Burn season is here, so start with this one. Tim opens Season 17 with Jonny Holsten, creator of the BridgeSelling framework, on why “shadow the top rep” isn’t training, how naming a price range early turns the rest of the conversation into the buyer’s favor, and what the difference between asking two questions and asking seven sounds like in a live role play. Listen here, or open the episode page for the show notes.

This is the book behind the Fire Time Podcast episode above. It covers six steps to better conversations, shorter sales cycles, and higher close rates, without scripts or pressure. Jonny gives the digital edition away free on his site, and the paperback can also be purchased through Amazon.

Jonathan Kelly recommends this resource in this issue’s edition of The President’s Perspective. The report page has the executive summary, the full PDF, and interactive charts.