Mon, 30 August 2010
Bryan Interviews His Favorite Salesperson

In this episode, Bryan interviews his favorite salesperson and favorite guest of all time and learns her secrets and insights into high-performance selling.

Direct download: 10-08-30BryanandAnnaFinal_2.mp3
Category:sales strategies -- posted at: 4:37 PM
Comments[0]

Mon, 23 August 2010
Are You Disconnected From Reality?

I’m sure there’s a name for this condition…but we’re wondering sometimes how disconnected salespeople are from the reality of the sales process—and the prospect. To us, there is a massive disconnect that begins almost immediately between salesperson and prospect. And to not address it is to abdicate control—and lose the sale. But there is a better way, and in this podcast, Bill and Bryan reveal it.

Direct download: 10-08-23DisconnectFinal.mp3
Category:sales strategies -- posted at: 9:30 AM
Comments[1]

Mon, 16 August 2010
Stuff That Works In The Pursuit Of A Sale

It seems that we all know “stuff.” Some of that stuff is useless and some is profoundly valuable. Recently, Bryan met an ex-NFL Offensive Coordinator who wants to publish a book called “S*** I Know That Works.” Bryan and Bill address “S*** They Know Works In The Pursuit Of A Sale.”

Direct download: 10-08-16StuffThatWorksFinal.mp3
Category:sales strategies -- posted at: 3:52 PM
Comments[0]

Tue, 3 August 2010
The Importance of the Sales Process
Whenever we say 'process' to a sales person, we get yawns and indifference. But the fact is that every sales problem you have...probably...has something to do with a kink in your process. In this episode, Bill and Bryan look into the ever-important issue with 'decision process' and how you can better influence it. (Podcaster Notes: The [...]
Category:Uncategorized -- posted at: 7:14 PM
Comments[2]

Mon, 2 August 2010
Your Clients Are Your Best Prospects
One area of new business that we salespeople often forget is our current client base. We seem to enjoy “the hunt” so much that we forget to farm our current base for new opportunities to solve problems. In this episode, Bill and Bryan discuss what holds us back from this…and some ideas on how you [...]
Direct download: 10-08-02ClientRetentionFinal.mp3
Category:Advanced Selling Podcast -- posted at: 2:25 PM
Comments[2]

Thu, 29 July 2010
Six Tips For Giving an Effective Presentation
A week ago Bill received a phone call from one of his clients.  The client was frustrated with a speech that he was planning to present the next day to a group of decision makers.  Bill's client ask him, "How can I make my presentation stand out?" Bill answers his client's question in this vignette [...]
Direct download: 10-3-22ASPVPresentations.mp3
Category:Uncategorized -- posted at: 7:08 PM
Comments[2]

Mon, 26 July 2010
What Are Your Behavioral Tendencies?
We ask the question because it’s one of many we’re getting more often from sales managers/VPs. What should my sales team be good at? What should their behavior be? What is a good ‘sales personality’? In this podcast, Bill answers some of those questions by referring to the Hogan Assessment, a personality inventory tool we [...]
Direct download: 10-07-26CompetenciesFinal_2.mp3
Category:Advanced Selling Podcast -- posted at: 3:34 PM
Comments[2]

Mon, 19 July 2010
Are You Appreciated by Your Clients?
Bill Caskey goes solo on this episode and discusses what it means to be a ‘trusted advisor.’ There’s a lot of talk in the market among salespeople and sales managers about being said advisor. But Bill finds that most of it is just talk. He gives you 5 considerations to become that trusted advisor for [...]
Direct download: 10-07-19TrustedAdvisorFinal2.mp3
Category:Advanced Selling Podcast -- posted at: 9:30 AM
Comments[2]

Mon, 12 July 2010
Are Your Referral Sources Working?
Virtually every company we know of generates a large percentage of their business from referrals, yet VERY FEW sales professionals have a system to generate those referrals. To get help on this topic, we went to the world’s leading guru on referrals, John Jantsch. John recently wrote a book called The Referral Engine, Teaching Your [...]
Direct download: 10-07-12JohnJFinal.mp3
Category:Advanced Selling Podcast -- posted at: 9:30 AM
Comments[2]

Mon, 5 July 2010
Mistakes in Hiring–And Getting Hired
Bill and Bryan are forever getting calls from both managers who are in hiring mode…and salespeople who are in I-need-a-job-mode. They both make mistakes in the process. In this episode Bill and Bryan share some ideas on how both parties can become more effective in their quest to hire—and get hired.
Direct download: 10-07-05HiringFinal.mp3
Category:Advanced Selling Podcast -- posted at: 9:30 AM
Comments[3]

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