Episode #423: Old School Sales Language

/in , , , , /by

advancedsellinpodcastgraphicbootBudget. Prospect. Rapport. Value-add. Pain points.

Tired of the same words that may be contributing to old school thinking in the sales process?

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale dive into how the labels and words we use in sales may be negatively impacting the outcomes we achieve.

Are you still asking your prospects about their pain points?

Do people tell you your product/service doesn’t fit into their budget?

In this episode of The Advanced Selling Podcast, Bill and Bryan give you new alternatives to the same, tired language. They will help you modernize what you say and give you strategies to avoid using words that are overused and misunderstood. Learn how to update your sales language starting right now.

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/16-10-21-423-Language.mp3″ title=”Episode #423: Old School Sales Language” artist=”The Advanced Selling Podcast” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]

Episode #422: Mailbag Monday from Down Under

/in , , , /by

advancedsellinpodcastgraphicbootIt’s a two-part question Mailbag Monday at The Advanced Selling Podcast.

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale answer questions from Luke in Australia.

Are you looking for ways to help your prospect calls be more effective?

What if your prospect doesn’t talk or engage in your conversation?

Bill and Bryan will help you examine your messaging, context setting and your process. Are you bringing a “I hope they say yes in this meeting” energy to your conversations?

Learn how to focus on the right things and make your interactions more effective in this episode.

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/16-10-17-422-Mailbag.mp3″ title=”Episode #422: Mailbag Monday from Down Under” artist=”The Advanced Selling Podcast” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]

Episode #392: Winning Complex Enterprise Sales

/in , , , , /by

advancedsellinpodcastgraphicbootHow is your process similar or different to the process for winning complex enterprise sales?

In this episode, veteran sales trainers Bill Caskey and Bryan Neale bring in an expert who has spent years winning big deals and teaching others how they can do it too.

Bud Suse spent 12 years with IBM before moving into sales management for a start-up, spending hours in well-known sales training programs along the way. He realized that the success in large deals comes from defining a process, testing it and repeating it.

How does your process stack up?

In today’s episode of The Advanced Selling Podcast, Bud shares the best practices from his second (and just released) book, Winning Complex Enterprise Sales. If you’re looking to improve your success with the big whales, this episode is for you.

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/16-06-06-392-BudSuse.mp3″ title=”Episode #392: Winning Complex Enterprise Sales” artist=”The Advanced Selling Podcast” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]

Episode #391: Stumping Your Sales Trainer

/in , , , /by

advancedsellinpodcastgraphicbootWhat happens in a training session when Bill or Bryan doesn’t have the answer?

In a special episode of “Stumpology,” veteran sales trainers Bill Caskey and Bryan Neale bring their toughest client issues to each other to solve.

How do you handle it when the client can’t get away from selling features/functions?  How can you create the space with your sales team to be able to educate them?

In today’s episode of The Advanced Selling Podcast, the teachers become the students (of each other). They will help you look at your own process and messaging to determine if you’re communicating through your buyer’s eyes or your own, and how you can meaningfully influence those around you.

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/16-06-02-391-StumpingSalesTrainer.mp3″ title=”Episode #391: Stumping Your Sales Trainer” artist=”The Advanced Selling Podcast” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]

Episode #390: How to Generate More Leads

/in , , , /by

advancedsellinpodcastgraphicbootAre you looking for ways to generate more leads? (because who isn’t?)

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale respond to a specific request to provide four things sales people can do right now to generate leads.

Have you considered hosting a marketing event for your prospects (not a sales event, a marketing event)?

Are you using your current client’s words and testimonials to help you communicate what you do to your prospects?

In this episode of The Advanced Selling Podcast, Bill and Bryan give you four actionable things you can start working on immediately to help you increase your leads.

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/16-05-30-390-GenerateMoreLeads.mp3″ title=”Episode #390: How to Generate More Leads” artist=”The Advanced Selling Podcast” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]

Episode #356: How To Be Your Own Marketing Department

/in , , /by

advancedsellinpodcastgraphicbootDoes your marketing department actually help you generate leads? Veteran sales trainers Bill Caskey and Bryan Neale take on the challenge of lead generation… whether you have a full marketing department or none at all.

What do you do when you’re a high-level sales pro without a marketing department?

Does your marketing department spend most of their time doing promos and not really generating any actual leads for you?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan walk you through building your own marketing plan— even if you DO have a marketing department to support you. They teach you what it means to “think inbound” and how to establish your own Voice of a Customer series. If you’ve been frustrated by marketing support (or lack thereof), be ready to take notes and brush up on your mad marketing skills.

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/16-02-01-356-Marketing.mp3″ title=”Episode #356: How To Be Your Own Marketing Department” artist=”The Advanced Selling Podcast” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true” ]

3 Videos That Will Radically Shift Your Client Positioning and Results

/in , , , /by

As you begin to think about 2016, I want you to consider three things to commit to next year.

I want you to create…yes I said “create”…3 videos for the expressed purpose of landing new clients.

How can videos help me land clients? Well….are you ever in for a surprise! Let me start with a blanket statement. OK, it’s my opinion….but a statement it is.

Video will help you tell your story, compel people to seek you out, and help you position yourself properly prior to client contact. 

VIDEO 1

Last week, I was in a coaching session with two sales leaders and their lead generation person. In the conversation, I found that they’re asking prospects to fill out a form on the web, then hit SUBMIT. Then, their lead person emails them back to set up a call. Read more