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#350: Using LinkedIn for Sales – Brynne Tillman

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Brynne Tillman

It’s Social Media Week at The Advanced Selling Podcast! Sales Navigator, LinkedIn Premium, LinkedIn Pulse… does it all make your head spin? Veteran sales trainers Bill Caskey and Bryan Neale go to the expert source today to learn the best strategies all salespeople need to know when using LinkedIn for sales.

What kind of connector are you?

Are you using customized news feeds to nurture your relationships on social media?

How much time should you really be spending prospecting on LinkedIn?

In this episode of The Advanced Selling Podcast, Bill and Bryan talk with Brynne Tillman, founder of Social Sales Link, to learn how to effectively use LinkedIn. Are you maximizing what LinkedIn can do for you as a salesperson?  (Don’t miss Brynne’s incredible bonus for listeners in this episode too!).

Also mentioned in this podcast:

#349: Sales Territory Expansion: Blessing or Curse?

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advancedsellinpodcastgraphicbootHave you ever used the saying “Be careful what you wish for?” Veteran sales trainers Bill Caskey and Bryan Neale welcome in the new year with a discussion around the all-too-common request from salespeople everywhere: a larger territory.

How do you build, support, manage and retain a bigger client base, especially when your resources or distance to the customer may not change as the territory expands.

Do you know who to call on most? How do you decide which accounts get more attention?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan ask a longtime listener and podcast client for his best practices while sharing some of their own. Bill teaches you one of his client’s easiest ways to help keep the feeling of personalized attention when you have lots of clients to manage. Bryan shows you how to develop your own “balanced scorecard” to determine how to divide your time and attention.

Their guest, Craig, kicks it with an old-school (and still works) technique to make sure your customers know you’re thinking about them when you can’t drop in.  Start your new year off right— and be ready to take notes.

Also mentioned in this podcast:

Episode #341: The Threat Factor

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advancedsellinpodcastgraphicbootDo your prospects see you as a threat? Veteran sales trainers Bill Caskey and Bryan Neale explore the common “Threat Factor” that frequently occurs in sales situations.

Is there a chance that you or the product/service you’re selling can be a threat to your buyer?

Will buying from you ruffle any feathers in your prospect’s organization?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan give you questions you can ask yourself to know how and if you’re being perceived as a threat… and what to do about it if you are. Bryan shares a real-life coaching conversation with one of his clients and Bill weighs in with suggestions of how to handle a situation where you could easily lose control of your message. They give you their best advice to help you avoid falling victim to the Threat Factor—and it all comes down to one word. Listen in to find out.

Also mentioned in this podcast:

#339: Better Stories = Better Selling – Bo Eason

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Bo-Eason

How do you stand out from the pack— at work, in the sales process, anywhere? Veteran sales trainers Bill Caskey and Bryan Neale talk to THE expert on high-stakes storytelling in today’s episode. Back to The Advanced Selling Podcast by popular demand, Bo Eason shares his best practices for learning to tell your personal story effectively.

  • Where do you begin?
  • What is the first step you can take to learn how to share your story?
  • Why is it so important?

In this episode of The Advanced Selling Podcast, Bill and Bryan ask Bo for advice you can use right away. If you think your story is boring, won’t be compelling or is just like everyone else’s, this episode is for you. Bo reminds us that as humans, we all crave interaction and connection. Your personal story will allow you to connect with your prospects and clients at a level you haven’t before. The minute you start telling your story is the minute you stop selling a commodity… and increase the likelihood of your success in the deal.  Sound crazy? Jump into this episode to find out more.

#337: Stop Chasing Prospects — Coach Micheal Burt

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Coach Micheal Burt

Do you think of yourself as a person of interest? Veteran sales trainers Bill Caskey and Bryan Neale interview bestselling author Coach Micheal Burt today as they explore how you can become the person everyone can’t live without.

Do you work with a coach? It may be a sales coach, a fitness coach, a team coach, even a therapist.  How does your coach find the “X” factor in you that makes you unique?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan talk with Coach Burt about traits of a good coach and characteristics of people who work with coaches (like you). What do you have that other people want? Your desire, your connectivity, your connections, your product or service? Coach Burt shares his best practices for becoming the person who has prospects chasing them, instead of the other way around.

Also mentioned in this podcast:

Episode #336: Ego: Confidence or Arrogance?

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advancedsellinpodcastgraphicbootWhen you hear the word “ego,” do you cringe? Can ego be a helpful tool for salespeople? Veteran sales trainers Bill Caskey and Bryan Neale explore the blessings and curses of a powerful ego in today’s episode.

When does your ego get in the way of an interaction with a prospect? When can it help you actually do your job better?

In this episode of The Advanced Selling Podcast, Bill and Bryan will help you determine if your ego is helping or hurting you. They share their checklist of ways to know when ego is your friend and when it’s your enemy. They offer specific tactics Sales Managers can use with your teams, and they make recommendations to help you check in on your own self-awareness. You’ll also learn Bill’s secret assumption about clients that will change the way you look at your interactions from now on.

Also mentioned in this podcast:

Episode #335: Personal Branding – Ben Greenfield

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Ben Greenfield

Can salespeople really build their own personal brand while still representing their company or product? Veteran sales trainers Bill Caskey and Bryan Neale learn the power and impact of content marketing from one of the world’s best— fitness expert Ben Greenfield.

Ben offers his tips and strategies for building your personal brand using activities you’re probably doing every day. Do you like to write or draw? Create videos on your iPhone? Post to social media? Ben will teach you how he used his own favorite medium to become an international fitness expert, allowing him to build his brand without spending millions of dollars on marketing and advertising.

In today’s episode of The Advanced Selling Podcast, Bill and Bryan get a crash course from Ben on turning your content into your best marketing tool. Ben strives to make art every day— something that intrigues people and makes their life better. Learn how he does it and how you can too.

Are You UNSTOPPABLE?

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I must admit. Sometimes I just don’t feel it. I get bored. I get tired. I get overwhelmed with all the sh** that needs to get done, but never have the time to do. Yep, I get in the proverbial “rut.” You, too?

As I sink into those places, I have to catch myself and right the ship. Here are some of my favorite “go-to” strategies for getting back to “Unstoppable.”

Is it in my mind or in my motion?

That’s really the question, isn’t it? Is it just a “thinking” problem or a “mechanics” problem?

In other words, am I thinking about my life and my mission all wrong? Or, do I just not have the actions right? Read more

The Average Of 5 People

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On this week’s audio post, I want you to evaluate who you spend most of your time with. Are you surrounding yourself with people that you admire and look up to? The people you choose to be around are a direct reflection of who you will become. The rule is, you are the average of the 5 people you spend the most time with.