Episode #487: Research That Will Improve Your Results – Mike Schultz

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On this episode of the Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale play host to Mike Schultz of RAIN Group.

RAIN Group just released a Sales Research Study that polled a thousand different sellers and buyers to determine what the optimum behavior salespeople need to adopt for successful outcomes.

If you’re interested in data-driven selling then Mike has statistics that might just blow your mind. Grab a pencil and paper and take copious notes on this podcast episode!

Find out more about Mike and RAIN Group at https://www.rainsalestraining.com.

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Episode #486: 7 Lessons on Personal Story

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In this episode of The Advanced Selling Podcast, Bill and Bryan discuss a client that they work with when it comes to building their personal story.

The fact is that personal story building is not easy and even though we have devoted several episodes to it over the past few years, we think it’s still important that we keep this in front of you.

The guys pick out seven observations that they made with their client and what you can learn about it.

Here are some other episodes on Your Personal Story:

#371: Master Your Messaging

#339: Better Stories = Better Selling with Bo Eason

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Everything You Do is a Project

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This concept started with an interview Bill did with David Allen, author of Getting Things Done. In that interview, David suggested that any initiative you have that is MORE than 2 steps, should considered a PROJECT.

As we work with clients, this is how we suggest approaching goals, objectives, and aspirations and put them into a template that will help you accomplish them. And that’s what todays’ podcast is about – giving you a template to work from.

Also, there is a downloadable freebie with this episode. Simply to go billcaskey.com/68download and it will be there waiting for you.

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DOWNLOAD THE "PROJECT THINKING" FREEBIE

Episode #485: Am I Cut Out for Sales or Not?

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On today’s episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale field two questions from the CoVideo Mailbag.

The first question centers around whether the listener is cut out for sales and the other focuses on what type of sales would be best.

If you’ve been in the profession over a year, it’s likely you’ve had that feeling at some point, am I cut out for this? It’s okay to have that feeling and Bryan and Bill talk you through how to deal with it.

Send your sales questions to [email protected] and make sure you include your physical address so that Bill and Bryan can send you a small gift.

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Expert Status

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This is our 5th in a five part series on Psycholgical Frameworks for Sales Success.

In this episode of The 2X Podcast, Bill breaks down “Thought Leadership” – what it is, what it is NOT, and how you can begin to embrace your own personal thought leadership.

Make sure you download the freebie on “Becoming a Thought Leader” for this episode at https://billcaskey.com/67download.

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DOWNLOAD THE "THOUGHT LEADERSHIP" FREEBIE

Episode #484: Five Tips on Sales Enablement

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In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale laugh a little bit about the term, “Sales enablement,” but they catch themselves and realize that it truly is a thing.

They provide you some tips on how you can better enable the sales process, whether you have team or are a lone ranger.

Also, send us your question via a voice memo to [email protected] and Bill and Bryan will rush you out a sweet little gift just for you.

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Who Controls The Buyer Seller Dance In Your Life?

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This is part four of Bill’s Psychological Framework for Success that sales people far and wide need to adopt.

In this episode of the 2X Podcast, Bill lays out the Dance that goes on between the Buyer and the Seller. If you aren’t acquainted with this dance or you don’t know how to execute it properly, will be out of your control.

Also, there is a freebie that you can download by going to https://billcaskey.com/66download that goes along with this episode.  It will help you work through Bill’s initial step of this framework which is Crafting Your Ideal Sales Process.

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DOWNLOAD THE "IDEAL SALES PROCESS" FREEBIE

Episode #483: Start, Stop & Continue 2018

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The definition of Insanity is doing the same thing over and over again and expecting different results. A salesperson must constantly be evolving. The same actions will get you the same results.

As you look forward on 2018, you need to evaluate the things you need to Start Doing, Stop Doing and Continue Doing to accomplish your goals.

On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale offer their opinion on some things to immediately stop doing and start doing. This technique is based on an old framework that’s still extremely valuable today.

Contact us at [email protected]. Send a clever question in and if we play it, we’ll send you a treat. Make sure you put your mailing address in your email.

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When You Detach You Dictate The Process

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Every sales person we’ve met has trouble controlling the sales process.

It’s not wonder – the amateur seller gets so needy they can’t help but attach themselves to the sale. And you know the problem with that….if you don’t, LISTEN to this episode where Bill lays out the “Rules of Detachment Boulevard.”

Check out the 2X Quick Start at http://www.the2xgroup.com/quickstart, especially if you’re interested in joining Bill’s 2X peer group.

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