Send us Fan Mail We have been thinking about what the future sales force will look like lately. Why? Well, there are a ton of trends that are beginning to impact sales forces and sales people – globalization – googlization – commodity pricing – readily available information on the web - etc.So we went out and looked for someone who had studied this from the perspective of: what do customers want from the seller? We found Ben Ball (Senior VIce President, Dechert-Hampe & Co.).So in this interv...
Nov 01, 2007•13 min•Ep. 1
Send us Fan Mail Bill Caskey and Bryan Neale share a "how to" for proposal writiing and discuss what components every good proposal should (and shouldn't) contain.
Oct 25, 2007•16 min•Ep. 1
Send us Fan Mail In keeping with the fact that 80% of sales success has to do with how you think and your selling strategy, Bill Caskey and Bryan Neale take on the issue of “How Do You Need To Think?” in order to be successful.
Oct 18, 2007•14 min•Ep. 1
Send us Fan Mail This is the initial voyage of the Sales Managers episode which we’ll releasethe first Thursday of the month. If you’re not a sales manager, forward this on to those appropriate for this.The premise for this episode is that most sales teams don’t work - or at least they aren’t optimized. We’ll talkabout how to look at, and assess, your sales team so you know where to focus your attention – and how to grow your business. This is for Sales VP’s, Sales Managers, Regional Managers or...
Oct 10, 2007•18 min•Ep. 1
Send us Fan Mail Have you ever taken a sales course where you learned how to “close”?Or, maybe you learned the “‘trial close.” Bill Caskey and Bryan Neale addressThe issue of closing skills in this podcast – yet they don’t address it in the traditional way. In fact, they lay to rest - hopefully forever – the idea that by delivering certain techniquesyou can “get someone to make a decision.” That’s not the way it works – and to reinforcethose worn out sales tactics does you more harm than good. T...
Oct 02, 2007•12 min•Ep. 1
Send us Fan Mail Have you ever wondered why the prospect wants to control the sales process? Other than the fact that we’re all “control freaks” to some extent, it’s no wonder the prospect thinks – because he has the money – that he should control the sales process. But the fact is, he shouldn’t. You should control it. And in this week’s episode of the Advanced Selling Podcast, Bryan Neale and Bill Caskey tell you exactly how to do that....
Sep 20, 2007•12 min•Ep. 1
Send us Fan Mail Ever have problems talking to your prospects about money - fees - prices? Did you know it might be something much deeper in your soul? (It seems these guys think everything is 'deeper in your soul'). Well, this one just might be. Bill and Bryan talk about the importance of money in how you earn and how you price your services.
Sep 11, 2007•16 min•Ep. 1
Send us Fan Mail Leadership should be on every sales person's mind. In this interview, Bill and Bryan talk with new author, Kevin Eikenberry, who has written a book called REMARKABLE LEADERSHIP. Listen to this podcast if you are a sales leader/manager or have any inclination to be one someday.
Sep 05, 2007•19 min•Ep. 1
Send us Fan Mail In this episode, Bill and Bryan address the China import issues that are making news. Is it possible that part of this is a breakdown in selling skills? That might be a stretch - or not. As you listen to this, think about how you would modify your sales approach if you were to compete against low priced competitors. This applies to sales professionals who don't just compete against off shore vendors - but to the vendor right down the street as well....
Aug 22, 2007•13 min•Ep. 1
Send us Fan Mail Ever wondered why your prospects sometimes just don't act on your offer? Could it be you just aren't getting them to admit their problems to you? Well, this podcast episode with Bill Caskey and Brooke Green deals with exactly how to do that. Most sales strategies forget about that very thing - how to understand the compelling reasons a prospect has for changing.
Aug 06, 2007•16 min•Ep. 1
Send us Fan Mail Ever been sold to by an "old world sales person?" Kind of frightening, isn't it?In this week's episode of the Advanced Selling Podcast, Bill Caskey andBryan Neale discuss some of the many differences between the old and new way ofselling. It's a good gut-check to see if you slip back in to old beliefs and tacticswhen you're in pursuit of a sale. Use this episode in your sales training sinceit addresses some of the core problems today's sales professional faces....
Jul 27, 2007•21 min•Ep. 1
Send us Fan Mail Ever wondered where the line was between being persistent and being a pest? You're not alone. Most sales people have. In this week's episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale read a letter from a listener who is concerned with how persistent he should be toward the end of the deal. You see most sales strategies are built on the premise of 'convince and persuade.' And with that misaligned orientation, the sales professional sometimes pushes too hard in ...
Jul 23, 2007•14 min•Ep. 1
Send us Fan Mail In this week's episode of the Advanced Selling Podcast, Bill Caskeyinterviews a special guest, Dan Heath, the author of theMade to Stick. He joins us today to sharehis insights on helping OTHERS understand your ideas and helping YOU communicate them better. It seems in most sales training, we talk about communication skills, but spend little time talking about the thinking behind communicating ideas. Dan has researched why/how some ideas stick and others don't. And since profess...
Jul 08, 2007•13 min•Ep. 1
Send us Fan Mail In this week's episode of The Advanced Selling Podcast, Bill Caskey andBryan Neale answer those "what do I do when?" questions that salesprofessionals have every day. This is an episode that helps sales people newand old who are curious about what to do in certain situations.Business-to-business sales training and development isn't always about"theory." Sometimes it's just about practical advice. This episode will helpyou to say and do the right things in those places where your...
Jun 21, 2007•17 min•Ep. 1
Send us Fan Mail In today's podcast, Bill Caskey and Bryan Neale address the New York Timespiece on Income Inequality--and how sales professionals are in the rightspot to be at the correct end of the income spectrum. They address the corecompetencies of the "top one percenters" (those who earn over$340,000/year)--and where to go to get that training. This sales podcast isa good way to check your own skills in the entire domain of business--notjust selling. This podcast will expand your thinking ...
Jun 14, 2007•21 min•Ep. 1
Send us Fan Mail In this week's episode of the Advanced Selling Pocast, Bill Caskey andBryan Neale discuss stalled deals. A lot of salespeople find themselves stuck in the middle of a deal, where they have thepotential buyer interested in their product orservice, but they can't seem to close the deal. Have no fear, Bill Caskeyand Bryan Neale are here to help you jump startthose stalled deals with their innovative techniques and tips. This willhelp sales people of all levels spend time closingmor...
Jun 04, 2007•19 min•Ep. 1
Send us Fan Mail In this episode of the Advanced Selling Podcast, Bill Caskey and BryanNeale address the mental side--inner game--of sales. "How you thinkdetermines how you act" is one of our favorite sayings. And Caskey and Nealediscuss new possibilities in thought which will immediately change yourbehavior--and ultimately, your results. Want to be massively successful insales or business? Then, this is one of the most critical pieces ofinformation you need to learn in order to become great. Fo...
May 25, 2007•15 min•Ep. 1
Send us Fan Mail In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss how to appeal to the economic buyer. In their consulting practice, it never fails that one of the biggest challenges for sales people is "selling to groups."The bottom line is that everyone in the group MUST be on the page. However, the economic buyer (the person in charge of money) is one most likely to have their own style of buying that may or may not match up with yours. Bill and Brya...
May 18, 2007•15 min•Ep. 1
Send us Fan Mail Ever wondered if the sales training you're getting was actually the bestavailable? Or whether what you were learning was actually making you better?In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the mistakes that sales trainers make that mess up sales people and how they sell. Have no fear though--if you findthat you are a victim of 'sales training malpractice,' Bill and Bryan haveplenty of tips to get you on the right road to better ...
Apr 27, 2007•17 min•Ep. 1
Send us Fan Mail In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the knack of having good, truthful conversationswith your prospect. What should you listen for? How can you find the heartof their problems and reasons for buying? Listening should be a big part ofany sales strategy consequently, they discuss how much sales people shouldtalk, and how much they should listen. Bill and Bryan act out (they'realways acting out) these teachings, so that you ca...
Apr 20, 2007•16 min•Ep. 1
Send us Fan Mail In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss how to overcome your fears of cold calling and prospecting. In sales, the majority of the business you generate is from calling on new prospects. Even though those first phone calls are some of the most dreaded parts of sales, they CAN be mastered. And like we say, 'make your biggest weakness your biggest asset' and watch success ensure. The mind is telling you something if you have fear....
Apr 12, 2007•16 min•Ep. 1
Send us Fan Mail In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale take a look in the mail bag and pull out some questions from our listeners. Bryan and Bill discuss what to do when the other sales people in your office start to single you out because of your success. This is a really interesting discussion that helps you reflect on your "inner game" and helps you to continue to sell more and become more successful....
Mar 30, 2007•13 min•Ep. 1
Send us Fan Mail In this week's episode of the Advanced Selling Podcast, Bill Caskey interviewed John Hirth, a sales development trainer from Chicago(www.johnhirth.com). John gives us his take on how the profession of sellinghas changed in the last 10 years. His answers may surprise you. And theywill definitely enlighten you. If you know how selling has changed, then you'll be better equippedto change, intelligently, with it. Intelligent change will give you thestrategy and insight needed to gro...
Mar 22, 2007•15 min•Ep. 1
Send us Fan Mail In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale give you interesting (and innovative) tips you can use to make better use of your time. You have only so many hours in the day/week and year. How you use those hours are at the core of how successful you are.For example, have you ever thought about how many hours/year you could save if you could communicate your message better to your prospects?This is a fast moving--lightning round type of podca...
Mar 03, 2007•17 min•Ep. 1
Send us Fan Mail In this week's episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss various sales scenarios that you might find yourself in, and what to do in them. This episode gives you some fresh ideas for solving old problems. Don't miss it.
Feb 22, 2007•17 min•Ep. 1
Send us Fan Mail This episode of The Advanced Selling Podcast is the second in a series that began last week. In this episode Bill and Bryandiscuss your “comfort zone.” We all are very aware of what is inside and outside of our comfort zones. Bill and Bryan want you to step just a little bit outside of that comfort zone; to what they call, “the warning zone”. In the "warning zone" your mind is telling you that you are somewhat uncomfortable in the situation you're in. One of the best ways to ste...
Feb 08, 2007•14 min•Ep. 1
Send us Fan Mail In this first of a series, Bill Caskey and Bryan Neale discuss a theory called "Time Optimization," which is optimizing the time you spend by doing your "highest useactivity". This is not a lesson in time management. Rather, it is a manifestothat calls for a different way to look at the time you spend in sales activities. Most sales people waste their most precious asset--their time. How will you find out what Bill and Bryan have in store for you? By listening, of course. Enjoy....
Feb 01, 2007•15 min•Ep. 1
Send us Fan Mail In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale talk about ending sales calls with a good understanding of what is going to happen next, instead of letting the deal become stalled. So how do you do this? It's pretty simple, at the end of a sales call, you need to know if you and the prospect are going to continue moving along with this deal, or if this just isn't going to work. This is very important for you, because it will help you waste les...
Jan 18, 2007•10 min•Ep. 1
Send us Fan Mail Happy New Year from all of us at The Advanced Selling Podcast! We decided that in order to get you off on the right foot this year, we would discuss the rules that all sales people should abide by: "The Commandments of Selling". Most sales training deals with what to say. But in the commandments, we deal with sales strategy and modern thought. Everyone needs standards and rules to keep us on track--physically and mentally-- during the selling process. This week Bill and Bryan gi...
Jan 12, 2007•19 min•Ep. 1
Send us Fan Mail In this week's episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale recommend changes you can make in the New Year. But don't wait until January 1st to start. Get a 'head start' for another year of high achievement. They discuss how to take your sales from goodto "elite." These five best sales strategies/ practices are: talk to the right people, become an expert in something, nurture your network, get picky about your clients, and decide what's possible. Come to ...
Dec 21, 2006•17 min•Ep. 1
