We were taught early in our sales career (at least I was) to ask lots of questions. But is that really the right move early in the process? If you follow the advice of some of the big training companies, then the answer is YES. Ask lots of questions? BUT, I’m not so sure. The […]
On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the building, or rebuilding, of your company story. Bill and Bryan walk through a three-part framework that will help you get clear about how to communicate your company story to your constituents. If you’re interested in having them coach you on […]
Probably shouldn’t make any 70’s yacht rock references (“Cool Change” by Little River Band), but this episode is all about change. And the main question is: Given what’s occurring in the world around you, do you need to change? Bill gives 5 insights on how to look at yourself and rate where the change should […]
In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale relate stories from their client base about this very issue, what do you do when a longtime buyer feels compelled to interview other vendors? As Bill and Bryan have done in the past, they break this topic down into prevention and remedy: […]
My guest on this week’s episode of The 2X Podcast is International Sports Photography award-winner, Vincent Pugliese. His new book is “Freelance to Freedom” – Master Your Money. Love Your Work. Control Your Time. A pretty big promise, right? Vince will inspire you to re-think what you do and how you do it. And if […]
In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale address part two of their Inflation/Deflation series. Today’s episode is how we often deflate our own power in the sales process. Most of the time it happens in negotiation, the sales process itself or when we need to find other decision-makers to […]
This is Part 2 of Bill’s “Amateur V. Professional” theory of why some people succeed wildly, and some muddle along. In this episode of the 2X Podcast, Bill reviews the final 5 attributes of a sales professional. You can grab your copy of this free download by going to BillCaskey.com/55download. Also mentioned in this podcast: […]
In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss a situation that came up for both of them in the past week with different clients. In both cases, the guys felt like there was a heightened sense of self-importance that was larger than reality. In this first […]
This document should be laminated and framed in your office! It is Bill’s “Amateur V. Professional” theory of why some people succeed wildly, and some muddle along. In this episode of the 2X Podcast, Bill will review the first 5 attributes and then next week he will review the last 5. You can grab your […]