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In this episode of The Advanced Selling Podcast, Bryan Neale welcomes Steve Benson, founder of Badger Maps, for a conversation on why outside sales teams are often overlooked by modern sales technology — and what happens when tools are finally built with field sellers in mind.

Bryan and Steve dig into the realities of territory design and route planning, calling out how many sales leaders still rely on gut feel and educated guesses when structuring territories. Steve explains how Badger Maps and Badger Align help sales teams visualize customers geographically, balance territories using real data, and create more efficient routes that lead to more meetings and measurable sales lift. They also explore why mobile-friendly CRM tools matter so much for outside sellers, and how removing friction from data entry in the field directly impacts performance.

The conversation expands into Badger Maps’ broader platform, including lead routing, geographic insights, and performance tracking, before Steve shares the origin story behind the product — a firsthand realization that sales data is far more powerful when you can see it on a map.

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What can Charlie Puth's collaboration with Kenny G for the Super Bowl national anthem teach us about sales? More than you'd think.

Bill and Bryan break down the story of how Charlie Puth persistently pursued Kenny G—not through aggressive follow-ups, but through generous, creative demonstrations of value. He sent tracks. He added a choir. He painted the picture so vividly that Kenny G couldn't help but respond.

The sales lessons are everywhere: Clean intention enables authentic persistence. Information isn't proprietary anymore, so stop withholding it. Collaboration beats competition. And most importantly, your "through line"—the underlying driver of your sales process—might be sabotaging your success.

Most sales methodologies operate on a selfish through line: What do I need to say or do to get the deal? That approach creates manipulation, defensiveness, and resistance. But what if collaboration was your through line instead?

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Bill Caskey explores the most important question in sales: What is your role in the buyer-seller dance?

In this solo episode, Bill breaks down the Guide Model—a three-part framework that transforms how you show up with customers. Instead of selling to people who don't need what you offer, you become the guide that customers are craving.

If you've ever wondered why buyers don't trust you or why price becomes the sticking point, this episode reveals what's really happening—and how to fix it.

This is part 2 of a 2-part series on how to be a guide.

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