The Advanced Selling Podcast » Advanced Selling Podcast

Bryan Interviews His Favorite Salesperson

admin — Mon, 30 Aug 2010 16:53:33 +0000

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

Are You Disconnected From Reality?

admin — Mon, 23 Aug 2010 09:30:18 +0000

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.

Stuff That Works In The Pursuit Of A Sale

admin — Mon, 16 Aug 2010 15:57:03 +0000

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.”

The Abundance Mentality

admin — Mon, 09 Aug 2010 09:30:03 +0000

The “Abundance Mentality”—much talked about—often misunderstood.

Bill and Bryan use it in their sales training practice—and on this podcast, they discuss the myths surrounding it. They also clearly define what is and what it isn’t. For example, one myth is that abundance = infinite. If you’re in business-to-business sales, it’s unlikely you have an “infinite” market. But very likely you have an “abundant market.”

Your Clients Are Your Best Prospects

admin — Mon, 02 Aug 2010 14:25:21 +0000

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 can change your perspective to allow yourself to retain current clients—and pursue new business with them. The unspoken fact is that it costs a lot more to acquire a new account than it does to grow the business with current clients. So why don’t we do it?

What Are Your Behavioral Tendencies?

admin — Mon, 26 Jul 2010 15:34:10 +0000

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 use in our work with high performing sales teams. Bill reviews 5 behavioral tendencies and 2 motives that are essential for sellers today.

Are You Appreciated by Your Clients?

admin — Mon, 19 Jul 2010 09:30:03 +0000

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 your client. If you’re in sales and want to be more appreciated by your clients, you have to do some work. Here is the mini-blueprint.

Are Your Referral Sources Working?

admin — Mon, 12 Jul 2010 09:30:49 +0000

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 Business to Market Itself.

Bryan is gone this week, but Bill interviews John and comes up with a handful of tips for every salesperson listening.

Learn more about John and find his book at:
http://www.ducttapemarketing.com/

Mistakes in Hiring–And Getting Hired

admin — Mon, 05 Jul 2010 09:30:19 +0000

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.

If You Say These Things, You May Be A…

admin — Mon, 21 Jun 2010 09:30:12 +0000

It seems like Bill and Bryan are always telling you WHAT to do. Well today, they’ll shift that a little and share WHAT NOT to do (or not to say). As sales trainers and coaches, they hear a lot of odd things that salespeople say to clients and prospects. And in this episode, they share a few with you.