Sales Training To Grow People. And Grow Businesses
From the monthly archives:
When you’re in the “change” business like we are at Caskey, we come across a lot of companies/people who say they want different results in the market: more money, more fame, more customers, more profit, etc.Several weeks ago, a prospect sought us out to train his sales/marketing team. After he told us about his $2,000,000/year [...]
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Bill Caskey and Bryan Neale share a “how to” for proposal writiing and discuss what components every good proposal should (and shouldn’t) contain.
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I wonder if there is any connection between Detroit’s troubles selling cars and the “God-awful” commercials that insult their buyers which run on local TV.Do you think we are total frickin’ idiots when you tell us you bought too many cars from the manufacturer and now you are in an overstock position? Do you take [...]
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We work with a technology firm that has a 90-day selling cycle and a 90-day implementation cycle. They sell telecom/networking/convergence technology. But here’s the problem. The customer - at the point of sale, when the contract is signed - is ecstatic - full of excitement.
But by the time the implementation is over, the customer loses [...]
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In keeping with the fact that 80% of sales success has to do with how you think and your selling strategy, Bill Caskey and Bryan Neale take on the issue of “How Do You Need To Think?” in order to be successful.
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by Brooke Green“Your opinion of me is none of my business. . . ” (Author Unknown)
That is one of my favorite quotes and one I keep filed in my brain at all times.
Peer Pressure
I train a lot of business development teams that have become more interested in how they look to their peers than fulfilling [...]
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A couple of weeks ago I had the chance to speak to the Greenville Chamber of Commerce to the NEXT Group, a subset of the Chamber specializing in emerging technology companies. One of the challenges that entrepreneurs face in building their business is that they need to respect, revere and understand what “selling” is and [...]
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This is the initial voyage of the Sales Managers episode which we’ll release the first Thursday of the month. If you’re not a sales manager, forward this on to those appropriate for this. The premise for this episode is that most sales teams don’t work - or at least they aren’t optimized. We’ll talk about [...]
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I was invited down to Greenville, SC recently for the Chamber of Commerce NEXT training program. This Chamber is unique in that it brings in people who can help their members grow. NEXT is a subset of the Chamber that is made up of technology companies who are emerging or in early stages of growth. [...]
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by Bryan Neale
If you ever have a resume for a sales position come across your desk from a Franciscan Friar named William of Occam, HIRE HIM IMMEDIATELY. Odds are slim this will happen, as this English logician (a very smart logical guy) died in 1349 (see Occam’s Razor in www.wikipedia.org). His most famous theory though [...]
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