Sales people work too hard. They do so in the name of ‘aggressiveness’. We’re all proud of our TYPE A behavior. But, wait a minute…why do we insist on working too hard when there is a huge potential right in front of us and we fail to see it? In this podcast episode, Bill and [...]
Posts Tagged ‘sales strategy’
You’re Working Too Hard
February 13th, 2012What is an Optimum Sales Process?
February 6th, 2012A podcast listener asked us to take her through the best sales process–the one we suggest you use. There are tons of sales processes and methods in the world but, we like to keep things simple so we give you what we recommend to our clients. Much of what you hear here can be found [...]
How To Talk ‘Money’ In The Sales Process
January 23rd, 2012In this episode, Bill and Bryan address the ever-emotional topic of money. Many facets to money like: Cost of problem Money in customer budget Money they’re willing to spend to change Your belief in your own value They have addressed this recently in the area of “positioning.” How you are positioned will determine the fees [...]
Don’t Use Throwaway Lines
January 9th, 2012Sales specialists Bill Caskey and Bryan Neale address an issue that happens to ALL sales professionals, whether they know it or not: are prospects telling you the truth? In this sales podcast, Bill and Bryan address an actual client who struggled with the upfront agreement in the sales cycle. She felt like it was a [...]
More on Being The Subject Matter Expert For Sales People
October 24th, 2011Yes, this is more on this very important strategy that we’ve been receiving tons of email about. We introduced this a few months ago and we’ll be doing more on this. One of the most important strategies you can implement in selling is an “educational strategy.” But, in order to do that you must be [...]
When Your Territory and Products Are Stagnant
October 17th, 2011The mailbag question from a pharma-rep listener leads to a deeper discussion about the role a sales person should play in the sales cycle. It begins with a question on how you continue to bring value to your customers. Bill and Bryan go deep with this one, not only answering the question for our listener, [...]
