The second part of this is …”In a Commodity World.” Every seller we know faces this problem: “How do I better control my thinking and my actions so that I will command a premium product price – in a world that is price-sensitive?” This is Part 1 of a 3 part series. In this episode, […]
The sales world is full of convincers and persuaders, but what happens when you run up against someone who just absolutely will not move? In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale deal with two situations where this is the case. The first is someone in procurement who doesn’t want to take […]
Calling at the right level is one of the biggest failures of sales teams today. The decision is made WITHOUT you being in the room. As my friend says, “There is always a meeting you aren’t invited to where your fate is being decided.” Consequently, this episode of The 2X Podcast helps you begin to […]
In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale talk about one of the most common questions they get from their travels and training, how do you handle customers when they only buy on price? Do you feel like your customers only buy from you if you’re the lowest priced? Do you often […]
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. […]
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 […]
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 […]
In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale address the skills required in the account development function. If you have an account development team or manager, make sure you send this episode on to them. Bill and Bryan discuss get called in often to work with client success or account development teams. […]
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 […]