The Advanced Selling Podcast: Sales Training | Leadership Coaching | B2b Sales Strategy | Prospecting Tips

Quite often the sales manager or leader wants to make a joint salesmeeting call with one of his people on a prospect.In theory, it all sounds good and plausible but sometimes theexecution of that joint call is a disaster.In this podcast episode Bill and Brian address the mental game ofjoint calls as well as the technical hurdles that present themselves.And they also give you a bullet pointed checklist of how to preventdisaster from occurring.Go to the LinkedIn advanced selling podcast group to comment more onthis phenomenon.All Caskey content now available at www.caskeyone.com!Make sure you SUBSCRIBE to be notified of new content.

It seems that recently there has been much discussion in our client base about the difference between a business development person and a sales person. So what is the difference or is there any? In this episode, Bill and Bryan dig deeper into the subject and find there are very specific differences in how each role performs. Listen in to see how you measure up. Also mentioned in the podcast: The Advanced Selling Podcast Linkedin Group

In this episode, Bill and Bryan invite Brooke Green in to give real life examples of crazy (and not so crazy) things that clients say. Then Bill and Bryan, in rapid fire format provide their counsel on what a good reaction would be from the sales person.Also mentioned in this podcast: [WEBINAR] How To Sell A Premium Product in a Commodity Market Join the Advanced Selling Podcast Linkedin Group

In this episode, Bill and Bryan help you reverse engineer your sales funnel to maximize your results. The fact is that most sales people get in a rut when in pursuit of people to put in their pipeline.  And that rut is usually caused by not dissecting how someone gets into your funnel in the first place. So they give you 5 things to think about when re-engineering your sales pipeline. Also mentioned in this podcast Have a burning question you'd like to ask Bill and Bryan? Email it to them at Listener@AdvancedSellingPodcast.com Join the podcast Linkedin group to interact with other listeners!

This episode is one of our frequent mailbag shows where we take questions from our audience and we’ve received great questions this week! Bryan is out this week, so Bill and our producer, Jill Vanarsdall, answer these questions: How do I sell a premium product? How do I call higher? How do I stop from doing too much unpaid consulting when I’m in “expert mode”? What is your favorite book right now? What are you currently reading? Why does everyone have so much trouble with prospecting? Also mentioned in this podcast: Have a question for Bill or Bryan? Email them at Listener@AdvancedSellingPodcast.com How To Sell A Premium Product in a Commodity Market webinar Blah, Blah, Blah: What To Do When Words Don’t Work by Dan Roam Platform: Get Noticed in a Noisy World by Michael Hyatt Seth Godin’s blog Reference USA - The premier source of business and residential information for reference and research

PODCAST ALERT: If you're a VP of Sales or sales manager, you MUST listen to this podcast. We've all been through similar situations--you have a client who is buying a lot--and suddenly, without reason, they stop (or severely reduce purchases).  This topic comes from our mailbag - a listener who had this very thing happen to him emailed us to ask for help. In this episode, Bill and Bryan hand out a few tips on 'what to do' when buyers reduce purchasing. If you have a question that you'd like help with, email us at listener@advancedsellingpodcast.com. Let us know if we can use your first name in the podcast.Also mentioned in the podcast Join the Advanced Selling Podcast Linkedin Group for daily discussions and networking! (http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772) Listen to the webinar "How To Sell A Premium Product In A Commodity Market" by Bill Caskey (http://www.caskeyone.com/seminar/how-to-sell-a-premium-product-in-a-commodity-market/)

Bryan Neale posted a blog last week that got tons of response. The essence of it was that we can learn a lot about selling from Beastie Boys' song lyrics and it was all inspired by Adam Yauch aka MCA who recently passed away. OK...so it's a stretch...but, in this podcast, Bryan and Bill address [...]

OK, you've heard all of the statistics about how many Y'ers are in the workforce now. And you've also heard bits and pieces about their attitudes and attributes. Heck, maybe you ARE ONE!  But what is the truth behind the clutter? In our podcast this week, Lori Ermi (The Ermi Group) spends time with Bill acquainting him to the intricacies of that generation and how you can better work with them and sell to them.  Or, if you are one of them, you'll enjoy her take on your generation. Also mentioned in this podcast: The Ermi Group

In this week's episode, a listener asks a question about 'closing.' Bill and Bryan realize that the whole 'closing' mentality is part of old thinking. And they give you some alternative ways to think about that final step in the old sales process. Also mentioned in the podcast: How To Sell A Premium Product In [...]

In this episode, Bill and Bryan discuss sales networking methods. They give you 5 tips that will change how you think and act when in networking mode. The essence of this episode is that prospects are everywhere if you would just get out!! **Next Week: Mailbag issue where we address the word "closing" and how [...]

In this episode, Bill and Bryan are both back from vacation and discuss an interview Bill did with John Jantsch (http://www.ducttapemarketing.com/blog/). John has been doing marketing consulting for a long time and discusses how the sales and marketing games have changed in that time.We've had John on the show before but he's always a fountain of knowledge when it comes to thinking differently about business success. John is also author of the book The Referral Engine (http://referralenginebook.com/). If you'd like to hear the entire interview, go here (http://www.caskeyone.com/are-you-the-marketer-you-think-you-are). Also mentioned in the podcast: How To Sell A Premium Product In A Commodity Market - 12 Tips To Command Higher Prices and Fees Teleseminar Duct Tape Marketing Blog Referral Engine by John Jantsch

One aside: We definitely have a morally upright listening audience but sometimes we can't help just calling things what they are. So for this one episode, we'll slip into the abyss. The upside is that you get Bryan and Josh Kublinick's (guest contributor) thoughts on what works in selling today. As sales trainers and coaches, [...]

In this week's episode, Bill answers a letter from a listener who has a prospect trying to take advantage of the value he brings. This prospect is asking for a lot of unpaid consulting, then bidding it out to other vendors. But, even though this scenario is common, there are many other circumstances where your [...]

Jill Konrath is our guest today on the podcast. Jill brings a tremendous amount of expertise in sales and marketing. More importantly, she sees where the two functions intersect. Brooke Green and Bill Caskey comment on some of Jill's ideas in this podcast. You can download Jill's Free Prospecting Kit from her website (click here). [...]

You probably couldn't help but think of Roberta Flack (Killing Me Softly With...) but that's not what this podcast is about. Bill and Bryan address the recurring problem of 'inadequate message' when you are communicating your ideas to prospects. Their intent in this cast is to help you expand your thinking about what you do-so [...]

Our guest this week on the Advanced Selling Podcast is Marshall Goldsmith who cut his 'expert teeth' in the Management and Leadership areas of business. But recently, he published a book called What Got You Here Won't Get You There. Bill had a chance to ask him some questions about what it takes to be [...]

We have watched the threads on the LinkedIn Advanced Selling Podcast group uptick toward an interest in prospecting and lead generation for sales people. Consequently, this podcast gives you some ideas on prospecting and attitudes around that. Bryan Neale is gone this week but we have two listeners who call in for some thoughts on [...]

Bill and Bryan address an email question they received from a listener who is being asked by his manager to keep contacting people even though they said, "No" the first time. What do you do? Which brings up an even bigger question: How to follow up with people without being a pest? Bill and Bryan [...]

As you look at your opportunities, it's our guess that over one half of them have problems. No, not problems with the prospects themselves. But problems with the process you've taken them through. In this episode, Bryan and Bill break down one of the most frequent problems we see when we coach sales people: the [...]

Sales people work too hard. They do so in the name of 'aggressiveness'. We're all proud of our TYPE A behavior. But, wait a minute...why do we insist on working too hard when there is a huge potential right in front of us and we fail to see it? In this podcast episode, Bill and [...]