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). […]
Do you think “branding” as a salesperson is all about your company’s logo or your social media accounts? In this episode, veteran sales trainers Bill Caskey and Bryan Neale talk to branding expert Tyler Borders to learn more about why brand matters so much in sales. Do you know how you and your company want […]
This is the fifth 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 Value. Anyone else get annoyed when a company drones on and on about their “value”? You’ve heard all the iterations of this: Value Add. Value Proposition. Value […]
Are you feeling the year-end overwhelm? Does your sales life feel crowded, chaotic or unintentional? In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale give you strategies to de-clutter and re-focus for 2017. Are you cold calling just because you think you’re supposed to? Are you aimlessly prospecting without a true strategy behind it? […]
This is the fourth in a series of seven articles outlining the need for NEW RULES in your selling efforts. In today’s article, we’ll look at the “Dynamic of Process.” Sales Process: No one term has commanded the attention of so many, yet been implemented by so few. Every CEO I know talks about ‘sales […]
Promotional products aren’t just cheap toys or plastic desk accessories… they can also be part of your sales strategy. In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale talk to promotional products expert August Wittenberg about tools you can use to get noticed and get in the door with your prospects. Do you […]
This is the third 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 Decisions. Remember the good ole’ days when you were trained to ask the customer, “Who makes the buying decision on this?” (Or, some version of that.) […]