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.

Stop being just another vendor - become THE expert they can't ignore. Join ASP Insider September 8th: http://advancedsellingpodcast.com/insider