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

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

  • Account Management–Boring? Maybe. Profitable. YES!

    26/04/2010 Duration: 12min

    Why 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 [...]

  • If You’re In Sales, You’re In Marketing

    19/04/2010 Duration: 15min

    This 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 [...]

  • Are You Doing These Things To Stop Your Customer From Buying?

    01/04/2010 Duration: 07min

    No 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 [...]

  • What To Do When Your Client Doesn’t Implement Your Solution Correctly

    25/03/2010 Duration: 12min

    What 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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    18/03/2010 Duration: 18min

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    18/03/2010 Duration: 14min

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    18/03/2010 Duration: 07min

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    18/03/2010 Duration: 07min

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  • The Three Things To Do RIGHT NOW To Get Started In Social Media

    18/03/2010 Duration: 17min

    You’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 [...]

  • How to Build Your Online Reputation Quickly

    15/03/2010 Duration: 03min

    In 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?

  • Social Media Mini Series for the Sales Professional (Part 1 of 3)

    11/03/2010 Duration: 12min

    Tweeting. 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 [...]

  • How to Create the Perfect Testimonial

    10/03/2010 Duration: 03min

    Testimonials 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.

  • When Your Prospect Won’t Call You Back

    26/02/2010 Duration: 04min

    Last 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.

  • A Checklist for Income

    25/02/2010 Duration: 13min

    Ever 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 [...]

  • Do You Optimize the Training You Get?

    18/02/2010 Duration: 13min

    We 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 [...]

  • Following Up (Without Being Desperate)

    11/02/2010 Duration: 11min

    Mike, 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.  

  • Finding Prospect Pain

    04/02/2010 Duration: 13min

    Bill returns from Green Bay having worked with a group of sales people who were seeking knowledge and skills about how to find “prospect pain.” In this episode, Bill explains some of the intricacies of how to understand what motivates prospects to change from their current state to a new state.

  • Is Your World Abundant or Scarce?

    28/01/2010 Duration: 21min

    Abundance is a concept we talk about often, but in this podcast Bill devotes an entire 20 minutes to the topic.

  • The One Thing You Do Before You Solve Problems

    21/01/2010 Duration: 10min

    Everyone fancies themselves as great problem solvers. But the one skill that we think you need PRIOR to problem-solving is “problem-finding.” In this episode, Bill and Bryan walk you through a Problem Finding approach that works perfectly for B2B sales professionals. Sales training today – and any sales strategy you employ – should have a component of problem finding/solving in it. If it doesn’t, you’ll resort right back to “convince and persuade” which is the old method.  (You’re better than that.) 

  • Sales Professionals: Back to Basics

    14/01/2010 Duration: 13min

    This week, Bill and Bryan review the basic selling skills needed for the new salesperson. But before you discount it as something "for rookies only," listening to this episode might help you go back to the very basics--it might even remind of some places where your skills can be improved. In a way, since the sales world has changed quite a bit in the last ten years, it never hurts to go back to some of the  core principles guiding successful sales professionals.

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