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

  • Author: Vários
  • Narrator: Vários
  • Publisher: Podcast
  • Duration: 278:34:43
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Informações:

Synopsis

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.

Episodes

  • What Every Salesperson Can Learn from John Wooden

    27/06/2011 Duration: 18min

    Our guest this week is Pat Williams, VP Orlando Magic. Pat shares with you some of the lessons he learned while writing his latest book called Coach Wooden: 7 Principles That Shaped His Life and Will Change Yours. Pat has written 70 books on leadership, sales, success and philosophy, and it’s our opinion that his [...]

  • Inside Sales Tips

    20/06/2011 Duration: 10min

    We got a question from our ever-present mail bag about inside sales and what techniques to use as you respond. It could be an inbound lead, a lead from a trade show, or maybe from your website. Regardless, there are right ways and wrong ways to follow up. In this episode, Bill and Bryan address [...]

  • Lessons Learned That Should Be Unlearned

    13/06/2011 Duration: 15min

    Think about your first years in sales - or in business. And think of how many lessons you learned over those first few years. Many of those lessons were intrinsic, meaning you didn't sit down with a teacher to learn them, Instead it was by "osmosis." You just picked them up from the culture you [...]

  • Build Context to Build Sales

    06/06/2011 Duration: 11min

    "Building Context" might be one of the least understood and underused concepts we teach in our sales training work with companies. If you want to create an atmosphere for the truth, then you MUST build context with your prospect. Bill and Bryan give you some examples of when we can all blow it-and what to [...]

  • The Illusion of Relationships

    31/05/2011 Duration: 15min

    Sounds a bit deep doesn't it? Are most relationships really an illusion? Well, probably not. But in this episode, Bill and Bryan talk about customer relationships in a way that helps you identify if you have good ones or not. And they go thru a simple checklist of actions you can take to raise the [...]

  • Mailbag – When Should I Discount?

    23/05/2011 Duration: 12min

    We wish there was one simple answer to the question "How do I know when to discount?" Our first instinct is to, of course, say "NEVER!" But the answer is fully dependent upon the context in which you're asking. And then, what if the customer says, "You won't get the business if you don't discount"? [...]

  • They Asked What?

    16/05/2011 Duration: 10min

    This week's podcast is the Q&A from the live podcast event we did at the end of April. Bill and Bryan answer some great questions from the audience on "scenario intelligence: if they say, then we say," abundance, and "where do I find the time?"

  • They Asked What?

    16/05/2011 Duration: 12min

    This week's podcast features the Q&A from the live podcast event we did at the end of April. Bill and Bryan answer some great questions from the audience on "scenario intelligence: if they say, then we say," abundance, and "where do I find the time?" 

  • Email That Works

    09/05/2011 Duration: 14min

    In this episode, Bill and Bryan review a program the company did recently on 'tips for emails.' Email has eclipsed conversations as the preferred mechanism of communicating. While we suggest that personal conversations are better, the fact is that you must be able to communicate well in writing today. They give some "do's and don'ts" [...]

  • Roadmap To Revenue-10 Components To Sales Growth

    03/05/2011 Duration: 27min

    (CAUTION: This podcast is X-tra long: 27 minutes) For our listeners who are accustom to our 10 minute podcasts, this might be a shocker-a full 27 minutes of 10 components to revenue growth. Actually this is the audio from a live-audience event we did in Indianapolis last week. This is not a step-by-step process to [...]

  • Time to Look Inside Your Own House

    25/04/2011 Duration: 13min

    From time to time we get emails from listeners who prefer to talk about their own internal corporate issues - and how these issues get in the way of the sale.  So in this episode, Bill and Bryan address that very concern. They address it first as an inner game (mindset) issue and secondly as [...]

  • Distinguishing Yourself from Others

    18/04/2011 Duration: 14min

    Well, aren't we always wanting to find a way to differentiate our selves - and our products - from others who do similar things? And we've read books and books on how to do that. Maybe even sat thru seminars that address the issue. But we find most traditional solutions to that problem leave people [...]

  • Problem Proliferation: A Clever Way to Say "Find the Customer's Pain"

    11/04/2011 Duration: 10min

    Bryan always accuses Bill of using terminology he doesn't understand. Well, in today's podcast, Bill is riding solo and discusses a concept called "problem proliferation." Actually, if the truth were known, it is the biggest "miss" salespeople experience when in persuasion mode. It's the understanding of what's going on inside the prospect's life absent your solution.

  • Preparing for a Sales Call (Part II of II)

    04/04/2011 Duration: 11min

    In this episode, Bill and Bryan complete their list of new ways of preparing for a sales call. If you missed Part I, go back and catch last week's podcast.

  • The True (And Useful) Definition of DETACHMENT

    22/03/2011 Duration: 13min

    We speak of it often in our training with clients--and we refer to it on the Podcast--but in this episode, we take a longer, deeper look at the concept of DETACHMENT in the sales process.The bottom line is that every sales problem you have is rooted in flawed thought--and this is the best place to begin to look. Are you 'attached' to the prospect saying, "Yes"? If so, listen up....Also, we introduced a contest to help us create a Signature Sign-off. Email your ideas to listener@advancedsellingpodcast.com. Winner gets a 30-minute phone coaching session with both Bill and Bryan.

  • From Sales Person to Sales Leader

    14/03/2011 Duration: 14min

    Kevin Eikenberry is our guest today. He just wrote a book called From Bud to Boss...where he addresses what it's like when one gets promoted from a peer to a manager. We address this in the sales realm. So, if you're a sales manager who has recently been promoted from the field--or, if you're angling toward a promotion where you will lead your team, you will get great value out of this cast. He speaks of the three specific things you can consider as you lead teams or are led by a former peer.You can order the book at www.frombudtoboss.com and find out more about Kevin at www.kevineikenberry.com

  • A Terrible, Live Example of a Cold Call

    07/03/2011 Duration: 10min

    Today, Bill records a cold (voicemail) call from a vendor and dissects it with Bryan. The attempt here is NOT to disrespect the person making the call...but to use it for learning purposes. Listen as they analyze the process the caller goes thru...and then the recommendations they make to them--or anyone else if you MUST do cold calling.

  • Listener Mailbag: How Do You Adopt the Attitude of a Business Person vs a Salesperson?

    28/02/2011 Duration: 09min

    We get great questions from our listeners. Today's episode actually references back a few episodes to an unfinished topic. Bill & Bryan will address, "How do you adopt the attitude of a business person vs a salesperson?" And, "How do you coach yourself so you will be clear to the buyer about what you do?"They'd love to hear from you. You can ask your own questions by going to ASK BILL & BRYAN or email them at: listener@advancedsellingpodcast.com

  • What Goes Through Your Mind When "Competition" Is Mentioned?

    14/02/2011 Duration: 12min

    What is there about it when a prospect brings up your competition that causes you to get fearful? I know...I know... you're not afraid, right? Well, maybe not, but I'll bet something goes through your mind when you hear someone mention your competitor.In this episode, Bill and Bryan address that as well as how to handle it when it comes up.

  • Best Practices on Getting to the Decision Maker

    07/02/2011 Duration: 11min

    This is the conclusion of a 2-Part Live Series recorded in Indianapolis in front of a studio audience. In this segment, Bill and Bryan took questions from the live audience and answered them as they came. In this podcast, the questions had to do with Cold Calling, Discussing Money, and Getting to the Decision Maker. Enjoy.

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