Old Model vs. New Model
Sometimes our success has less to do with our actions – and more to do with the model that we use to see our opportunities.
Entries by Bill Caskey
How Do You Build a High Performance Sales Culture?
As part of my coaching and training work, I see sales culture problems everywhere. Yes, we train sales people. Yes, we coach leaders. And little of that has any impact on culture. So what does? The quote says it all: Stories.
The 3 Conflicts
It is said that great leaders are effective when they can remove all impediments to success. In your personal affairs, there are three conflicts that might be roadblocks to your ultimate success.
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. 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 […]
Mindset and Mechanics
A client of mine, after a two day event, asked me to summarize all 16 hours into one page. I’ll do better than that. Here it is in two words.
Do You Recognize These 5 Warning Signs of a Bad Prospect?
There is trouble ahead for you. I bet that right now you have prospects in your sales pipeline that are bad prospects. And it’s time for you to get rid of them. In my sales training and coaching practice, I get clients who call me to strategize on how to close deals. One such client […]
3 Things You Can Do To Challenge The Sales Status Quo
Status quo is a Latin phrase meaning the “existing state of affairs.” In my sales training practice, I watch sales teams continue to do the same things, over and over, and expect results to be different. I hear them say, “Well, if I could just do more…” But the correct way to challenge it is […]
Your Buyer Is Motivated By The Simplest of Things
My eyes glaze over when I read psychology texts about motivation. There is rational v. irrational. Intrinsic v. extrinsic. Natural v. organic. Throw in some “incentive theory” and you have a bowl of sh** soup. All very confusing (to my simple mind). Since most of us are in the business world where we are on […]
The Utter Failure Of Trade Show Sales People
It’s been 14 days since I attended a technology trade show and I’m still waiting…. Let me explain. I was invited to be a guest at a trade show for a local technology company. Being in the sales training and coaching business, I’m always interested in how trade show sales people treat visitors to their […]
