The Elements of a World Class Leader

The 2X Podcast

In this episode of the 2X podcast, Bill Caskey reviews the nine elements of a World Class Leader.

These elements will help you whether you’re in sales leadership, company leadership, or just want to be a leader of yourself and those around you.

There’s also some space at the end for you to share with him anything that he might’ve missed as the 10th lesson of leadership!

Also mentioned in this podcast:

Episode #468: Practice, Practice, Practice

The Advanced Selling Podcast

In this week’s episode, Bill Caskey and Bryan Neale introduce you to some new ways to practice the craft of selling. They give you five insights that you can use to better hone your skills when you are preparing for a call or a presentation.

Aristotle said, “We are what we repeatedly do. Excellence, then, is not an act, but a habit.”

Also mentioned in this podcast:

The Prerequisites For 2X Growth

The 2X Podcast

On this episode of The 2X Podcast, Bill addresses a very common mistake that most salespeople make when they decide to try and drastically improve their results, they JUMP.

They jump to making more calls, working more hours and desperately making more connections on LinkedIn. Those are all great things, but if you don’t do the prerequisites first, you’ll never get to where you want to be.

Bill gives you 6 prerequisites you can start on today, before you begin your journey to 2X!

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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Pillar Content and Content Atomization

Honing Your Core Message Offers Numerous Rewards

In our last article, we covered the basics of content atomization, explaining how it works and how it can be implemented. In this second and final article of our brief two-part series on the topic, we will discuss an important notion that can give your content atomization strategy a bit more coherence: pillar content.

Great sales people are leverage thinkers, meaning, they are always thinking, “How do I best spend my time in order to get the highest return on it?” The story of “leverage” is the story of “success.”

A cousin to “leverage” is the idea that you want something working for you when you’re out serving customers. Most sellers have nothing like that.

Thus, content atomization.

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