Old Model vs. New Model
Sometimes our success has less to do with our actions – and more to do with the model that we use to see our opportunities.
The 3 Conflicts
It is said that great leaders are effective when they can remove all impediments to success. In your personal affairs, there are three conflicts that might be roadblocks to your ultimate success.
Mindset and Mechanics
A client of mine, after a two day event, asked me to summarize all 16 hours into one page. I’ll do better than that. Here it is in two words.
Silently Hoping To Be Led
Do you think your tribe is hoping to by led by you? I do. Here’s a quick audio explaining how to do it. I want your feedback, too.
Your Buyer Is Motivated By The Simplest of Things
My eyes glaze over when I read psychology texts about motivation. There is rational v. irrational. Intrinsic v. extrinsic. Natural v. organic. Throw in some “incentive theory” and you have a bowl of sh** soup. All very confusing (to my simple mind).
Since most of us are in the business world where we are on a daily mission to share ideas, solutions and plans, it makes sense to go back to the simplest of elements that your audience is really motivated by: Pain & Pleasure.
As a sales trainer and leadership coach, my role in life is to bring clarity to people so they can excel at their careers. I have found this simple pair of words to be monumentally important. Read more
Have a Discussion that Generates Real Leads
I struggled for years thinking that we sales and marketing professionals play too loosely with the term lead. To me, a lead isn’t a true lead until there’s a conversation with the prospect that determines if they have an interest, if they have the money to pay for it, and if they are committed to fixing the problem they tell you they have.
When we don’t clearly define lead, any person who shows up in our space becomes a “lead.” And that’s not how you create business. That’s how you become tired…quickly. Read more
Lead Generation, a Hurdle for the Outdated Sales Person
Are you an outdated sales person? You are if your primary sales tactics include cold-calling and finding customers—you know, traditional sales methods from the 20th-century. I know what you’re saying, “The 20th century was just 14 years ago. How can an entire industry be outdated?”
I like to think of the role of the sales person in 21st century terms. I say this because I notice some of us are stuck using the same old traditional sales tactics. We’re in an age of technology-driven efforts and wider markets. Shouldn’t we be further along?
Okay, Bill, if you’re so smart, then what should I be doing to generate leads? Here’s one tip that I’ll cover in a webinar with Brooke Green on March 28: Read more
One True Way To Learn Who To Call On – Go Where The Pain Is
The topic below will be addressed in an upcoming webinar, Calling On The Right Person, on February 21, 2014. To learn more, go to:
http://caskeyone.com/onlinelearningseries.
You’ve been there before, haven’t you? All the way through the sales cycle, awaiting the order, and PRESTO! You find out you didn’t get it. Or, worse (yes, some will disagree with me here) the prospect decides to do nothing.
All that work…up in smoke.
It could have been solved with a simple little question, “Who felt the pain?”
If you analyze it honestly, you must admit that no one you were calling on really felt it.
Read more
How Does Your Self-concept Influence Who You Call On?
The following article addresses some of the points that will be contained in an upcoming webinar called how to call the right person.
If you’re interested in seeing the video about the webinar click this link.
Self-concept is defined by Webster as: the set of beliefs or ideals one has about oneself.
Even though most sales trainers teach techniques and strategies of how to get to the right person inside the company parentheses see calling on the VIP and parentheses, I believe it has more to do with who you believe you deserve the call on which gets back to your self-concept.