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Aug 31, 2020

In this episode, Bill Caskey and Bryan Neale address some of the causes of resistance to change. 

In the last episode, we talked about the embracing of change as a strategy for our new world. On this episode, the guys give you not only some causes so that we can reverse engineer and find out where we are, but also two...

Aug 24, 2020

On this episode, Bill Caskey and Bryan Neale address one of our clients who went on a rant recently about pre and post COVID language.

We tend to hang on to the pre-COVID world when really we should be abandoning that language and embracing the new world as it is, not as we think it should be.

Bill and Bryan give you...

Aug 17, 2020

Closing is a huge problem for most B2B salespeople. 

In this episode, Bill and Bryan address the ever popular topic of closing percentage, which is deals proposed to deals closed.

The national closing rate for B2B sales is well less than 20%, and the guys give you some fuel for your sales process to make sure that you...

Aug 10, 2020

In this episode Bill Caskey and Bryan Neale provide you with some level one thinking about how to craft your core message.

This is an ongoing series that takes place in The ASP Insider program but the guys give you a peek and give you a couple of things to do immediately to start to shore up your message as you pursue...

Aug 3, 2020

In this episode, Bill Caskey and Bryan Neale follow up last week's episode with some ideas on how to best measure your value so that you can talk about it intelligently with your prospect or customer.

The guys give you a three-part framework for you to use and give you an assignment to do an exercise about value journey...