From the category archives:
This episode reveals the secret behind elite performers and good performers and examines the one core difference Bill and Bryan’s process has over all others out there. The good news is – it doesn’t matter what process you use: Miller Heiman, SPIN, PSS, Sandler – Bill and Bryan’s philosophies shared in this episode can dramatically [...]
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Lead generation continues to come up as one of the most important issues facing sales people today. There just never seems to be enough in the funnel. Today, Bryan Neale and Bill Caskey talk about a new strategy that you can use to help bolster leads—and help you generate marketing content from your intellectual capital. [...]
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Ever had a huge account you were pursuing (or are pursuing)? And you get so wrapped up in the pursuit that you forget the fundamentals of selling? Well, it may not happen to you, but it does happen often. This week’s sales training podcast is an interview with Brooke Green, one of our consultants who [...]
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Ever have problems talking to your prospects about money – fees – prices? Did you know it might be something much deeper in your soul? (It seems these guys think everything is ‘deeper in your soul’). Well, this one just might be. Bill and Bryan talk about the importance of money in how you earn [...]
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Leadership should be on every sales person’s mind. In this interview, Bill and Bryan talk with new author, Kevin Eikenberry, who has written a book called REMARKABLE LEADERSHIP. Listen to this podcast if you are a sales leader/manager or have any inclination to be one someday.
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In this episode, Bill and Bryan address the China import issues that are making news. Is it possible that part of this is a breakdown in selling skills? That might be a stretch – or not. As you listen to this, think about how you would modify your sales approach if you were to compete [...]
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**PODCAST (17 Minutes)** Ever wondered if the sales training you’re getting was actually the best available? Or whether what you were learning was actually making you better? In this week’s episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the mistakes that sales trainers make that mess up sales people and how they [...]
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===APRIL 19 ADVANCED SELLING PODCAST=== (15 Minutes) In this week’s episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the knack of having good, truthful conversations with your prospect. What should you listen for? How can you find the heart of their problems and reasons for buying? Listening should be a big [...]
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===APRIL 12 ADVANCED SELLING PODCAST=== (15 Minutes) In 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 [...]
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===MARCH 30 ADVANCED SELLING PODCAST=== (12 Minutes) In this week’s episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale take a look in the mail bag and pull out some questions from our listeners. Bryan and Bill discuss what to do when the other sales people in your office start to single you out [...]
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