The Advanced Selling Podcast

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale address the skills required in the account development function. If you have an account development team or manager, make sure you send this episode on to them. Bill and Bryan discuss get called in often to work with client success or account development teams. They've seen it all including the good, the bad, and the ugly. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

20:43 2/6/2017

Past Episodes

In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale play a clip from Kristin Zhivago, Author of Roadmap to Revenue, who explores the idea of the buyer process map. She also talks about one of our favorite topics which is intention, and how intention matters and how it's often at odds with the customer's intention. Learn more about Kristin's book, Roadmap to Revenue: http://a.co/e0DvD0w ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================
19:48 4/16/2017
On this episode of The Advanced Selling Podcast, hosts Bill Caskey and Bryan Neale find themselves in a bit of a funk. In fact, it was so bad they almost didn't do the episode. But record they did and they discovered that there were a handful of things that we can do to get out of sales funks when we're in them. Be sure to tune in if you too are feeling like you're in a funk! ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================
17:47 4/9/2017
In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the never-ending importance of paying attention to the details in how you speak with prospects and clients. You can build a lot of goodwill throughout the sales process but one false move and you'll be on the outside looking in. In this podcast, Bill and Bryan go through some ways that you can start to identify the blind spots that other people see - and you're missing. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================
17:59 4/2/2017
Have you ever had a customer that just doesn't see the value in what you do because they have a misconception of the entire product or category? This happened to one of our listeners, Mark from UK. He battles this exact thing in his world and needs some advice. Is your product considered nice to have or need to have? And is there really such a thing as a need to have? In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale give their best advice to Mark and his customer misperceptions. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================
14:20 3/26/2017
What to do when you can save the prospect money and they still don't buy? In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale answer a question from a listener on how to better compete against their giant competitors. They also discuss how to move people to action when you can save them money but they still won't purchase. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================
17:47 3/19/2017
You don't really think we are going to teach you new words for trash talking, do you? Of course not. On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss how to compete. They give you their thoughts on ways you can ratchet up your competitive skills so that maybe, just maybe, your competitor will be trash talking you. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================
15:14 3/12/2017
The sales world is full of convincers and persuaders, but what happens when you run up against someone who just absolutely will not move? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale deal with two situations where this is the case. The first is someone in procurement who doesn't want to take the necessary paperwork to their manager. The other is a manufacturer who sells through reps and is unable to move the rep to represent their product in a different way. Listen closely as Bill and Bryan give you five ideas on how to rethink your strategy. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================
15:54 3/5/2017
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale talk about one of the most common questions they get from their travels and training, how do you handle customers when they only buy on price? Do you feel like your customers only buy from you if you're the lowest priced? Do you often discount to make the deal? On this Advanced Selling Podcast, Bill and Bryan give you some ideas on how to rethink that conclusion and how to ensure that you are empowering yourself to fix it. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================
17:45 2/26/2017
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale take a call from Davis who is a digital media representative in North Carolina. She finds herself uncertain about how to deliver a value proposition to multiple constituent levels within a company and also across market segments. Not to worry Davis! On this episode of The Advanced Selling Podcast, Bill and Bryan share some advice that can be used across virtually any business when you are in pursuit of new customers. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================
18:50 2/19/2017
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale take a call from AJ in Oklahoma who is fretting about her company's bad reputation in the market. She now is the one, as the new salesperson, who has to go in and repair it. The question is how does she do so? On this episode of The Advanced Selling Podcast, Bill and Bryan share five lessons that anyone can implement to accomplish the goal of repositioning their market impression. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================
16:12 2/12/2017

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