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In this episode, Bryan and Bill continue their conversation about the concept of authenticity in sales and the critical importance of "backstage" work.

They explore how the unseen majority of a salesperson's efforts shapes their public persona and performance. The guys discuss the value of clearly defining an ideal customer profile and propose a fresh approach to objection handling through "Yellow Flag" meetings. 

The conversation also touches on discovering one's noble purpose in sales and how internal work leads to more authentic and effective client interactions. This episode is a must-listen for sales professionals seeking to enhance their authenticity and effectiveness in the field.

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