On June 27, we’ll be hosting a program called Caskey and Friends. It’s really a time for us to share some of the strategies that are working for our clients in helping them grow their business. Yes, I know if you’re not in Indianapolis there is no way to get access to this, although we will […]
Not a day goes by in our sales training and coaching business that a client doesn’t approach us with this question, “How do I get to the CEO?” I heard that very question yesterday from a brand new client who sells technology services – traditionally calling on IT managers and CIOs. Five years ago my […]
Statistics suggest that 70% of us are visual in how we take in information. I prefer to think of it that we are all 70% visual. Social scientists would tell me that interpreting that initial number in the second way is wrong but, oh well. The bottom line is that if we want to understand […]
Attention: All adults who still think it’s corny to write a thank you note. Here is a thank you note I just received from an intern candidate who didn’t get the job. I thought you’d like to see what a real thank you note sounds like. Remember, this kid is 19. _______________________________________ I just want […]
“All the world’s a stage and all the men and women merely players.” – Shakespeare, As You Like It. Last week, I was coaching a salesperson who was getting ready to give a talk in front of 20 VPs of Marketing, his target audience. I asked the question, “What are you going to present to […]
The age-old problem in selling is: how do you get in front of a customer’s needs? If your product is one which you can ‘manufacture’ the need for, then you might be able to cold call from a phone book and say the right things that brings awareness to the customer’s problem. But if you’re […]
I couldn’t help but think over the past two weekends of the NCAA men’s basketball tournament how often a team that is ahead by 15 to 20 points will begin playing not to lose the game – and watch their lead dwindle in the final moments. Sometimes, teams ahead by 20 points lose the game […]
Of all the concepts that we teach in our sales development firm, this has had the highest impact on people’s results and confidence. We start sales training classes with a very simple question: “What is the intent of a salesperson?” Almost everyone misses it. They say: “It’s to sell.” “It’s to get the deal.” “It’s […]
To say that the discussion of money is the most important part of the sales process might be an over-reach. BUT, the fact is that if you aren’t willing to embrace the conversation about money, then you will be at a disadvantage further into the sales cycle. Why do so many people have so many […]