Tag Archive for: Prospect

Episode #344: Following Up (Without Being Desperate)

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We’re taking some time off at the Advanced Selling Podcast to spend time with our families, but here is one of our past favorite episodes from 2010 that we think you’ll find beneficial. Enjoy the Holidays and we’ll see you in 2016!

Mike, a listener from Indianapolis, called in to ask a question about how he follows up with prospects who appear to have dropped off the radar screen. Bill and Bryan give Mike and listeners some ideas on how to do that – and how to prevent coming off desperate to your prospect.

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Episode #343: Outbound Sales is a Whole New World

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We all know it— the old school “cookbook” model of selling is dead. Veteran sales trainers Bill Caskey and Bryan Neale explore a new model today— living in an “outbound” sales world.

Are you still chasing people around, burning a lot of calories and not getting the results you want?

Are you making 30 calls a day and reminding yourself “the action is on the 29th call”?

In this episode of The Advanced Selling Podcast, Bill and Bryan show you a different way focused on outbound, leveraged behaviors. They will help you learn how to shift your mentality from “how do I go get” to “how do I draw in” and why doing so will create more demand for your product. When people chase you, the process changes. You will go from selling people to helping people and never look back.

Also mentioned in this podcast:

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