Caskey Sales Training - Sales Strategy - Leadership - Indianapolis » The Advanced Selling Podcast

Are You Building Your Tribe?

Jillian Vanarsdall — Mon, 13 May 2013 09:00:21 +0000

As sales people today, we must be conscious to ‘think like marketers.’ One way to do that is considering the tribe we are building that will be suspects or prospects for our services in the future. The days of “marketing when we need the business” are over. We had better be top-of-mind when THEY have problems.

Our guest expert today is Srinivas Rao, author of The Small Tribe Strategy. In this podcast, we ask him how he would go about building the tribe of prospects if he were in sales today.

Also mentioned in this podcast:

Srinivas Rao’s podcast called Blogcast FM
Srinivas Rao’s blog
Listen to last week’s podcast on Biggest Reasons Salespeople Fail

Biggest Reasons Sales People Lose Business – From Harvard Business Review

Jillian Vanarsdall — Mon, 06 May 2013 17:48:40 +0000

Recently, an article was published by Steve Martin on the Harvard Business Review website called the Ten Reasons Sales People Lose Deals.

Bryan and Bill tear into the ten reasons and come up with solutions to three of them:

What happens when you can’t get to the decision maker?
What if you have a “nice to have” product that isn’t compelling for the prospect?
How do you penetrate new accounts?

Also, send us any thoughts you have about these three or the other seven at listener@advancedsellingpodcast.com

Also mentioned in this podcast:

Steve Martin’s article called the Ten Reasons Sales People Lose Deals
Join the Advanced Selling Podcast LinkedIn Group
Send us an email at listener@advancedsellingpodcast.com

Call Reluctance and How To Demonstrate Value – 2 Problems, 2 Solutions

Jillian Vanarsdall — Mon, 29 Apr 2013 15:14:22 +0000

From the mailbag of listeners this week, two topics come up:

1) Call Reluctance. A listener seems to have a little bit of it and we have some thoughts (all good, of course) on what to do about it.

2) How Can I Demonstrate Value BEFORE the Sale? A listener struggles with this especially since his product is a premium product.

Two great topics that affect virtually every sales and account manager.

If you have a question to submit to the mailbag, write us at listener@advancedsellingpodcast.com

We Attempt To Shape Others’ Perceptions- But How Is That Working?

Jillian Vanarsdall — Mon, 22 Apr 2013 12:26:51 +0000

Why is it that we spend so much time doing things that we think will shape others’ perception of us – and yet those very things do nothing to shape it?

Drew Dudley, Founder & Chief Catalyst at Nuance Leadership Development Services, Inc., was our guest this week. He’s had some great TED Talks (The List) and deals with this very issue – how we are perceived. It’s a must-listen for sales managers and company leaders in addition to top performing salespeople.

Make sure you also consume his content on his blog at http://nuanceleadership.ca/

Watch other TED Talks by Drew:

6 Tips For A Successful “Capabilities Presentation”

Jillian Vanarsdall — Mon, 15 Apr 2013 14:52:40 +0000

Recently, Bryan sat in on a capabilities presentation. He couldn’t help but brainstorm ways to make this “dog and pony show” more interesting for the prospect.

In this week’s episode, Bill and Bryan share six tips on how to give an effective capabilities presentation.

Afterwords, Brooke Green answers a question from an Advanced Selling Podcast LinkedIn Group member: What is the best strategy to sell recruitment services (for IT companies) in social networks? What is your opinion?

Are You Growing Or Are You Stuck?

Jillian Vanarsdall — Mon, 08 Apr 2013 12:24:45 +0000

As trainers and coaches, when Bill or Bryan move into a new business they are on the lookout for whether this is a growing organization or stagnant one. In many ways, this informs and shapes how and what they teach as they begin training.

And so in this episode, they lay out a handful of indicators that tell them whether the organization is growing or merely existing.

This podcast would be beneficial for sales managers and leaders.

Also mentioned in this podcast:

Live Your Life Above the Line video by Bryan Neale
Bon Knight’s book called The Power of Negative Thinking

Online Marketing Tip for Sales People

Jillian Vanarsdall — Mon, 01 Apr 2013 14:24:20 +0000

In this episode, Thomas Gobeaux a listener from France, who is also an online marketing consultant, came to us with a question that was very specific to his industry:

“I love doing complimentary bonuses when selling someone else’s product. I’m selling a language product online now, but can’t think of a bonus that would:

be relevant to the niche
not be available for free online
be enticing enough to make it worth the purchase by itself”

At one point, we considered not airing this since it’s application is somewhat limited. However, we decided to let YOU make that decision. It certainly will have the effect of opening your eyes to an entirely other world of online marketing. Thanks to Thomas for his question.

Also, Bryan will be back next week!

When A Great Client Gets Allergic To You

Jillian Vanarsdall — Mon, 25 Mar 2013 16:02:42 +0000

We have a LinkedIn group member guest this week, Ali El Jishi from Dubai. He is in the IT Placement business and he asks a question that is familiar to us: We have a huge account in Brazil, where the purchasing lady has developed an allergy to us that we can not seem to heal. Can you please help?

In Ali’s description of the circumstance, a few things come out that he should have done – and that you can learn from – if / when this happens to you. It is suggested that over 40% of your database changes every year. So, that means that buyers and decision makers change as well. When that occurs, do you have a strategy to handle it?

Bryan is out this week (on Spring Break…or at least his kids are). He’ll return next week.

Also mentioned in this podcast:

Connect with Ali El Jishi on LinkedIn
Join our LinkedIn group for daily discussions and sales advice from all our listeners.

How To Think Negative – To Get Better Results

Jillian Vanarsdall — Mon, 18 Mar 2013 09:00:50 +0000

Is that really possible? Think ‘negatively’? Yep, that’s what we’re saying.

In this episode, we share a module that Bryan recently taught at a client where they prepared for the ‘worst case scenario’ in the sales process. Each tip Bill and Bryan give have both a market application (outer game) and a mindset application (inner game).

They provide insightful tips for the following sales scenarios:

How to handle a deal that has become stuck or stalled
How to handle price resistance

Some of this topic comes from Bob Knight’s new book, The Power of Negative Thinking – An Unconventional Approach to Achieving Positive Results.

Also mentioned in this podcast:

The Power of Negative Thinking by Bob Knight
Email It – 20 email templates to tackle the most difficult sales situations
Want to hire Bill and Bryan for your next sales meeting? Send them an email at listener@advancedsellingpodcast.com

Getting Past Sales Performance Blockers

Jillian Vanarsdall — Mon, 11 Mar 2013 09:00:10 +0000

In our podcasts, we’ve talked at length about The Inner Game and how vital it is for you to get your “mind right” if you are to excel in your sales profession. We talk about it in the context of:

how you talk to customers,
how you talk economics, and
the types of questions you ask.

In this episode, Bill Caskey interviews Josh Matthews-Morgan who has written a book (partly inspired by this very podcast!) called Deliver. It takes the idea of high performance and uses athletic stories and examples to hit home the point that your success begins in your mind.

Also mentioned in this podcast:

Connect with Josh on Linkedin
Josh Matthews-Morgan book called Deliver: How To Perform Your Best When it Counts the Most on Amazon