Tag Archive for: sales process

Episode #554: What Happens When Your Technical People Misbehave?

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On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale take on a first ever listener mailbag video question.

This week’s question comes from a listener named Seth, who asks how he should handle it when he’s got subject matter experts that accompany him on sales calls who are not behaving the way he would like.

The guys break it down to talk about how do you coach people pre-call, and then what to do during the call when things get out of hand.

Want to have one of the guys in to your sales retreat or meeting? Send us an email to [email protected], with “Come see us” in the subject line and we will get the conversation started!

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Episode #553: When Cold Calls Get the Best of You

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In this episode, sales trainers, Bill Caskey and Bryan Neale, address a common question that they get from salespeople who are required to make hundreds of cold calls a week, “I’m sick and tired of cold calling and I can’t keep doing it any longer.”

The guys go deep into the psychology of cold calls and discuss the need to find other methods of prospecting that won’t result in burning out your people in a year.

If you’re a frontline seller and making thousands of cold calls is part of your routine, send this episode to your VP of sales or sales leader and see if this can prompt some other strategies and alternatives in your company.

Also, If you’d like for Bryan, Bill or both to come into your sales retreat, send them an email at [email protected], with “Come see us” in the subject line. We’d love to hear about your event!

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

Also mentioned in this podcast: