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Episode #539: Understanding the Process When Leads Get Generated

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On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a listener question from the mailbag from someone who wanted to know whether they should outsource their lead generation.

The guys talk about the three different types of lead generation, sales person directed, internally focused, or outside agency directed.

They also give some insight on how to look at these three areas of focus, depending upon where you are in your business.

Also mentioned in this podcast:

  • Download your free eBook, “Elements of a winning sales proposal: Create stunning proposals that close deals” by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now!
  • Also, be sure to get a free copy of Outreach’s book on Sales Engagement. Just go to https://www.outreach.io/asp and it’s all yours!

If you’re interested in bringing one or both of the guys in for a sales retreat or sales meeting, send us an email at [email protected], and if you’re a new listener, we’d love to hear about you. Send us an email telling us how you found the podcast and what you’d like to hear as you go down the journey with us to sales excellence!

Episode #523: My Generation

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On this episode of The Advanced Selling Podcast, Bryan brings up an observation that he has been seeing a lot, the generational differences in the workforce today.

Bill and Bryan discuss the differences and similarities between the generations and how they buy. They give you some tips on how you can interact with any of them, no matter what generation you might fall into.

If you have a question you want answered on the podcast, send us an email at [email protected]. (We love audio if you can record your question!)

Also mentioned in this podcast:

Episode #391: Stumping Your Sales Trainer

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advancedsellinpodcastgraphicbootWhat happens in a training session when Bill or Bryan doesn’t have the answer?

In a special episode of “Stumpology,” veteran sales trainers Bill Caskey and Bryan Neale bring their toughest client issues to each other to solve.

How do you handle it when the client can’t get away from selling features/functions?  How can you create the space with your sales team to be able to educate them?

In today’s episode of The Advanced Selling Podcast, the teachers become the students (of each other). They will help you look at your own process and messaging to determine if you’re communicating through your buyer’s eyes or your own, and how you can meaningfully influence those around you.

Also mentioned in this podcast:

Episode #390: How to Generate More Leads

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advancedsellinpodcastgraphicbootAre you looking for ways to generate more leads? (because who isn’t?)

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale respond to a specific request to provide four things sales people can do right now to generate leads.

Have you considered hosting a marketing event for your prospects (not a sales event, a marketing event)?

Are you using your current client’s words and testimonials to help you communicate what you do to your prospects?

In this episode of The Advanced Selling Podcast, Bill and Bryan give you four actionable things you can start working on immediately to help you increase your leads.

Also mentioned in this podcast:

What You Can Learn About Achievement From The Stacey Dash Interview?

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Recently, Stacey Dash (unknown to me until I saw this and researched her) was on Meredith Vieria. Personally, I don’t watch Vieria mainly because of the tact she took in this “interview.” The video is below.  Watch it, then come back and read on.

I love this girl! Unafraid to speak on a hot, controversial issue, and speak her truth.

I hear this all the time: “My territory isn’t large enough.” “My compensation plan isn’t fair enough.” “People don’t answer the phone like they used to.” “Prospects lie.” “I can’t get referrals anymore.” My company doesn’t invest in me.” “My company has no vision.”

All of these statements (and Meredith’s unbelievably arrogant questions) are perfect examples of our buy-in to a victim mentality. And it wears us out. Actually, it renders us unable to adopt a stance of personal empowerment.
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The Problem With Idea Generation – And a Solution

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More ideas are not better. I know there is a saying, “If you want to come up with a great idea, come up with lots of ideas.”

Ideas

But I see Presidents and Salespeople generate idea after idea – and yet have little to show for them. So what happens. Here’s my take.

My sense is that the person that has the idea (the creator) is seldom the person who will implement the idea and bring it to profit. I didn’t say “never,” I said seldom.

So the idea-creator needs to have either a) someone around him/her who can flesh out the idea before investing too much time dreaming about it. Or, b) a system that walks them through the ‘fleshing out’ process. Read more