I say this a lot, not a big fan of the idea of “closing” a sale. But it’s the vernacular that we’re all used to. I like the idea of “decision making” instead of closing. Recently, on a Facebook Live event, I took questions from listeners on their issues with closing sales. We had 7 […]
On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the concept of decision making. How do your prospects make decisions? How do you influence those decisions? Can you influence those decisions? They take a deep stab at nine components of the decision making process that you need […]
Lots of energy goes into ‘getting people to make decisions’ in the right way (for us) of course. But how much time have you spent thinking about the factors that go into a person’s decision making process? Likely not much. In this episode, Bill lays out 5 factors that you should consider as you go […]
In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale give you an assignment. But before you accept the mission, you’ve got to listen to Bryan’s story about a septuagenarian that he knows who’s still making cold calls, and what the result of one of his most recent calls […]
You might have heard of this concept before. While it’s nothing new, it’s still rarely used to its full potential. On this episode of The 2X Podcast, Bill reviews 4 assets you own that MUST be part of your personal marketing plan. As we coach and train sales performers everywhere, we find “lead generation” still […]
In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale play a clip from Kristin Zhivago, Author of Roadmap to Revenue, who explores the idea of the buyer process map. She also talks about one of our favorite topics which is intention, and how intention matters and how it’s […]
Everyone wants more leads, don’t they? Well, in this episode, Bill shares with you a strategy of how you can generate more leads using thought leadership– and do so in a way that distinguishes you from the masses (of average sales people out there:). He gives you 5 things you can do RIGHT NOW to […]
On this episode of The Advanced Selling Podcast, hosts Bill Caskey and Bryan Neale find themselves in a bit of a funk. In fact, it was so bad they almost didn’t do the episode. But record they did and they discovered that there were a handful of things that we can do to get out […]
I know…no one thinks of themselves this way, do we? Unfortunately, it doesn’t matter how WE see the profession of selling. It matters how our customers see it. And, regrettably, there are quite a few out there who have not gotten past the stereotypical sales person as someone saying anything they can to close the […]