In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address a deeper subject of persistence. Often times we can become overly persistent, and it will cost us big money in the sale cycle. The guys also realized they’ve been calling on the same prospect and they both lost the […]
I had the pleasure of working with a young man a while back who was one of THE most ambitious people I’ve met. He took virtually every coaching point I gave him. He was faced with a dilemma – should he keep doing things the old way – cold calling, traveling, selling, OR – should […]
On this episode of the 2X Podcast, Bill discusses a recent coaching session he had with one of his client’s who has an issue with one of the team members he oversees. The team member “Karl” has been acting up lately and it seems to be increasing. His actions are starting to affect the whole […]
On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale take a letter from listener Greg who’s in the Agricultural industry and is struggling to generate a funnel full of leads. He’s tried radio and newspaper advertising but nothing seems to be working. So, Bryan and Bill give him a […]
In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the notion of relationship selling. The question is not if relationships important in the sales cycle, we can all agree they are. The true question is what does a good relationship really mean with a prospect? Bill and […]
Spencer Rule is my guest on this week’s episode. This is our third episode in the May 2X Podcast interview series. Spencer has been involved and behind many successful marketing projects and joins us to talk about the real challenge with social/digital media that most people aren’t talking about. He gives you some good, tactical […]
In this episode of The Advanced Selling Podcast, sales experts Bill Caskey and Bryan Neale address a common observation that they have when they’re working with sales teams. There is a general lack of enthusiasm about following and listening to your instincts. In every sales process there are issues that occur and if you are […]
Continuing with our May guest interview series, on this week’s 2X Podcast episode I had the chance to interview good friend of mine, Steve Walker. He’s the President of Walker Information and an icon in ‘customer experience’ research. Steve shares the importance of your customer’s experience with your company and gives you insight and some tips […]
On this episode of The 2X Podcast, Bill gives you some simple ways to battle any resistance you encounter in the sales process. You battle resistance by: a) knowing what it is b) strategizing on how to minimize it upfront, and c) creating a process that does that. Know where your customer is on the journey. […]