Do your prospects see you as a threat? Veteran sales trainers Bill Caskey and Bryan Neale explore the common “Threat Factor” that frequently occurs in sales situations. Is there a chance that you or the product/service you’re selling can be a threat to your buyer? Will buying from you ruffle any feathers in your prospect’s […]
How do you stand out from the pack— at work, in the sales process, anywhere? Veteran sales trainers Bill Caskey and Bryan Neale talk to THE expert on high-stakes storytelling in today’s episode. Back to The Advanced Selling Podcast by popular demand, Bo Eason shares his best practices for learning to tell your personal story effectively. […]
I must admit. Sometimes I just don’t feel it. I get bored. I get tired. I get overwhelmed with all the sh** that needs to get done, but never have the time to do. Yep, I get in the proverbial “rut.” You, too? As I sink into those places, I have to catch myself and […]
Can you imagine this happening in your sales department? John (a struggling veteran sales person) walks into Bob’s office (sales manager) and makes this declaration: “Bob, I don’t think the income distribution in this company is fair. I’ve been here 5 years and yet I make only 70% of what Mary makes. She has a […]
As of yesterday at 5:00PM, not one candidate has called me from any presidential campaign. Hmmm. Guess that’s not unusual. THEY NEVER DO! But let’s pretend that one did call asking for help on debate prep, speech prep or just how to communicate better with the American people. I would lead with the three-headed problem […]
My daughter, Kara Caskey, recently finished a semester abroad program in Europe. She studied in Prague, but played in Scotland, Vienna, Milan and Amsterdam. The point of this though is to share a great idea for college seniors who might be tempted to rely on a resume to help them get that awesome job. I […]
More ideas are not better. I know there is a saying, “If you want to come up with a great idea, come up with lots of ideas.” But I see Presidents and Salespeople generate idea after idea – and yet have little to show for them. So what happens. Here’s my take. My sense is […]
Last month, I turned 59 years old. As I was shooting in the gym that day, I saw a few teens at the other end of the court (basketball) trying to dunk. They were close but not quite there. It reminded me when I was that age, where I couldn’t quite get my hands high […]
Well, the election cycle has begun. And with it, comes my constant frustration (you might recall my blogs from 2 years ago) at how our politicians make their arguments, or, more accurately, how they DON’T make their arguments. But since I’m staying away from politics in this blog, I’m left with a thought on how […]
