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 […]
As sales development specialists, we get asked all the time “how” we go about training a sales team. We’d like to think there is some secret sauce we have access to, but we begin most engagements the same way – by understanding the 9 points in this video. If you’re exploring ways for Caskey to […]
You’ve heard of sports figures who retire from the game and then within months decide to UNretire. Let’s be very clear up front that I am not one of those sports figures and haven’t been for years. But a few years ago I decided that the game of basketball had passed this old body by. […]
We recently released an online course called The Accidental Salesperson which presumes that many people who are drafted into sales today really didn’t set out with sales at their goal. This can include engineers, subject matter experts, accountants, lawyers and even a lot of sales people. And yet, most of the training that teaches those people […]
Getting ready for the next recession. It’s coming. Maybe not for a few years, but now’s the time to get ready. Remember how you felt when it hit you like a ton of bricks in 2009? Don’t EVER EVER let that happen to you again. Make a list of the top 10 things you need […]
This is from a Q&A call our team recently did in our program called The Accidental Salesperson. As we were transcribing this, we thought we’d give you a peak inside our thinking when we answer client questions. (This is a transcription of spoken audio so forgive some of the clunkiness). Q: My biggest problem is […]
“Millions saw the apple fall, but only Newton asked why.”~Bernard Baruch Are you, by nature, a curious person? Having worked with thousands of sales people–and hundreds of managers–I honestly believe it is a pre-requisite to income success to be curious. Curiosity is the very basis of education and if you tell me that curiosity killed […]
Every businessperson has a story about a time they paid a price for not addressing the root causes of a problem. Some of these stories involve a decision to put up with a non-achieving salesperson for years knowing they’re never going to make it, rather than pulling the trigger and letting him or her go. […]
In the last few weeks, we’ve been working on the launch of an online program called The Accidental Salesperson. The reason we’re launching this is that we find more and more non-sales people are being asked to sell, negotiate, communicate and manage relationships that already exist. In many ways, these people below can be THE […]
