The Dreaded Sales Forecast: The GOMA Method (Part 1)

Posted on by Bill Caskey in Forecasting, Prospecting, Sales Process | Comments Off on The Dreaded Sales Forecast: The GOMA Method (Part 1)

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Everyone’s gut starts churning when word comes out that we’re having a “pipeline meeting.” In this episode, Bill & Bryan role-play what that sales meeting sounds like when you have to review your pipeline with your manager. And what the manager hears when you speak. Sometimes, it ain’t pretty 🙂

Seriously, forecasting/pipeline review is important. But are we doing it in the right way? Moreover, are we ‘thinking’ about it in the right way? The hosts say, “NO!”

This is the first of a two part series on this topic.

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How To Sell Anything

Posted on by Bill Caskey in All Time Faves, Most Popular Podcasts, Prospecting, Sales Process | Comments Off on How To Sell Anything

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A great sales training approach should be sound regardless of what one sells. Sales people and their leaders must get back to the basics of selling philosophy and selling strategy, irrespective of what one sells.
Bill & Bryan give you a few tips on how to look at what you sell through fresh eyes and give you some valuable tips on how to think bout the sales process. People tend to overcomplicate the sales process when they needn’t do that.
This is a good episode to play for your entire sales team so you can begin discussion.
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Also mentioned in this podcast:

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