Tag Archive for: prospecting

Episode #403: Mid-Year Prospecting Checklist

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Are you feeling a mid-year sales slump?

Are you looking for ways to modify your prospecting techniques for Q3-Q4?

In this episode, veteran sales trainers Bill Caskey and Bryan Neale give you an assessment to grade your prospecting behaviors in the first half of the year.

Are you using a true referral system to generate leads? Do you employ behavioral KPI’s (and stick to them)?

In today’s episode of The Advanced Selling Podcast, you will learn the elements of healthy prospecting strategies and give yourself a mid-year grade.  If you’re in the market to up your game for the second half of the year, don’t miss this episode.

Be sure to download the Mid Year Prospecting Checklist!

Also mentioned in this podcast:

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Episode #297: Surviving A Sales Scolding

advancedsellinpodcastgraphicbootAs a salesperson, how do you survive a sales scolding? It comes with the territory and can be delivered by sales managers, operations, marketing, even the CEO. The worst kind of scolding is one coming from a customer or prospect. Veteran Sales trainers Bill Caskey and Bryan Neale share the emotions around being scolded and the process for resolving the matter quickly. In this episode of the Advanced Selling Podcast, Bill and Bryan walk through a specific scolding incident and discuss how to turn a very public and unpleasant experience into a positive one. You’ll understand how to recognize your own mindset when something like this happens. Most importantly, you’ll see how you can effectively address the issue and move on.