Caskey Sales Training - Sales Strategy - Leadership - Indianapolis » The Advanced Selling Podcast http://www.caskeyone.com Sales & Leadership Training For High Achievers Sun, 27 May 2012 15:36:12 +0000 en hourly 1 http://wordpress.org/?v=3.3.2 Sales & Leadership Training For High Achievers Caskey Sales Training - Sales Strategy - Leadership - Indianapolis no Sales & Leadership Training For High Achievers Caskey Sales Training - Sales Strategy - Leadership - Indianapolis » The Advanced Selling Podcast http://www.caskeyone.com/wp-content/plugins/powerpress/rss_default.jpg http://www.caskeyone.com/category/the-advanced-selling-podcast/ How To Handle The Declining Customer http://www.caskeyone.com/how-to-handle-the-declining-customer/ http://www.caskeyone.com/how-to-handle-the-declining-customer/#comments Mon, 21 May 2012 15:58:33 +0000 Jillian Vanarsdall http://www.caskeyone.com/?p=7316 Podcast ArtPODCAST ALERT: If you’re a VP of Sales or sales manager, then you should listen to this podcast for Bryan’s great piece of advice.

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:

]]> http://www.caskeyone.com/how-to-handle-the-declining-customer/feed/ 0 PODCAST ALERT: If you're a VP of Sales or sales manager, then you should listen to this podcast for Bryan's great piece of advice. - We've all been through similar situations--you have a client who is buying a lot--and suddenly, without reason, PODCAST ALERT: If you're a VP of Sales or sales manager, then you should listen to this podcast for Bryan's great piece of advice. 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 Listen to the webinar How To Sell A Premium Product In A Commodity Market by Bill Caskey Caskey Sales Training - Sales Strategy - Leadership - Indianapolis no 12:06 3 Rules Of Selling By The Beastie Boys http://www.caskeyone.com/3-rules-of-selling-by-the-beastie-boys/ http://www.caskeyone.com/3-rules-of-selling-by-the-beastie-boys/#comments Mon, 14 May 2012 16:06:10 +0000 Jillian Vanarsdall http://www.caskeyone.com/?p=7165 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 three of those lyrical riffs and explain how most sales people miss these insights–and thus lose sales.

You can read the blog by clicking here.  Also, email us at listener@advancedsellingpodcast.com if you have a question you’d like Bryan and Bill to answer.

Also mentioned in the podcast:

 

]]> http://www.caskeyone.com/3-rules-of-selling-by-the-beastie-boys/feed/ 0 adam yauch,beastie boys,Bill Caskey,Bryan Neale,sales podcast,sales process 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... 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 three of those lyrical riffs and explain how most sales people miss these insights--and thus lose sales. You can read the blog by clicking here.  Also, email us at listener@advancedsellingpodcast.com if you have a question you'd like Bryan and Bill to answer. Also mentioned in the podcast: Fiverr - Hire people to do things for $5 Bryan's Blog - Sales Lessons Inspired by the Beastie Boys The Tipping Point: How Little Things Can Make a Big Difference by Malcolm Gladwell Join the Advanced Selling Podcast Linkedin Group   Caskey Sales Training - Sales Strategy - Leadership - Indianapolis no 13:22 How To Sell To Generation Y http://www.caskeyone.com/how-to-sell-to-generation-y/ http://www.caskeyone.com/how-to-sell-to-generation-y/#comments Mon, 07 May 2012 08:30:46 +0000 Jillian Vanarsdall http://www.caskeyone.com/?p=6912 Podcast ArtOK, 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 the podcast:

  • The Ermi Group

 

]]> http://www.caskeyone.com/how-to-sell-to-generation-y/feed/ 0 advanced selling podcast,Bill Caskey,Bryan Neale,ermi group,generation y,lori ermi,sales podcast 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? - 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 the podcast: The Ermi Group   Caskey Sales Training - Sales Strategy - Leadership - Indianapolis no 17:09 Closing Isn’t Closing Afterall http://www.caskeyone.com/closing-isnt-closing-afterall/ http://www.caskeyone.com/closing-isnt-closing-afterall/#comments Mon, 30 Apr 2012 10:30:16 +0000 Jillian Vanarsdall http://www.caskeyone.com/?p=6657 Podcast ArtIn 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:

]]> http://www.caskeyone.com/closing-isnt-closing-afterall/feed/ 0 advanced selling podcast,Bill Caskey,Bryan Neale,closing the deal,sales process,weekly sales podcast 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. 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 A Commodity Market - 12 Tips To Command Higher Prices and Fees [WEBINAR] Become a fan of the Advanced Selling Podcast Linkedin group! Caskey Sales Training - Sales Strategy - Leadership - Indianapolis no 14:14 What Do Tennis, Fish Fries and Funerals ALL Have in Common? http://www.caskeyone.com/what-do-tennis-fish-fries-and-funerals-all-have-in-common/ http://www.caskeyone.com/what-do-tennis-fish-fries-and-funerals-all-have-in-common/#comments Mon, 23 Apr 2012 09:30:37 +0000 Jillian Vanarsdall http://www.caskeyone.com/?p=6574 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 it should or shouldn’t be part of your language.

Also mentioned in this podcast:

]]> http://www.caskeyone.com/what-do-tennis-fish-fries-and-funerals-all-have-in-common/feed/ 0 Bill Caskey,Bryan Neale,cold call,networking,prospecting,sales podcast,sales teleseminar 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!! - 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 it should or shouldn't be part of your language. Also mentioned in this podcast: How To Sell A Premium Product In A Commodity Market - 12 Tips To Command Higher Prices and Fees Caskey Sales Training - Sales Strategy - Leadership - Indianapolis no 12:22 Are You The Marketer You Think You Are? http://www.caskeyone.com/are-you-the-marketer-you-think-you-are/ http://www.caskeyone.com/are-you-the-marketer-you-think-you-are/#comments Mon, 16 Apr 2012 09:45:23 +0000 Jillian Vanarsdall http://www.caskeyone.com/?p=6526 In this episode, Bill and Bryan are both back from vacation and discuss an interview Bill did with John Jantsch. 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.

If you’d like to hear the entire interview with Bill and John, click here to listen.

Also mentioned in the podcast:

]]> http://www.caskeyone.com/are-you-the-marketer-you-think-you-are/feed/ 0 advanced selling podcast,Bill Caskey,john jantsch In this episode, Bill and Bryan are both back from vacation and discuss an interview Bill did with John Jantsch. John has been doing marketing consulting for a long time and discusses how the sales and marketing games have changed in that time. - In this episode, Bill and Bryan are both back from vacation and discuss an interview Bill did with John Jantsch. 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. If you'd like to hear the entire interview with Bill and John, click here to listen. 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 Caskey Sales Training - Sales Strategy - Leadership - Indianapolis no What To Do When The Customer Takes Advantage of You http://www.caskeyone.com/what-to-do-when-the-customer-takes-advantage-of-you/ http://www.caskeyone.com/what-to-do-when-the-customer-takes-advantage-of-you/#comments Mon, 02 Apr 2012 10:00:50 +0000 Jillian Vanarsdall http://www.caskeyone.com/?p=6239 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 customer and you should have a heart-to-heart talk. Bill addresses how that conversation may sound.

Also mentioned in the podcast:

]]> http://www.caskeyone.com/what-to-do-when-the-customer-takes-advantage-of-you/feed/ 0 advanced selling podcast,Bill Caskey,prospecting,sales podcast,sales scenarios 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, 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 customer and you should have a heart-to-heart talk. Bill addresses how that conversation may sound. Also mentioned in the podcast: The Evolution of a Salesperson INFOGRAPHIC Want to be better at communicating your expertise, but haven't been trained properly? Click here to get on the waiting list to receive 3 free tutorial videos. Caskey Sales Training - Sales Strategy - Leadership - Indianapolis no 12:08 Three Trainers Discuss What You Should Be Talking To Your Customers About http://www.caskeyone.com/three-trainers-discuss-what-you-should-be-talking-to-your-customers-about/ http://www.caskeyone.com/three-trainers-discuss-what-you-should-be-talking-to-your-customers-about/#comments Mon, 26 Mar 2012 14:01:30 +0000 Jillian Vanarsdall http://www.caskeyone.com/?p=6147 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). Bryan is gone, but he will be back in two weeks.

*The video below is the uncut interview with Jill and Bill.

Also mentioned in this podcast:

  • The Evolution of a Salesperson INFOGRAPHIC (click here)
  • Have a question for Bill or Bryan? Send them an email at Listener@AdvancedSellingPodcast.com

]]> http://www.caskeyone.com/three-trainers-discuss-what-you-should-be-talking-to-your-customers-about/feed/ 1 communicate your value,jill konrath,prospecting 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 p... 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). Bryan is gone, but he will be back in two weeks. *The video below is the uncut interview with Jill and Bill. Also mentioned in this podcast: The Evolution of a Salesperson INFOGRAPHIC (click here) Have a question for Bill or Bryan? Send them an email at Listener@AdvancedSellingPodcast.com Caskey Sales Training - Sales Strategy - Leadership - Indianapolis no 12:22 Killing Yourself With Your Message? http://www.caskeyone.com/killing-yourself-with-your-message/ http://www.caskeyone.com/killing-yourself-with-your-message/#comments Mon, 19 Mar 2012 15:27:32 +0000 Jillian Vanarsdall http://www.caskeyone.com/?p=6032 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 that you can deliver a broader, more compelling message to prospects.

We’d love to hear from you on this topic on our LinkedIn group.

Also mentioned in the podcast…

]]> http://www.caskeyone.com/killing-yourself-with-your-message/feed/ 0 advanced selling podcast,Bill Caskey,Bryan Neale,communicating your value,Lead Generation,messaging,prospecting,sales message,sales podcast,sales process 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. - 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 that you can deliver a broader, more compelling message to prospects. We'd love to hear from you on this topic on our LinkedIn group. Also mentioned in the podcast… Have a question for Bryan and Bill? Email them at Listener@advancedsellingpodcast.com Join the Advanced Selling Podcast Linkedin Group for daily discussions and networking! Caskey Sales Training - Sales Strategy - Leadership - Indianapolis no 13:29 Marshall Goldsmith Takes on Sales People http://www.caskeyone.com/marshall-goldsmith-takes-on-sales-people/ http://www.caskeyone.com/marshall-goldsmith-takes-on-sales-people/#comments Mon, 12 Mar 2012 16:22:09 +0000 Jillian Vanarsdall http://www.caskeyone.com/?p=5967 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 a great sales person today.

Also mentioned on the podcast:

]]> http://www.caskeyone.com/marshall-goldsmith-takes-on-sales-people/feed/ 0 Bill Caskey,business expert,great sales person,leadership podcast,management podcast,marshall goldsmith,marshall goldsmith interview,podcast interview,what got you here won't get you there in sales 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. - 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 a great sales person today. Also mentioned on the podcast: Follow Marshall on Twitter Learn more about his book What Got You Here Won't Get You There Caskey Sales Training - Sales Strategy - Leadership - Indianapolis no 18:33