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Your Assets Aren’t Being Leveraged

Sorry to be so lame with the title but after 25 years of wokring with sales teams, Bill can make this statement with a straight face. In this episode of The 2X Podcast, veteran sales trainer Bill Caskey, lays out your “Circles of Assets” that are available to you – but you must CLAIM them. […]

Episode #438: Developing a Value Story

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale take a call from Davis who is a digital media representative in North Carolina. She finds herself uncertain about how to deliver a value proposition to multiple constituent levels within a company and also across market segments. Not to worry Davis! On this episode […]

Episode #437: Don’t Care About My Bad Reputation

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale take a call from AJ in Oklahoma who is fretting about her company’s bad reputation in the market. She now is the one, as the new salesperson, who has to go in and repair it. The question is how does she do so? On […]

Episode #435: Conveying ALL of Your Value

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale take a mailbag call from a listener. Sara ’Smile’ sends us a voicemail about her concern that some of her prospects, after working her process, want something she us unwilling to sell – mainly because it won’t work AS WELL as another solution. It’s […]

#433: Communicating Change to a Client

It seems like most of our show topics are devoted to prospecting and selling, however there is an important part to account and relationship management, and that is how to deliver transitional news to your client. This could be in the form of a price increase, a change in ordering structure, or something more significant […]

Episode #432: Feelings, Nothing More Than Feelings

Do you ever feel anxious, nervous or scared in sales? In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale address a coaching client who feels overwhelmed in her new position in sales. As they talked, they decided that sales people have feelings everyday – and, sometimes they aren’t particularly helpful. In this episode […]