CASKEY Sales Training » The Advanced Selling Podcast http://www.caskeyone.com/blog Sales Training To Grow People. And Grow Businesses Sat, 24 Oct 2009 18:27:06 +0000 http://wordpress.org/?v=2.7.1 en hourly 1 Bill Caskey and Bryan Neale host this weekly sales training podcast devoted entirely to helping you grow your skills, your confidence and your results. Sometimes humorous, sometimes serious, this program is used by sales teams all over the world to help them advance their business. Listeners can contirbute content by going to www.askbillandbryan.com. BillCaskey-BryanNeale no BillCaskey-BryanNeale kmacaluso@caskeytraining.com kmacaluso@caskeytraining.com (BillCaskey-BryanNeale) 2009-2010 Sales Training To Grow People. And Grow Businesses sales-training, sales-strategy, professional-growth, selling-strategy, bill-caskey, bryan-neale CASKEY Sales Training http://www.caskeyone.com/blog/wp-content/plugins/powerpress/rss_default.jpg http://www.caskeyone.com/blog/category/the-advanced-selling-podcast/ Advanced Selling Podcast - A Toolbox For Sales People http://www.caskeyone.com/blog/advanced-selling-podcast-a-toolbox-for-sales-people/ http://www.caskeyone.com/blog/advanced-selling-podcast-a-toolbox-for-sales-people/#comments Tue, 15 Sep 2009 00:53:19 +0000 Bill Caskey http://www.caskeyone.com/blog/?p=1706 Caskey-Neale-Podcast

Caskey-Neale-Podcast

Our Advanced Selling Podcast has taken up residency on a new site. We hope you’ll visit and listen in on conversations to help you grow your business.

Go to Advanced Selling Podcast and listen to the last 5 shows…or go to iTunes-The Advanced Selling Podcast to subscribe. You’ll have to have iTunes installed, of course.

We release an episode every week.  And have features such as The Toolbox that we load up with PDFs and other handouts for your convenience.

You can also access ALL prior episodes from that site as well.

Sign UP Via Email

We’ve never had this service before (must be way behind times) but now we do. Put in your email and we’ll make sure you’re notified when there is a new cast.

]]> http://www.caskeyone.com/blog/advanced-selling-podcast-a-toolbox-for-sales-people/feed/ Sales Podcast: Are You Keeping Your Skills Sharp? (Part 2) http://www.caskeyone.com/blog/sales-podcast-are-you-keeping-your-skills-sharp-part-2/ http://www.caskeyone.com/blog/sales-podcast-are-you-keeping-your-skills-sharp-part-2/#comments Thu, 27 Aug 2009 18:08:31 +0000 Bill Caskey http://www.caskeyone.com/blog/?p=1693 Last week we did the Skills Assessment portion of professional growth. Today, Bryan and Bill talk about the “inner game.”

It is our belief that all “great performers have great minds.” It doesn’t mean they’re smart. It means they are wired for success. So in the sales profession, what should you be thinking that allows you to DO the things you need to do? The hosts give you a few to chew on, then you can email them at listener@advancedsellingpodcast.com (“inner game” in subject line) for the rest.

]]> http://www.caskeyone.com/blog/sales-podcast-are-you-keeping-your-skills-sharp-part-2/feed/ Bill Caskey,Bryan Neale,sales podcast,sales skills assessment Last week we did the Skills Assessment portion of professional growth. Today, Bryan and Bill talk about the “inner game.” - It is our belief that all “great performers have great minds.” It doesn’t mean they’re smart. It means they are wired for success. Last week we did the Skills Assessment portion of professional growth. Today, Bryan and Bill talk about the “inner game.” It is our belief that all “great performers have great minds.” It doesn’t mean they’re smart. It means they are wired for success. So in the sales profession, what should you be thinking that allows you to DO the things you need to do? The hosts give you a few to chew on, then you can email them at listener@advancedsellingpodcast.com (“inner game” in subject line) for the rest. BillCaskey-BryanNeale no Sales Podcast: Are You Keeping Your Skills Sharp? http://www.caskeyone.com/blog/sales-podcast-are-you-keeping-your-skills-sharp/ http://www.caskeyone.com/blog/sales-podcast-are-you-keeping-your-skills-sharp/#comments Thu, 20 Aug 2009 17:17:19 +0000 Bill Caskey http://www.caskeyone.com/blog/?p=1663 Isn’t it time you took inventory of your skills and competencies as a professional salesperson? Is it possible that, over time, your skills have deteriorated? You know the saying, “You lose what you don’t use.” In this episode, Bryan and Bill review several of the 10 Skill Sets needed to be a great salesperson.

You can email them at listener@advancedsellingpodcast.com  (Subject line: Skills) to get all 10. In the document, you get  a chance to rank yourself. If you’re sales manager/leader, there’s even space to assess your entire sales team.

]]> http://www.caskeyone.com/blog/sales-podcast-are-you-keeping-your-skills-sharp/feed/ assess your sales skills,Bill Caskey,Bryan Neale,sales podcast Isn’t it time you took inventory of your skills and competencies as a professional salesperson? Is it possible that, over time, your skills have deteriorated? You know the saying, “You lose what you don’t use.” In this episode, Isn’t it time you took inventory of your skills and competencies as a professional salesperson? Is it possible that, over time, your skills have deteriorated? You know the saying, “You lose what you don’t use.” In this episode, Bryan and Bill review several of the 10 Skill Sets needed to be a great salesperson. You can email them at listener@advancedsellingpodcast.com  (Subject line: Skills) to get all 10. In the document, you get  a chance to rank yourself. If you’re sales manager/leader, there’s even space to assess your entire sales team. BillCaskey-BryanNeale no Sales Podcast: What’s More Important–Techniques or Technique? http://www.caskeyone.com/blog/sales-podcast-whats-more-important-techniques-or-technique/ http://www.caskeyone.com/blog/sales-podcast-whats-more-important-techniques-or-technique/#comments Thu, 06 Aug 2009 17:00:57 +0000 Bill Caskey http://www.caskeyone.com/blog/?p=1577 The world is full of articles on techniques—golfing—tennis—internet—marketing—and of course, selling techniques. Today, Bill and Bryan address this in a slightly different light. There is a “technique” (singular) to selling that is more important than the “techniques” used to sell. We don’t like the idea of “sales techniques” – it becomes rather manipulative. So listen in today and get some good “technique” advice.

]]> http://www.caskeyone.com/blog/sales-podcast-whats-more-important-techniques-or-technique/feed/ Bill Caskey,Bryan Neale,sales podcast,the technique of selling The world is full of articles on techniques—golfing—tennis—internet—marketing—and of course, selling techniques. Today, Bill and Bryan address this in a slightly different light. There is a “technique” (singular) to selling that is more important than ... The world is full of articles on techniques—golfing—tennis—internet—marketing—and of course, selling techniques. Today, Bill and Bryan address this in a slightly different light. There is a “technique” (singular) to selling that is more important than the “techniques” used to sell. We don’t like the idea of “sales techniques” – it becomes rather manipulative. So listen in today and get some good “technique” advice. BillCaskey-BryanNeale no Sales Podcast: What to Do When the Wheels Fall Off the Deal http://www.caskeyone.com/blog/sales-podcast-what-to-do-when-the-wheels-fall-off-the-deal/ http://www.caskeyone.com/blog/sales-podcast-what-to-do-when-the-wheels-fall-off-the-deal/#comments Thu, 30 Jul 2009 17:00:26 +0000 Bill Caskey http://www.caskeyone.com/blog/?p=1545 In this episode, Bryan and Bill dissect a deal from an actual client phone call. The issue is what do you do in the 11th hour of a deal when everything that you thought was true—was untrue? You’ll hear both hosts weigh in on the situation, then hear the advice that Bill actually gave.

]]> http://www.caskeyone.com/blog/sales-podcast-what-to-do-when-the-wheels-fall-off-the-deal/feed/ Bill Caskey,Bryan Neale,in the 11th hour of the deal,sales podcast,sales strategies In this episode, Bryan and Bill dissect a deal from an actual client phone call. The issue is what do you do in the 11th hour of a deal when everything that you thought was true—was untrue? You’ll hear both hosts weigh in on the situation, In this episode, Bryan and Bill dissect a deal from an actual client phone call. The issue is what do you do in the 11th hour of a deal when everything that you thought was true—was untrue? You’ll hear both hosts weigh in on the situation, then hear the advice that Bill actually gave. BillCaskey-BryanNeale no Sales Podcast: When Your Solution Isn’t Quite Right http://www.caskeyone.com/blog/sales-podcast-when-your-solution-isnt-quite-right/ http://www.caskeyone.com/blog/sales-podcast-when-your-solution-isnt-quite-right/#comments Thu, 23 Jul 2009 18:42:32 +0000 Bill Caskey http://www.caskeyone.com/blog/?p=1507 This week on the Advanced Selling Podcast, Bill and Bryan talk about the ethical consideration that keeps you from moving forward. What to do? What to do? Intent (a core principle on the ASP) comes to the forefront in this discussion. You are invited to weigh in by emailing Bill and Bryan at listener@advancedsellingpodcast.com.

]]> http://www.caskeyone.com/blog/sales-podcast-when-your-solution-isnt-quite-right/feed/ Bill Caskey,Bryan Neale,ethics in sales,Inner Game This week on the Advanced Selling Podcast, Bill and Bryan talk about the ethical consideration that keeps you from moving forward. What to do? What to do? Intent (a core principle on the ASP) comes to the forefront in this discussion. This week on the Advanced Selling Podcast, Bill and Bryan talk about the ethical consideration that keeps you from moving forward. What to do? What to do? Intent (a core principle on the ASP) comes to the forefront in this discussion. You are invited to weigh in by emailing Bill and Bryan at listener@advancedsellingpodcast.com. BillCaskey-BryanNeale no Sales Podcast: How Do You Handle Pressure By Your Manager? http://www.caskeyone.com/blog/sales-podcast-how-do-you-handle-pressure-by-your-manager/ http://www.caskeyone.com/blog/sales-podcast-how-do-you-handle-pressure-by-your-manager/#comments Thu, 16 Jul 2009 17:00:18 +0000 Bill Caskey http://www.caskeyone.com/blog/?p=1487 This is not a new topic for us at ASP, but we did have another letter from a listener whose manager asked her to “stop selling small stuff and start selling big stuff.” Our advice may surprise you—and  it may be useful to you if you find yourself in the pressure cooker that is today’s modern sales environment. Bill and Bryan also talk about a listener who took our advice, built a blog, and now has a success story you should hear.

If you have a question to put into the mix, go to
http://www.askbillandbryan.com

]]> http://www.caskeyone.com/blog/sales-podcast-how-do-you-handle-pressure-by-your-manager/feed/ ask Bill and Bryan,Bill Caskey,Bryan Neale,selling in today's market,selling under pressure This is not a new topic for us at ASP, but we did have another letter from a listener whose manager asked her to "stop selling small stuff and start selling big stuff." Our advice may surprise you—and  it may be useful to you if you find yourself in th... This is not a new topic for us at ASP, but we did have another letter from a listener whose manager asked her to "stop selling small stuff and start selling big stuff." Our advice may surprise you—and  it may be useful to you if you find yourself in the pressure cooker that is today's modern sales environment. Bill and Bryan also talk about a listener who took our advice, built a blog, and now has a success story you should hear. If you have a question to put into the mix, go to http://www.askbillandbryan.com BillCaskey-BryanNeale no Sales Podcast: How a Podcast Listener Landed a Big Deal http://www.caskeyone.com/blog/sales-podcast-how-a-podcast-listener-landed-a-big-deal/ http://www.caskeyone.com/blog/sales-podcast-how-a-podcast-listener-landed-a-big-deal/#comments Thu, 09 Jul 2009 17:00:28 +0000 Bill Caskey http://www.caskeyone.com/blog/?p=1470 This is a special treat this week because we have a client who just
landed a large deal with a new customer. And much of what he used
he learned right here at The Advanced Selling Podcast. In this episode,
Jeff spends 15 minutes telling you exactly what sales strategies and tactics he used and how he executed the sales process to land the deal.

]]> http://www.caskeyone.com/blog/sales-podcast-how-a-podcast-listener-landed-a-big-deal/feed/ Bill Caskey,Bryan Neale,Jeff Worrell,landing a big deal,sales podcast,sales process This is a special treat this week because we have a client who just landed a large deal with a new customer. And much of what he used he learned right here at The Advanced Selling Podcast. In this episode, This is a special treat this week because we have a client who just landed a large deal with a new customer. And much of what he used he learned right here at The Advanced Selling Podcast. In this episode, Jeff spends 15 minutes telling you exactly what sales strategies and tactics he used and how he executed the sales process to land the deal. BillCaskey-BryanNeale no Sales Podcast: Are Your Clients Really Loyal? http://www.caskeyone.com/blog/sales-podcast-are-your-clients-really-loyal/ http://www.caskeyone.com/blog/sales-podcast-are-your-clients-really-loyal/#comments Thu, 02 Jul 2009 17:00:35 +0000 Bill Caskey http://www.caskeyone.com/blog/?p=1466 In Bryan Neale’s absence this week, I enlisted Phil Bounsall of Walker Information to talk about the issue of client loyalty. As sales professionals, a loyal client is a referring client. And since most of us count on referrals to grow our business, keeping your eye on loyalty is a MUST DO. Phil has excellent insight and tips on how to improve client loyalty.

]]> http://www.caskeyone.com/blog/sales-podcast-are-your-clients-really-loyal/feed/ Bill Caskey,Bryan Neale,customer loyalty,Phil Bounsall,sales podcast,Walker Information In Bryan Neale’s absence this week, I enlisted Phil Bounsall of Walker Information to talk about the issue of client loyalty. As sales professionals, a loyal client is a referring client. And since most of us count on referrals to grow our business, In Bryan Neale’s absence this week, I enlisted Phil Bounsall of Walker Information to talk about the issue of client loyalty. As sales professionals, a loyal client is a referring client. And since most of us count on referrals to grow our business, keeping your eye on loyalty is a MUST DO. Phil has excellent insight and tips on how to improve client loyalty. BillCaskey-BryanNeale no Sales Podcast: “How Do I Prospect When I’m Already Busy?” http://www.caskeyone.com/blog/sales-podcast-ask-bill-and-bryan/ http://www.caskeyone.com/blog/sales-podcast-ask-bill-and-bryan/#comments Thu, 25 Jun 2009 17:00:49 +0000 Bill Caskey http://www.caskeyone.com/blog/?p=1457 In this episode, Bill Caskey and Bryan Neale address a question from an audience member on how to prospect when you’re already busy. And Bryan reveals a communication technique that helps as you’re explaining to a prospect what you do. Watch the video below.

Advanced Selling Podcast-June Episode from Bill Caskey on Vimeo.

]]> http://www.caskeyone.com/blog/sales-podcast-ask-bill-and-bryan/feed/ Bill Caskey,Bryan Neal,communicating value,prospecting In this episode, Bill Caskey and Bryan Neale address a question from an audience member on how to prospect when you're already busy. And Bryan reveals a communication technique that helps as you're explaining to a prospect what you do. In this episode, Bill Caskey and Bryan Neale address a question from an audience member on how to prospect when you're already busy. And Bryan reveals a communication technique that helps as you're explaining to a prospect what you do. Watch the video below. Advanced Selling Podcast-June Episode from Bill Caskey on Vimeo. BillCaskey-BryanNeale no