The Advanced Selling Podcast

Send us Fan Mail Bill and Bryan go to the mailbag this week to answer two questions from their listeners: How do I ease my way in to new accounts when the account’s been transferred from another salesperson? and How do I have my boss see that this is a better way to sell? Bill Caskey and Bryan Neale address both of these issues. (12:06) If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail You’ve heard the saying, “How you do anything is how you do everything.” Well, if you haven’t heard that, you just did, so consider this your lucky day. Well, we have a cousin saying:  “How you show up, determines what shows up.” Sales trainers Bryan Neale and Bill Caskey discuss the notion of how you show up on sales calls. And they help you get your mind right to do so properly. (12:28)   If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail Sales managers, have you ever wondered if in your process of motivating people—you actually demotivate them? Hard to fathom, isn’t it?  In this episode, Bryan and Bill review an actual email memo sent out from a sales manager to his team at the end of the quarter. And through their discussion of that, you’ll learn a new, more effective approach to how to movitate your team to get results. (15:56)  If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail Over the last few weeks, Bill and Bryan have been working on this idea of “What trends are going to affect salespeople in the future?” As they started to outline the things they were seeing in the market, they thought it would be useful to have a podcast focused on that. Now, we must tell you that this podcast is about 30 minutes (longer than our normal episodes). But they felt the information here is vital for a sales team and salespeople to know as they pursue new business in the future. The key element of all this is that if you’re not watching trends, then they can slip up on you and pass you by. So, if your sales and revenues are not where they need to be or could be, then you might be a victim of old thinking. (29:54) If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail Sales managers—ever wonder why your sales meetings put people to sleep? Well, Bill and Bryan help you by giving you some ideas on what to do at your next sales meeting.Sales / account people? Listen closely to this podcast and then suggest to your manager that these things be covered.  If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail How you begin a relationship (we’re talking business relationship here) with another person will determine what you both get out of that relationship.Have you even considered the tone with which you begin a prospect relationship? And how do they filter your information? Whatever you say will define the balance of the sales call. In this episode Bill and Bryan help you think through that and give you plenty of tips on how to better begin it. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail Lead generation. It’s the very thing that can make your company millions. But, screw it up, and your revenue growth becomes an uphill climb. Bill and Bryan give you some rules for lead generation and the follow-up process behind it that can help you close those sales. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail During our sales strategy training sessions, we often hear from our clients, “Hey this sales method works when I’m selling inside my company, too!” The truth is anytime you’re communicating ideas to another person—and you want that other person to take some action--this content works. And we also know that some of our listeners are not even in front line sales—but they are required to make sales internally. For you folks, this is a must-hear episode. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail Every great company has rules it lives by. You might call these “codes of conduct.” But every sales professional should also have a code they live by. In this episode, Bill and Bryan give you five parts of that code—and give you the opportunity to get the other five they didn’t have time to talk about by emailing listener@advancedsellingpodcast.com. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail How do you maintain a relationship with a high level prospect over a long period of time? It happens often that we lose touch with the “right person” and end up being passed down to others lower in the org. And then when it’s time for them to buy something bigger you get no credit for all the good work you’ve done. Bill and Bryan dissect a deal that went south. And in so doing, they give you some ideas on how to stay high (in the organization that is). If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider