Tag Archive for: Prospect

Episode #550: How Do I Replace an Incumbent When I Have Inside Champions?

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In this episode of The Advanced Selling Podcast, Bill and Bryan take a mailbag question from a listener, Damien, who has only been with a company for a short time and is responsible for displacing an incumbent vendor at one of their large prospects.

Damian is struggling with how to approach this situation when there are already 20 inside champions. Bill and Bryan give him some thoughts and advice around how to think about this project, and some tactical suggestions on how to get to work.

Are you thinking about bring in Bill or Bryan to your sales retreat or workshop?Send us an email to [email protected] and we’ll get the conversation started!

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#549: How Do I Go Over the Buyer’s Head (Without Making Them Mad)?

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In this week’s episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale receive a listener question from Julian, who is interested in how he proceeds to close a deal when he’s not talking to the right people. The guys give him some advice on how to think differently about the problem and maybe ask the question in a different way so that you have hope of taking the next right step.

Sometimes when we get stuck answering a question or solving a problem, we need to re-ask ourselves or reframe the question so that we jar other ideas loose in our mind which gives us hope to solve it.

If you’re interested in bringing Bill or Bryan in for a sales retreat, make sure you send us an email to [email protected] with the subject line “Come See Us” to get the conversation started!

Podcast: Subscribe in iTunes | Play in new window | Download

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