Not donuts…or lunch…or coffee mugs. But are you bringing your ‘full self’ when you meet with people? In this video, Bill tells you a story of how he and his team are brought in to interview sales people upfront before an offer is made. What they see is not good. And it all gets back […]
OK, sales folks. You got some advice from your friend Aristotle in 350 BC and I don’t think you were listening. It was while he was being taught by Plato and just before he hooked up with Alex the Great. His advice was very simple. In order to be a great sales person, you have […]
It seems like an obvious question doesn’t it? If I were to ask a hundred people on the street they would all say their best years are ahead of them. But would they really feel that way or would that just be the politically correct thing to say? I was doing my annual New Year’s […]
We received a link recently from an Advanced Selling Podcast Listener to an article in Forbes called 10 Reasons Large Companies Fail to Keep Their Best Talent. In this video, Bill Caskey reviews the Forbes list then comes up with one of our own on HOW TO GROW YOUR TEAM’S TALENT.
Comfort zones everywhere. Isn’t it interesting that with something that sounds so placid – comfort zone – that we’d take offense when someone says we’re in one. The fact is we’re all in one – all the time. It’s only with deliberate action that we can force ourselves to the warning track of those zones […]
There’s probably not one topic that spurs as much conversation in our work of executive coaching or sales leadership than the topic of accountability. Few of us like to be held accountable, yet we all like to hold others accountable for their behavior. So when ever I hear a sales leader (VP Sales, Sales Manager), […]
We get a lot of emails and requests from our Advanced Selling Podcast listeners about how to break into the profession of selling. There is no shortage of tips and techniques out there, but here are five things that we believe you really need to “get” for you to be successful out of the gate. […]
Set the goal and work backwards. Ask the question: What will have to happen for me to accomplish that? Or, you can do what others do… “what are the roadblocks?” That list of roadblocks evolves into your ‘strategy’.
How many times have we heard, “What in the world can you do with a Psychology Degree?” My seventeen year-old daughter is exploring colleges right now and is somewhat interested in psychology (because she really likes her high school psychology teacher-maybe not a good reason but, what the heck?) And yet when I talk to […]
