Sorry to be so lame with the title but after 25 years of wokring with sales teams, Bill can make this statement with a straight face.
In this episode of The 2X Podcast, veteran sales trainer Bill Caskey, lays out your “Circles of Assets” that are available to you – but you must CLAIM them. Most don’t.
2Xers – listen up! Find yourself inside this story of assets and make a decision you will TAKE ACTION.
In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale take a call from Davis who is a digital media representative in North Carolina.
She finds herself uncertain about how to deliver a value proposition to multiple constituent levels within a company and also across market segments. Not to worry Davis!
On this episode of The Advanced Selling Podcast, Bill and Bryan share some advice that can be used across virtually any business when you are in pursuit of new customers.
In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale take a call from AJ in Oklahoma who is fretting about her company’s bad reputation in the market.
She now is the one, as the new salesperson, who has to go in and repair it. The question is how does she do so?
On this episode of The Advanced Selling Podcast, Bill and Bryan share five lessons that anyone can implement to accomplish the goal of repositioning their market impression.
In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale address the skills required in the account development function.
If you have an account development team or manager, make sure you send this episode on to them.
Bill and Bryan discuss get called in often to work with client success or account development teams. They’ve seen it all including the good, the bad, and the ugly.
In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale take a mailbag call from a listener.
Sara ’Smile’ sends us a voicemail about her concern that some of her prospects, after working her process, want something she us unwilling to sell – mainly because it won’t work AS WELL as another solution. It’s a great question.
In this episode of the Advanced Selling Podcast, Bill and Bryan walk her and you through some ways to rethink how to approach it.
In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale take on the topic of process: but not in the usual sense. REMAPPING the sales process is the new idea.
What do you do when the process doesn’t go perfectly? (Because it never does.)
How do we tactically implement a process that is VALUABLE to the prospect even if they don’t buy from you?
In this episode of The Advanced Selling Podcast, Bill and Bryan give you tactical sales tools to answer these and other challenges when the way we want to sell (PROCESS) doesn’t go as planned….
The Best Laid Plans of Mice and Men …….(email us if you know the rest of the quote [email protected])
It seems like most of our show topics are devoted to prospecting and selling, however there is an important part to account and relationship management, and that is how to deliver transitional news to your client.
This could be in the form of a price increase, a change in ordering structure, or something more significant like the buyout of your company. There is no news that’s too small to at least pay attention to how you communicate it.
In this episode of The Advanced Selling Podcast, Bill and Bryan give you some tips on how to do just that.
Do you ever feel anxious, nervous or scared in sales?
In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale address a coaching client who feels overwhelmed in her new position in sales. As they talked, they decided that sales people have feelings everyday – and, sometimes they aren’t particularly helpful.
In this episode of The Advanced Selling Podcast, Bill and Bryan give you some tips on how to deal with those ‘negative feelings’ in the profession. They’ll tell you what the pros do wth the feelings that arise and what you can do WHEN those feelings come up.
Touchy feely? Yes. But feelings must NEVER be ignored – they should be acted upon!
This is the final in a series of seven articles on how to change the dynamic between you and your buyer and the need for NEW RULES in your selling process. In today’s article, we’ll look at the “Dynamic of Checklist Thinking, a super-strategy to execute the sales process.” Does the name Atul Gawande ring a […]