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.) […]
Has it happened to you? That moment when you decide you’re tired of doors slamming in your face, picking up the cold phone or feeling beat up on price. In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale help you realize and accept that there is a better way to do things than what […]
This is the second 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 Power.” Who has the power in the sales process? Think about it. Who has it? If you’re a traditionalist, you’ll say, “The prospect does, because they […]
Are you nervously watching the days tick by to the end of the calendar year and wondering what in your funnel will close before the holidays? If this is you, today is your lucky day. In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale help you stop worrying and start taking action to close […]
This is the first 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 Pursuit.” I trained a sales team two months ago. It was our kickoff meeting in advance of a long term ongoing training program (which is currently […]