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. […]
In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale take a question from a listener and client, who asks about issues inside her company that aren’t going well. The listener explains that she constantly has to get involved in operational and account management issues, which gets her away from […]
I had a call today from a client who was struggling to keep a deal moving. That’s not unusual if you’ve been in sales for longer than…say…3 hours, is it? What was unusual is the prospect always agreed to see James when he called, BUT nothing moved. Lots of social visits – but no movement. […]
This is part 1 of our May interview series where I feature sales and achievement experts. On this week’s episode of The 2X Podcast, I speak with Kendra Lee (www.klagroup.com). She is a renowned expert in helping sales teams formulate lead generation campaigns. Her book, The Sales Magnet, is epic and one you should have […]
It’s ridiculous how many assumptions we buy into throughout our life. Assumptions are healthy. They allow us to navigate the world while not thinking about each and every decision. HOWEVER, the curse of that is that we assume things to be true that just aren’t. On this episode of The 2X Podcast, Bill gives you some […]
This is part 4 of 4 in Bill’s coaching path series. The question Bill asks on this week’s episode is, “Where Are You Taking Your Prospect?” Do you know? Have you sketched it out? Bill walks through a 3-part exercise that will help you get a bit clearer on the methodology of this. You can […]
On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale discuss a concept they experience far too often with their own clients, Paradigm Blindness. We all have a certain way we do things and we become locked in to those ways. We become blind to change and don’t consider other […]
This is part 3 of our series on Bill’s coaching path. Today on The 2X Podcast, Bill shares a personal story of a struggle he has – trusting ideas. He shares what the origin of this is for him and he shares a commitment he’s willing to make in order to help you. He wants […]
On this episode of Advanced Selling Podcast, Bill and Bryan take a listener call from Paula who poses the question of, “how we extract ourselves from the commodity dungeon with our pricing and our offer.” The guys tackle Paula’s question head on and acknowledge that it happens to virtually every company, and maybe even in […]