simple framework helps both leaders and reps stay ahead of slumps and avoid being blindsided by an empty pipeline.

If you’ve ever said, “We had a great month, but next month looks light,” this one’s for you.

Advanced Selling Podcast Listeners save $200 on Huddle tickets purchased in July 2025 with discount code SANTA. Click here!

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.

Kick off 2026 with our Insider coaching call on January 9th at noon. Discover the 5 essential lead generation strategies you need to hit your goals this year, including a simple-to-build lead generation engine Bill will walk you through step-by-step.

Learn more: advancedsellingpodcast.com/insider