Tag Archive for: prospect

Interview With Kendra Lee

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This is part 1 of our May interview series where I feature sales and achievement experts.

On this week’s episode of The 2X Podcast, I speak with Kendra Lee (www.klagroup.com). She is a renowned expert in helping sales teams formulate lead generation campaigns.

Her book, The Sales Magnet, is epic and one you should have on your desk at all times. Enjoy Kendra…

Also mentioned in this podcast:

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Where Are You Taking Them? (Part 4)

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This is part 4 of 4 in Bill’s coaching path series.

The question Bill asks on this week’s episode is, “Where Are You Taking Your Prospect?”

Do you know? Have you sketched it out?

Bill walks through a 3-part exercise that will help you get a bit clearer on the methodology of this.

You can also download a freebie printable at billcaskey.com/79download.

Also mentioned in this podcast:

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Episode #495: The Dreaded Commodity Dungeon

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On this episode of Advanced Selling Podcast, Bill and Bryan take a listener call from Paula who poses the question of, “how we extract ourselves from the commodity dungeon with our pricing and our offer.”

The guys tackle Paula’s question head on and acknowledge that it happens to virtually every company, and maybe even in every sales process.

The customer sees the same things from other vendors, but doesn’t see the uniqueness and differences, and it’s up to you to decide how to portray them.

The guys give several tips and exercises on things you can do to help get in touch with your true value, and then some ideas on how to communicate it.

Also mentioned in this podcast:

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Episode #494: How Do I Keep the Momentum After I Deliver the Proposal?

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Bill and Bryan get this question a lot from clients: how do I keep the momentum rolling after I deliver the proposal, when a lot of times that’s when things go silent?

On this week’s episode of The Advanced Selling Podcast, the guys take on this very question. They approach it from the perspective of preventing it from happening in the first place and remedying it when it does occur.

Also, be sure to join our LinkedIn group, https://advancedsellingpodcast.com/linkedin. We will be posting some behind the scenes videos where we plan out each episode.

Also mentioned in this podcast:

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Episode #488: Know When To Fold Em’

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In this week’s episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale take a question from listener David who asks about when to give up on a prospect.

As usual, Bill and Bryan go into what to do when you’re in that position but more importantly, they discuss ways to prevent yourself from getting into this position in the first place.

If you have a sales question you want answered on the podcast, email us a voice memo to listener@advancedsellingpodcast.com.

Also mentioned in this podcast:

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Episode #487: Research That Will Improve Your Results – Mike Schultz

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On this episode of the Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale play host to Mike Schultz of RAIN Group.

RAIN Group just released a Sales Research Study that polled a thousand different sellers and buyers to determine what the optimum behavior salespeople need to adopt for successful outcomes.

If you’re interested in data-driven selling then Mike has statistics that might just blow your mind. Grab a pencil and paper and take copious notes on this podcast episode!

Find out more about Mike and RAIN Group at https://www.rainsalestraining.com.

Also mentioned in this podcast:

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Episode #486: 7 Lessons on Personal Story

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In this episode of The Advanced Selling Podcast, Bill and Bryan discuss a client that they work with when it comes to building their personal story.

The fact is that personal story building is not easy and even though we have devoted several episodes to it over the past few years, we think it’s still important that we keep this in front of you.

The guys pick out seven observations that they made with their client and what you can learn about it.

Here are some other episodes on Your Personal Story:

#371: Master Your Messaging

#339: Better Stories = Better Selling with Bo Eason

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/18-02-12-486_PersonalStoryn.mp3″ title=”Episode #485: Am I Cut Out for Sales or Not?” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]

Episode #485: Am I Cut Out for Sales or Not?

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On today’s episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale field two questions from the CoVideo Mailbag.

The first question centers around whether the listener is cut out for sales and the other focuses on what type of sales would be best.

If you’ve been in the profession over a year, it’s likely you’ve had that feeling at some point, am I cut out for this? It’s okay to have that feeling and Bryan and Bill talk you through how to deal with it.

Send your sales questions to listener@advancedsellingpodcast.com and make sure you include your physical address so that Bill and Bryan can send you a small gift.

Also mentioned in this podcast:

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Expert Status

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This is our 5th in a five part series on Psycholgical Frameworks for Sales Success.

In this episode of The 2X Podcast, Bill breaks down “Thought Leadership” – what it is, what it is NOT, and how you can begin to embrace your own personal thought leadership.

Make sure you download the freebie on “Becoming a Thought Leader” for this episode at http://billcaskey.com/67download.

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/the2xpodcast/2xP_02-01-18.mp3″ title=”Who Controls The Buyer Seller Dance In Your Life?” artist=”The 2X Podcast” image=”http://billcaskey.com/wp-content/uploads/2017/02/2XPodcast-SPP.png” color=”#a89432″ background=”#33343a” social_linkedin=”true” social_email=”true” ]

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