Tag Archive for: sales process

Episode #559: When You Are Calling on a CEO

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On this week’s episode of The Advanced Selling Podcast, Bill and Bryan address the interaction that you will have with CEOs and other top-level owners of companies that are prospects of yours.

The guys give you some tips on how you can wire your mind correctly so that you advance your deals and don’t sabotage them. The fact is that in your niche, CEOs have trends and issues that are on their mind that you need to know about.

The better you can be able to understand the role that the CEO plays in leading their company, the better you will be able to assemble questions and observations that will help them see you as a guide along their path!

If you want to have one of the guys at your next sales retreat or kickoff meeting, send them a not to [email protected] with the subject line “Come see us” to get the conversation started!

 

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Episode #558: Myth Number 27: More Data is Better

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On this episode, Bill Caskey and Bryan Neale address an issue that they’ve seen and witnessed inside their client companies. The issue is that these companies are providing the sales team with more and more data to use in their sales process and presentation, which can actually be a bad thing.

The guys caution you that while data is good and can be effective, don’t forget about the emotional buying needs of your customers since the fact is that a big part of their decision process will be emotional and not intellectual.

If you want to have one of the guys at your next sales retreat or kickoff meeting, send them a not to [email protected] with the subject line “Come see us” to get the conversation started!

 

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

Also mentioned in this podcast: