Wed, 28 May 2008
If you’re a sales manager/leader, you should be constantly asking yourself, “How can I build a better team?” In this episode, Bill and Bryan help you with two big issues: how to continue to grow current clients; and how to keep from discounting to get business. This is part three of several podcasts for sales managers on how to assess your sales team’s competencies. If you’re a salesperson, no worries, this will be easy for you to take into your world.
Direct download: 6983678F10B74A5AA81247592736AAAD.mp3
Category:sales management -- posted at: 3:14pm UTC
Mon, 19 May 2008
Do you or your people lose deals in the 11th hour of the sales process? Or do you have problems differentiating your value from your competition? Most sales teams do. And in this episode, Bill Caskey and Bryan Neale address this from a sales training standpoint. So, if you’re a sales manager or leader, and you are responsible for the professional growth of your team, listen up. You’ll hear exercises and wisdom from two guys who are in front of sales teams working on these issues every day of the year.
Direct download: 850C9F1564EE43B19E768A829FC6638A.mp3
Category:sales management -- posted at: 4:43pm UTC
Tue, 6 May 2008
If you’re a sales manager you’re going to love this epsiode because Bill and Bryan talk about how to train/coach your sales team on two very important topics. Even though most sales managers don’t invest tons of time in training (they probably should) there are many coaching moments that happen between manager and seller. They address the thinking behind some of these strategic changes. On the other hand, if you’re a sales person, you will still get plenty of content from this episode, because they address two issues that hold people back – whom you call on at your prospect company and how you think about prospecting.
Direct download: 2E0602D1C8EB4EEC8072A55566BACE83.mp3
Category:sales management -- posted at: 4:55pm UTC