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The Advanced Selling Podcast

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Language: English
Category: Business / Unknown
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Selling Your Way to the White House
Can we learn something from the presidential candidates? Or, can they learn something from great salespeople? Well, we think the latter. In this podcast, Bill and Bryan take a look at the communication styles of those running for president and bring us some lessons in substance and style that we can use in our effort to generate sales. While this is not an episode with a specific political slant, it takes issue with MOST politicians and how they communicate their message. ...

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[ Mon, 11 Feb 2008 13:52:00 -0500 ]


Selling Your Way to the White House
Can we learn something from the presidential candidates? Or, can they learn something from great salespeople? Well, we think the latter. In this podcast, Bill and Bryan take a look at the communication styles of those running for president and bring us some lessons in substance and style that we can use in our effort to generate sales. While this is not an episode with a specific political slant, it takes issue with MOST politicians and how they communicate their message. ...

MORE... | LISTEN | DOWNLOAD | MOBILE DEVICE

[ Mon, 11 Feb 2008 18:52:00 GMT ]


Ask Caskey Teleseminar Preview
You make calls all the time—interact with prospects constantly. And if you're like us, you have things that you face each and everyday that are unique, unusual, and which sometimes stump you. On this podcast we take one of the most common sales problems—how to keep the prospect excited—and keep things moving. And also we give our podcast listeners a preview of a One Hour Teleseminar we're doing on February 7 at 1:00PM EST. Go to www.askcaskey.com to find out more. And listen to this podcast ...

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[ Thu, 31 Jan 2008 09:11:00 -0500 ]


Ask Caskey Teleseminar Preview
You make calls all the timeâinteract with prospects constantly. And if you're like us, you have things that you face each and everyday that are unique, unusual, and which sometimes stump you. On this podcast we take one of the most common sales problemsâhow to keep the prospect excitedâand keep things moving. And also we give our podcast listeners a preview of a One Hour Teleseminar we're doing on February 7 at 1:00PM EST. Go to www.askcaskey.com to find out more. And listen to this podcast ...

MORE... | LISTEN | DOWNLOAD | MOBILE DEVICE

[ Thu, 31 Jan 2008 14:11:00 GMT ]


What To Do When A New Buyer Takes Over
Ever had a buyer change at the most inopportune time? Actually, it seems like thatâs the only times buyers changeâright when youâre in the middle of a sale. But what should you do about that? Most sales training doesnât really address the seriousness of the issue. But Caskey and Neale do on todayâs episode of The Advanced Selling Podcast. ...

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[ Mon, 21 Jan 2008 15:07:00 GMT ]


What To Do When A New Buyer Takes Over
Ever had a buyer change at the most inopportune time? Actually, it seems like that’s the only times buyers change—right when you’re in the middle of a sale. But what should you do about that? Most sales training doesn’t really address the seriousness of the issue. But Caskey and Neale do on today’s episode of The Advanced Selling Podcast. ...

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[ Mon, 21 Jan 2008 10:07:00 -0500 ]


To Quote Or Not To Quote
Have you ever felt like you were obligated to quote? It happens usually when you have a client who is âgoing out to bidâ and youâre invited to play. While we donât like the whole âblind bidâ process, we do realize that sometimes you must play the game that way. âTo quote or not to quoteâ that is the question. Bill and Bryan deal with this at length in this podcast. There are a variety of circumstances that dictate your reactionâand they give you some guidelines during this cast ...

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[ Mon, 14 Jan 2008 16:01:00 GMT ]


To Quote Or Not To Quote
Have you ever felt like you were obligated to quote? It happens usually when you have a client who is “going out to bid” and you’re invited to play. While we don’t like the whole ‘blind bid’ process, we do realize that sometimes you must play the game that way. “To quote or not to quote” that is the question. Bill and Bryan deal with this at length in this podcast. There are a variety of circumstances that dictate your reaction—and they give you some guidelines during this cast ...

MORE... | LISTEN | DOWNLOAD | MOBILE DEVICE

[ Mon, 14 Jan 2008 11:01:00 -0500 ]


Handling Sales Conflict
So, how do you handle conflict with a prospectâyet still preserve their dignity? This happens a lot when your buyer has a distinct impression of your value or an opinion of their painâand you know itâs wrong. If you mess this up, youâll lose rapport. If you handle it right, you can get past it and move on. Caskey and Neale talk about being right versus being rich. ...

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[ Thu, 20 Dec 2007 20:44:00 GMT ]


Handling Sales Conflict
So, how do you handle conflict with a prospect—yet still preserve their dignity? This happens a lot when your buyer has a distinct impression of your value or an opinion of their pain—and you know it’s wrong. If you mess this up, you’ll lose rapport. If you handle it right, you can get past it and move on. Caskey and Neale talk about being right versus being rich. ...

MORE... | LISTEN | DOWNLOAD | MOBILE DEVICE

[ Thu, 20 Dec 2007 15:44:00 -0500 ]


Funny Stories
Ready to take a walk down memory lane-and laugh your (you know what) off? This episode of The Advanced Selling Podcast recounts some of Bill and Bryan's funniest, most embarrassing, stupidest experiences as salespeople. They take you through their own personal TRUE stories that many of you will likely relate to and hopefully can laugh about. Be ready to send them your story after you hear theirs. ...

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[ Thu, 13 Dec 2007 13:47:00 -0500 ]


Funny Stories
Ready to take a walk down memory lane-and laugh your (you know what) off? This episode of The Advanced Selling Podcast recounts some of Bill and Bryan's funniest, most embarrassing, stupidest experiences as salespeople. They take you through their own personal TRUE stories that many of you will likely relate to and hopefully can laugh about. Be ready to send them your story after you hear theirs. ...

MORE... | LISTEN | DOWNLOAD | MOBILE DEVICE

[ Thu, 13 Dec 2007 18:47:00 GMT ]


The 2008 Sales Manager Growth Kit
Your role as a sales manager/leader should be to ELEVATE YOUR TEAM. Yes, you can show them how to sell, and mentor them in the sales processâbut your one overriding objective is to make them self-sufficient. This podcast gives you five things you can do immediately to help you grow and help your team grow as well. If youâre struggling to grow your team, then maybe youâre looking at it all wrong. This podcast will help change your mindâjust a little. ...

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[ Thu, 6 Dec 2007 20:06:00 GMT ]


The 2008 Sales Manager Growth Kit
Your role as a sales manager/leader should be to ELEVATE YOUR TEAM. Yes, you can show them how to sell, and mentor them in the sales process—but your one overriding objective is to make them self-sufficient. This podcast gives you five things you can do immediately to help you grow and help your team grow as well. If you’re struggling to grow your team, then maybe you’re looking at it all wrong. This podcast will help change your mind—just a little. ...

MORE... | LISTEN | DOWNLOAD | MOBILE DEVICE

[ Thu, 06 Dec 2007 15:06:00 -0500 ]


The Inner Game Behind The Sales Process
This episode reveals the secret behind elite performers and good performers and examines the one core difference Bill and Bryan's process has over all others out there. The good news is - it doesn't matter what process you use: Miller Heiman, SPIN, PSS, Sandler - Bill and Bryan's philosophies shared in this episode can dramatically change your results. ...

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[ Thu, 29 Nov 2007 19:00:00 GMT ]


The Inner Game Behind The Sales Process
This episode reveals the secret behind elite performers and good performers and examines the one core difference Bill and Bryan's process has over all others out there. The good news is - it doesn't matter what process you use: Miller Heiman, SPIN, PSS, Sandler - Bill and Bryan's philosophies shared in this episode can dramatically change your results. ...

MORE... | LISTEN | DOWNLOAD | MOBILE DEVICE

[ Thu, 29 Nov 2007 14:00:00 -0500 ]


Repurposing Content
Lead generation continues to come up as one of the most important issues facing sales people today. There just never seems to be enough in the funnel. Today, Bryan Neale and Bill Caskey talk about a new strategy that you can use to help bolster leadsâand help you generate marketing content from your intellectual capital. One of the perspectives here is you must stop acting like a sales personâand start acting like a business owner/marketer. Begin thinking of yourself as a âgo to resourceâ for...

MORE... | LISTEN | DOWNLOAD | MOBILE DEVICE

[ Tue, 20 Nov 2007 18:44:00 GMT ]


Repurposing Content
Lead generation continues to come up as one of the most important issues facing sales people today. There just never seems to be enough in the funnel. Today, Bryan Neale and Bill Caskey talk about a new strategy that you can use to help bolster leads—and help you generate marketing content from your intellectual capital. One of the perspectives here is you must stop acting like a sales person—and start acting like a business owner/marketer. Begin thinking of yourself as a “go to resource” for...

MORE... | LISTEN | DOWNLOAD | MOBILE DEVICE

[ Tue, 20 Nov 2007 13:44:00 -0500 ]


The Multi-Million Dollar Deal
Ever had a huge account you were pursuing (or are pursuing)? And you get so wrapped up in the pursuit that you forget the fundamentals of selling? Well, it may not happen to you, but it does happen often. This week's sales training podcast is an interview with Brooke Green, one of our consultants who recently coached one of her clients helping them win a multi-million dollar deal. Brooke talks about what went into the coaching and how it might help listeners who have large accounts they are...

MORE... | LISTEN | DOWNLOAD | MOBILE DEVICE

[ Thu, 08 Nov 2007 16:24:00 -0500 ]


The Multi-Million Dollar Deal
Ever had a huge account you were pursuing (or are pursuing)? And you get so wrapped up in the pursuit that you forget the fundamentals of selling? Well, it may not happen to you, but it does happen often. This week's sales training podcast is an interview with Brooke Green, one of our consultants who recently coached one of her clients helping them win a multi-million dollar deal. Brooke talks about what went into the coaching and how it might help listeners who have large accounts they are...

MORE... | LISTEN | DOWNLOAD | MOBILE DEVICE

[ Thu, 8 Nov 2007 21:24:00 GMT ]


The Sales Force Of The Future
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 â globalization â googlization â commodity pricing â 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 interview, youâll ...

MORE... | LISTEN | DOWNLOAD | MOBILE DEVICE

[ Thu, 1 Nov 2007 20:47:00 GMT ]


The Sales Force Of The Future
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 interview, you’ll ...

MORE... | LISTEN | DOWNLOAD | MOBILE DEVICE

[ Thu, 01 Nov 2007 15:47:00 -0500 ]


Proposals
Bill Caskey and Bryan Neale share a "how to" for proposal writiing and discuss what components every good proposal should (and shouldn't) contain. ...

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[ Thu, 25 Oct 2007 20:05:00 GMT ]


Proposals
Bill Caskey and Bryan Neale share a "how to" for proposal writiing and discuss what components every good proposal should (and shouldn't) contain. ...

MORE... | LISTEN | DOWNLOAD | MOBILE DEVICE

[ Thu, 25 Oct 2007 15:05:00 -0500 ]


Mental Rocks
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 âHow Do You Need To Think?â in order to be successful. ...

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[ Thu, 18 Oct 2007 17:30:00 GMT ]


Mental Rocks
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. ...

MORE... | LISTEN | DOWNLOAD | MOBILE DEVICE

[ Thu, 18 Oct 2007 12:30:00 -0500 ]


For Sales Managers Only
This is the initial voyage of the Sales Managers episode which weâll release the first Thursday of the month. If youâre not a sales manager, forward this on to those appropriate for this. The premise for this episode is that most sales teams donât work - or at least they arenât optimized. Weâll talk about how to look at, and assess, your sales team so you know where to focus your attention â and how to grow your business. This is for Sales VPâs, Sales Managers, Regional Managers or any...

MORE... | LISTEN | DOWNLOAD | MOBILE DEVICE

[ Wed, 10 Oct 2007 20:15:00 GMT ]


For Sales Managers Only
This is the initial voyage of the Sales Managers episode which we’ll release the 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 talk about 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 anyone who...

MORE... | LISTEN | DOWNLOAD | MOBILE DEVICE

[ Wed, 10 Oct 2007 15:15:00 -0500 ]


Closing Skills 2007-10-02
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 address The 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 techniques you can “get someone to make a decision.” That’s not the way it works – and to reinforce those worn out sales tactics does you more harm than good. ...

MORE... | LISTEN | DOWNLOAD | MOBILE DEVICE

[ Tue, 02 Oct 2007 09:11:00 -0500 ]


Closing Skills 2007-10-02
Have you ever taken a sales course where you learned how to âcloseâ? Or, maybe you learned the ââtrial close.â Bill Caskey and Bryan Neale address The issue of closing skills in this podcast â yet they donât address it in the traditional way. In fact, they lay to rest - hopefully forever â the idea that by delivering certain techniques you can âget someone to make a decision.â Thatâs not the way it works â and to reinforce those worn out sales tactics does you more harm than good. ...

MORE... | LISTEN | DOWNLOAD | MOBILE DEVICE

[ Tue, 2 Oct 2007 14:11:00 GMT ]

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