Sinopsis
Bill Caskey and Bryan Neale: B2B sales trainers for the past twenty years share their strategies, frameworks, tips and tricks to help you leverage your talent, grow your skills and create your own sales success. You'll discover how you can shift your mindset, win with prospects and build long-term relationships with your clients so you can thrive and advance in your career. Bill and Bryan's approach to sales is funny, often quirky and always real. Their work has allowed them to help sales professionals, managers and leaders at hundreds of companies all over the world implement successful strategies and build profitable sales teams. Prospecting, sales communication, buyer resistance, proposals and RFPs, pricing, cold calling, sales forecasting, pain points, psychology, positioning, deal coaching, goal setting, leading and managing, achieving your goals and all the other things that work (and don't work) in the world of sales to help you be the best possible version of yourself.
Episodios
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How To Handle The Declining Customer
21/05/2012 Duración: 12minPODCAST ALERT: If you're a VP of Sales or sales manager, you MUST listen to this podcast. We've all been through similar situations--you have a client who is buying a lot--and suddenly, without reason, they stop (or severely reduce purchases). This topic comes from our mailbag - a listener who had this very thing happen to him emailed us to ask for help. In this episode, Bill and Bryan hand out a few tips on 'what to do' when buyers reduce purchasing. If you have a question that you'd like help with, email us at listener@advancedsellingpodcast.com. Let us know if we can use your first name in the podcast.Also mentioned in the podcast Join the Advanced Selling Podcast Linkedin Group for daily discussions and networking! (http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772) Listen to the webinar "How To Sell A Premium Product In A Commodity Market" by Bill Caskey (http://www.caskeyone.com/seminar/how-to-sell-a-premium-product-in-a-commodity-market/)
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3 Rules Of Selling By The Beastie Boys
14/05/2012 Duración: 13minBryan Neale posted a blog last week that got tons of response. The essence of it was that we can learn a lot about selling from Beastie Boys' song lyrics and it was all inspired by Adam Yauch aka MCA who recently passed away. OK...so it's a stretch...but, in this podcast, Bryan and Bill address [...]
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How To Sell To Generation Y
07/05/2012 Duración: 17minOK, you've heard all of the statistics about how many Y'ers are in the workforce now. And you've also heard bits and pieces about their attitudes and attributes. Heck, maybe you ARE ONE! But what is the truth behind the clutter? In our podcast this week, Lori Ermi (The Ermi Group) spends time with Bill acquainting him to the intricacies of that generation and how you can better work with them and sell to them. Or, if you are one of them, you'll enjoy her take on your generation. Also mentioned in this podcast: The Ermi Group
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Closing Isn’t Closing Afterall
30/04/2012 Duración: 14minIn this week's episode, a listener asks a question about 'closing.' Bill and Bryan realize that the whole 'closing' mentality is part of old thinking. And they give you some alternative ways to think about that final step in the old sales process. Also mentioned in the podcast: How To Sell A Premium Product In [...]
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What Do Tennis, Fish Fries and Funerals ALL Have in Common?
23/04/2012 Duración: 12minIn this episode, Bill and Bryan discuss sales networking methods. They give you 5 tips that will change how you think and act when in networking mode. The essence of this episode is that prospects are everywhere if you would just get out!! **Next Week: Mailbag issue where we address the word "closing" and how [...]
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Are You The Marketer You Think You Are?
16/04/2012 Duración: 09minIn this episode, Bill and Bryan are both back from vacation and discuss an interview Bill did with John Jantsch (http://www.ducttapemarketing.com/blog/). John has been doing marketing consulting for a long time and discusses how the sales and marketing games have changed in that time.We've had John on the show before but he's always a fountain of knowledge when it comes to thinking differently about business success. John is also author of the book The Referral Engine (http://referralenginebook.com/). If you'd like to hear the entire interview, go here (http://www.caskeyone.com/are-you-the-marketer-you-think-you-are). Also mentioned in the podcast: How To Sell A Premium Product In A Commodity Market - 12 Tips To Command Higher Prices and Fees Teleseminar Duct Tape Marketing Blog Referral Engine by John Jantsch
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Stuff That Works in Sales
09/04/2012 Duración: 10minOne aside: We definitely have a morally upright listening audience but sometimes we can't help just calling things what they are. So for this one episode, we'll slip into the abyss. The upside is that you get Bryan and Josh Kublinick's (guest contributor) thoughts on what works in selling today. As sales trainers and coaches, [...]
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What To Do When The Customer Takes Advantage of You
02/04/2012 Duración: 12minIn this week's episode, Bill answers a letter from a listener who has a prospect trying to take advantage of the value he brings. This prospect is asking for a lot of unpaid consulting, then bidding it out to other vendors. But, even though this scenario is common, there are many other circumstances where your [...]
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Guest Jill Konrath on Having a More Productive Conversation With Customers
26/03/2012 Duración: 12minJill Konrath is our guest today on the podcast. Jill brings a tremendous amount of expertise in sales and marketing. More importantly, she sees where the two functions intersect. Brooke Green and Bill Caskey comment on some of Jill's ideas in this podcast. You can download Jill's Free Prospecting Kit from her website (click here). [...]
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Killing Yourself With Your Message?
19/03/2012 Duración: 13minYou probably couldn't help but think of Roberta Flack (Killing Me Softly With...) but that's not what this podcast is about. Bill and Bryan address the recurring problem of 'inadequate message' when you are communicating your ideas to prospects. Their intent in this cast is to help you expand your thinking about what you do-so [...]
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Marshall Goldsmith Takes on Sales People
12/03/2012 Duración: 18minOur guest this week on the Advanced Selling Podcast is Marshall Goldsmith who cut his 'expert teeth' in the Management and Leadership areas of business. But recently, he published a book called What Got You Here Won't Get You There. Bill had a chance to ask him some questions about what it takes to be [...]
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What Listeners Want To Know About Prospecting
05/03/2012 Duración: 18minWe have watched the threads on the LinkedIn Advanced Selling Podcast group uptick toward an interest in prospecting and lead generation for sales people. Consequently, this podcast gives you some ideas on prospecting and attitudes around that. Bryan Neale is gone this week but we have two listeners who call in for some thoughts on [...]
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How To Talk To Prospects Even When They Say “No”
27/02/2012 Duración: 14minBill and Bryan address an email question they received from a listener who is being asked by his manager to keep contacting people even though they said, "No" the first time. What do you do? Which brings up an even bigger question: How to follow up with people without being a pest? Bill and Bryan [...]
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The High Personal Cost of ‘Assuming’ a Sale
20/02/2012 Duración: 12minAs you look at your opportunities, it's our guess that over one half of them have problems. No, not problems with the prospects themselves. But problems with the process you've taken them through. In this episode, Bryan and Bill break down one of the most frequent problems we see when we coach sales people: the [...]
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You’re Working Too Hard
13/02/2012 Duración: 13minSales people work too hard. They do so in the name of 'aggressiveness'. We're all proud of our TYPE A behavior. But, wait a minute...why do we insist on working too hard when there is a huge potential right in front of us and we fail to see it? In this podcast episode, Bill and [...]
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What is an Optimum Sales Process?
06/02/2012 Duración: 13minA podcast listener asked us to take her through the best sales process-the one we suggest you use. There are tons of sales processes and methods in the world but, we like to keep things simple so we give you what we recommend to our clients. Much of what you hear here can be found [...]
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How To Expand Your Value
30/01/2012 Duración: 12minOften, we get so myopic in our view of our customer relationships, we totally miss added value we can bring to that relationship. Bryan talks about a sales deal where his client took a different approach-and created a long term partner. PLUS, that client avoided the 'commodity element' of most traditional customers where they put [...]
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How To Talk ‘Money’ In The Sales Process
23/01/2012 Duración: 15minIn this episode, Bill and Bryan address the ever-emotional topic of money. Many facets to money like: Cost of problem Money in customer budget Money they're willing to spend to change Your belief in your own value They have addressed this recently in the area of "positioning." How you are positioned will determine the fees [...]
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The Secret of Networking and Tradeshow Success
16/01/2012 Duración: 11minIn this episode, Bill and Brian discussed the secrets of tradeshow selling since this is the trade show season coming up But whether you participate in tradeshows or not this episode will help you become a better networker. The same skills apply. ******* Also mentioned in this podcast: Email It! A Seller's Guide To Emails [...]
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Don’t Use Throwaway Lines
09/01/2012 Duración: 12minSales specialists Bill Caskey and Bryan Neale address an issue that happens to ALL sales professionals, whether they know it or not: are prospects telling you the truth? In this sales podcast, Bill and Bryan address an actual client who struggled with the upfront agreement in the sales cycle. She felt like it was a [...]