Bryan Neale, Brooke Green,
and Bill Caskey


Value is the relief that your prospect feels when you can find and solve a pain they have.

Excerpt from post on:
December 14th, 2007

Current Affairs


August 27th, 2008
A Story of Talent

Well, the Olympics are now history. But I was thinking recently about my Olympic moment—that one thing I’ll remember the most about these Games. I got ...READ MORE

A Story of Talent

Wednesday, August 27th, 2008

Well, the Olympics are now history. But I was thinking recently about my Olympic moment—that one thing I’ll remember the most about these Games.

I got it. And it has nothing to do with games or performance…kind of.

The Michael Phelps Story You Need To Hear
Have you heard the Michael Phelps story? Not the one about him winning 8 gold medals or breaking world records. But the one about his coach? That’s the one you need to hear because it applies directly to you!

When Michael was 11, his talent caught the eye of Bob Bowman, a swimming coach at an aquatics club in Maryland. Now, Phelps must have been pretty good to catch someone’s eye at 11, but I’m sure there were other good swimmers at that club, too.

But Michael got the nod and Bowman got the nod and they worked on the Plan. That’s right, the Plan. This was not a 90-day plan, like we’re all tied to in business. No, this was an Olympic Domination Plan—12 years out. And it worked.

All that is fact. But what’s fascinating is how many thousands of kids swim at aquatic centers around the world—which might have had all the talent at 11 years old that Michael had.

But no one noticed.

No one. Not a coach. Not a parent. Not a sibling. Or if they did notice, they just noticed and took no action. They concluded, “That’s not my job.” Or, “I don’t want to get involved.” Or, “What do I know about swimming talent?”

(Personally I think it’s that way in our public schools too—too much emphasis on the top and bottom students—and not enough focus “in the middle.” But that’s another blog.)

Do You Have Unnoticed Talent?
So here’s a question for you. Have you been noticed yet?

Do you have a coach that is willing to dedicate his life (like Bowman did) not knowing what the pay off would be but having a hunch and a plan? Is anyone in your corner that is unconditionally supportive of your dreams and goals? Does anyone slap you on the back and say, “Way to go! I knew you could do it”?

Do you have someone who keeps you on task…who makes you swim your laps…who helps you map out the plan…who stretches you outside your comfort zone?

Do you have someone in “observation mode” that helps you correct maladies—not just someone who tells you what to do?

You say you want to be a top performer, but do you? Do I? We throw the term “high performer” around, but do we really know what it means? Can you really be a top performer by yourself? I don’t think so.

You need other human beings to be on your side—to help you—to stay awake at nights thinking about what else they can do to help you.

Are You A Coach?
Conversely, maybe you play the coach archetype in this drama. Maybe you’re a manager who is supposed to spot good talent when it passes you. Everyone recognizes Michael Phelps as a talent at 23—with 8 golds around his neck.

But would you have noticed him at 11, skinny, scrawny and gangly?

After You Spot Talent
Then, what do you do with it? Maybe this is skeptical (and negative) but most managers I see are more worried about their job security and the next 30 days, than in taking talent and really, really developing it. I can be guilty of that. Are you?

If you’re a company leader, a big part of your role is noticing and developing talent. Do you know how to do both of those?

After watching the Phelps Story unfold, I’m going to re-double my efforts to “develop talent” in my client base…not just train them. And I’ll be working more intently with my senior level managers (sales and otherwise) to keep our eyes on people who indicate they have that seed of greatness and then help them develop the competencies to execute to.

I would urge you to do the same.

And when Michael soon appears on Frosted Flakes (no, not Wheaties this time), think back to that someone who took an interest, who unconditionally supported his dream, who dedicated his life to making him an elite performer.

He’s the real hero in this story.

October 23rd, 2007
Is it Me Or Do Local Car Dealers Take Me For An Idiot?

I wonder if there is any connection between Detroit's troubles selling cars and the "God-awful" commercials that insult their buyers which run on local TV.Do ...READ MORE

Is it Me Or Do Local Car Dealers Take Me For An Idiot?

Tuesday, October 23rd, 2007
I wonder if there is any connection between Detroit’s troubles selling cars and the “God-awful” commercials that insult their buyers which run on local TV.Do you think we are total frickin’ idiots when you tell us you bought too many cars from the manufacturer and now you are in an overstock position? Do you take me for a moron?

Do you think we don’t see through it when you say, “The tax man is coming and we have to move these vehicles - or we’ll be taxed?”

Do you really believe that you yelling at me about how great you are - how cheap the cars are at your dealership and how you “stack ‘em deep so you can sell ‘em cheap” - actually motivates me to come in and buy?

Sales Training Tip #1
Insulting your prospect is not a good place to begin the relationship. I know you aren’t in the car business, but don’t make the mistake of thinking your company doesn’t do that (perhaps not to the degree they do).

  • Do you insult your prospect when you don’t allow him to tell you what his problems are so you can help him fix them?
  • Do you insult your customers by not bringing them new ideas and solutions?
  • Do you insult your contact by not asking her what her personal interest is in this purchase?
  • Do you insult your prospects by not helping them determine how much - in $ -their pain/problems cost them to have?
  • Do you insult your buyers by not asking them what their dreams are for their business?
  • Do you insult your prospect by not studying the profession of selling so you can be of more value to him and his team?

I hope not. But sometimes it’s easy to look out and say “Boy, those car guys just don’t get it!” And yet you’re doing the same thing - maybe in a different way - but still an insult.

September 5th, 2007
You Might Be Calling on Someone Who Hates Their Job. What Should Your Sales Strategy Be?

This fits in the category of "things-you-should-be-aware-of-that-are-under-the-radar-screen." Our friends at Walker Information just released their 2007 Walker Loyalty report. Surprisingly, employee loyalty leveled off in the ...READ MORE

You Might Be Calling on Someone Who Hates Their Job. What Should Your Sales Strategy Be?

Wednesday, September 5th, 2007

This fits in the category of “things-you-should-be-aware-of-that-are-under-the-radar-screen.”

Our friends at Walker Information just released their 2007 Walker Loyalty report. Surprisingly, employee loyalty leveled off in the last year to 34% of employees being TRULY LOYAL.

Every sales company on the planet should read this report in it’s entirety. Why?

According to the Walker Report, there’s a 1 in 2 chance (59%) you’re calling on someone right now who isn’t particularly ecstatic about their job. (Walker calls that TRAPPED or NEGATIVE about their job). So how much of a champion do you think they’re going to be for your cause if their heart isn’t in theirs? Not much.

Most of the study has to do with what employers should do in light of this data.

But, you should read this report with an eye toward your prospect and how you call on them. We’ve been preaching (sometimes it feels that way) for decades on how you should talk to ALL STAKEHOLDERS of the problems you’re trying to solve — not just the decision maker.

By doing so, you eliminate the risk of putting all your eggs in one basket (one person).

According to the data, If you look at your sales pipeline right now (sales funnel) you can safely conclude that half of your contacts are in that area of Not Truly Loyal employees. Sales Managers - talk about that at your next sales meeting. See if there are some sales strategies you can execute to address that issue.  Ignore this one at your own peril.

June 8th, 2007
Session 1-Teleconference-October 22

Here is the complete 45 minute phone call. I took out the front 15 minutes that were not content-related. Hope you got  value out of ...READ MORE

Session 1-Teleconference-October 22

Friday, June 8th, 2007

Here is the complete 45 minute phone call. I took out the front 15 minutes that were not content-related. Hope you got  value out of call#1 - and here it is again if you want to relisten. I encourage you to copy this to a CD and listen to it in the car-while you’re working out-while you’re watching the world series, The more you can hear this stuff, the better.

Download call1.mp3


©2008 Caskey       10333 N. Meridian Street, Suite 101 Indianapolis, IN 46290 | Tel: 317.575.0057 | Fax: 317.575.0186