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
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Has Your Value Changed Lately?
24/05/2010 Duration: 14minMost 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 [...]
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Is One Prospect Worth It?
17/05/2010 Duration: 11minWe 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 [...]
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The Habits of the High Performers
10/05/2010 Duration: 12minWhat 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 [...]
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The #1 Resistance Point of Prospects
03/05/2010 Duration: 12minEvery 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.
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Account Management–Boring? Maybe. Profitable. YES!
26/04/2010 Duration: 12minWhy 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 [...]
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If You’re In Sales, You’re In Marketing
19/04/2010 Duration: 15minThis 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 [...]
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Are You Doing These Things To Stop Your Customer From Buying?
01/04/2010 Duration: 07minNo 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 [...]
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What To Do When Your Client Doesn’t Implement Your Solution Correctly
25/03/2010 Duration: 12minWhat 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 [...]
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The Three Things To Do RIGHT NOW To Get Started In Social Media
18/03/2010 Duration: 17minYou’ve heard all the lists of things to do to get social media working for you…but today we have a REAL expert. Kyle Lacy, author of the book Twitter Marketing For Dummies, joins us to give us his two cents on social media...the do’s and don’ts. This is part two of a three-four part series [...]
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How to Build Your Online Reputation Quickly
15/03/2010 Duration: 03minIn this episode, Bill's client is creating a new technology division at her work. Her main concern is not having an established reputation yet, so Bill tackles her challenging question: How do I build my reputation quickly?
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Social Media Mini Series for the Sales Professional (Part 1 of 3)
11/03/2010 Duration: 12minTweeting. Linking. Updating. Like it or not social media is here to stay and it can play a huge role in your sales success. In this episode, Bryan interviews Gini Dietrich, CEO of Arment Dietrich PR firm (Social Media Diva—Bryan’s words, not hers) on all things social media for salespeople. Contact Gini on Twitter at Gini [...]
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How to Create the Perfect Testimonial
10/03/2010 Duration: 03minTestimonials are the best way for you to show how your services have benefited others. In this epsiode, Bill provides three 'must have' components to create an outstanding testimonial that will bring in new prospects and increase your sales.
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When Your Prospect Won’t Call You Back
26/02/2010 Duration: 04minLast week, one of Bill's clients was frustrated with a common sales issue, "How do I get the prospect to call me back?" Being asked the question many times, he provides one strategic approach in this vignette to help you get that call back that you've been waiting for.
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A Checklist for Income
25/02/2010 Duration: 13minEver wanted a “checklist for income"? Well, of course you have. And today we’re going to give it to you. On today’s cast, Bill and Bryan get down to the very basics of earning income in professional sales today. Access a PDF that has the complete checklist of all of their suggestions by clicking on [...]
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Do You Optimize the Training You Get?
18/02/2010 Duration: 13minWe had no idea what to call this but here’s the situation. As trainers, we’re out working/coaching people 24/7. Some of those people are prone to accept new information—and do something with it. Others talk a good game in the training room—but have no intent of changing. And their results (or lack of) proves it. So [...]
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Following Up (Without Being Desperate)
11/02/2010 Duration: 11minMike, a listener from Indianapolis, called in to ask a question about how he follows up with prospects who appear to have dropped off the radar screen. Bill and Bryan give Mike and listeners some ideas on how to do that – and how to prevent that awkward situation from happening in the first place.