Sales Management

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

sales management

July 17th, 2008 Sales Podcast: Maintaining Relationships 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: Sales Podcast: Maintaining Relationships
Thursday, July 17th, 2008

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).

Maintaining Relationships (13:34): Play Now | Play in Popup | Download

Tags: advanced selling, podcast, sales management, sales strategies
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July 3rd, 2008 Sales Podcast: There Is No Box (Part 1) 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: Sales Podcast: There Is No Box (Part 1)
Thursday, July 3rd, 2008

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?

There Is No Box (14:10): Play Now | Play in Popup | Download

Tags: podcast, sales management, sales strategies
Posted in The Advanced Selling Podcast | 1 Comment »
May 28th, 2008 Straight Talk About Your Sales Force - Tip 5 of 5 Thanks for taking part in our video series. Tip #5 answers the question "How do I drive sales prospecting activity?" Bill Caskey will be dealing with ...READ MORE: Straight Talk About Your Sales Force - Tip 5 of 5
Wednesday, May 28th, 2008

Thanks for taking part in our video series. Tip #5 answers the question “How do I drive sales prospecting activity?”

Bill Caskey will be dealing with this issue and others at the seminar called “Building Your Sales Dream Team.”

You can learn more by going to http://www.caskeyseminars.com.

Tags: Bill Caskey, free seminar, sales management, sales strategies, sales training
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May 27th, 2008 Straight Talk About Your Sales Force - Tip 4 of 5 Welcome back to our video series. Tip #4 answers the question "How do I get my prospects off the 'Price Discussion'?" Bill Caskey will be dealing ...READ MORE: Straight Talk About Your Sales Force - Tip 4 of 5
Tuesday, May 27th, 2008

Welcome back to our video series. Tip #4 answers the question “How do I get my prospects off the ‘Price Discussion’?”

Bill Caskey will be dealing with this issue and others at the seminar called “Building Your Sales Dream Team.”

You can learn more by going to http://www.caskeyseminars.com.

Tags: Bill Caskey, free seminar, sales management, sales strategies, sales training
Posted in Executive Seminars, Sales Management Content, Video Blogs | No Comments »
May 23rd, 2008 Straight Talk About Your Sales Force - Tip 3 of 5 Hope you are enjoying our video series. Tip #3 answers the question "How do we shorten our selling cycle?" This is the #1 problem we ...READ MORE: Straight Talk About Your Sales Force - Tip 3 of 5
Friday, May 23rd, 2008

Hope you are enjoying our video series. Tip #3 answers the question “How do we shorten our selling cycle?” This is the #1 problem we hear from CEOs.

Bill Caskey will be dealing with this issue and others at the seminar called “Building Your Sales Dream Team.”

You can learn more by gong to http://www.caskeyseminars.com.

Tags: Bill Caskey, free seminar, sales management, sales strategies, sales training
Posted in Executive Seminars, Sales Management Content, Video Blogs | No Comments »
May 22nd, 2008 Straight Talk About Your Sales Force - Tip 2 of 5 Thanks for taking part in our video series. Tip #2 answers the question, "Why do prospects who initially showed great interest in our service suddenly ...READ MORE: Straight Talk About Your Sales Force - Tip 2 of 5
Thursday, May 22nd, 2008

Thanks for taking part in our video series. Tip #2 answers the question, “Why do prospects who initially showed great interest in our service suddenly stop answering e-mails, calls, etc.?” This is a cousin to yesterday’s question on closing percentages.

Bill Caskey will be dealing with this issue and others at the seminar called “Building Your Dream Team.”

You can learn more by going to http://www.caskeyseminars.com.

Tags: Bill Caskey, free seminar, sales management, sales strategies, sales training
Posted in Executive Seminars, Sales Management Content, Video Blogs | No Comments »
June 1st, 2006 Blog Authors We love to hear from our readers. If you'd like to contact our authors privately to suggest story ideas or critique their writing, here is ...READ MORE: Blog Authors
Thursday, June 1st, 2006

We love to hear from our readers. If you’d like to contact our authors privately to suggest story ideas or critique their writing, here is their information:

Bill Caskey: mailto:bcaskey@caskeytraining.com

Bill is a sales development leader and experimenter. His ideas about selling are convictions about life, money and meaning. He has coached sales professionals and executives for over 19 years. And his philosophies and strategies have fueled explosive growth in sales and profits for clients. Click here to learn more about Bill Caskey.

Bryan Neale: mailto:bneale@caskeytraining.com

Bryan brings 14 years of leadership, training, sales and sales management experience to Caskey. Bryan has trained in industries such as professional services, consumer goods, financial services, freight and logistics, distribution, and many other B2B industries. Click here to learn more about Bryan Neale.

Brooke Green: mailto:bgreen@caskeytraining.com

Brooke specializes in B2B sales teams in transportation, logistics and professional services industries. She has been a practitioner of Caskey for over 12 years. Brooke began her career in sales with no customer base, no leads, no experience, nor training. Using the strategies that she learned from Caskey, Brooke moved away from transactional selling to a collaborative, consultative approach that tripled her personal income. Click here to learn more about Brooke Green.

If you’d like to have someone from our company contact you immediately, please fill out the form below.

Tags: B2B sales, Bill Caskey, Brooke Green, Bryan Neale, sales, sales development leader, sales management, sales training, selling
Posted in Bill Caskey, Blog Contributors, Brooke Green, Bryan Neale | No Comments »
January 27th, 2005 THE TRUTH SETS YOU FREE I got a call from one of my professional services clients, who said an 18-year client said he needed to check other vendors--said the price ...READ MORE: THE TRUTH SETS YOU FREE
Thursday, January 27th, 2005

I got a call from one of my professional services clients, who said an 18-year client said he needed to check other vendors–said the price was getting too high.

Wow! Not an easy call to get–and he asked me what I would do. Here it goes:

Acknowledge the truth. You can’t MAKE HIM NOT CHECK them out, can you? Of course not. So go have a meeting and say this: “Mr. Client, I want to acknowledge your thoughts about looking elsewhere. That may be a good idea. After 18 years of a relationship, sometimes people grow weary — the relationship goes stale — nothing new — just the same old service. So I would encourage you to look elsewhere. It will be healthy.”

Then, follow that up with: “But I do have one question. Is it really the money (which he told him it was) or is it something different–like service or value or something we missed?” Then, I would suggest a brainstorming session with their senior managers to see how, or if, there is a way to reduce the fees. There may not be. But you at least have to be open to it.

Maybe they’re right. Maybe your fees have crept up too quickly. Maybe they aren’t getting as much value. But you can’t know that until you have an “exploratory meeting” at their site. You cannot be defensive at this meeting. It is a meeting based on finding the truth.

Go into it with high intent–really wanting to help the customer solve the problem. NOT trying to ‘keep the business.’ By surrendering you get stronger.

Tags: Bill Caskey, finding the truth, sales management, sales strategy, sales training
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