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Bill and Bryan dive into the critical balance between heart-centered selling and process-driven approaches. Sparked by a real coaching session where a top salesperson admitted "I'm not a warm guy," the guys explore why both emotional connection and systematic process are essential for sales success.

They also discuss the importance of decisiveness in both sales and business relationships, and remind listeners that sometimes the best thing you can do is walk away when a prospect isn't ready to commit.

Whether you're naturally warm or more process-oriented, this episode will help you find the right balance to build genuine relationships while still driving results.

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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