“The higher pressure you are with your clients, the more you will sell.” This couldn’t be more wrong, yet it is so commonly taught and thought these days. Pressure to up-sell, pressure to close the deal, pressure to sell more. More more more! But, as the title states, pressure is for wimps and there is […]
Ever made a presentation to a group where you had ONE CHANCE to get the deal? That’s an awful feeling, isn’t it? In today’s episode, Bill walks you through an actual example of two vendors who were pitching the same customer but took very different approaches. Find out what happened! By the way, register for […]
Are you struggling to get to the decision maker in your prospect organization? Are you being passed down too often? Or, do you find you never make it up to the right level? Then, you have a problem. On this episode, Bill addresses the issue of not calling on the right level and how it […]
In this episode, Bill dives deeper into the feeling of inner churn and stress. When you go to bed at night do you think about where you are in your business? Are you constantly thinking about how to do things better? If so, on this episode Bill gives you some ways you can handle this […]
In this week’s episode, Bill talks about the problem that most Lead Generation Processes have, they’re not scalable. Are you generating leads while you’re sleeping? You should be. If you’re not, it’s time to take a look at how you can create a lead generation process that does. This is part 2 of our 10 […]
In this episode, Bill reviews a tip or two on how you can up your game in the closing department. Your conversion should be much higher than 12%, which as closely as we can tell, is the national B2B average. This is part 1 of our 10 part series on “How Do You Know If […]
Mom: Don’t Put All Your Eggs In One Basket! This is likely a piece of advice you got as a youngster. It must have its origins in our agriculture background. But the premise is as true today as when you were young. Don’t rely on ONE avenue for generating leads! It is unscalable. In this […]
As a sales coach I’m always looking for the hidden root cause of our problems. And, one of the biggest issues sales organizations have today is Lead Flow or Lead Generation. In this episode of The Bill Caskey Podcast, I contend that the mission you are on or that you believe you are on has more […]
Almost every sales person or organization struggles with one statistic that I think is important, Closing Ratio. I also believe that the root of this issue stems from the very start of the sales process. So the dilemma is, how do I begin the sales process In a way that removes the pressure that a prospect […]