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 […]
In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale take on the topic of process: but not in the usual sense. REMAPPING the sales process is the new idea. What do you do when the process doesn’t go perfectly? (Because it never does.) How do we tactically implement a process that is VALUABLE to […]
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 […]
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 […]
In our last article, we covered the basics of content atomization, explaining how it works and how it can be implemented. In this second and final article of our brief two-part series on the topic, we will discuss an important notion that can give your content atomization strategy a bit more coherence: pillar content. Great […]
This article is the first of a brief two-part series on one of the most useful concepts to arise in the field of content marketing: content atomization. Read on to learn the basics, and keep an eye out for our second section, in which we will expand on these ideas! Cool? I can see you […]
This is the final in a series of seven articles on how to change the dynamic between you and your buyer and the need for NEW RULES in your selling process. In today’s article, we’ll look at the “Dynamic of Checklist Thinking, a super-strategy to execute the sales process.” Does the name Atul Gawande ring a […]
In this episode, veteran sales trainers Bill Caskey and Bryan Neale discuss the most important things you can do in the next 10 days to finish up this year and start next year properly. Do you feel stressed out during the holidays? Feeling like time has run out? There is still time to get things […]
This is the sixth in a series of seven articles outlining the need for NEW RULES in your selling efforts. In this article, we’ll look at the Dynamic of The Unseen. Sounds a bit mysterious, doesn’t it? Well, it is. In 1946, Henry Hazlitt wrote a book called “Economics in One Lesson.” (click here to learn more). […]