In this episode, Bill Caskey walks you through some most common (and frustrating) trends facing America’s sales people. We can talk about sales strategy and sales technique all we want. The fact is that the landscape is changing for sales people world wide, and you had best understand what you’re walking into before you walk […]
One of the most common issues companies have is in managing (controlling) the sales process once it begins. In this episode, you’ll get advice from all angles! Brooke talks about how to begin the sales process. Bill addresses some trends that both sales managers and sales people should pay attention to. And Bill and Bryan […]
These two topics today — how to shorten the sales cycle by changing your perspective — and how to increase prices (if you’re in an industry that is passing on price increases to customers) seem like two distinctly different issues. But once you see these ‘whiteboarded’ you’ll see how they are connected. What connects them […]
I have a client who is in one of our training programs, and once a quarter we’ll get together and talk about his business. You might call it “personal coaching,” but it’s really just me hearing what his struggles are and giving some advice and tips and ideas on how he might be able to […]
This week’s episode is loaded with new ideas on social media, the myths of selling, and how to “be” the value instead of “talking about being” the value. Brooke Green starts us off with a transaction she had with a client who was focused on ‘getting the prospect to be interested.’ Always, a losing proposition. […]
Every sales professional we know is always in prospecting mode, which is why we devote a fair amount of time in this week’s episode in sales prospecting, sales development, and moving people through the pipeline. In this episode’s Rant, Bill Caskey addresses the initial call and how sometimes the failure in the overall sales cycle […]
We love emotion don’t we? When we see a coach ranting and raving on the sideline, we say, “Boy, look at that passion!!” Usually, what we mean is “He’s come unhinged-but it’s for a good cause.” But is out-of-control emotion all it’s cracked up to be in the sales cycle? I say, “No.” Here’s why. […]
How exactly do you handle it when you’re calling on someone who doesn’t know much about you? It’s a challenge for virtually every new business developer and in this episode, we devote two segments to it. In the first segment, Bill Caskey retreats to the whiteboard to give you some ideas on how best to […]
Whiteboard Wednesday, a bi-weekly Web TV Show for Sales Professionals, is now available! The show is a tactical guide for any sales person to use in navigating the turbulent waters of professional selling! If you want to change your results in sales or leadership, you must…must…change your thinking. Once you do, you’ll find the business […]