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LIVE Presentation on the New World of Prospecting

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Recently I was asked to present some ideas on the “New World of Prospecting” facing B2B sales organizations and salespeople.

I recorded it and even though I didn’t have the participants mic’d, you can get the sense of what the discussion was about. I offered the group several ideas on how to embrace what I would call “the New World of lead generation”.

There were some new ideas I thought you’d like to hear.

If you’d like to schedule a High Achiever Strategy Call, go to https://billcaskey.com/strategycall to get on my calendar now!

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I Was Right Before – But Will I Be Right Again?

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More than 20 years ago I started bringing in content to the sales training that I was doing that I felt was missing.

I’ve been wrong a lot, and I’ve been right a few times. In this episode, I share with you the four things that I’ve been right about over the last 10 years and then give you three things that I think we’re going to help you achieve wild success levels in the future.

If you’d like to schedule a High Achiever Strategy Call, go to https://billcaskey.com/strategycall to get on my calendar now!

Also mentioned in this podcast:

Rembrandts in the Attic

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Do you have any “Rembrandts in your attic?”

In this episode, Bill discusses how we all have knowledge and assets that we should be sharing with the world. Have you identified what your assets are?

If you’d like to schedule a High Achiever Strategy Call, go to https://billcaskey.com/strategycall to get on my calendar now!

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Shifting the Power Structure

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Power structures exist in most areas of our lives. But there are some power structures that we are in control of.

In this episode, I’ll give you some ways you can shift the power structure in the sales process and put you in control.

If you’d like to schedule a High Achiever Strategy Call, go to https://billcaskey.com/strategycall to get on my calendar now!

Also mentioned in this podcast:

Fear Gets In The Way Of Intention

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Do you ever feel self-conscious during a call with a prospect? When that fear creeps in all your prior intentions go right out the window. If you are focused on yourself, you are focused on the wrong person. You are there to help them solve their burdens. When you are fearful, it keeps them from getting the solution they really need.

The Pivotal Concept That Governs All Sales Actions

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Of all the concepts that we teach in our sales development firm, this has had the highest impact on people’s results and confidence.

We start sales training classes with a very simple question: “What is the intent of a salesperson?” Almost everyone misses it. They say:

  • “It’s to sell.”
  • “It’s to get the deal.”
  • “It’s to be credible.”
  • “It’s to make money.”
  • “It’s to make quota.”

Our next response leaves them gasping for air…

Your intent is no longer to go out and get deals. Your intent should be to help the prospect identify, reveal and fix his/her problem, even if he/she decides not to use you to get it fixed. Read more

Too Much Eagerness. Bad for Customers. Bad for You.

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Last week, I had a coaching session with one of my clients who is a pretty talented business development person. I say ‘talented’ because she has all of the raw materials: enthusiasm, energy, work ethic, and decent communication skills.

Then, last week she relayed a deal that her company is working on. As she described the situation, a couple of things caught my attention. She proceeded to tell me how important this deal was to her company and how excited she was and how desperate some of her teammates are about landing this deal. (I suspect the desperation came directly from the sales force, but that’s a different matter).

After she reviewed the situation I asked her if she noticed anything about how she described the deal. She said she didn’t. But I did.

What I noticed was the underlying theme of neediness and awestruck-ness about this deal. It’s that “this-one-would-be-a-huge-feather-in-our-cap-if-we got-it” attitude. But that kind of thinking, to me, assures she won’t get it.

It’s Bad for Your Internal Team

Since one of the strategies with this prospect was a presentation meeting where she was to bring her engineers to discuss the deal with the customer, it becomes even more vital that their (engineer) minds are right when in contact with customer.

Anytime you give those people ample reason to be scared they’ll take it. Feeling pressure and stress is no way to go through a presentation like this. And the more magnitude and burden you put on the situation, the less likely you will be to care/focus on what the customer wants.

This is part of that overall misguided myth that the more excited we are about getting a deal, the more excited the prospect is about giving it to us. I know we were all taught that-and really want to believe it. But in my experience, it’s the cause of more lost deals than won deals.

It’s Bad for Your Customer

More importantly, anything that takes your eye off of the customer’s problems and goals creates a block for you – and they’ll feel it. Feeling that pressure to perform is one of the most common mistakes made in business development /sales. In coping with that pressure, you take the attention off of them and put it right on yourself. Read more

The Happy Secret To Better Work by Shawn Archor

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“If we study what is merely average, we will remain merely average.” (Shawn Achor)

Lately, I’ve been “refueling” my brain at work with TED.com videos. I just watched an intriguing video on positive thinking and simple ways to train your brain to think happy thoughts. 🙂

Our Caskey philosophy is that if you want to change your results, you MUST change your thinking (your Inner Game).  I’m 100% positive this video will inspire you to take a step back and focus on the power of your Inner Game.

Video Summary:

We believe that we should work to be happy, but could that be backwards? In this fast-moving and entertaining talk, psychologist Shawn Achor argues that actually happiness inspires productivity.

Your Inner Game

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Do you pay attention? Thought so. We all pay attention–(unless we don’t.) But if we do, we learn things. And our income proves it.

And do you pay attention to your inner game….how you’re thinking?

In this episode, Bill Caskey illustrates a real-life example on the concept of Buyer vs. Seller. Brooke Green reflects on a deal she lost, what went wrong, and what she should have done. Bryan Neale and Bill Caskey answer a question from a viewer.