Posts tagged as:

large account selling

Sales Training Tip: Talk About Yellow Flags

by Bill Caskey on July 16, 2008

A while ago (Feb 2005 actually) I posted on the concept of Yellow Flags–those parts of the sales process that are “cause for pause” for the salesperson.  Raise The Yellow Flag Post
A yellow flag might be your prospect saying, “We’re going to look very closely at price” or “John will have a little influence but not [...]

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Join Brooke Green at the Whale Hunting Women’s Workshop

by Bill Caskey on May 15, 2008

Women Doing Big Deals
Growing Business and Building Community

You are invited to join “The Ultimate Sales Chick,” Brooke Green
at the Whale Hunting Women’s Workshop for…
…Inspiration. Motivation. Direction. Featuring Keynoter Lyn St. James & Lt. Governor Becky Skillman

On June 3, 2008—8:00 am to 1:00 pm
The Columbia Club 121 Monument Circle Indianapolis, IN 46202
*Free Valet Parking [...]

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Landing The Large Account

by Bill Caskey on June 11, 2006

  ===JUNE 2 ADVANCED SELLING PODCAST===  (15 Minutes)
Tom Searcy (www.thewhalehunters.com) joins me for a discussion on pursuing the large account–the whale. Tom has a ton of background on this topic from first hand experience. He built a company that sold to Fortune 500 companies and realized quickly that the same principles used with small account [...]

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