In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale bring a lesson from professional athletes and how they look at and evaluate their performance.
Bill and Bryan go through eight different areas that you can begin to assess your performance in the sales process.
“That which is measured gets improved.”
In this episode of The Advanced Selling Podcsat, veteran sales trainers Bill Caskey and Bryan Neale take a call from Brady who has been extremely successful over the last few years but all of a sudden has hit the wall.
His pipeline disappeared, his new calls have dwindled, and he’s a bit nervous.
Bill and Bryan not only share some tips for him but also some philosophical ways to look at the issue to get him unstuck and back at the top of the leaderboard.
As usual, this comb through the old mailbag is sponsored by Covideo. You can go to advancedsellingpodcast.com/covideo to get a free trial started so that you can break through the clutter of your prospect’s inbox.
In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a question from a listener in Sweden, who is overwhelmed with leads and responsibilities.
Their first reaction to that is, what a great thing that is, but as he said, “Sometimes that comes along with pitfalls and a feeling of overwhelmed.”
If you are in a business where you have more tasks in front of you than time to complete them, you definitely need to listen to this episode.
Also, check out advancedsellingpodcast.com/covideo to get in on a free trial for the email video application sponsored by Covideo.
On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the concept of decision making.
How do your prospects make decisions?
How do you influence those decisions?
Can you influence those decisions?
They take a deep stab at nine components of the decision making process that you need to be aware of when you are communicating your value to your prospects and customers.
In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale give you an assignment.
But before you accept the mission, you’ve got to listen to Bryan’s story about a septuagenarian that he knows who’s still making cold calls, and what the result of one of his most recent calls was.
In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale play a clip from Kristin Zhivago, Author of Roadmap to Revenue, who explores the idea of the buyer process map.
She also talks about one of our favorite topics which is intention, and how intention matters and how it’s often at odds with the customer’s intention.
Click here to learn more about Kristin’s book, Roadmap to Revenue.
On this episode of The Advanced Selling Podcast, hosts Bill Caskey and Bryan Neale find themselves in a bit of a funk.
In fact, it was so bad they almost didn’t do the episode.
But record they did and they discovered that there were a handful of things that we can do to get out of sales funks when we’re in them.
Be sure to tune in if you too are feeling like you’re in a funk!
In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the never-ending importance of paying attention to the details in how you speak with prospects and clients.
You can build a lot of goodwill throughout the sales process but one false move and you’ll be on the outside looking in.
In this podcast, Bill and Bryan go through some ways that you can start to identify the blind spots that other people see – and you’re missing.
Have you ever had a customer that just doesn’t see the value in what you do because they have a misconception of the entire product or category?
This happened to one of our listeners, Mark from UK. He battles this exact thing in his world and needs some advice.
Is your product considered nice to have or need to have?
And is there really such a thing as a need to have?
In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale give their best advice to Mark and his customer misperceptions.