Episode Archive

Over 700 episodes designed to help you succeed

How To Expand Your Value

Often, we get so myopic in our view of our customer relationships, we totally miss added value we can bring to that relationship. Bryan talks about a sales deal where his client took a different approach–and created a long term partner. PLUS, that client avoided the ‘commodity element’ of most traditional customers where they put […]

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How To Talk ‘Money’ In The Sales Process

In this episode, Bill and Bryan address the ever-emotional topic of money. Many facets to money like: Cost of problem Money in customer budget Money they’re willing to spend to change Your belief in your own value They have addressed this recently in the area of “positioning.” How you are positioned will determine the fees […]

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The Secret of Networking and Tradeshow Success

In this episode, Bill and Brian discussed the secrets of tradeshow selling since this is the trade show season coming up But whether you participate in tradeshows or not this episode will help you become a better networker. The same skills apply. ******* Also mentioned in this podcast: Email It! A Seller’s Guide To Emails […]

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Don’t Use Throwaway Lines

Sales specialists Bill Caskey and Bryan Neale address an issue that happens to ALL sales professionals, whether they know it or not: are prospects telling you the truth? In this sales podcast, Bill and Bryan address an actual client who struggled with the upfront agreement in the sales cycle. She felt like it was a […]

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A New Year’s Wish For Sales People

Since we missed the Christmas episode, we thought we’d begin the year by making a few wishes for our fellow sales professionals. Our listeners seem to be dialed in to new skills and approaches. Therefore, we thought we’d hit you with a few advanced suggestions to help you make 2012 a Crushingly Big Year. As […]

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How One Listener Grew Her Business…

  We decided to interview one of our Linkedin group members today, Rachael Lyman. She has taken much of what we talk about on the podcast and actually implemented it in her selling cycle. In this episode, she gives some advice on how to be more effective in prospecting mode.     Also mentioned in […]

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