One of the most stressful times for both salespeople and managers is the dreaded “manager ride-along.” It’s that time when the salesperson inflates their daily activity to prove to their manager that they really are working hard. And it’s the time the manager gets to be really smart (and critical). In this episode, Bill and Bryan address this event from both perspectives and give some hints on how to make this a more resourceful, helpful event.

Airline pilots and sales pros have a lot in common. (Although people’s lives hang in the balance of the pilot—and maybe not the salesperson). In this episode, Bill and Bryan discuss the analogy in a way that you can learn from – that will help you know where you are with customers.

Sometimes in the sales process you won’t have a chance to work your “exploration magic.”You know that part of the process when you explore what their problems are – so you can recommend the optimum solution. In this episode, Bill Caskey and Bryan Neale address the “one shot deal.” That’s when you have only one chance in front of the prospect to get to a decision. We don’t recommend you allow yourself to get to this point often, but when you do, take this episode with you.

Ever 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@advancedsellingpodcast.com.