Episode #397: Writing Sales/Marketing Emails

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advancedsellinpodcastgraphicbootAre you writing your own marketing/sales emails?

In this episode, veteran sales trainers Bill Caskey and Bryan Neale explore a listener question that everyone needs to hear.

Do you write emails to your prospects and struggle to make them feel personal?

Are you sending something of value to people when they connect with you on LinkedIn?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan dive into strategies you can use to bring valuable content to people you correspond with. They will help you see your buyers more as followers and share techniques to help you authentically connect through your communication.

Also mentioned in this podcast:

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Episode #395: Mailbag Mash-up: Thursday Edition

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advancedsellinpodcastgraphicbootIs youth helpful or harmful for salespeople?

How can you best control your pieces of the sales process and let go of the rest?  In this episode, veteran sales trainers Bill Caskey and Bryan Neale take two mailbag questions from listeners— Ty in Texas and Shawn in Wisconsin.

Are you looking for ways to position yourself as an expert even when you’re young in age or new to your industry?

What can you do to see yourself as a solution provider and help your prospects see you that way as well?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan give insights and answers to questions we know are the same questions our listeners have all over the globe. Are you among them? Let us know what you think!

Also mentioned in this podcast:

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Episode #394: Keystone Habits of a Salesperson

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advancedsellinpodcastgraphicbootHow do you ensure eternal sales success?

In this episode, veteran sales trainers Bill Caskey and Bryan Neale use Charles Duhigg’s concept of Keystone Habits to determine what salespeople need to do to increase their success. (If you want more on this idea, check out Duhigg’s book, The Power of Habit: Why We Do What We Do in Life and Business.)

Bill and Bryan share some of their own keystone habits— a blend of mental, physical and emotional strategies that you can use to improve your sales game. After you hear theirs, we’d love to know yours. Shoot us a note at [email protected] to share some of your keystone habits with us. We might just talk about you on an upcoming episode!

Also mentioned in this podcast:

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Episode #393: Is the Sales System Broken?

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advancedsellinpodcastgraphicbootCould the sales system be broken?

For both Buyers and Sellers, what if the process isn’t really working?  In this episode, veteran sales trainers Bill Caskey and Bryan Neale analyze both viewpoints and consider areas where the system can be improved on both sides of the selling process.

Is the Buyer too focused on paying the least amount of money, not getting the best outcome?

Is the Seller in “get the deal” mentality more than they are trying to provide a helpful solution for their prospect?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan give you questions to ask and things to consider to analyze if your own sales system is broken.  The good news— if it is, they also provide strategies to help you make it better.

Also mentioned in this podcast:

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Episode #392: Winning Complex Enterprise Sales

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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:

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Episode #391: Stumping Your Sales Trainer

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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:

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Episode #390: How to Generate More Leads

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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:

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Episode #387: Creating a Sense of Urgency

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advancedsellinpodcastgraphicbootHow do you create a sense of urgency for a prospect?

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale address one of their most frequently asked questions.

What is the true role of a sales professional?

Do you understand where your prospect is starting and where they are trying to go?

In this episode of The Advanced Selling Podcast, Bill and Bryan share how you can reframe the question and avoid manipulating or coercing your prospects. They will give you tips to help you evaluate your intent in the relationship and how you can see yourself as a guide in your prospect’s process.  One of our most commonly asked questions isn’t actually about the language at all— it’s about how you THINK about the questions.

Also mentioned in this podcast:

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Episode #386: Is Enthusiasm Contagious? Or Dangerous?

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advancedsellinpodcastgraphicbootDo you believe that enthusiasm is really contagious?

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale address the age-old attribute of enthusiasm. Bill relates a story of observing a struggling sales person trying to get one of his clients’ sales teams fired up to sell more stuff. It didn’t go well. Not because he wasn’t representing a valuable product. But because of “how” he decided to create enthusiasm with his audience. It derailed quickly.

Have you ever been in the position of getting your audience “pumped?” How do you portray genuine enthusiasm to your prospect or client?

Also mentioned in this podcast:

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