Tag Archive for: bill caskey

Has Your Value Changed Lately?

Most people think they can work on their “value proposition” one time and recite to prospects forever. In this episode, Bill and Bryan shed some new light on how to modify your ‘value’ approach to take into account market conditions, trends and economic pains. The bottom line is that you may need to constantly be aware of what you and your sales team are messaging in the market. You don’t think economic conditions have changed in the past two years? And when’s the last time you looked at—and modified—your value statement?

Is One Prospect Worth It?

We all want to be positioned as valuable—yet how many of us really take time to “execute” that position? And we all “say” we want to speak directly to people’s pains and frustrations, yet who among us has done what Bill and Bryan are recommending in this week’s episode? (Probably not many.) But try for yourself. See if their recommendation on how to keep the sales process moving speaks to you.  See if you have a prospect in the sales pipeline that is wavering—and could be aided by this suggestion.