Bryan Neale, Brooke Green,
and Bill Caskey
Excerpt from post on:
December 14th, 2007
Every week Bill Caskey and Bryan Neale release a 10-15 minute episode to help sales managers, leaders and account people grow their skills to they can grow their business. You can subscribe to it via email or through RSS. Listen and comment!
SAMPLE PODCASTIn this episode, Bill and Bryan discuss some of the most gut-wrenching things you will hear from your prospect. It seems like things can be ...READ MORE
In this episode, Bill and Bryan discuss some of the most gut-wrenching things you will hear from your prospect. It seems like things can be going along very smoothly in the sales process, and, all at once, the prospect says something that throws you for a loop. They talk about what to do about these objections/verbatims when they arise.
During our sales strategy training sessions, we often hear from our clients, “Hey this sales method works when I’m selling inside my company, too!” The ...READ MORE
During our sales strategy training sessions, we often hear from our clients, “Hey this sales method works when I’m selling inside my company, too!” The truth is anytime you’re communicating ideas to another person—and you want that other person to take some action–this content works. And we also know that some of our listeners are not even in front line sales—but they are required to make sales internally. For you folks, this is a must-hear episode.
What are the symptoms to an unmotivated attitude? And can you really do anything about it? In this podcast, Bill and Bryan deal with this issue. ...READ MORE
What are the symptoms to an unmotivated attitude? And can you really do anything about it?
In this podcast, Bill and Bryan deal with this issue. They’ve seen it a lot lately—is it the market? Is it a recession? Or is it just boredom? Whatever causes it, this situation can be serious—and costly.
If you have comments or questions on any of these podcasts, go to www.askbillandbryan.com.
Every great company has rules it lives by. You might call these "codes of conduct." But every sales professional should also have a code they ...READ MORE
Every great company has rules it lives by. You might call these “codes of conduct.” But every sales professional should also have a code they live by. In this episode, Bill and Bryan give you five parts of that code—and give you the opportunity to get the other five they didn’t have time to talk about by emailing listener@advancedsellingpodcast.com.
How do you maintain a relationship with a high level prospect over a long period of time? It happens often that we lose touch with ...READ MORE
How do you maintain a relationship with a high level prospect over a long period of time? It happens often that we lose touch with the “right person” and end up being passed down to others lower in the org.
And then when it’s time for them to buy something bigger you get no credit for all the good work you’ve done. Bill and Bryan dissect a deal that went south. And in so doing, they give you some ideas on how to stay high (in the organization that is).
Out of the box thinking continues this week with Bill and Bryan's interview with Tom Heuer and Steve Coats, authors of "There is No Box." Sales ...READ MORE
Out of the box thinking continues this week with Bill and Bryan’s interview with Tom Heuer and Steve Coats, authors of “There is No Box.”
Sales managers and leaders should continue to listen to this session because the subject matter has to do with the very important topic of “comfort zones.” We all operate inside one and the authors give you some ideas on how to pull people out of them.
To Bryan and I, this was new thinking that Tom and Steve shared with us.
If you're like most people in sales management, you struggle with motivating and leading your team. In this episode, Bill and Bryan interview the authors ...READ MORE
If you’re like most people in sales management, you struggle with motivating and leading your team. In this episode, Bill and Bryan interview the authors of “There Is No Box,” a great book on leadership.
Authors, Steve Coats and Tom Heuer, redefine what it means to be a sales leader. Sales professionals will learn from this approach as well, since they are the ones calling on customers trying to help them “get out of the box.”
This is a good episode to listen to in a group setting. Ask youself the question: “are we doing these things” that Tom and Steve are talking about?
One of the most stressful times for both salespeople and managers is the dreaded "manager ride-along." It's that time when the salesperson inflates their daily ...READ MORE
One of the most stressful times for both salespeople and managers is the dreaded “manager ride-along.” It’s that time when the salesperson inflates their daily activity to prove to their manager that they really are working hard. And it’s the time the manager gets to be really smart (and critical). In this episode, Bill and Bryan address this event from both perspectives and give some hints on how to make this a more resourceful, helpful event.
Airline pilots and sales pros have a lot in common. (Although people's lives hang in the balance of the pilot—and maybe not the salesperson.) In ...READ MORE
Airline pilots and sales pros have a lot in common. (Although people’s lives hang in the balance of the pilot—and maybe not the salesperson.) In this episode, Bill and Bryan discuss the analogy in a way that you can learn from – that will help you know where you are with customers.
Sometimes in the sales process you won't have a chance to work your "exploration magic." You know that part of the process when you explore ...READ MORE
Sometimes in the sales process you won’t have a chance to work your “exploration magic.” You know that part of the process when you explore what their problems are – so you can recommend the optimum solution.
In this episode, Bill Caskey and Bryan Neale address the “one shot deal.” That’s when you have only one chance in front of the prospect to get to a decision. We don’t recommend you allow yourself to get to this point often, but when you do, take this episode with you.
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