Podcast Episodes
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When Your Customer Fails To Buy, It Might Be Your Fault
No one wants to hear that, do they? In this podcast, Bill and Bryan address the idea of "helping your customer buy" rather than "selling to him." The…
15 years, 4 months ago
Bryan Interviews His Favorite Salesperson
In this episode, Bryan interviews his favorite salesperson and favorite guest of all time and learns her secrets and insights into high-performance s…
15 years, 4 months ago
Are You Disconnected From Reality?
I’m sure there’s a name for this condition…but we’re wondering sometimes how disconnected salespeople are from the reality of the sales process—and t…
15 years, 4 months ago
Stuff That Works In The Pursuit Of A Sale
It seems that we all know “stuff.” Some of that stuff is useless and some is profoundly valuable. Recently, Bryan met an ex-NFL Offensive Coordinator…
15 years, 4 months ago
Your Clients Are Your Best Prospects
One area of new business that we salespeople often forget is our current client base. We seem to enjoy "the hunt" so much that we forget to farm our …
15 years, 5 months ago
Six Tips For Giving an Effective Presentation
A week ago Bill received a phone call from one of his clients. The client was frustrated with a speech that he was planning to present the next day …
15 years, 5 months ago
What Are Your Behavioral Tendencies?
We ask the question because it's one of many we're getting more often from sales managers/VPs. What should my sales team be good at? What should thei…
15 years, 5 months ago
Are You Appreciated by Your Clients?
Bill Caskey goes solo on this episode and discusses what it means to be a 'trusted advisor.' There's a lot of talk in the market among salespeople an…
15 years, 5 months ago
Are Your Referral Sources Working?
Virtually every company we know of generates a large percentage of their business from referrals, yet VERY FEW sales professionals have a system to g…
15 years, 5 months ago
Mistakes in Hiring–And Getting Hired
Bill and Bryan are forever getting calls from both managers who are in hiring mode…and salespeople who are in I-need-a-job-mode. They both make mista…
15 years, 6 months ago