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. […]
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 […]