The Advanced Selling Podcast: Sales Training | Leadership Coaching | B2b Sales Strategy | Prospecting Tips

Today's podcast addresses a question from a listener who wanted to know how to begin the sales process when they had very little in terms of case studies, or customer experience. In his case, it was a start-up company in the IT space. Bill and Bryan dished out some tips to use in beginning to position him in the market. The fact is that, in some ways, this is an excellent position to be in. The ability to create a position from scratch can be quite powerful. However, if you already have a customer base and are a seasoned pro, there are still some ideas in this podcast that will help you re-think your position. The fact is that even if we've been around for a while, there is always something new we're wanting to do - new products - innovative services - new ways to think about old problems. Consequently, "thinking like a beginner" is something we should do frequently. **If you'd like your question to be featured in the next mailbag episode, then email your question to Bill and Bryan at Listener@AdvancedSelling

Bill and Bryan each had client experiences recently where their clients were being driven by their "bid boards." They talk about the hazards of poor business development technique. And, of course, they give you some new things to think about as you improve your business development skills. Those skills are vital for you building relationships that can sustain your business for the future…and it's something that should be  a part of all of our strategy. Also mentioned in the podcast: Back by popular demand... The Advanced Selling Podcast LIVE recording at the Jazz Kitchen in Broadripple, Indiana.  Click here to register. The Advanced Selling Podcast Linkedin Group

Well, you probably know us by now and know that isn't our strategy. But the fact is that we get questions from listeners that often sound like that. This week, Bryan is off in his world of Big Ten Football Officiating…and Jill steps in (admirably, we might add) and poses some questions to Bill that come from our audience. Mail us your thoughts and questions to listener@advancedsellingpodcast.com. Or, deliver your message personally by using our RANT LINE at 317.575.0057 EXT 20. Instructions are on the greeting when you call.

Little did Bryan Neale know, we were still recording the podcast.  Listen as he gets carried away with a movie quote. Can you name that movie?

In this episode, Brooke Green joins Bill and Bryan to address the issue of how to sell if you’re an ‘accidental salesperson.’ Brooke works with quite a few companies and people, who don’t consider themselves salespeople, yet who are still responsible for new business development. This includes accountants, engineers, subject matter experts, consultants, technical advisors, project managers, entrepreneurs or others who would be classified as ‘accidentals.’ Heck, even some sales people might put themselves in that position. Also mentioned in the podcast: The Accidental Salesperson – Click here to join the waiting list to receive 3 free videos on how to communicate your expertise more effectively. http://www.accidentalsalespersoncourse.com/ Are you in the Indianapolis area? Join us on October 12 for a LIVE recording of the Advanced Selling Podcast.  Lunch will be served. Click here for more information. http://www.advancedsellingpodcast.com/live/ The past podcast on ‘Ladyparts’ The Advanced Selling Podcast Link

We've all received it - that email that comes, ominously, from someone you hoped to work with. It's the email that says, "Thanks, but no thanks." And it's like a punch to the gut. Well, that all may be overly dramatic, but the fact is that we all have received the 'ding letter' whether it's an actual letter or not. In this podcast, Bill and Bryan address, 'what to do' when you're about to be dinged. Rant Line In this episode, Bill and Bryan mentioned the addition of the RANT LINE for listeners of the podcast. Call us at 317.575.0057 EXT 20 if you'd like to leave a message, a rant, a question, or any other comment. They'll get it on the air quickly. Also mentioned in this episode: Join the Advanced Selling Podcast Linkedin group for daily discussions and networking!

In this week's episode, Bill and Bryan address something you should always share with your prospects (and clients, too). It has to do with your "why" in business. Recently, Bill wrote a blog called 3 Reasons You Should Share Your Why With Customers citing Simon Sinek's famous talk at TED on The Golden Circles. We think it applies directly to sales people - and this podcast explains how to share this with your clients and prospects. Also mentioned in this podcast: The Bittersweetness of Sending Your Baby to College Sign up for the Caskey1 newsletter to get notified of recent articles, podcasts and videos. Ted Talk - Simon Sinek's video on The Golden Circle Blue Ocean Strategy

The title might make no sense BEFORE you listen to this episode, but Bill and Bryan interview Josh Hinds, who is not only a podcast listener but also an author. Josh gives new meaning to the phrase 'double entrendre.' In this podcast, Josh shares some of the main concepts from his book, Live Big, including mistakes people make when they goal-set and some insight on how to live a richer life. B & B pose some questions to Josh about some of their clients, too and he relates some sound advice. Also mentioned in this podcast: Josh Hinds - Speaker, Author, Entrepreneur "It's Your Life, Live BIG" by Josh Hinds Join our Linkedin Group for daily discussions

There is a right answer to that. But it may not be what you've been taught. So in this podcast, Bill and Bryan will review the difference and what they new model of selling requires from you. Here is the secret: Better positioning leads to less need for persuasion. Listen in and learn! Also mentioned in the podcast: Want a second opinion on your slide deck? Bill and Bryan offer to help 2 people out! Send them your slide deck to listener@advancedsellingpodcast.com and we'll let you know if you've been chosen. The Golden Circle - How Great Leaders Inspire Action by Simon Sinek A clip from Vacation with Chevy Chase

There have been many entries on the ASP LinkedIN group about RFP (requests for proposals). So heated has been the discussion that we decided to devote an entire episode to RFP Strategy. While not a step-by-step solution, Bill and Bryan offer some hints and techniques to think through as you answer (or don't answer) RFP's. Also mentioned in this podcast: "The Golden Circle" by Simon Sinek Join the RFP discussion on the podcast's Linkedin Group Have questions for Bill and Bryan? Email them at Listener@AdvancedSellingPodcast.com

In this episode, Bill and Bryan take you behind the scenes on how they work through coaching with clients. They take an actual client they're working with, outline the problem and then work through how to coach that person. *This will be useful for sales managers to understand better how to coach your team. But also good for front line people who have these issues. In the first scenario, the discussion centers around how to achieve the feeling of 'abundance.' The second scenario deals with how to achieve the goals you set - and how you know if you're on the right path. Also mentioned in this podcast: Klout - Discover and be recognized for how you influence the world The Advanced Selling Podcast Linkedin Group

How many times have you been surprised by prospect behavior? You think you're at Z and you come to find out you're only at D. Here is a technique that Bill and Bryan give you that helps you know where you are with a prospect. The entire topic starts with a dating story (that's actually quite funny.) But ends with practical sales advice for where you are in the sales process. Make sure you send us your sales problems to: listener@advancedsellingpodcast.com Also don't forget to join the Advanced Selling Podcast Linkedin group for further discussions!

Do you have prospects in the sales funnel that just can't seem to make a decision? Thought so. Most sellers do. And most of us blame it on the prospect. In this episode, Brooke and Bill address the problem that plagues most sales people--vagueness and ambiguity. Are you really being a clear communicator when you're speaking with prospects and clients? Or, what about you leaders? Are you being perfectly clear in instructions to your team.Bill and Brooke give you several areas that they find, in their coaching, are areas rife with ambiguity. The #1 area is your sales pipeline. Also mentioned in the podcast: Join discussions and network with other podcast listeners in the Advanced Selling Podcast Linkedin Group.

We've been asked occasionally to share something about ourselves with our audience. After all, Bill and Bryan train and coach sales teams all over the US And as they would tell you, in order to be better at training and coaching, they also must be receptive to outside counsel as well. So while they actually relate their training experiences throughout the podcasts, Bill and Bryan started thinking about what they could share with the audience that's important to them--that also might be of value to you. They came up with "Favorite Coaches." And these coaches gave advice...good advice. And in this podcast, you hear who the coaches were and what counsel they gave Bill and Bryan. Also mentioned in this podcast: The Advanced Selling Podcast Linkedin Group Think and Grow Rich Outwitting the Devil by Napoleon Hill

Bill had a chance to go train a relatively new sales force recently. After he was finished, he asked the group, "What's the biggest lesson you got from the training?" All lessons boiled down to two categories. And in this podcast, Bill and Bryan explore their take on the two lessons and how even the most advanced among us can learn from this exercise.

Quite often the sales manager or leader wants to make a joint salesmeeting call with one of his people on a prospect.In theory, it all sounds good and plausible but sometimes theexecution of that joint call is a disaster.In this podcast episode Bill and Brian address the mental game ofjoint calls as well as the technical hurdles that present themselves.And they also give you a bullet pointed checklist of how to preventdisaster from occurring.Go to the LinkedIn advanced selling podcast group to comment more onthis phenomenon.All Caskey content now available at www.caskeyone.com!Make sure you SUBSCRIBE to be notified of new content.

It seems that recently there has been much discussion in our client base about the difference between a business development person and a sales person. So what is the difference or is there any? In this episode, Bill and Bryan dig deeper into the subject and find there are very specific differences in how each role performs. Listen in to see how you measure up. Also mentioned in the podcast: The Advanced Selling Podcast Linkedin Group

In this episode, Bill and Bryan invite Brooke Green in to give real life examples of crazy (and not so crazy) things that clients say. Then Bill and Bryan, in rapid fire format provide their counsel on what a good reaction would be from the sales person.Also mentioned in this podcast: [WEBINAR] How To Sell A Premium Product in a Commodity Market Join the Advanced Selling Podcast Linkedin Group

In this episode, Bill and Bryan help you reverse engineer your sales funnel to maximize your results. The fact is that most sales people get in a rut when in pursuit of people to put in their pipeline.  And that rut is usually caused by not dissecting how someone gets into your funnel in the first place. So they give you 5 things to think about when re-engineering your sales pipeline. Also mentioned in this podcast Have a burning question you'd like to ask Bill and Bryan? Email it to them at Listener@AdvancedSellingPodcast.com Join the podcast Linkedin group to interact with other listeners!

This episode is one of our frequent mailbag shows where we take questions from our audience and we’ve received great questions this week! Bryan is out this week, so Bill and our producer, Jill Vanarsdall, answer these questions: How do I sell a premium product? How do I call higher? How do I stop from doing too much unpaid consulting when I’m in “expert mode”? What is your favorite book right now? What are you currently reading? Why does everyone have so much trouble with prospecting? Also mentioned in this podcast: Have a question for Bill or Bryan? Email them at Listener@AdvancedSellingPodcast.com How To Sell A Premium Product in a Commodity Market webinar Blah, Blah, Blah: What To Do When Words Don’t Work by Dan Roam Platform: Get Noticed in a Noisy World by Michael Hyatt Seth Godin’s blog Reference USA - The premier source of business and residential information for reference and research