Episode #317: Essential Skills for Salespeople – Greg McKeown

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[frame align=”middle”]Greg McKeown[/frame]
 
You’ve seen it— successful companies and successful people who can’t seem to breakthrough to the next level, even when they’re working really hard.  Why does that happen?  Veteran sales trainers Bill Caskey and Bryan Neale dig into the answer with Greg McKeown, author of Essentialism: The Disciplined Pursuit of Less.  They discuss Greg’s concept — the pursuit of only those things that are essential— and how it applies to successful salespeople.  Are you prepared for the challenge to shift your brain from “doing lots” to “doing little”?  In this episode of The Advanced Selling Podcast, Bill and Bryan share their suggestions about how to get your mindset ready for the shift, and Greg gives you his recommendation for the first step of how to begin focusing on only those things that are essential to your success.

Episode #315: Sales Implementation Missteps

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advancedsellinpodcastgraphicbootIt’s the age-old question about Sales and Operations:  What can you do when they’re not working well together?  Veteran sales trainers Bill Caskey and Bryan Neale share their thoughts on the internal and external strategies when you get pulled back into implementation of the deal you sold.  They discuss the mental game elements to keep in mind so past issues don’t impact future deals.  They also talk about how you can use your voice to address problems with the company’s internal process.  In this episode of The Advanced Selling Podcast, Bill and Bryan will help you identify if it’s a message issue or a process issue, and how to speak up about the real root cause.