What’s The Evidence You’re Successful?

The 2X Podcast

People love “evidence” don’t they? And we should all love it, too.

It’s evidence that leaves clues as to whether you’re on your way to your goals. Or, evidence also helps as you are in the sales process.

In this episode of The 2X Podcast, Bill Caskey discusses the various faces of evidence and gives you some ideas on how you can better use your evidence.

Also mentioned in this podcast:

 

What Buyer Criteria Should You Know About?

The 2X Podcast

Aristotle first came up with the concept of Modes of Persuasion (furnished by the spoken word.)

In this episode of The 2X Podcast, Bill Caskey takes this and modernizes it a bit to help you see the criteria you are being judged on. That might be nice to know, huh? There are four parts to it.

Suggestion: Have your notebook and pencil out so you can get full value of this episode.

Also mentioned in this podcast:

 

The Extreme Value in Being Seen As A Thought Leader

The 2X Podcast

In this episode of The 2X Podcast, Michael Pici, Director of Sales at Hubspot (www.hubspot.com) shares his story of how he became a thought leader in his market – and how you can too.

Michael provides simple instructions to get started and what it can mean to you and your career (and your income).

Learn more about Hubspot at hubspot.com.

Also mentioned in this podcast:

 

Using Inside Out Marketing

The 2X Podcast

You might have heard of this concept before. While it’s nothing new, it’s still rarely used to its full potential.

On this episode of The 2X Podcast, Bill reviews 4 assets you own that MUST be part of your personal marketing plan.

As we coach and train sales performers everywhere, we find “lead generation” still to be the most difficult area of skill. And this podcast will help you reframe the problem.

The 2X Quick Start course is now Live! Join the course now and get your first video today! billcaskey.com/quickstart.

Also mentioned in this podcast:

 

How Jason Doubled His Income

A Case Study of Sales Philosophy and Method

Today, I will share with you the story of Jason and how he used our sales philosophy and methodology to significantly grow his business quickly.

He came to me struggling in his sales territory. No, he wasn’t about to get fired – but he was the classic underachiever. On the surface he looked like he could be a killer. But the results were never there. And he was becoming frustrated.

Sales philosophy jason case studyJason was 35 years old with a new wife and a new house. He’d been in his current position for 5 years. He was a pretty good sales person -always in the middle of the pack. But…he knew he could do better. His manager was always telling him, “Hey Jason, you can crush this thing. You have tons of opportunity in your territory. What’s going on?”

Those conversations shamed him – but they certainly didn’t inspire him. He needed a plan and a way of thinking – a philosophy – which he wasn’t getting. He was not a real ambitious bloak – not a trained killer. He’d always been average – earning about $80,000/year. BUT, he knew there was more.

One thing you should know about Jason. A born sales person he was not. Not sure anyone is – but there is a worldview that there IS such a thing. There is NOT. And, worse, he started to question himself if sales was even the right profession. Not a good place to be. As he began to doubt, he lost confidence in his ability. We call this the “doubt spiral.” And it’s ugly.

Results

sales process jason results

So in the 6 months I worked with him, here were his results:

  • Tripled his average monthly appointment count.
  • Went from a closing rate of 10% to 65%.
  • Monthly income went up 3x.
  • And the biggest result was his confidence level – hard to measure, but hard to be without.

The Process: Sales Philosophy, Methodology, & Process.

As he got down on himself, a friend suggested he find a peer group to get in. He began to research online. He found a mastermind / learning group I run and set up an appointment with me where he shared his plight. He was very specific and very open, the first step to getting help and creating change.

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