Bill Caskey

My friend Dan runs a restaurant equipment company. As you can imagine, they’ve gone through some tough times recently and he has had to lay off several people in his firm.
But his heart really broke when he had to lay off Marvin, a 26-year employee who had battled prostate cancer and other illness over the [...]

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Not a big fan of using this blog space to celebrate people I know. But I must tell you about Chuck Koeppen, the retiring Carmel High School Cross Country coach.
You see, Koeppen has been at coaching for 37 years–and he won, are you ready for this?–23 Indiana State Championships in both track and CC.
Tonight, I [...]

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Recently, I heard a lady interviewed on CNN who was so frustrated at her husband’s attempt to find a job that she decided to create a website called www.MyHusbandNeedsAJob.com. On it she had posted his resume with video clips of her and of him talking about his qualifications.
At the end of the interview, the CNN [...]

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You don’t know this but Joe Kelner is your competition. Well, to be fair, Joe is just graduating from high school—but four years from now he’ll be competing for your job.
And lest you think all Gen-Y’ers are slackers, Joe will surprise you.
Here’s the story.
Joe is our media intern at Caskey. He started when he was [...]

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Are sunk costs sinking you? Seth Godin blogged today about that very topic. I’ll address it to sales people and sales organizations.
Biggest problem is when you have invested hours/weeks/ years in a laboriously long selling cycle and nothing is happening. But rather than pull out, you persevere—thinking that maybe, just maybe, you’ll get lucky.
Pull Out [...]

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Just got a note from an old friend who was complaining about the sales training experience he was having in his large company.
They hired a “Positive Mental Attitude” guy who creates no value other than saying to everyone, “HEY, ISN’T IT A GREAT DAY?!!”
Do you believe there are actually trainers still around like this? Getting [...]

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Have had many people send me the link to Ben Stein’s article in NYTimes on Sunday. It as quite good. My favorite part was the graphic I stole from times. The fact is that nothing happens until someone sells something.
And the economy runs when people are selling. When sales people get spooked–or prospects are [...]

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Have been getting calls from Universities and other non profit organizations recently. Seems there is a pressing need to be more effective at raising money–given the economy and the loss of state of revenue on some fronts. And most of them are now using the “s” word in their language (”Selling”).
Here are a few things [...]

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We are forever talking about the Inner Game…the mindset of selling. So we’ve come up with a term that describes the mission at hand: Rewire The Sales Mind.
You’ll be seeing a lot about it in the next year or so. For our first part, I want to talk about what the “sales mind” even [...]

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