The Advanced Selling Podcast: Sales Training | Leadership Coaching | B2b Sales Strategy | Prospecting Tips

  • Autor: Vários
  • Narrador: Vários
  • Editor: Podcast
  • Duración: 282:30:59
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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

  • What Are Your Behavioral Tendencies?

    26/07/2010 Duración: 11min

    We ask the question because it’s one of many we’re getting more often from sales managers/VPs. What should my sales team be good at? What should their behavior be? What is a good ‘sales personality’? In this podcast, Bill answers some of those questions by referring to the Hogan Assessment, a personality inventory tool we [...]

  • Are You Appreciated by Your Clients?

    19/07/2010 Duración: 11min

    Bill Caskey goes solo on this episode and discusses what it means to be a ‘trusted advisor.’ There’s a lot of talk in the market among salespeople and sales managers about being said advisor. But Bill finds that most of it is just talk. He gives you 5 considerations to become that trusted advisor for [...]

  • Are Your Referral Sources Working?

    12/07/2010 Duración: 13min

    Virtually every company we know of generates a large percentage of their business from referrals, yet VERY FEW sales professionals have a system to generate those referrals. To get help on this topic, we went to the world’s leading guru on referrals, John Jantsch. John recently wrote a book called The Referral Engine, Teaching Your [...]

  • Mistakes in Hiring–And Getting Hired

    05/07/2010 Duración: 13min

    Bill and Bryan are forever getting calls from both managers who are in hiring mode…and salespeople who are in I-need-a-job-mode. They both make mistakes in the process. In this episode Bill and Bryan share some ideas on how both parties can become more effective in their quest to hire—and get hired.

  • Influencing The Decision Process

    28/06/2010 Duración: 13min

    Whenever we say 'process' to a sales person, we get yawns and indifference. But the fact is that every sales problem you have...probably...has something to do with a chink in your process. In this episode, Bill and Bryan look into the ever-important issue with 'decision process' and how you can better influence it.(Podcaster Notes: The decision process is one of those hard to teach skills in sales. We have found recently that the decision process for many companies has become more centralized--which brings with it additional trouble for sales people. It seems that every decision is reviewed, analyzed and audited. And if the purchase doesn't bring with it a cost savings or revenue growth, it's put off. So, as sales professionals, you MUST know how decisions are made and, when possible, be a part of them.)

  • If You Say These Things, You May Be A…

    21/06/2010 Duración: 11min

    It seems like Bill and Bryan are always telling you WHAT to do. Well today, they'll shift that a little and share WHAT NOT to do (or not to say). As sales trainers and coaches, they hear a lot of odd things that salespeople say to clients and prospects. And in this episode, they share [...]

  • Expanding Your Sales Might Just Be Right Under Your Nose

    16/06/2010 Duración: 04min

    In today's vignette, Bill talks about a conversation he had with a client.  He notices there are two issues: 1. The client needs advice on how to increase her sales 2. There is a lack of communication amongst the client's sales team Listen as Bill tries to resolve these issues and provides one tip that can increase your [...]

  • The One Little Word That Makes a Big Difference

    14/06/2010 Duración: 13min

    The little word that makes a difference not only in your success level, but in your success with your prospects. Bryan and Bill talk about how you can look at the prospects in your sales funnel in a slightly different manner to determine next steps—by using this simple word.

  • When Your Sales Prospect is Waivering

    07/06/2010 Duración: 17min

    As sales coaches, we love it when we have a chance to take a real live sales situation and analyze it. One of our great podcast listeners recently sent in a situation he was faced with—and Bryan and Bill spoke to him on this podcast offering suggestions on how to handle his prospect.

  • Different Levels of Sales Funnel

    31/05/2010 Duración: 15min

    Not all prospects in your sales funnel should be treated equally. But before you ‘mistreat’ them, listen to this episode as Bryan and Bill discuss the skill of “prospect discernment.”

  • Has Your Value Changed Lately?

    24/05/2010 Duración: 14min

    Most people think they can work on their “value proposition” one time and recite to prospects forever. In this episode, Bill and Bryan shed some new light on how to modify your ‘value’ approach to take into account market conditions, trends and economic pains. The bottom line is that you may need to constantly be [...]

  • Is One Prospect Worth It?

    17/05/2010 Duración: 11min

    We all want to be positioned as valuable—yet how many of us really take time to “execute” that position? And we all “say” we want to speak directly to people’s pains and frustrations, yet who among us has done what Bill and Bryan are recommending in this week’s episode? (Probably not many.) But try for [...]

  • The Habits of the High Performers

    10/05/2010 Duración: 12min

    What can we learn from sales people who are new to the profession…or from one who wants to reset his career? Simple. We can reach back into our experience as trainers of sales teams and review what the “habits” are of those high achievers. In this podcast, Bill Caskey and Bryan Neale discuss some of their observations [...]

  • The #1 Resistance Point of Prospects

    03/05/2010 Duración: 12min

    Every business on the planet has something in common with others. And in this podcast, you’ll hear what it is…and how to think about it in a way that allows you—the sales professional—to solve it. It has to do with how your prospects think about you and your solution.

  • Account Management–Boring? Maybe. Profitable. YES!

    26/04/2010 Duración: 12min

    Why do so many people turn their noses up at “account management’? Is it just not sexy enough? Does it just not require the testosterone that we sales types are addicted to? Whatever it is, we miss a ton of business by not focusing on our current clients. In this episode, Bill and Bryan not [...]

  • If You’re In Sales, You’re In Marketing

    19/04/2010 Duración: 15min

    This cast takes a question from a listener and expands it to “a marketing tool kit for sales people.” You cannot rely on your marketing department to be the sole lead generator so you must know how to do that, too. Unfortunately, it’s our experience most sales people aren’t of the “marketing mindset.” So we [...]

  • Are You Doing These Things To Stop Your Customer From Buying?

    01/04/2010 Duración: 07min

    No one would ever admit that they did anything to stop a buyer from buying from them. Yet, salespeople do it all the time. We like to say there are things you do to “propel” the sale. And things you do to “repel” the sale. In this podcast, Bill addresses the very things most salespeople [...]

  • What To Do When Your Client Doesn’t Implement Your Solution Correctly

    25/03/2010 Duración: 12min

    What To Do When Your Client Doesn’t Implement Your Solution Correctly? This question comes from a listener in UK and has to do with his frustration at a client who bought from him but has failed to implement the solution correctly. A common issue…and frustrating since it blocks more business from that company AND the possibility [...]

  • 08-10-30JulieBaukeInterviewFinal.mp3

    18/03/2010 Duración: 18min

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  • 390A8FE1DF05448383EFF8D629546295.mp3

    18/03/2010 Duración: 14min

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