Shows
The Advanced Selling PodcastThe Customer Journey Mismatch: A Cautionary TaleIn this solo series episode, Bill Caskey shares a revealing story about witnessing poor customer service at a store he visited recently, where a salesperson failed to meet a customer at their knowledge level when discussing smartwatch options. He uses this experience to illustrate a crucial sales lesson: the importance of understanding where customers are in their journey before attempting to sell. Caskey emphasizes that improving close rates requires asking the right questions and meeting prospects where they are, rather than making assumptions about their knowledge or needs. Is it time to make...2024-12-0505 min
The Bill Caskey Podcast: High Impact Sales Training for Sellers and Leaders5 Skills for the Future SalespersonIn this episode, Bill Caskey shares the five critical skills he believes all business owners, sales leaders, and sales professionals need to master in order to thrive in the future. Bill explains why these skills are essential for success in the evolving business landscape and provides guidance on how to start developing them. He encourages listeners to assess their current skill set and make a plan to continuously improve in these key areas. Tune in to discover the future-proof abilities that will set you apart from the competition.Want to break free and...2024-08-2117 minThe Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersDiscovering Your Unique Medicine: How to Share Your Value with the WorldIn this episode, Bill Caskey explores the concept of "unique medicine" - the special combination of experiences, knowledge, and wisdom that makes you uniquely valuable to your audience. Bill breaks down a process to help you identify, package, and distribute your unique offerings.Whether you're in sales, consulting, or any other field, this episode offers practical advice on how to stand out in your marketplace and connect with those who need your specific "medicine." Learn how to move beyond generic personal branding and truly showcase what makes you and your offerings special.Ready to Challenge...2024-07-3112 minThe Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersNavigating the Crossroads: 7 Dilemmas Facing Sales LeadersIn this episode, Bill Caskey delves into 7 crucial dilemmas that CEOs, sales managers, and sales professionals face in today's rapidly changing business landscape. Bill explores challenges such as nurturing top performers, balancing labor and processes, avoiding competitive mimicry, escaping the commodity trap, addressing self-image limitations, leveraging untapped assets, and breaking free from outdated orthodoxies. Whether you're leading a sales team or driving your own sales career, this episode offers valuable insights to help you navigate these common dilemmas and make strategic decisions for growth and success. Ready to Challenge the limits of your...2024-07-1716 minThe Bill Caskey Podcast: High Impact Sales Training for Sellers and Leaders7 Sales Lies Debunked: Rethinking Success in Business and SalesIn this episode, Bill Caskey challenges conventional wisdom by exposing seven common lies in the sales and business world. Bill offers fresh perspectives on achieving success without falling prey to outdated orthodoxies. He explores the importance of finding problems and possibilities, embracing digital strategies, and understanding the entire "kinetic chain" in sales success. Whether you're a CEO, sales professional, or business leader, this episode will challenge your thinking and provide actionable insights to elevate your performance. Ready to Challenge the limits of your income? Join the Million Dollar Seller 5-Day Challenge Today! http...2024-06-2013 minThe Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersA Life-Changing Wake-Up CallIn this episode, Bill Caskey shares a personal and eye-opening experience he had recently involving a minor heart incident. He candidly discusses how, despite considering himself fit and healthy, he ignored warning signs and failed to take action on a previous heart scan that indicated moderate to high risk. Bill emphasizes the importance of getting regular heart scans, especially for those over 40, and not disregarding the results. He also stresses the need to reevaluate and reinvent one's diet and eating habits, as they can significantly impact overall health and energy levels, which are crucial for success in...2024-06-0508 minThe Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersOvercoming Doubt: The Enemy From WithinIn this episode, Bill Caskey dives deep into the insidious nature of doubt and how it can hold us back from pursuing our goals and initiatives. He draws parallels between doubt and the biblical story of the serpent tempting Eve, illustrating how doubt can creep in subtly and derail our best intentions. Bill shares personal experiences and insights from coaching clients, highlighting the importance of recognizing doubt for what it is – a signal that we need to push forward rather than retreat. He offers practical strategies for acknowledging doubt without obeying it, refocusing on our tr...2024-04-2511 minThe Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersAchieving More Without GrindingIn this episode, Bill Caskey introduces a powerful "plotting model" that outlines the pathway to unlocking your true income potential through five distinct levels: Survivor, Ascender, Orchestrator, Amplifier, and Master. He reveals the key mindset shifts, strategies, and tactics needed to progress from one stage to the next, providing a comprehensive roadmap for achieving sustainable growth and financial success. Whether you're just starting out or seeking to take your income to new heights, this episode offers invaluable insights to help you plot your course and unlock your highest potential.Be sure to join...2024-03-0615 minThe Bill Caskey Podcast: High Impact Sales Training for Sellers and Leaders3 Analog Moves to Improve Your Sales MeetingsIn this episode, Bill Caskey shares three analog techniques to improve the effectiveness of your in-person sales meetings. He explains the importance of acknowledging the other person, having a mutual understanding of the meeting agenda, and crafting a clear "next step offer." Bill provides examples of implementing each technique and explains why they are critical for increasing your closing rate. Tune in to gain actionable strategies to get more out of your sales meetings.-----------------------------------------------------------------Our Million Dollar Seller Program is now open for enrollment: https://resources.billcaskey.com/milliondollarseller! 2024-02-2120 minThe Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersBig Profit Amplifiers - Part #2: Strategies to Expand ProfitabilityIn this episode of The Bill Caskey Podcast, Bill shares three more powerful strategies that CEOs, presidents, and VPs of sales can implement to enhance profitability. Continuing the "Big Profit Amplifiers" series, Bill emphasizes the importance of shifting from thinking about prospects to building an audience. He explains how understanding your audience's needs, struggles, and circumstances can help expand your base of potential customers and generate new opportunities.Join Bill as he shares these cost-effective and impactful strategies to amplify your profits and achieve greater success.If you'd like to learn more about...2023-06-0707 minThe Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersBig Profit Amplifiers - Part #1: Boosting Revenue and ProfitabilityIn this episode of The Bill Caskey Podcast, Bill introduces a brand new series focused on maximizing sales revenue and profitability for CEOs, VPs of Sales, and leaders in higher-level positions. These "Big Profit Amplifiers" will revolutionize your sales process and help you achieve remarkable results.Throughout the series, Bill will share 15 powerful strategies designed to boost revenue generation and increase your closing percentage. These proven techniques will not only enhance your sales team's effectiveness but also provide you with more time to invest in other aspects of your business.Subscribe now and get ready...2023-05-2507 minThe Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersWhy You Should Be Building Your Personal BrandIn this episode of The Bill Caskey Podcast, Bill dives into the importance of building your personal brand as a B2B sales professional. He addresses the resistance and misconceptions surrounding personal branding and encourages listeners to see it as a way of doing their customers a favor by making it easier for them to make decisions about doing business with you. Tune in for valuable insights and tips on personal brand building!Download our FREE Guide, "5 Reasons You Don't Have Enough Clients": http://5reasonsclients.comSubscribe to the Bill Caskey Po...2023-05-0412 minThe Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersThe Marketing Person DilemmaIn this episode, Bill delves into the challenge of hiring the right marketing person for your company. He shares his insights on why most marketing people are not worth much to the company, and what to look for when hiring a marketing person who can actually generate results. Bill stresses the importance of the marketing funnel and the customer journey, and how the right marketing person can help walk potential customers through the process of understanding your company's value proposition. Whether you're a salesperson or a business owner, Bill offers valuable tips and strategies for ma...2023-04-2014 min
The Bill Caskey Podcast: High Impact Sales Training for Sellers and Leaders3 Elements of the Sales ProcessIn this episode of The Bill Caskey Podcast, Bill takes a question from a listener who asked, "what should my sales process look like?" Bill takes a deep look at the sales process and the 3 essentials elements that it entails. Are you using these 3 elements in your process? If you're not, you could be costing yourself a lot of business. If you want to book a call with Bill, go to www.scheduleacallwithcaskey.com to get on his calendar now!2021-08-1913 min
The Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersFinding Fulfillment with Alan AllardOn this episode of The Bill Caskey Podcast, Bill talks with Alan Allard, author of 'Seven Secrets to Enlightened Happiness.' Alan is an expert in elite sales performance and he shares some incredible insights on how to find fulfillment in your life and career. To learn more about Alan and his book, go to https://www.alanallard.com. ================================ Want more content like this? THE 2X ACADEMY: LIVE Virtual Training for B2B sellers. http://the2xacademy.com THE 2X GROUP: Small group coaching for B...2021-04-1424 min
The Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersFinding Fulfillment with Alan AllardOn this episode of The Bill Caskey Podcast, Bill talks with Alan Allard, author of 'Seven Secrets to Enlightened Happiness.' Alan is an expert in elite sales performance and he shares some incredible insights on how to find fulfillment in your life and career. To learn more about Alan and his book, go to https://www.alanallard.com. ================================ Want more content like this? THE 2X ACADEMY: LIVE Virtual Training for B2B sellers. http://the2xacademy.com THE 2X GROUP: Small group coaching for B...2021-04-0724 min
The Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersFast-Track Your Business with Laura PattersonOn this episode of The Bill Caskey Podcast, Bill has the chance to interview Laura Patterson, author and President of VisionEdge Marketing. They discuss some concepts from Laura's new book, Fast-Track Your Business, and how you can start implementing these concepts in your business. To learn more about Laura and her new book, go to https://amzn.to/3cHvlkZ. By the way, if you're a sales leader or a CEO and oversee a sales team that's not quite performing up to par, go to billcaskey.com/wth to download my free checklist on h...2020-04-2120 min
The Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersWhy You Should Be an InfluencerOn this week's episode of The Bill Caskey Podcast, Bill makes the case that everyone should be focused on their Personal Brand. He gives you 5 steps you can take to start building your brand and if you already have one, how to make yourself into an influencer in your market. Whether you already have a personal brand or you're just starting out, this episode is for you! What the hell is going on with your sales team? Not sure? Find out by downloading my BRAND NEW leadership guide. Just go to http://billcaskey.com/wth to...2020-02-1313 min
The Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersThe 5 M's to 2X GrowthAre you wanting to 2X your business? On this week's episode of The Bill Caskey Podcast, Bill gives you the 5 areas that you must improve in order to achieve your goals. And, they just so happen to all start with the letter M! What the hell is going on with your sales team? Not sure? Find out by downloading my BRAND NEW leadership guide. Just go to http://billcaskey.com/wth to get your free copy now! ►Want more content like this? Follow Bill: Facebook: https://www.facebook.com/billcaskeyfan Private Facebook Group, Goi...2020-01-1617 min
The Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersIs It Time to Reinvent Yourself?On this episode of The Bill Caskey Podcast, Bill takes an "Ask Caskey" question from Mike who is struggling lately to find motivation in the day to day. Bill gives him a success path that you can also use to reinvent yourself! "In what other era can you record your voice at 8AM and have it reach the world by 8:15? Are you taking full advantage of that?" Be sure to subscribe to our YouTube channel to see the full Bill's Basics series and for more content like this, youtube.com/c/BillCaskeyTraining ►Wan...2020-01-0914 min
The Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersA Framework For Telling Your StoryStory... It seems like everyone is talking about it these days, but how do I get started? That's exactly what Bill will tell you on this week's episode of The Bill Caskey Podcast. He walks you through a framework on how to not just craft your story, but how to build one that will compel prospects to want to work with you. What the hell is going on with your sales team? Not sure? Find out by downloading my BRAND NEW leadership guide. Just go to http://billcaskey.com/wth to get your free copy now!2020-01-0709 min
The Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersThe Difference Makers For 2020On the last episode of The Bill Caskey Podcast in 2019, Bill wants you to make a change in 2020. He gives you the 5 things that he believes can make a huge difference in your achievement next year. These are all things that he uses in his own coaching and training practice and has seen a serious impact with his clients. If you want to chat about how I can help your team implement these and get to higher levels of sales performance, go to http://billcaskey.com/growmyteam. ►Want more content like this? Follow Bill: Faceb...2019-12-1716 min
The Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersMichael Stelzner - Social Media Examiner Part 2On this episode of The Bill Caskey Podcast, Bill sits down with Michael Stelzner, marketing expert and founder of Social Media Examiner. They discuss how salespeople should start looking at themselves as Marketers of themselves and their product. Michael also gives some great ideas on how to stand out from the crowd. This is part 2 of our 2 part series. If you'd like to learn more about Michael and listen to his podcast, Social Media Marketing Podcast, go to https://socialmediaexaminer.com. ►Want more content like this? Follow Bill: Facebook: https://www.facebook.com/billcaskeyfan Private ...2019-12-1212 min
The Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersMichael Stelzner - Social Media Examiner Part 1On this episode of The Bill Caskey Podcast, Bill sits down with Michael Stelzner, marketing expert and founder of Social Media Examiner. Michael shares the way he looks at business and the future of marketing. They also discuss the importance of personal branding and why most people don't focus on it. This is part 1 of our 2 part series. If you'd like to learn more about Michael and listen to his podcast, Social Media Marketing Podcast, go to https://socialmediaexaminer.com. ►Want more content like this? Follow Bill: Facebook: https://www.facebook.com/billcaskeyfan Private Facebook...2019-12-1015 min
The Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersWhat Kind Of Sales Team Have You Built?On this episode of The Bill Caskey Podcast, Bill prompts you to evaluate what kind of sales team that you have built. We are all on a journey in life, what are you doing to further that journey for your people? Bill gives you some situations and how to handle them like a professional vs. an amateur leader. If you want to chat about how I can help your team implement these and get to higher levels of sales performance, go to http://billcaskey.com/growmyteam. ►Want more content like this? Follow Bill: Facebook: https...2019-12-0314 min
The Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersDo You Have a High Performance Sales Culture?On this episode of The Bill Caskey Podcast, Bill asks the question of CEO's and Presidents, "Have You Built a High Performance Sales Culture?" Most companies don't have one, but the good news is, you can build one. Bill gives you 5 things you can start doing now with your team that can get you on your way. If you want to chat about how I can help your team implement these and get to higher levels of sales performance, go to http://billcaskey.com/growmyteam. ►Want more content like this? Follow Bill: Facebook: https://www.fac...2019-11-2609 min
The Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersCreating the Ultimate Sales ProcessOn this episode of The Bill Caskey Podcast, Bill discusses one of the most important things to a salesperson, The Sales Process. When was the last time you took a look at your sales process? Have you ever written your process out? In this episode, Bill gives you the 6 steps to creating the ultimate sales process and how you can create your own. ►Want more content like this? Follow Bill: Facebook: https://www.facebook.com/billcaskeyfan Private Facebook Group, Going Pro Twitter: https://twitter.com/billcaskey Website: http://www.billcaskey.com LinkedIn: https://www.linkedin...2019-11-1410 min
The Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersOur New Sales AimHave you ever had a serious Moment of Clarity? One where you stopped and thought, I'm thinking about this situation in the completely wrong way. Well, that's what inspired this episode of The Bill Caskey Podcast. Bill dives deep into the question of, are we looking at sales in the right way? He argues that we are not, and we should change our aim in sales. ►Want more content like this? Follow Bill: Facebook: https://www.facebook.com/billcaskeyfan Private Facebook Group, Going Pro Twitter: https://twitter.com/billcaskey Website: http://www.billcaskey.com LinkedIn: ...2019-11-0714 min
The Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersHow Do I Stay Detached When I Need the Business?On this episode of The Bill Caskey Podcast, Bill takes a recent question he receive from a client and goes deep. The question was, "I understand I need to stay detached in the sales process, but how do I do that when I need the business." Whether it's quota or income we all get in a position where it feels like that, WE NEED THE BUSINESS. On this episode Bill will give you the 3 steps to creating the conditions where you can be FREE. ►Want more content like this? Follow Bill: Facebook: https://www.facebook.com/billc...2019-11-0112 min
The Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersHow Do I Bring the Right Energy to My Business Relationships? What kind of energy do you give off? To your clients, to your peers, to your prospects. Are you aware of your vibe? On this episode of The Bill Caskey Podcast, Bill divides your energy in to two parts, faux energy and authentic energy. He also gives you some ways to get rid of your faux energy and embrace the authentic. ►Want more content like this? Follow Bill: Facebook: https://www.facebook.com/billcaskeyfan Private Facebook Group, Going Pro Twitter: https://twitter.com/billcaskey Website: http://www.billcaskey.com LinkedIn: https://www.linkedin.com/in/billcaskey Book: Sam...2019-10-2413 min
The Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersWhat Are Your Non-Negotiables?What are the things that you must do? The rules you live by, your no option behaviors? Do you have any? On this Leader Edition of The Bill Caskey Podcast, Bill gives you 5 rules you should be reinforcing with your sales team. If you implement these behaviors, then your team will grow every month. If you want my help in assembling a coaching solution for your team, go to https://billcaskey.com/growmyteam to schedule a call. ►Want more content like this? Follow Bill: Facebook: https://www.facebook.com/billcaskeyfan Private Facebook Group, Going Pro Twi...2019-10-2313 min
The Advanced Selling Podcast#566: Deal Work MistakesOn this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale continue their Deal Work series. The guys give you the six most common mistakes that sales team make when they do Deal Strategy Work internally. They also give you their solutions to this mistakes and how you can avoid them. What if you could get Bill and Bryan to work with you and your team to review the specific deals you are working on or about challenges your team struggles with? Well, now you can! It's called Deal Work Studio, an...2019-10-1416 min
The Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersYour Team and Your Prospect's ExperienceThis might be the reason you're losing deals you shouldn't be losing. On this Leadership Edition of The Bill Caskey Podcast, Bill discusses the importance of both your team and your prospect's experience during the sales process. He also gives you some ways your team can improve this experience and close more business. ►Want more content like this? Follow Bill: Facebook: https://www.facebook.com/billcaskeyfan Private Facebook Group, Going Pro Twitter: https://twitter.com/billcaskey Website: http://www.billcaskey.com LinkedIn: https://www.linkedin.com/in/billcaskey Book: Same Game New Rules: https://samegamenew...2019-10-0818 min
The Advanced Selling Podcast#565: Why You Should be Doing Deal Work at All TimesIn this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale talk about the value of sales meetings where deal work is done. Bill and Bryan have both found that deal working is one of the most valuable components of any coaching or training program. The idea is taking deals that you're in the middle of, and that are not moving at the pace you'd like them to move, and strategizing on what you can do to create more momentum. What if you could get Bill and Bryan to work with you and...2019-10-0718 minThe Advanced Selling Podcast#565: Why You Should be Doing Deal Work at All TimesIn this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale talk about the value of sales meetings where deal work is done. Bill and Bryan have both found that deal working is one of the most valuable components of any coaching or training program. The idea is taking deals that you're in the middle of, and that are not moving at the pace you'd like them to move, and strategizing on what you can do to create more momentum. What if you could get Bill and Bryan to work with you and...2019-10-0718 min
The Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersShould You Give Unpaid Consulting?"Where's the free line?" Have you ever had this thought or heard this saying? Or, have you ever wondered, how much information should I give my prospect without a paid engagement? On this episode of The Bill Caskey Podcast, Bill discusses how to give enough away to provide value but not enough to where you won't get paid. ►Want more content like this? Follow Bill: Facebook: https://www.facebook.com/billcaskeyfan Private Facebook Group, Going Pro Twitter: https://twitter.com/billcaskey Website: http://www.billcaskey.com LinkedIn: https://www.linkedin.com/in/billcaskey Book: Same Game New Rules...2019-10-0208 min
The Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersAre Your Attachments Holding You Back?On this week's episode of The Bill Caskey Podcast, Bill takes a deep dive into the psyche of the human soul and discusses the root cause of our attachments. Detachment is one of the most fundamental areas of the Mindset Shift. And, unless we identify those Attachments that are standing in our way, we'll be stuck doing the same actions. In this episode, Bill gives you a simple exercise you can use to identify your attachments and how to overcome them. ►Want more content like this? Follow Bill: Facebook: https://www.facebook.com/billcaskeyfan Privat...2019-09-1819 min
The Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersHow Your Beliefs Impact Your AchievementOn this week's episode of The Bill Caskey Podcast, Bill continues to go a little deeper and discusses how your beliefs, about you and the way you see the world around you, can affect both your personal brand and your achievement. We all have a set of beliefs. These beliefs have been created through our past experiences and upbringing. The problem is, these beliefs are not always the correct way to see the world. Bill gives you his 5 fundamental beliefs that he believes might be the key to your growth! If you'd like to...2019-09-1119 min
The Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersPressure Is For Wimps!"The higher pressure you are with your clients, the more you will sell." This couldn't be more wrong, yet it is so commonly taught and thought these days. Pressure to up-sell, pressure to close the deal, pressure to sell more. More more more! But, as the title states, pressure is for wimps and there is a better way. On this episode of The Bill Caskey Podcast, Bill gives you 3 better ways to help your clients and you might just sell more because of it. If you'd like to schedule a call with Bill to...2019-08-1411 min
The Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersIs Your Selling Framework Absent?In this episode of The Bill Caskey Podcast, Bill wants you to account for your sales process. Do you have a proven system that has been designed to be a) helpful to the prospect, and b) helpful to you as you guide them from where they are to where they want to be. If you don’t, you might need help! This is part 6 of our 10 part series on "How Do You Know If You Need Help?" P.S. When You’re Ready, Here Are 3 Ways I Can Help...2019-07-1505 min
The Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersDo You Have a Social Strategy That Generates Discussions?In this episode of The Bill Caskey Podcast, Bill asks the question, do you have a social strategy that allows you to connect with your buyers/prospects? If you don't, it's time to build one. Your prospects should look to you as the solution, and the way you create that is through what your'e producing online. This is part 5 of our 10 part series on "How Do You Know If You Need Help?" P.S. When You’re Ready, Here Are 3 Ways I Can Help... 1. Discover how you can “chan...2019-07-1205 min
The Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersBest Of The Bill Caskey PodcastHappy Fourth of July Podcast Listeners! This week on the Podcast, I decided to dive back into the archives and pull out three snippets of some of our favorite episodes. We hope you enjoy these recaps and we'll be back with a brand new episode next week. Talk Soon! Bill P.S. When You’re Ready, Here Are 3 Ways I Can Help... 1. Discover how you can “change the game” of professional selling. Get more out of your market by reading this free Ebook (w/video training). www.billcask...2019-07-0313 min
The Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersBuilding Your Lead Parthenon (Part 4 of 4)Mom: Don’t Put All Your Eggs In One Basket! This is likely a piece of advice you got as a youngster. It must have its origins in our agriculture background. But the premise is as true today as when you were young. Don’t rely on ONE avenue for generating leads! It is unscalable. In this episode of The Bill Caskey Podcast, Bill reviews a concept called The Parthenon, a Greek structure that was sturdy and built to last. Just like your marketing plan should be! He outlines the 4-5 pillars you should put in place...2019-06-2614 min
The Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersLeadership Success with George BradtRecently Bill received an email newsletter from a Leadership and Onboarding Expert, George Bradt. The email really spoke to him so he decided to call George and get him on the podcast. On this episode of The Bill Caskey Podcast, Bill sits down with George Bradt and they discuss an array of topics from leadership to fulfillment in life. George had some really good thoughts on success of a leader and sales. You won't want to miss this one! To learn more about George and get on his email newsletter, go to https://www.primegenesis.co...2019-03-1818 min
The Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersHigh Intent SellingWhat if I told you it's possible to eliminate fear, anxiety and worry from the sales process? Well, it is possible and I'll tell you how on this episode of the Bill Caskey Podcast. The answer is High Intent Selling Methodology. High Intent is all about what is in your heart when you are working with a prospect or client. Are you there to just sell them something or are you there to solve their pain? That is what makes all the difference. If you have interest in joining one of our peer groups, schedule a ca...2019-03-1111 min
The Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersGetting Your Mojo BackHave you lost your mojo? Do you ever feel like your heart is not fully in to what you're working on? On this episode of The Bill Caskey Podcast, Bill shares an experience he had with a young leader who nailed it when asked about why people lose mojo (inspiration). He also gives you two things you can do to get your mojo back. Get your fountain pen out for this one! If you have interest in joining one of our peer groups, schedule a call with Bill at http://scheduleacallwithcaskey.com/ ►Want more content like this? F...2019-02-2809 min
The Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersThe Dangers of AttachmentOn this episode of The Bill Caskey Podcast, Bill dives deep into the mindset shift of Detachment. Detachment is being emotionally neutral to the situation at hand. It doesn't mean you don't care, it means you're not attached to any specific outcome. Bill disused the danger of Attachment and the 5 Problems it creates for sales people. He also gives you some ways to combat attachment and become more detached from your outcomes. ►Want more content like this? Follow Bill: Facebook: https://www.facebook.com/billcaskeyfan Private Facebook Group, Going Pro Twitter: https://twitter.com/billcaskey Website: http...2019-02-2113 min
The Bill Caskey Podcast: High Impact Sales Training for Sellers and LeadersMan or Mouse?We are faced with choices everyday, some hard and some easy. In those hard choices we can either shrink or be brave. On this week's episode of the Bill Caskey Podcast, Bill talks about these moments that define us and make us a man or a mouse. Many times in these difficult moments we choose to hide and become the mouse. We know it when we do it, but choose the easier path. On this episode Bill, shares some ways that you can be brave and be the man in these difficult decisions. ►Want more...2019-02-1406 minThe Advanced Selling Podcast#531: How to Handle Pressure When You Are a High AchieverIn this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale continue the CoVideo Mailbag series and take a listener call from Cara who is a top performer at a Fortune 1000 company. Cara just got her numbers for the next 12 months and she is feeling a bit of performance anxiety. Bill and Bryan break down the real issue and provide a handful of things to think about if you are in similar kind of circumstance. If you're interested in having Bill or Bryan or both come to your upcoming sales meeting, send us...2019-01-2817 minThe Advanced Selling Podcast#501: Generating Leads When Your Customer Isn't OnlineOn this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale take a letter from listener Greg who's in the Agricultural industry and is struggling to generate a funnel full of leads. He's tried radio and newspaper advertising but nothing seems to be working. So, Bryan and Bill give him a handful of ideas and suggestions on how he can go about changing the way he thinks about lead generation and changing the results as well. Are you interested in having your question answered on the podcast? Email Bill and Bryan...2018-06-0415 minThe Advanced Selling Podcast#485: Am I Cut Out for Sales or Not?On today's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale field two questions from the CoVideo Mailbag. The first question centers around whether the listener is cut out for sales and the other focuses on what type of sales would be best. If you've been in the profession over a year, it's likely you've had that feeling at some point, am I cut out for this? It's okay to have that feeling and Bryan and Bill talk you through how to deal with it. Send your sales questions to listener@a...2018-02-0516 minThe Advanced Selling Podcast#457: Does Your Personal Brand Really Matter?On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a common question that we're getting more and more frequently which is does my personal brand really matter? And, how do I align it with my company brand? Bill had a situation with a current client where the VP of sales was intrigued about the concept of personal branding, rightfully so. It should be on every sales manager's and every salesperson's radar right now. If your in B2B sales, your personal brand really does matter, so how...2017-07-0316 minThe Advanced Selling Podcast#401: Talking Economics Doesn't Have To Be ScaryDo you have trouble talking about money with your prospects? Does “budget” feel like a dirty word? In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale take on the tough topic of “Economics.” Using a real scenario from one of Bill’s client sessions, they will walk you through steps to help make the money conversations less intimidating (for you and for your prospects). Are you educating or persuading when you talk with a prospect? Are you trying to convince yourself the sale is a good idea if...2016-07-1115 min
The Advanced Selling Podcast#384: Lessons from a New ListenerA new set of eyes on anything can be valuable, even for the most seasoned pros. In today's episode, veteran sales trainers Bill Caskey and Bryan Neale capture best practices and strategies from a new listener to The Advanced Selling Podcast, Brittney Russo. You’ll hear how Brittney has used Bill and Bryan’s training to close large deals, ramp up in her company faster and challenge her competitors. In this episode of The Advanced Selling Podcast, Bill and Bryan share notes you can use right away to re-energize your sales game. If you’re...2016-05-0919 minThe Advanced Selling Podcast#384: Lessons from a New ListenerA new set of eyes on anything can be valuable, even for the most seasoned pros. In today's episode, veteran sales trainers Bill Caskey and Bryan Neale capture best practices and strategies from a new listener to The Advanced Selling Podcast, Brittney Russo. You’ll hear how Brittney has used Bill and Bryan’s training to close large deals, ramp up in her company faster and challenge her competitors. In this episode of The Advanced Selling Podcast, Bill and Bryan share notes you can use right away to re-energize your sales game. If you’re...2016-05-0919 minThe Advanced Selling Podcast#383: Is Your Sales Bucket Leaking?Do you have leaks in your sales bucket? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale are fired up— not just about leaks in your bucket, but about discovering a leak in their own bucket too. Do you prospect when sales are good or only when things start to slow down? Do you run a well-organized sales process? Are you leveraging your training and knowledge as much as you can? In this episode of The Advanced Selling Podcast, Bill and Bryan fight to prevent their ego from getting the bes...2016-05-0519 minThe Advanced Selling Podcast#381: Mailbag Mashup: Triple Threat ThursdayWhy take one question from a listener when we can take three? In
today's episode, sales trainers Bill Caskey and Bryan Neale
respond to questions from listeners and give a shout out to US
Military members around the world.
Are you looking for strategies on spec selling?
Have you considered paying for someone to develop content for
you to use in developing your expert persona?
In this episode of The Advanced Selling Podcast, Bill and Bryan
share techniques and strategies that will help you right away, even
if someone else asked the question. You’...2016-04-2819 minThe Advanced Selling Podcast#378: Preparing Like a ProAre you looking for an edge in your sales game? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale teach you a framework for preparation to knock your sales calls out of the park.
Do you focus on the process or the outcome?
Are you using the same verbiage with every audience or are you tweaking your message to match the situation?
In this episode of The Advanced Selling Podcast, Bill and Bryan help you master the fundamentals that lead to your success. Tune in to hear how beat sheets and Bill...2016-04-1816 minThe Advanced Selling Podcast#369: An Open Letter to Sales ManagersIf you ARE a sales manager or you HAVE a sales manager, you must listen to this episode. Today, veteran sales trainers Bill Caskey and Bryan Neale sound off in an open letter to sales managers.
What if you’re listening to The Advanced Selling Podcast each week and you think your sales manager doesn’t buy into what you’re hearing?
How can you avoid the antagonistic relationship that frequently exists between player and coach (or sales manager and sales person)?
In this episode of The Advanced Selling Podcast, Bill and Bryan give y...2016-03-1718 minThe Advanced Selling Podcast#365: Blind as a BatDo you struggle with creating a plan and sticking to it? How do you balance hyper-competitive DNA with the inner game principles?
In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale try to stump each other with “blind” questions (no pun intended on Bill’s eye!). They pose a question to the other person with no prep or filter, and you won’t believe the techniques they come up with when put on the spot.
In this episode of The Advanced Selling Podcast, Bryan gives you specific, actionable steps to take to develop your...2016-03-0325 min
The Advanced Selling Podcast#365: Blind as a BatDo you struggle with creating a plan and sticking to it? How do you balance hyper-competitive DNA with the inner game principles?
In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale try to stump each other with “blind” questions (no pun intended on Bill’s eye!). They pose a question to the other person with no prep or filter, and you won’t believe the techniques they come up with when put on the spot.
In this episode of The Advanced Selling Podcast, Bryan gives you specific, actionable steps to take to develop your...2016-03-0325 minThe Advanced Selling Podcast#362: Sales Assets— More Than Just NumbersAre you utilizing all of your assets in your sales process? In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale explore a question from Chelsea about how to use your talents to strengthen your impact when opening doors in sales.
Do you have characteristics of your personality that you ignore when working your sales process?
Do you utilize your personal interests, skills and things you love to do to help you connect with others?
In this episode of The Advanced Selling Podcast, Bill and Bryan give you techniques you...2016-02-2219 minThe Advanced Selling Podcast#360: Broker in the Sales ProcessWhen you hear “Broker,” do you think “Middle Man” or “Middle Woman?” In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale dive into two questions from Craig in Chicago.
Do you diminish an interaction because someone is “just the broker?”
If you ARE the broker, do you know how to communicate to your prospect that the sales process is better with you in it than it is without you?
In this episode of The Advanced Selling Podcast, Bill and Bryan give you tactical steps to help you redefine the role and opportun...2016-02-1521 minThe Advanced Selling Podcast#355: Inside the Training RoomHave you wondered what it would like to be a fly on the wall at The Advanced Selling Podcast?
Veteran sales trainers Bill Caskey and Bryan Neale invite you in today as they blindly test each other on real sales strategy issues they’re working on with their clients.
You’ll hear Bill’s philosophy on negotiating price at the end of the deal and their discussion about the pros and cons of discounting. Bryan explores the rare and valuable skills every salesperson should have.
In this episode of The Advanced Selling Podcast, you’ll h...2016-01-2827 minThe Advanced Selling Podcast#349: Sales Territory Expansion: Blessing or Curse?Have you ever used the saying “Be careful what you wish for?” Veteran sales trainers Bill Caskey and Bryan Neale welcome in the new year with a discussion around the all-too-common request from salespeople everywhere: a larger territory.
How do you build, support, manage and retain a bigger client base, especially when your resources or distance to the customer may not change as the territory expands.
Do you know who to call on most? How do you decide which accounts get more attention?
In today’s episode of The Advanced Selling Podcast, Bill and Br...2016-01-0728 minThe Advanced Selling Podcast#348: Limiting BeliefsWe're taking some time off at the Advanced Selling Podcast to spend time with our families, but here is one of our past favorite episodes from 2010 that we think you'll find beneficial. Enjoy the Holidays and we'll see you in 2016!
In this episode of the Advanced Selling Podcast, Bill and Bryan take a deep dive into the dark underworld of limiting beliefs. What are the negative, self-doubting thoughts that creep around in your head and sneak up to scare away a perfectly good sale? Veteran sales trainers Bill Caskey and Bryan Neale shine the light on limiting b...2016-01-0422 minThe Advanced Selling Podcast#343: Outbound Sales is a Whole New WorldWe all know it— the old school “cookbook” model of selling is dead. Veteran sales trainers Bill Caskey and Bryan Neale explore a new model today— living in an “outbound” sales world.
Are you still chasing people around, burning a lot of calories and not getting the results you want?
Are you making 30 calls a day and reminding yourself “the action is on the 29th call”?
In this episode of The Advanced Selling Podcast, Bill and Bryan show you a different way focused on outbound, leveraged behaviors. They will help you learn how to shift your men...2015-12-1718 minThe Advanced Selling Podcast#342: Remote Leadership & Sales Culture - Kevin EikenberryDoes your sales team all work in the same office from 8am-5pm, Monday-Friday? It’s likely you don’t. Veteran sales trainers Bill Caskey and Bryan Neale talk with the expert on managing remote teams in today’s episode.
Kevin Eikenberry, founder of the Remote Leadership Institute, shares his best practices for building the sales culture you want when your team isn’t always in the same physical office space (or even the same state).
What are the expectations your team has of how they work together? What is the culture you truly want in your organization? What adjectives would you use t...2015-12-1429 min
The Advanced Selling Podcast#341: The Threat FactorDo your prospects see you as a threat? Veteran sales trainers Bill Caskey and Bryan Neale explore the common “Threat Factor” that frequently occurs in sales situations.
Is there a chance that you or the product/service you’re selling can be a threat to your buyer?
Will buying from you ruffle any feathers in your prospect’s organization?
In today’s episode of The Advanced Selling Podcast, Bill and Bryan give you questions you can ask yourself to know how and if you’re being perceived as a threat… and what to do about it if...2015-12-1018 minThe Advanced Selling Podcast#341: The Threat FactorDo your prospects see you as a threat? Veteran sales trainers Bill Caskey and Bryan Neale explore the common “Threat Factor” that frequently occurs in sales situations.
Is there a chance that you or the product/service you’re selling can be a threat to your buyer?
Will buying from you ruffle any feathers in your prospect’s organization?
In today’s episode of The Advanced Selling Podcast, Bill and Bryan give you questions you can ask yourself to know how and if you’re being perceived as a threat… and what to do about it if...2015-12-1018 min
The Advanced Selling Podcast#340: Overcoming The NOHow do you handle a prompt “I’m not interested” from your prospect?
Veteran sales trainers Bill Caskey and Bryan Neale discuss a question that came in from Marcin in Eastern Europe on today’s Mailbag Monday episode. They talk about when you exert pressure on your prospect you cause the feeling of flight. As a salesperson, how do you overcome an instant NO? How do we avoid vaulting right to the sale?
In this episode of The Advanced Selling Podcast, Bill and Bryan provide some methods you can use to change the way you position...2015-12-0720 minThe Advanced Selling Podcast#340: Overcoming The NOHow do you handle a prompt “I’m not interested” from your prospect?
Veteran sales trainers Bill Caskey and Bryan Neale discuss a question that came in from Marcin in Eastern Europe on today’s Mailbag Monday episode. They talk about when you exert pressure on your prospect you cause the feeling of flight. As a salesperson, how do you overcome an instant NO? How do we avoid vaulting right to the sale?
In this episode of The Advanced Selling Podcast, Bill and Bryan provide some methods you can use to change the way you position...2015-12-0720 min
The Advanced Selling Podcast#336: Ego: Confidence or Arrogance?When you hear the word “ego,” do you cringe? Can ego be a helpful tool for salespeople? Veteran sales trainers Bill Caskey and Bryan Neale explore the blessings and curses of a powerful ego in today’s episode.
When does your ego get in the way of an interaction with a prospect? When can it help you actually do your job better?
In this episode of The Advanced Selling Podcast, Bill and Bryan will help you determine if your ego is helping or hurting you. They share their checklist of ways to know when ego is your f...2015-11-1923 minThe Advanced Selling Podcast#336: Ego: Confidence or Arrogance?When you hear the word “ego,” do you cringe? Can ego be a helpful tool for salespeople? Veteran sales trainers Bill Caskey and Bryan Neale explore the blessings and curses of a powerful ego in today’s episode.
When does your ego get in the way of an interaction with a prospect? When can it help you actually do your job better?
In this episode of The Advanced Selling Podcast, Bill and Bryan will help you determine if your ego is helping or hurting you. They share their checklist of ways to know when ego is your f...2015-11-1923 min
The Advanced Selling Podcast#333: It’s Not What You Sell, It’s What You BelieveDoes your customer believe in what you’re selling? Veteran sales trainers Bill Caskey and Bryan Neale offer Julie from Grand Rapids, MI a few tips in today’s Mailbag Monday episode.
They talk about the “belief gap” — the space that exists between what you believe and what your customer believes. As a salesperson, how do you close the gap? How can you help guide them through the path to the sale, especially when that’s the part that makes your buyer the most nervous?
In this episode of The Advanced Selling Podcast, Bill and Bryan share...2015-11-0920 minThe Advanced Selling Podcast#333: It’s Not What You Sell, It’s What You BelieveDoes your customer believe in what you’re selling? Veteran sales trainers Bill Caskey and Bryan Neale offer Julie from Grand Rapids, MI a few tips in today’s Mailbag Monday episode.
They talk about the “belief gap” — the space that exists between what you believe and what your customer believes. As a salesperson, how do you close the gap? How can you help guide them through the path to the sale, especially when that’s the part that makes your buyer the most nervous?
In this episode of The Advanced Selling Podcast, Bill and Bryan share...2015-11-0920 minThe Advanced Selling Podcast#330: Fear In SalesWhat scares you the most in the sales process? Veteran sales trainers Bill Caskey and Bryan Neale celebrate their least favorite holiday by sharing aspects of the sales process that scare them the most. Conversations about money, making “the close,” knowing when to share and when to withhold… and of course, the dreaded cold call.
In this episode of The Advanced Selling Podcast, Bill and Bryan cover the spooky, the quirky and the creepy things that scare them and salespeople all over the world. To help make everything a little less scary, Bill shares his secret to remove...2015-10-2921 min
The Advanced Selling Podcast#330: Fear In SalesWhat scares you the most in the sales process? Veteran sales trainers Bill Caskey and Bryan Neale celebrate their least favorite holiday by sharing aspects of the sales process that scare them the most. Conversations about money, making “the close,” knowing when to share and when to withhold… and of course, the dreaded cold call.
In this episode of The Advanced Selling Podcast, Bill and Bryan cover the spooky, the quirky and the creepy things that scare them and salespeople all over the world. To help make everything a little less scary, Bill shares his secret to remove...2015-10-2921 minThe Advanced Selling Podcast#328: Your Role in the Sales ProcessThis doesn’t happen often on The Advanced Selling Podcast— make sure you listen in today. Veteran sales trainers Bill Caskey and Bryan Neale cover a blind topic with no prep at all. Bill shares a scenario he worked through recently with a client and gives Bryan a chance to act as sales coach through the discussion of the deal.
• Have you heard clients or prospects say, “Well, it’s not like it used to be” or something similar?
• Do you connect with your prospects at a deeper level than just being the product sales person?
I...2015-10-2225 min
The Advanced Selling Podcast#328: Your Role in the Sales ProcessThis doesn’t happen often on The Advanced Selling Podcast— make sure you listen in today. Veteran sales trainers Bill Caskey and Bryan Neale cover a blind topic with no prep at all. Bill shares a scenario he worked through recently with a client and gives Bryan a chance to act as sales coach through the discussion of the deal.
• Have you heard clients or prospects say, “Well, it’s not like it used to be” or something similar?
• Do you connect with your prospects at a deeper level than just being the product sales person?
I...2015-10-2225 minThe Advanced Selling Podcast#322: Creating Value in the Sales ProcessHow do you create an atmosphere where the customer is selling you instead of the other way around? Veteran sales trainers Bill Caskey and Bryan Neale dive into an interesting topic from a listener today. Chelsea asked how to provide opportunities for the customer to come to her, and Bill and Bryan were excited to give her a few ideas.
• Do you truly believe what you’re selling is valuable, and also that each step of the sales process has value? • How do you create a meaningful path for your prospect and provide value, regardless of the out...2015-10-0119 min
The Advanced Selling Podcast#322: Creating Value in the Sales ProcessHow do you create an atmosphere where the customer is selling you instead of the other way around? Veteran sales trainers Bill Caskey and Bryan Neale dive into an interesting topic from a listener today. Chelsea asked how to provide opportunities for the customer to come to her, and Bill and Bryan were excited to give her a few ideas.
• Do you truly believe what you’re selling is valuable, and also that each step of the sales process has value? • How do you create a meaningful path for your prospect and provide value, regardless of the out...2015-10-0119 minThe Advanced Selling PodcastWhat Is Your Perspective On How You Think About Time? - Live Recording with Bill Caskey*Today's podcast comes from a live podcast recording event at the Jazz Kitchen in Indianapolis, IN.
Let's face it… We all want more sales and more leads, but there is always ONE thing that's stopping us…our perspective on time.
Bill brings some new thinking to the idea of time…and the notion that how you think about time affects your sales results. He believes the first step to generating more leads and sales is to ask yourself: How do I spend my time?
2012-11-0506 min
The Advanced Selling PodcastWhat Is Your Perspective On How You Think About Time? - Live Recording with Bill Caskey*Today's podcast comes from a live podcast recording event at the Jazz Kitchen in Indianapolis, IN.
Let's face it… We all want more sales and more leads, but there is always ONE thing that's stopping us…our perspective on time.
Bill brings some new thinking to the idea of time…and the notion that how you think about time affects your sales results. He believes the first step to generating more leads and sales is to ask yourself: How do I spend my time?
2012-11-0506 min
The Advanced Selling PodcastAsk Bill and BryanIn this episode, Bill Caskey and Bryan Neale address a question from an audience member on how to prospect when you're already busy. And Bryan reveals a communication technique that helps as you're explaining to a prospect what you do.2009-06-2516 minThe Advanced Selling PodcastAsk Bill and BryanIn this episode, Bill Caskey and Bryan Neale address a question from an audience member on how to prospect when you're already busy. And Bryan reveals a communication technique that helps as you're explaining to a prospect what you do.2009-06-2517 min
The Advanced Selling PodcastDetachment in the Sales ProcessThere is a Caskey concept that keeps coming up and that is the application of Detachment in the sales process. Very few other sales strategies/systems deal with this because it’s a difficult notion to get your arms around. In this week’s episode, Bill Caskey and Bryan Neale address this issue head on. What does detachment mean? How can it be used to strengthen your results? And what you should stay away from. (15:08)Check out the competencies you'll need for2009. Download your free E-Book at www.2009SalesCompetencies.com2009-02-0515 minThe Advanced Selling PodcastDetachment in the Sales ProcessThere is a Caskey concept that keeps coming up and that is the application of Detachment in the sales process. Very few other sales strategies/systems deal with this because it’s a difficult notion to get your arms around. In this week’s episode, Bill Caskey and Bryan Neale address this issue head on. What does detachment mean? How can it be used to strengthen your results? And what you should stay away from. (15:08)Check out the competencies you'll need for2009. Download your free E-Book at www.2009SalesCompetencies.com2009-02-0515 minThe Advanced Selling PodcastBuilding Your Sales Dream TeamEver wonder why some sales teams get enormous results and others struggle? Do you think it has anything to do with the thinking/strategy of the team? Of course it does. But lost in the mystery of the high achieving sales team is practical advice of how to get there.
In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale address the very attributes that make great sales teams. Recently, Caskey held a seminar called Building Your Sales Dream Team. Listen to this podcast and if interested, you can get access to the content by emailing listener...2008-06-0513 min
The Advanced Selling PodcastBuilding Your Sales Dream TeamEver wonder why some sales teams get enormous results and others struggle? Do you think it has anything to do with the thinking/strategy of the team? Of course it does. But lost in the mystery of the high achieving sales team is practical advice of how to get there.
In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale address the very attributes that make great sales teams. Recently, Caskey held a seminar called Building Your Sales Dream Team. Listen to this podcast and if interested, you can get access to the content by emailing listener...2008-06-0513 min
The Advanced Selling PodcastHow Do I Handle This Crazy Situation?In this week's episode of The Advanced Selling Podcast, Bill Caskey and
Bryan Neale answer those "what do I do when?" questions that sales
professionals have every day. This is an episode that helps sales people new
and old who are curious about what to do in certain situations.
Business-to-business sales training and development isn't always about
"theory." Sometimes it's just about practical advice. This episode will help
you to say and do the right things in those places where your deal might be
on the line. Sometimes just a third party--like Caskey and Neale--can shed
just enough light on...2007-06-2116 min
The Advanced Selling PodcastJump Starting Stalled DealsIn this week's episode of the Advanced Selling Pocast, Bill Caskey and
Bryan Neale discuss stalled deals. A lot of sales
people find themselves stuck in the middle of a deal, where they have the
potential buyer interested in their product or
service, but they can't seem to close the deal. Have no fear, Bill Caskey
and Bryan Neale are here to help you jump start
those stalled deals with their innovative techniques and tips. This will
help sales people of all levels spend time closing
more deals instead of wasting their time and money on a deal that isn't
...2007-06-0418 min
The Advanced Selling PodcastThe First Step in Mastering The Inner Game of SellingIn this episode of the Advanced Selling Podcast, Bill Caskey and Bryan
Neale address the mental side--inner game--of sales. "How you think
determines how you act" is one of our favorite sayings. And Caskey and Neale
discuss new possibilities in thought which will immediately change your
behavior--and ultimately, your results. Want to be massively successful in
sales or business? Then, this is one of the most critical pieces of
information you need to learn in order to become great. For you sales
managers, forward this on to every one of your people--and use your next
sales meeting to discuss your...2007-05-2514 min
The Advanced Selling PodcastHow to Conquer Call Reluctance--Once and for AllIn this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss how to overcome your fears of cold calling and prospecting. In sales, the majority of the business you generate is from calling on new prospects. Even though those first phone calls are some of the most dreaded parts of sales, they CAN be mastered. And like we say, 'make your biggest weakness your biggest asset' and watch success ensure. The mind is telling you something if you have fear. It tells you "you aren't looking at the situation "correctly." Caskey and Neale help you change...2007-04-1215 min
The Advanced Selling PodcastTime OptimizationIn this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale give you interesting (and innovative) tips you can use to make better use of your time. You have only so many hours in the day/week and year. How you use those hours are at the core of how successful you are.
For example, have you ever thought about how many hours/year you could save if you could communicate your message better to your prospects?
This is a fast moving--lightning round type of podcast, where Caskey and Neale go through some systemic ways to improve...2007-03-0317 min