In today's Advanced Selling Podcast, Bill Caskey, Brooke Green and Bryan Neale answer another LinkedIn question. This time they address what to do when your marketing department misses the mark or fails you. This is great advice for anyone with marketing issues or anyone just wanting to learn to market themselves. Make sure to join the Advanced Selling Podcast LinkedIn Group to have your sales questions answered.
In the fourth episode of Hot Tip Thursday, Bill Caskey gives his advice on handling customer or prospect objections. Be sure to tune in every Thursday for Hot Tip Thursday!
In today's podcast, Bill Caskey and Bryan Neale discuss handling good long term realtionships that start to go south and how to end things amicably. Their tips include ways to retain the relationship, having healthy attachment to relationships, and how to determine whether or not to cut ties. Don't miss this episode, this can be very useful in any business relationship.
In Today's Hot Tip Thursday, Bill's tip is to ask your prospect what one problem they would like to solve and one goal they would like to achieve in one year's time. Be sure to tune in every Thursday for Hot Tip Thursday!
In today's episode of the Advanced Selling Podcast Bill Caskey and Bryan Neale answer some questions sent in by members of the Advanced Selling Podcast LinkedIn Group. The two important questions answered were first off, "why are certain Challengers more likely to be the top sales people and are they the future of new business?" The other question is "do you need to have another reason to call your client or is it okay to just check in?" Make sure to join the Advanced Selling Podcast Linkedin Gr...
In this podcast, Bill Caskey and Bryan Neale discuss ways to know you are calling on the right person when making deals. What are some indicators to let you know you are on track or off track? Does higher up in the company mean they are the right person to talk to? Find out in Today's Podcast. Don't forget to search "Advanced Selling" in the iTunes store for your free download of the podcast app. We're mobile!
In the second episode of HOT TIP THURSDAY, Bryan Neale discusses how to make deals run smoother and how to set clear Calendar end dates.
In Today's Podcast Bill Caskey and Bryan Neale discuss ways to Find Your Own Voice in a sales situation. This is a very important step in improving many areas of your life. Find out the steps to take to finding yourself. Visit avancedsellingpodcast.com for the entire library of past podcast releases, or search Advanced Selling in the app store for the free podcast app. Also be sure to tune in Thursday for another exciting Hot Tip Thursday.
In this first episode of Hot Tip Thursday Bill discusses ways to End a Sales Call. There are questions you must ask before ending the call.
In this podcast, Bill Caskey and Bryan Neale share their advice given to students at DePauw University's Sophomore Institute. Job seekers and the employed alike can benefit from this advice. To find success, you must have the ability to be yourself. To find your value, you must possess the grit to pursue your goals. Bill and Bryan found that in talking with students on the cusp of following their dreams and achieving their goals, they could learn a bit themselves. Take their reminder as encourag...
In this podcast, Bill Caskey and Bryan Neale discuss what it's like "working for the hammer" when your results don't match the work you're putting in. How do you manage your Inner Game and keep your motivation consistent when you have a sales manager or president driving the hammer down on you? Bill and Bryan will provide some tips on how to approach this situation with ease and confidence. They will also share what's going on in your manager's head and explain why he may have become "the hammer...
In this podcast, Bill Caskey and Bryan Neale propose new pillars of the Inner Game and run through tactics practiced by elite performers when it comes to interacting with clients. Visit advancedsellingpodcast.com for the entire library of past podcast releases, or search Advanced Selling in the app store for the free podcast app.
In this podcast, Bill Caskey and Bryan Neale share the ways you should change your mindset in order to draw the right crowd to your prospecting events. It's not just about filling seats at the event. Bill and Bryan will tell you what else it's about to help you grow your business and your reputation.
In this podcast, Bill Caskey and Bryan Neale work through a client situation, coaching listeners how to deal with an incoming CFO who has decided to hault all current projects. Find out what they would do to handle the dilemna and hear a few antidotal stories along the way.
Daniel Green is not only a long-time podcast listener, but also a negotiation skills trainer. He works with companies all over the world and has taken some of our inner game methods and applied them to negotiating training. In this episode, Daniel gets your mind right when it comes to conflict management. One old way [...]
In this episode, Bill and Bryan share their top tips on how to prepare yourself for finding sales jobs, or simply to improve your current work ethic. In an ever-changing market, there is always room for improvement. Whether you're searching for a job or not, you can learn how to raise your value. You will learn how you can get out of the 'pick me' society and change your mindset so you're the one making the choices. Make the proper changes and you will up your game.
Bill Caskey and Bryan Neale interview their accomplished client, Bob Poorman, on building your business rather than simply selling to your clients. The two podcast hosts found many strong points in Bob's interview they believe are book-worthy. If you wish to comment on Bob Poorman's business and selling philosophies, join the discussion in the LinkedIn group.
In this podcast, Bill and Bryan speak with Josaine Feigon who is the founder of TeleSmart Communications and recognized among the Top 25 Most Influential Inside Sales Professionals. She recently authored her second book, Smart Sales Managers , and understands the best approach when managing the Millennium Generation. You will learn how to talk to, relate to and inspire your sales team of twenty-something's -- while learning about the future of inside sales. Where does Josaine think we will be by...
In this podcast, Bill and Bryan interview John Doerr (http://www.rainsalestraining.com/) who just completed interviewing 700 buyers to find out what, exactly, they want in a vendor. There are two things you will learn from this podcast - that will change how you think about selling. (HINT: We've been talking about this for over a year). Go to our linkedin group if you have thoughts.
These are the three core topics that Bill, Bryan and Brooke Green delivered in the Caskey & Friends event in Indianapolis last month. Since most of our listeners couldn't make it, we thought we'd do a brief recap on each talk. The idea behind this event was to have each of our coaches speak on topics that have been important in their lives - and the lives of their clients. In this podcast, Bill and Brooke weigh in on some lessons they got from each address.
In this episode, Bill and Bryan tell about their trip to LA to work with their coach, Bo Eason on storytelling and delivering. They concur that most sales people are a bit weak at storytelling. Consequently, they take some of their lessons from their coaching and re-deliver them to you.
"If you want to change your results, then you MUST change the way you think" What propels a salesperson to the far right tail of the bell curve? What is the "ONE THING" that the elite know that the good and average don't? For us the answer has become crystal clear. It's called the Inner Game. In this week's podcast, Bryan flies solo and discusses this concept. He also explains the following four Inner Game mindset shifts: 1. Abundance 2. Detachment 3. Intent 4. Expert Positioning...
It seems that we sales people are always on a mission to be influential. That could pertain to how we are with prospects and clients. And, it also relates to 'how we are' inside our companies. This podcast is a learning tool that can help you become more influential. Brooke Green and Bill Caskey share some tips on how they've seen high performing sales people do just that.
It seems that we sales people are always on a mission to be influential. That could pertain to how we are with prospects and clients. And, it also relates to 'how we are' inside our companies. This podcast is a learning tool that can help you become more influential. Brooke Green and Bill Caskey share some tips on how they've seen high performing sales people do just that.
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 book - Referral ...
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.com/sites/markf...
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 approach a referral sour...
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.
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 in sales today....
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 [email protected]...
