Sales Training To Grow People. And Grow Businesses
From the monthly archives:
In this week’s episode of Sales Training Q&A, Bill Caskey discusses how to outsell your competition when they have an almost identical product or service with a cheaper price than yours. This is some great advice make sure you watch it because this is a problem that almost every salesperson faces. Be sure to check [...]
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Sales managers—ever wonder why your sales meetings put people to sleep? Well, Bill and Bryan help you by giving you some ideas on what to do at your next sales meeting.
Sales / account people? Listen closely to this podcast and then suggest to your manager that these things be covered.
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I was working with a client yesterday on knowing “what next?” with their prospects and clients. It’s a huge part of controlling the sales process.
What we discovered is that my client is clear about what they THINK is going to happen, but they haven’t shared it with their customer!
How do you know if you’re all [...]
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In this podcast, Brooke Green interviews Debbie Mrazek. Debbie is the founder and president of The Sales Company and author of The Field Guide to Sales.
Debbie’s philosophy is that there isn’t anything that you can’t try. Think about what it is you would like to attempt and don’t let fear and negative self-talk get in [...]
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Over the last few weeks, Bill and Bryan have been working on this idea of “What trends are going to affect salespeople in the future?” As they started to outline the things they were seeing in the market, they thought it would be useful to have a podcast focused on that. Now, we must tell [...]
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Typewriters.
Seen one lately? Used one in the last 11 years? The answer above is “probably not.” If you had polled an audience in the 1960’s and asked if they thought typewriters would someday be “extinct,” I’d suspect the vast majority would say, “NO WAY. How could we ever live without typewriters?” And here we sit [...]
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I know we have a ton of podcast listeners (www.advancedsellingpodcast.com) and for the next few days there might be some problems. Our podcast host went out of business and we’re moving everything to Libsyn.
What that means for our listeners may be NOTHING–or it may mean you experience some temporary interruptions. There was no podcast released [...]
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I know we have a large number of readers to this blog that are also account executives/sales professionals, so you’re welcome to read this and apply it to yourself.
I can’t tell you how many phone calls we get from sales managers/CEOs who complain that their people just can’t communicate the value of their products, and [...]
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Lynn Schleeter spent 18+ years in a business-to-business sales career before entering the academic world. Lynn is Director of the Center for Sales Innovation at the College of St. Catherine. Through an undergraduate degree program she helps to develop young women in to performance-ready sales professionals. In addition to the undergraduate degree program, she’s [...]
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How you begin a relationship (we’re talking business relationship here) with another person will determine what you both get out of that relationship.
Have you even considered the tone with which you begin a prospect relationship? And how do they filter your information? Whatever you say will define the balance of the sales call. In this [...]
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