Tag Archive for: detachment

Episode #402: Commission Detachment

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Do you feel like you have to win every deal?  In this episode, veteran sales trainers Bill Caskey and Bryan Neale explore a listener question from Lauren in St. Louis.

Are you (or people on your team) motivated most by money?

Do you have an unhealthy balance between your base salary and commission structure?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan will help you identify what you’re attached to and why.  You’ll be able to analyze if you are more interested in solving the problem than your customer is and what to do when it happens.

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Episode #308: Landing New Accounts

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advancedsellinpodcastgraphicbootDo you have a step-by-step process when you pursue new accounts? Or are you just winging it? In this episode of The Advanced Selling Podcast, Bill and Bryan give you ideas on how to successfully pursue new accounts. You’ll need to make it your own, but the principles are universal. Veteran sales trainers Bill Caskey and Bryan Neale will walk you through the typical customer journey. You’ll understand how your actions must align with your customers on progress. Most importantly, you’ll hear the five key elements required for all successful new account prospecting.