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

There have been many entries on the ASP LinkedIN group about RFP (requests for proposals). So heated has been the discussion that we decided to devote an entire episode to RFP Strategy. While not a step-by-step solution, Bill and Bryan offer some hints and techniques to think through as you answer (or don't answer) RFP's. Also mentioned in this podcast: "The Golden Circle" by Simon Sinek Join the RFP discussion on the podcast's Linkedin Group Have questions for Bill and Bryan? Email them at Listener@AdvancedSellingPodcast.com

In this episode, Bill and Bryan take you behind the scenes on how they work through coaching with clients. They take an actual client they're working with, outline the problem and then work through how to coach that person. *This will be useful for sales managers to understand better how to coach your team. But also good for front line people who have these issues. In the first scenario, the discussion centers around how to achieve the feeling of 'abundance.' The second scenario deals with how to achieve the goals you set - and how you know if you're on the right path. Also mentioned in this podcast: Klout - Discover and be recognized for how you influence the world The Advanced Selling Podcast Linkedin Group

How many times have you been surprised by prospect behavior? You think you're at Z and you come to find out you're only at D. Here is a technique that Bill and Bryan give you that helps you know where you are with a prospect. The entire topic starts with a dating story (that's actually quite funny.) But ends with practical sales advice for where you are in the sales process. Make sure you send us your sales problems to: listener@advancedsellingpodcast.com Also don't forget to join the Advanced Selling Podcast Linkedin group for further discussions!

Do you have prospects in the sales funnel that just can't seem to make a decision? Thought so. Most sellers do. And most of us blame it on the prospect. In this episode, Brooke and Bill address the problem that plagues most sales people--vagueness and ambiguity. Are you really being a clear communicator when you're speaking with prospects and clients? Or, what about you leaders? Are you being perfectly clear in instructions to your team.Bill and Brooke give you several areas that they find, in their coaching, are areas rife with ambiguity. The #1 area is your sales pipeline. Also mentioned in the podcast: Join discussions and network with other podcast listeners in the Advanced Selling Podcast Linkedin Group.

We've been asked occasionally to share something about ourselves with our audience. After all, Bill and Bryan train and coach sales teams all over the US And as they would tell you, in order to be better at training and coaching, they also must be receptive to outside counsel as well. So while they actually relate their training experiences throughout the podcasts, Bill and Bryan started thinking about what they could share with the audience that's important to them--that also might be of value to you. They came up with "Favorite Coaches." And these coaches gave advice...good advice. And in this podcast, you hear who the coaches were and what counsel they gave Bill and Bryan. Also mentioned in this podcast: The Advanced Selling Podcast Linkedin Group Think and Grow Rich Outwitting the Devil by Napoleon Hill

Bill had a chance to go train a relatively new sales force recently. After he was finished, he asked the group, "What's the biggest lesson you got from the training?" All lessons boiled down to two categories. And in this podcast, Bill and Bryan explore their take on the two lessons and how even the most advanced among us can learn from this exercise.

Quite often the sales manager or leader wants to make a joint salesmeeting call with one of his people on a prospect.In theory, it all sounds good and plausible but sometimes theexecution of that joint call is a disaster.In this podcast episode Bill and Brian address the mental game ofjoint calls as well as the technical hurdles that present themselves.And they also give you a bullet pointed checklist of how to preventdisaster from occurring.Go to the LinkedIn advanced selling podcast group to comment more onthis phenomenon.All Caskey content now available at www.caskeyone.com!Make sure you SUBSCRIBE to be notified of new content.

It seems that recently there has been much discussion in our client base about the difference between a business development person and a sales person. So what is the difference or is there any? In this episode, Bill and Bryan dig deeper into the subject and find there are very specific differences in how each role performs. Listen in to see how you measure up. Also mentioned in the podcast: The Advanced Selling Podcast Linkedin Group

In this episode, Bill and Bryan invite Brooke Green in to give real life examples of crazy (and not so crazy) things that clients say. Then Bill and Bryan, in rapid fire format provide their counsel on what a good reaction would be from the sales person.Also mentioned in this podcast: [WEBINAR] How To Sell A Premium Product in a Commodity Market Join the Advanced Selling Podcast Linkedin Group

In this episode, Bill and Bryan help you reverse engineer your sales funnel to maximize your results. The fact is that most sales people get in a rut when in pursuit of people to put in their pipeline.  And that rut is usually caused by not dissecting how someone gets into your funnel in the first place. So they give you 5 things to think about when re-engineering your sales pipeline. Also mentioned in this podcast Have a burning question you'd like to ask Bill and Bryan? Email it to them at Listener@AdvancedSellingPodcast.com Join the podcast Linkedin group to interact with other listeners!

This episode is one of our frequent mailbag shows where we take questions from our audience and we’ve received great questions this week! Bryan is out this week, so Bill and our producer, Jill Vanarsdall, answer these questions: How do I sell a premium product? How do I call higher? How do I stop from doing too much unpaid consulting when I’m in “expert mode”? What is your favorite book right now? What are you currently reading? Why does everyone have so much trouble with prospecting? Also mentioned in this podcast: Have a question for Bill or Bryan? Email them at Listener@AdvancedSellingPodcast.com How To Sell A Premium Product in a Commodity Market webinar Blah, Blah, Blah: What To Do When Words Don’t Work by Dan Roam Platform: Get Noticed in a Noisy World by Michael Hyatt Seth Godin’s blog Reference USA - The premier source of business and residential information for reference and research

PODCAST 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/)

Bryan 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 [...]

OK, 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

In 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 [...]

In 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 [...]

In 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

One 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, [...]

In 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 [...]

Jill 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). [...]