Bryan Neale posted a blog last week that got tons of response. The essence of it was that we can learn a lot about selling from Beastie Boys’ song lyrics and it was all inspired by Adam Yauch aka MCA who recently passed away.
OK…so it’s a stretch…but, in this podcast, Bryan and Bill address three of those lyrical riffs and explain how most sales people miss these insights–and thus lose sales.
You can read the blog by clicking here. Also, email us at listener@advancedsellingpodcast.com if you have a question you’d like Bryan and Bill to answer.
OK, you’ve heard all of the statistics about how many Y’ers are in the workforce now. And you’ve also heard bits and pieces about their attitudes and attributes. Heck, maybe you ARE ONE!
But what is the truth behind the clutter?
In our podcast this week, Lori Ermi (The Ermi Group) spends time with Bill acquainting him to the intricacies of that generation and how you can better work with them and sell to them. Or, if you are one of them, you’ll enjoy her take on your generation.
In this episode, Bill and Bryan are both back from vacation and discuss an interview Bill did with John Jantsch. John has been doing marketing consulting for a long time and discusses how the sales and marketing games have changed in that time.
We’ve had John on the show before but he’s always a fountain of knowledge when it comes to thinking differently about business success. John is also author of the bookThe Referral Engine.
If you’d like to hear the entire interview with Bill and John, click here to listen.
In this week’s episode, Bill answers a letter from a listener who has a prospect trying to take advantage of the value he brings. This prospect is asking for a lot of unpaid consulting, then bidding it out to other vendors.
But, even though this scenario is common, there are many other circumstances where your customer and you should have a heart-to-heart talk. Bill addresses how that conversation may sound.
Want to be better at communicating your expertise, but haven’t been trained properly? Click here to get on the waiting list to receive 3 free tutorial videos.
Jill Konrath is our guest today on the podcast. Jill brings a tremendous amount of expertise in sales and marketing. More importantly, she sees where the two functions intersect.
Brooke Green and Bill Caskey comment on some of Jill’s ideas in this podcast. You can download Jill’s Free Prospecting Kit from her website (click here). Bryan is gone, but he will be back in two weeks.
*The video below is the uncut interview with Jill and Bill.
Also mentioned in this podcast:
The Evolution of a Salesperson INFOGRAPHIC (click here)
Have a question for Bill or Bryan? Send them an email at Listener@AdvancedSellingPodcast.com
In problem solving terms, the rule is when you are confused about the next course of action you always start with, “How did we get here?” As we look at sales forces all over the world, we see problems like:
Closing percentages are low
Difficulty finding and getting in touch with buyers
Every part of the sales process gets commoditized
The sales process lasts way too long.
So, the first question we had was: How did we get here? The infographic below gives you some insight into how we see the world of professional selling today and helps you rethink your role as a salesperson.
You probably couldn’t help but think of Roberta Flack (Killing Me Softly With…) but that’s not what this podcast is about.
Bill and Bryan address the recurring problem of ‘inadequate message’ when you are communicating your ideas to prospects.
Their intent in this cast is to help you expand your thinking about what you do–so that you can deliver a broader, more compelling message to prospects.
We’d love to hear from you on this topic on our LinkedIn group.
Also mentioned in the podcast…
Have a question for Bryan and Bill? Email them at Listener@advancedsellingpodcast.com
Our guest this week on the Advanced Selling Podcast is Marshall Goldsmith who cut his ‘expert teeth’ in the Management and Leadership areas of business.
Bryan Neale posted a blog last week that got tons of response. The essence of it was that we can learn a lot about selling from Beastie Boys’ song lyrics and it was all inspired by Adam Yauch aka MCA who recently passed away.
In this episode, Bill and Bryan are both back from vacation and discuss an interview Bill did with John Jantsch. John has been doing marketing consulting for a long time and discusses how the sales and marketing games have changed in that time.
Jill Konrath
Our guest this week on the Advanced Selling Podcast is 
