Tag Archive for: bill caskey

It’s Not Only Your Skill That Matters. It’s How You…

In this episode, Bill and Brooke, address a common issue: How do you improve your selling skills if you weren’t cut out to be in sales?

The fact is that many technical people have ended up in the role of selling (in fact, many sales people end up there, too). So, how do you model your behavior? Must you really change who you are to be successful in the sales/business development role? Actually, no. But you need to have a plan of some kind. And we’ll share some parts of that plan here.  As promised in the podcast, you can download the PDF of the Fundamental Shift and Selling System (click here).

Also, we are making available three training videos that go deeper into this subject. You can go to www.accidentalseller.com to get the three videos.

Also mentioned in the podcast:

  • 3 FREE videos on how to communicate your expertise.  Sign up here!
  • Are you struggling with a prospect or have a question on sales? Email Bill and Bryan your question at listener@advancedsellingpodcast.
  • If you’re in the Indianapolis area, then join us on October 12, 2012 for a LIVE podcast recording at the Jazz Kitchen. Register here!

How To Sell When You’re A Start Up

Today’s podcast addresses a question from a listener who wanted to know how to begin the sales process when they had very little in terms of case studies, or customer experience. In his case, it was a start-up company in the IT space.

Bill and Bryan dished out some tips to use in beginning to position him in the market. The fact is that, in some ways, this is an excellent position to be in. The ability to create a position from scratch can be quite powerful. However, if you already have a customer base and are a seasoned pro, there are still some ideas in this podcast that will help you re-think your position.

The fact is that even if we’ve been around for a while, there is always something new we’re wanting to do – new products – innovative services – new ways to think about old problems. Consequently, “thinking like a beginner” is something we should do frequently.

**If you’d like your question to be featured in the next mailbag episode, then email your question to Bill and Bryan at [email protected]

Also mentioned to the podcast:

  • If you’re in the Indianapolis area, then join us on October 12, 2012 for a LIVE podcast recording the Jazz Kitchen in Broadripple. Click here to register!