“Episode #266: Sales Failure”
by Bill Caskey and Bryan Neale

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The Advanced Selling Podcast
November 24, 2014

advancedsellinpodcastgraphicbootEveryone needs a good hard failure, right? In this week’s episode of the Advanced Selling Podcast, Bill and Bryan focus exclusively on sales failures. No sales person wins 100% of the time. By sharing lessons learned from failure, veteran sales trainers Bill Caskey and Bryan Neale demonstrate the power in growing from your mistakes. It doesn’t matter if it’s gimmicky sales tactics, overconfidence or just plain bad luck that causes the failure. What truly matters is embracing the negative situations or outcomes and developing a process to avoid repeating the same mistakes in the future.

Are You Doing These 3 Things To Influence The Customer Journey?

I had a friend call it ‘the customer ride.’ It’s that customer journey that we’re all trying to figure out. 

Courtesy of LandRover MENA. The Journey To Beijing

Courtesy of LandRover MENA. The Journey To Beijing

It’s something that every sales leader and sales person should pay attention to. It’s the customer journey. That path that your prospect takes on the way through the sales cycle.

We sales-types love to vault over some pretty important elements as we seek to close business. This post is about influence and how you can behave in a manner consistent with how your customer buys. This should be the first step your sales trainer should have you complete, prior to any skills work.

Here are three things you can do to influence it:

“Episode #265: Precision Selling”
by Bill Caskey and Bryan Neale

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The Advanced Selling Podcast
November 17, 2014

advancedsellinpodcastgraphicbootAre you using precision selling to win with your prospects? This week, the Advanced Selling Podcast looks at the tactics precision sellers use to outperform their competition. In this episode, veteran sales trainers Bill Caskey and Bryan Neale share six examples of precision selling techniques. From planning and preparation to language and mindset, you’ll learn what you need to reach your peak selling abilities.

“Limiting Beliefs”
by Bill Caskey and Bryan Neale

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The Advanced Selling Podcast
November 10, 2014

advancedsellinpodcastgraphicbootIn the latest episode of the Advanced Selling Podcast, Bill and Bryan take a deep dive into the dark underworld of limiting beliefs. What are the negative, self-doubting thoughts that creep around in your head and sneak up to scare away a perfectly good sale? Veteran sales trainers Bill Caskey and Bryan Neale shine the light on limiting beliefs. In this episode, you’ll understand that everyone deals with their own set of limiting beliefs. You’ll hear examples of some of the most common ones in sales. Finally, you’ll learn tactics for confronting these limiting beliefs and ways to shift your mindset into a positive state.

How College Majors Can Affect Our Lives

I had no idea what I wanted to do with my Communications Major when I was 22 years old. I just knew I loved radio. That was it.

Kara-Bill-WGRE

My daughter, Kara, and I at the 65th Anniversary of WGRE-FM (DePauw University).

But because of poor planning and a general lack of ambition, I never actually got a job in radio. But as I look back, that fact was insignificant.

“Modern Sales Behavior”
by Bill Caskey and Bryan Neale

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The Advanced Selling Podcast
November 03, 2014

advancedsellinpodcastgraphicbootIn this week’s episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale go back in time to examine old school sales behavior. Feel like you are trapped in the past? Not getting the outcomes you desire? Modern sales behavior is all about quality over quantity. Bill and Bryan share the present-day tactics you need to reach new prospects. The end of the year is approaching. Don’t mail it in. Use these modern sales behaviors to sprint to the end and leave your competition in the dust.