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

  • Author: Vários
  • Narrator: Vários
  • Publisher: Podcast
  • Duration: 280:01:47
  • More information

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

  • Solving Sales Problems

    11/10/2010 Duration: 15min

    The power of this podcast is in the different perspectives that Bill and Bryan have in solving sales problems. They each work with different clients, and those clients have issues that need attention. In this episode, Bill shares one of his client’s problems and Bryan does the same. Then, you get two perspectives on how to solve sales problems.

  • Have Your Ever Thought About Why People Buy?

    06/10/2010 Duration: 13min

    As sales professionals and business owners you spend hours talking about the sales pipeline. But when was the last time you talked about why people are in it and what’s going to cause them to move forward? Today, Bill and Bryan address several issues that will help you get a better handle on what actions to take and what your behavior should be in the buyer-seller process to learn more about why people will buy from you.

  • How Do You Handle It When The Decision Maker Has Changed?

    27/09/2010 Duration: 13min

    Other than the second introduction to Whiteboard Wednesday, our bi-weekly web TV show for sales people all over the world, Bryan and Bill also address two common questions from The Sales Playbook: 1) What happens when a decision-maker has changed and now you must take up where the old buyer left off? and 2) How do you handle it when you’ve begged to get in the door and the buyer has “given” you an appointment? Bill and Bryan each offer their opinion on each question. That way, you get two perspectives on solutions to common sales problems.

  • Your Attitude Is Good. But Is It Right?

    20/09/2010 Duration: 11min

    Attitude is one of those terms thrown about that really has no meaning, in and of itself. In today’s podcast, Bill and Bryan address the correct Attitudes of Engagement to have prior to engaging with a prospect. It holds to their philosophy that EVERY SALES PROBLEM IS FIRST A “THINKING” PROBLEM on the part of the sales professional. Get these attitudes right, and the rest comes real easy. Do you have a comment for the hosts? Go to www.advancedsellingpodcast.com and leave a message.

  • You Will Learn From Our Mistakes

    13/09/2010 Duration: 13min

    Is it possible that we can learn from our mistakes? Well, of course we can…but can we learn from someone else’s mistakes? Bill and Bryan test that theory out today by “coming clean” with some of their errors in past sales situations. You would NEVER admit to doing these things—or anything like these—but see if any of these resonate with you.

  • When Your Customer Fails To Buy, It Might Be Your Fault

    07/09/2010 Duration: 08min

    No one wants to hear that, do they? In this podcast, Bill and Bryan address the idea of "helping your customer buy" rather than "selling to him." Their belief is that when one does not make a sale, one has failed to do something very important in the process.Have a comment on the show? Mail us at listener@advancedsellingpodcast.com. Or you can call the show at 317.722.6299.

  • Bryan Interviews His Favorite Salesperson

    30/08/2010 Duration: 10min

    In this episode, Bryan interviews his favorite salesperson and favorite guest of all time and learns her secrets and insights into high-performance selling.

  • Are You Disconnected From Reality?

    23/08/2010 Duration: 12min

    I’m sure there’s a name for this condition…but we’re wondering sometimes how disconnected salespeople are from the reality of the sales process—and the prospect. To us, there is a massive disconnect that begins almost immediately between salesperson and prospect. And to not address it is to abdicate control—and lose the sale. But there is a better way, and in this podcast, Bill and Bryan reveal it.

  • Stuff That Works In The Pursuit Of A Sale

    16/08/2010 Duration: 13min

    It seems that we all know “stuff.” Some of that stuff is useless and some is profoundly valuable. Recently, Bryan met an ex-NFL Offensive Coordinator who wants to publish a book called “S*** I Know That Works.” Bryan and Bill address “S*** They Know Works In The Pursuit Of A Sale.”

  • Your Clients Are Your Best Prospects

    02/08/2010 Duration: 11min

    One area of new business that we salespeople often forget is our current client base. We seem to enjoy “the hunt” so much that we forget to farm our current base for new opportunities to solve problems. In this episode, Bill and Bryan discuss what holds us back from this…and some ideas on how you [...]

  • Six Tips For Giving an Effective Presentation

    29/07/2010 Duration: 08min

    A week ago Bill received a phone call from one of his clients.  The client was frustrated with a speech that he was planning to present the next day to a group of decision makers.  Bill's client ask him, "How can I make my presentation stand out?" Bill answers his client's question in this vignette [...]

  • What Are Your Behavioral Tendencies?

    26/07/2010 Duration: 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 Duration: 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 Duration: 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 Duration: 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 Duration: 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 Duration: 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 Duration: 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 Duration: 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 Duration: 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.

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