The Advanced Selling Podcast » bill caskey

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.

The One Little Word That Makes a Big Difference

admin — Mon, 14 Jun 2010 09:30:40 +0000

The little word that makes a difference not only in your success level, but in your success with your prospects. Bryan and Bill talk about how you can look at the prospects in your sales funnel in a slightly different manner
to determine next steps—by using this simple word.

When Your Sales Prospect is Waivering

admin — Mon, 07 Jun 2010 09:30:53 +0000

As sales coaches, we love it when we have a chance to take a real live sales situation and analyze it. One of our great podcast listeners recently sent in a situation he was faced with—and Bryan and Bill spoke to him on this podcast offering suggestions on how to handle his prospect.

Different Levels of Sales Funnel

admin — Mon, 31 May 2010 09:30:14 +0000

Not all prospects in your sales funnel should be treated equally. But before you ‘mistreat’ them, listen to this episode as Bryan and Bill discuss the skill of “prospect discernment.”

Has Your Value Changed Lately?

admin — Mon, 24 May 2010 12:30:21 +0000

Most people think they can work on their “value proposition” one time and recite to prospects forever. In this episode, Bill and Bryan shed some new light on how to modify your ‘value’ approach to take into account market conditions, trends and economic pains. The bottom line is that you may need to constantly be aware of what you and your sales team are messaging in the market. You don’t think economic conditions have changed in the past two years? And when’s the last time you looked at—and modified—your value statement?

Is One Prospect Worth It?

admin — Mon, 17 May 2010 13:33:35 +0000

We all want to be positioned as valuable—yet how many of us really take time to “execute” that position? And we all “say” we want to speak directly to people’s pains and frustrations, yet who among us has done what Bill and Bryan are recommending in this week’s episode? (Probably not many.) But try for yourself. See if their recommendation on how to keep the sales process moving speaks to you. See if you have a prospect in the sales pipeline that is wavering—and could be aided by this suggestion.