Send us Fan Mail Annually, we have John Jantsch on as a guest of the podcast. We like having him because he always, always gives sales people a fresh look at business development. This episode is no different as Bill interviews John on marketing tips for sales people. John also dives into some trends facing sales folks, and even slightly offends sales managers (all in good fun though). Also mentioned in this podcast: John's blog - Duct Tape Marketing http://www.ducttapemarketing.com/blog/ John's...
Jun 10, 2013•16 min•Ep. 1
Send us Fan Mail In this episode, Bill and Bryan review five tips that they find most salespeople are still NOT using when it comes to simple social media.They work with hundreds of salespeople and executives and it bewilders them that some of the most basic tactics are still not employed. These five can be implemented within 24 hours, if you desire. Good luck. Also mentioned in this podcast: The Forbes Article – Study: 78% Of Salespeople Using Social Media Outsell Their Peers (http://www.forbes...
Jun 06, 2013•11 min•Ep. 1
Send us Fan Mail It seems there is ALWAYS price resistance. Seldom do you give the prospect the price and they say, "Is that all it is?" In business-to-business selling, there seems to always be a smidge of resistance. So what do you do? And more importantly, where does it come from? Bill and Bryan dig into this important topic for sales people and sales managers in the episode. Afterwords, Brooke Green joins them to answer a question from a LinkedIn group member: What is the best way to approac...
May 27, 2013•16 min•Ep. 1
Send us Fan Mail In this episode, Bryan and Bill address several sales issues…one of which is 'what do you do when the deal is going south?' Another issue they work on is 'what happens when you've done everything you're supposed to do and they STILL aren't calling you back?' Bill and Bryan each have specific clients who've had these two very things occur. Listen as they play off of each other when solving them....
May 20, 2013•14 min•Ep. 1
Send us Fan Mail As sales people today, we must be conscious to 'think like marketers.' One way to do that is considering the tribe we are building that will be suspects or prospects for our services in the future. The days of "marketing when we need the business" are over. We had better be top-of-mind when THEY have problems. Our guest expert today is Srinivas Rao, author of The Small Tribe Strategy . In this podcast, we ask him how he would go about building the tribe of prospects if he were i...
May 13, 2013•17 min•Ep. 1
Send us Fan Mail Recently, an article was published by Steve Martin on the Harvard website called the Ten Reasons Sales People Lose Deals . Bryan and Bill tear into the ten reasons and come up with solutions to three of them: What happens when you can't get to the decision maker? What if you have a "nice to have" product that isn't compelling for the prospect? and How do you penetrate new accounts? Also, send us any thoughts you have about these three or the other seven at listener@advancedselli...
May 06, 2013•15 min•Ep. 1
Send us Fan Mail From the mailbag of listeners this week, two topics come up: 1) Call Reluctance. A listener seems to have a little bit of it and we have some thoughts (all good, of course) on what to do about it. 2) How Can I Demonstrate Value BEFORE the Sale? A listener struggles with this especially since his product is a premium product. Two great topics that affect virtually every sales and account manager. If you have a question to submit to the mailbag, write us at listener@advancedsellin...
Apr 29, 2013•13 min•Ep. 1
Send us Fan Mail Why is it that we spend so much time doing things that we think will shape other's perception of us - and yet those very things do nothing to shape it? Drew Dudley, Nuance Leadership, was our guest this week. He's had some great TED Talks (The List) and deals with this very issue - how we are perceived. It's a must-listen for sales managers and company leaders in addition to top performing salespeople. Make sure you also consume his content on his blog at http://nuanceleadership...
Apr 22, 2013•16 min•Ep. 1
Send us Fan Mail Recently, Bryan sat in on a capabilities presentation. He couldn't help but brainstorm ways to make this "dog and pony show" more interesting for the prospect.In this week's episode, Bill and Bryan give six tips on what to do and what not to do during the capabilities presentation.Afterwords, Brooke Green answers a question from an Advanced Selling Podcast LinkedIn Group member: What is the best strategy to sell recruitment services (for IT companies) in social networks? What is...
Apr 15, 2013•15 min•Ep. 1
Send us Fan Mail As trainers and coaches, when Bill and Bryan move into a new business they are on the lookout for whether this is a growing organization or stagnant one. In many ways, this informs and shapes how and what they teach as they begin training.And so in this episode they lay out a handful of indicators that tell them whether the organization is growing or merely existing. This podcast would be very beneficial for sales managers and leaders. Also mentioned in this podcast:1. "Live You...
Apr 08, 2013•13 min•Ep. 1
Send us Fan Mail In this episode, Thomas Gobeaux a listener from France, who is an online marketing consultant, came to us with a question that was very specific to his industry: "I love doing complimentary bonuses when selling someone else's product. I'm selling a language product online now, but can't think of a bonus that would: be relevant to the niche not be available for free online be enticing enough to make it worth the purchase by itself" At one point, we considered not airing this sinc...
Apr 01, 2013•12 min•Ep. 1
Send us Fan Mail We have a LinkedIn group member guest this week, Ali El Jishi from Bahrain. He is in the IT Placement business and he asks a question that is familiar to us: How do you handle it when a new buyer suddenly has it out for you? In Ali's description of the circumstance, a few things come out that he should have done - and that you can learn from - if / when this happens to you. It is suggested that over 40% of your database changes every year. So, that means that buyers and decision...
Mar 25, 2013•12 min•Ep. 1
Send us Fan Mail Is that really possible? Think 'negatively'? Yep, that's what we're saying. In this episode, we share a module that Bryan recently taught at a client where they prepared for the 'worst case scenario' in the sales process. Scenarios such as:*How to handle a deal that has become stuck or stalled*How to handle price resistanceEach tip Bill and Bryan give have both a market application and a mindset application. Some of this topic comes from Bob Knight's new book, The Power of Negat...
Mar 18, 2013•16 min•Ep. 1
Send us Fan Mail In our podcasts, we've talked at length about The Inner Game and how vital it is for you to get your "mind right" if you are to excel in your profession. We talk about it in the context of how you talk to customers, how you talk economics and the types of questions you ask. In this episode, Bill interviews Josh Matthews-Morgan who has written a book (partly inspired by this very podcast!) called "Deliver." It takes the idea of high performance and uses athletic stories and examp...
Mar 11, 2013•12 min•Ep. 1
Send us Fan Mail We're forever talking about how to motivate your prospect - to buy - to change - to do what you think they should do. But, what about YOUR motivation? That's important, too. In this episode, Bill and Bryan address some ways you can inspire yourself when you hit the skids. Plus, Brooke Green joins us and answers a LinkedIn question : What should be your main aim at a first sales meeting with a prospect? It's a new series where we use questions generated by the LinkedIn Advanced S...
Mar 04, 2013•14 min•Ep. 1
Send us Fan Mail It's one of the most common sayings about sales - always be closing. Common, yes. But it's wrong. In this episode, Bill and Bryan deal with the idea of taking out that prevailing wisdom of always closing. And, in it's place, put in some other rules that fill the void. And the next time you go to sales training and the trainer gives voice to that worn out phrase, "always be closing", you'll have some new frameworks to teach them. Also mentioned in this podcast: *Follow @bneale an...
Feb 25, 2013•11 min•Ep. 1
Send us Fan Mail Tons of books have been written about work-at-home habits, but in today's episode, we'll deal with them from the sales standpoint. Some listeners might be a permanent work-at-home fixture. Others might work from there temporarily. Regardless, it can be your MOST productive place OR you worst nightmare. Hear what Bill and Bryan have to say about the pluses and minuses. Also mentioned in this podcast: Follow @billcaskey and @bneale on Twitter "Never Eat Alone: All Secrets to Succe...
Feb 18, 2013•11 min•Ep. 1
Send us Fan Mail In this episode, Bill and Bryan talk about how to tell your story so people see your distinction. There's a lot written today about the use of the resume, or the bio or the story in your messaging. We believe it's vital that you have your story down cold - and this podcast gives you a checklist to make sure you do. **Check out http://www.caskeyone.com for articles, videos, podcasts, and free eBooks on sales and leadership development **Join the Advanced Selling Podcast Linkedin ...
Feb 11, 2013•15 min•Ep. 1
Send us Fan Mail This is a rather odd situation you might say. But lately, we've had several of our clients bring up this very issue. In this episode, Bill and Bryan talk about the emotional issues that might go in to dealing with a prospect you don't like/respect or one that doesn't like you. Hopefully, you'll never have this, but if you do, this episode might help. Join the Advanced Selling Podcast Linkedin group http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772...
Feb 04, 2013•8 min•Ep. 1
Send us Fan Mail The answer to that question might cause you a little pain yourself. When you approach a prospect by asking them questions designed to find out what's bothering them so you can sell them a solution, you might miss TONS of opportunity. In this podcast, Bill and Bryan get into a model they use to help you know how to find problems the customer doesn't even know they have.Keep the mail coming in…listener@advancedsellingpodcast.com...
Jan 28, 2013•13 min•Ep. 1
Send us Fan Mail Not to be confused with an 'old flame' this podcast is about restarting a sales relationship that ended. It might have even ended badly as in the example in this episode. Bill and Bryan give you a few tips on how to re-engage with people who have dropped off the earth. Make sure you email us your questions for use on the show: listener@advancedsellingpodcast. And follow us on Twitter: @billcaskey and @bneale ....
Jan 21, 2013•11 min•Ep. 1
Send us Fan Mail We come back to the two-part interview with WNBA championship coach Lin Dunn, who continues with the lessons she's learned about leadership and inspiring her team. Remember, even though some of you aren't basketball fans, we wanted to bring you successful people from all walks of life and learn what they know about inspiring people. You can follow Lin on Twitter at https://twitter.com/Coach_Dunn...
Jan 14, 2013•18 min•Ep. 1
Send us Fan Mail This is the first of a two-part series of our interview with Coach Lin Dunn of the Indianapolis Fever of the WNBA. Now, you're probably wondering, "What does the WNBA have to do with my business success?" Well, maybe nothing…however…if you haven't heard Lin Dunn speak before, you're in for a treat. She has been successful as a coach at every level of women's basketball. And her message with Brooke and Bill has little to do with basketball and a lot to do with the "attributes of ...
Jan 07, 2013•11 min•Ep. 1
Send us Fan Mail Bill Caskey, Bryan Neale and Brooke Green give voice to what their favorite things are in the business world. From software tools to training videos to food stuff (okay well that's not in the business world). The trio tell you what gets them juiced about this time of year!We wish every Listener a happy holiday and a prosperous 2013!
Dec 17, 2012•11 min•Ep. 1
Send us Fan Mail In this episode, you can hear parts of the "2013 Goal Setting Guide," which you can download from http://www.AdvancedSellingPodcast.com in the Toolkit. The fact is that fewer than 10% of people set goals. Now, that number might be slightly higher for sales people but our experience says not that much higher. Today, Bryan, Bill and Brooke relay a process they go through with their clients. They give you a handful of these now, then you can download the rest at the podcast site. W...
Dec 10, 2012•16 min•Ep. 1
Send us Fan Mail What happens when you think the relationship is going great but, suddenly, out of nowhere BOOM! The customer lowers the boom on you? You can react (like we all want to do) and bring all your emotions out. BUT, that might not be the best strategy. In this episode, Bryan had a client who actually had this very thing happen with a so-called "satisfied client." Also mentioned in this podcast: Send us your thoughts, ideas on future episodes, or ask us any question at Listener@advance...
Dec 03, 2012•13 min•Ep. 1
Send us Fan Mail In this episode, Bill and Bryan answer questions from our listening audience. We took three in this episode, each of which can cause sales stumbles in virtually every industry. By the way, if you want your question answered, email us at listener@advancedsellingpodcast.com. And we'll get it 'on the air.' *Restart that stalled deal! Partner with Email It and take advantage of our powerful email templates. http://www.emailitsellersguide.com/...
Nov 26, 2012•14 min•Ep. 1
Send us Fan Mail Why not GO to an "expert" when we want to know how to BE an "expert?" Well, we've done just that this week when we interview Mike Koenigs. He is the founder of Traffic Geyser, the first internet video system to generate web traffic, and he's also the author of several books on positioning and video marketing. All of his work can be found at http://mikekoenigs.com/ . In this episode, Mike addresses many of the roadblocks that hold us back from higher performance, one of which is ...
Nov 19, 2012•24 min•Ep. 1
Send us Fan Mail It's that time of year--the time when we start to look back AND look forward. In this podcast, Bill, Bryan and Brooke, explore some best practices of goal setting for sales people. Some of these tips we'll call 'non-traditional' because they have little to do with the normal approach to setting goals. In subsequent episodes, we'll address some more tactical goal setting tips. Also mentioned in this podcast: *Join the Advanced Selling Podcast Linkedin Group for daily discussions ...
Nov 12, 2012•14 min•Ep. 1
Send us Fan Mail *Today's podcast comes from a live podcast recording event at the Jazz Kitchen in Indianapolis, IN. In today's podcast, Bryan shares with you an inspiring, life-changing idea. He believes this idea is powerful enough to help improve your personal, business and client relationships. As you listen to this podcast, ask yourself: Am I living my life above the line?
Nov 05, 2012•6 min•Ep. 1
