Episode Archive

Over 700 episodes designed to help you succeed

The Importance of the Sales Process

Whenever we say ‘process’ to a sales person, we get yawns and indifference. But the fact is that every sales problem you have…probably…has something to do with a kink in your process. In this episode, Bill and Bryan look into the ever-important issue with ‘decision process’ and how you can better influence it. (Podcaster Notes: The […]

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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 current base for new opportunities to solve problems. In this episode, Bill and Bryan discuss what holds us back from this…and some ideas on how you […]

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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 to a group of decision makers.  Bill’s client ask him, “How can I make my presentation stand out?” Bill answers his client’s question in this vignette […]

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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 their behavior be? What is a good ‘sales personality’? In this podcast, Bill answers some of those questions by referring to the Hogan Assessment, a personality inventory tool we […]

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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 and sales managers about being said advisor. But Bill finds that most of it is just talk. He gives you 5 considerations to become that trusted advisor for […]

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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 generate those referrals. To get help on this topic, we went to the world’s leading guru on referrals, John Jantsch. John recently wrote a book called The Referral Engine, Teaching Your […]

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