Attention Presidential Candidates: Give Me Some Sexy Process

A non-process guy like me rarely gets excited about the sexy topic of “process.”

But just once, I’d love it if I heard a candidate forget the lazy platitudes and opinions and get into some lovely process talk.


Here’s what I mean:

Almost every candidate running for President loves the promises, platitudes and opinions. They love to tell you how they’re going to Make America Great, or how they’ll guarantee free college for all, or how they’ll stop illegal immigration, or my favorite, how they’ll create 7 million jobs.

I don’t want to hear them say they’ll “fight for me.” They won’t.

I want to hear HOW you solve problems.

Not how you’ll accomplish the goal from a policy or strategy standpoint.

There’s no disagreement that the country faces many problems. Therefore, I want to hear HOW you solve problems. 

Give Me Some Method to Your Madness 

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A Proven One Day Training Plan

For Sales Leaders That Never Called Me To Help Them

Well, it’s that time of year when we plan sales meetings and retreats. I’ve gotten a lot of calls recently from companies who want me to come in and speak to their groups but, unfortunately, my time is booked through February. I don’t remember getting a call from you. Hmmm. Oh well, maybe I did and just don’t recall.

Consequently, I wanted to give you CEO’s and Sales Leaders some ideas on how you can run an uber-effective sales training meeting to kick off 2016.
Here are the steps I take both for preparation and for execution of an event.

Step 1: Get Really Clear on Your Objectives. 

I find most leaders are a little fuzzy when it comes to specific objectives for a one-day training meeting. I suggest you write out 8 to 10 things you’d like to see as a result of this meeting and then build curriculum to achieve that. Don’t try to load it up too full. Leave breathing space so that people can absorb the content.

(That’s a major fault of sales leaders and CEOs. They think that since they have everyone in the room, they need to chock it full of content. Less is more. More becomes drivel.)

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How Do You Successfully Onboard New Sales People?

As you bring on new sales people, the key question is always some form of: “How do we get new sales people up to speed quickly?”


In my training and coaching practice, I’ve seen companies truly botch this up. Never intentionally, of course. But, here are a few thoughts on how to onboard new employees quicker and more successfully.

1. Complete a Thorough Job Responsibility Document. 

Yes, a document. Lots of firms refuse to commit anything to paper. It must be crystal clear on what the roles and functions of the job are… and what is expected of that person.

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“Episode #316: Hiring Sales Culture”
by Bill Caskey and Bryan Neale

Sorry, listening to the audio on this website requires Flash support in your browser. You can try playing the MP3 file directly by clicking here.

The Advanced Selling Podcast
September 10, 2015

advancedsellinpodcastgraphicbootCan you hire a sales culture or does it come from the sales leader?  Veteran sales trainers Bill Caskey and Bryan Neale share their observations from working with different sales teams and cultures around the country.  They discuss the signals they see that tell them a company’s sales culture is sound or challenged, and what indicators are present in most good sales environments.  In this episode of The Advanced Selling Podcast, Bill and Bryan share their definitions of strong sales cultures and give you tactical exercises to implement with your team right away.

Visit for access to exclusive listener sales tools and resources.

Working Under Load. The Secret To Your Success.

Charles Poliquin is a weight-lifting coach. He’s the guy your trainer looks to for advice on proper technique, cadences and exercises. He was on Tim Ferriss’s podcast (Click Here To Listen) last week and he said something I thought was fascinating. Simple, but fascinating.


He said if you really want to increase your strength, you must spend more time “under load.”

In his world, under load means to stress the muscle throughout the entire weight bearing exercise. In other words, do the reps slow, stopping at the top and bottom for a few seconds. So instead of doing 20 curls in 35 seconds, you do 20 in 2 minutes.

More time under load = more strength.

In our world, “under load” leads to strength as well.

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