Episode #382: Sales Coaching for a Celebrity

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advancedsellinpodcastgraphicbootDo movie stars make good salespeople? In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale put celebrity status to the test as they break down a sales call by Hugh Jackman to place his fair trade coffee in grocery stores around the United States.

You will learn a lot from Hugh’s approach, including how to ask questions that demonstrate your intent and language you can use to identify if you and your prospect share common goals in the conversation.

In this episode of The Advanced Selling Podcast, Bill and Bryan examine self awareness, authenticity and ego through the lens of one of Hollywood’s most famous stars.

Do you think Hugh Jackman is an ASP listener?  He might just be!

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Episode #381: Mailbag Mashup: Triple Threat Thursday

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advancedsellinpodcastgraphicbootWhy take one question from a listener when we can take three? In today’s episode, sales trainers Bill Caskey and Bryan Neale respond to questions from listeners and give a shout out to US Military members around the world.

Are you looking for strategies on spec selling?

Have you considered paying for someone to develop content for you to use in developing your expert persona?

In this episode of The Advanced Selling Podcast, Bill and Bryan share techniques and strategies that will help you right away, even if someone else asked the question.  You’ll love Bryan’s “Love – Hate – Rock – Suck” framework. Bill weighs in on the good and bad of being a veteran in an industry.  Have your pen ready for this episode— wherever you are in the world as you listen, you’ll want to take notes.

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Attention Presidential Candidates: Give Me Some Sexy Process

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A non-process guy like me rarely gets excited about the sexy topic of “process.”

But just once, I’d love it if I heard a candidate forget the lazy platitudes and opinions and get into some lovely process talk.

Process

Here’s what I mean:

Almost every candidate running for President loves the promises, platitudes and opinions. They love to tell you how they’re going to Make America Great, or how they’ll guarantee free college for all, or how they’ll stop illegal immigration, or my favorite, how they’ll create 7 million jobs.

I don’t want to hear them say they’ll “fight for me.” They won’t.

I want to hear HOW you solve problems.

Not how you’ll accomplish the goal from a policy or strategy standpoint.

There’s no disagreement that the country faces many problems. Therefore, I want to hear HOW you solve problems. 

Give Me Some Method to Your Madness  Read more

Are You a Dinosaur?

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We see them all around us. Maybe in our own office. Maybe in our family. Maybe in our vendors.

Or, maybe it’s us.

In this post, I will give you 5 areas that you can test yourself for dinosaur-ism. As I always say, this isn’t meant to shame…only to help. As a coach/consultant, I get asked to come into companies and help them grow, sometimes exponentially. And to do that, they MUST let go of old behaviors that prohibit that growth. I call it “dinosaurism.”

Example of Company Dinosaurism

I went in to a chiropractor’s office last week to order orthotics. Have been having some real foot problems and my chiro assured me that they have the best orthotics around. But what I found was ‘dinosaurism.’

1. When I got there during office hours, no one at the front desk to help. So I waited (20 minutes).

2. When someone finally arrived, I was told that she had no idea where the doctor was. Oh, that’s reassuring.

3. In 15 minutes, in he walks, no greeting. No acknowledgement for wait. Boy, do I feel good about this decision. Read more

Episode #353: The Belief Continuum

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advancedsellinpodcastgraphicbootDo you truly believe in the products you sell? Veteran sales trainers Bill Caskey and Bryan Neale give you the framework to know where you fall on the Belief Continuum.

Do you feel you have a deep obligation to tell the world about your products? Or are you afraid to shout it from the rooftops because maybe your products aren’t sexy, interesting or exciting?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan walk you through the Belief Continuum and give you solutions to help you move from one end to the other. If you feel like you just sell boring widgets, this episode is for you.

If you’ve considered putting your company logo on your tombstone because you’re so proud of what you sell, this episode is for you too. The importance is knowing where you fall on the Belief Continuum… and what can you do about it.

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#352: Cardone Zone comes to The Advanced Selling Podcast

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Grant Cardone

How can we have people buy from us when they don’t even know we exist? Veteran sales trainers Bill Caskey and Bryan Neale go to the source today for the answer to that question (and many others). Grant Cardone, author of The 10X Zone, If You’re Not First, You’re Last and Sell or Be Sold, is the epitome of hustle and an expert salesman.

Do you want to know Grant’s secrets for success?

Are you curious why Grant believes salespeople are needed now more than ever?

In today’s episode of The Advanced Selling Podcast, Bryan and Grant dive deep into why salespeople have a unique opportunity in the new era of digital selling. Learn from the best of the best— hear a few stories, have a lot of laughs and get re-engergized about your career in sales from this thought leader and legendary salesman.

#351: Social Media in Sales – Nathan Latka

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Nathan Latka

Social Media Week at The Advanced Selling Podcast continues. Are you intimidated by using social media tools to help you sell? Today’s guest is breaking it down for you.

Veteran sales trainers Bill Caskey and Bryan Neale talk with successful entrepreneur and social junkie Nathan Latka about his favorite hacks to help you sell.

Do you think your customers aren’t on social media and therefore you don’t need to use it either?

How can your following on social media help you sell more?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan learn some of Nathan’s best practices for not dropping the ball on follow-ups with clients, and thinking and acting like an entrepreneur. See the world of social media and digital tools through fresh eyes today and prepare to be afraid no more.

#350: Using LinkedIn for Sales – Brynne Tillman

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Brynne Tillman

It’s Social Media Week at The Advanced Selling Podcast! Sales Navigator, LinkedIn Premium, LinkedIn Pulse… does it all make your head spin? Veteran sales trainers Bill Caskey and Bryan Neale go to the expert source today to learn the best strategies all salespeople need to know when using LinkedIn for sales.

What kind of connector are you?

Are you using customized news feeds to nurture your relationships on social media?

How much time should you really be spending prospecting on LinkedIn?

In this episode of The Advanced Selling Podcast, Bill and Bryan talk with Brynne Tillman, founder of Social Sales Link, to learn how to effectively use LinkedIn. Are you maximizing what LinkedIn can do for you as a salesperson?  (Don’t miss Brynne’s incredible bonus for listeners in this episode too!).

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#349: Sales Territory Expansion: Blessing or Curse?

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advancedsellinpodcastgraphicbootHave you ever used the saying “Be careful what you wish for?” Veteran sales trainers Bill Caskey and Bryan Neale welcome in the new year with a discussion around the all-too-common request from salespeople everywhere: a larger territory.

How do you build, support, manage and retain a bigger client base, especially when your resources or distance to the customer may not change as the territory expands.

Do you know who to call on most? How do you decide which accounts get more attention?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan ask a longtime listener and podcast client for his best practices while sharing some of their own. Bill teaches you one of his client’s easiest ways to help keep the feeling of personalized attention when you have lots of clients to manage. Bryan shows you how to develop your own “balanced scorecard” to determine how to divide your time and attention.

Their guest, Craig, kicks it with an old-school (and still works) technique to make sure your customers know you’re thinking about them when you can’t drop in.  Start your new year off right— and be ready to take notes.

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