Tag Archive for: sales process

When Your Territory and Products Are Stagnant

The mailbag question from a pharma-rep listener leads to a deeper discussion about the role a sales person should play in the sales cycle. It begins with a question on how you continue to bring value to your customers.

Bill and Bryan go deep with this one, not only answering the question for our listener, but giving all listeners some “positioning counsel.”

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Join Bill this Wednesday (10/19 from 12:00 PM to 1:00 PM ET) as he discusses the idea of “super leveraging” your assets in sales for 2012 with minimal effort.

Register here: http://oct2011expertseries.eventbrite.com/

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Connect with Bill and Bryan on Linkedin!

Bill: http://www.linkedin.com/in/billcaskey
Bryan: http://www.linkedin.com/in/bryanneale
The Advanced Selling Podcast Linkedin Group: www.linkedin.com/groups/Advanced-Selling-Podcast-3831772

When Prospects Nudge You Off Balance

Sometimes referred to as a “knee-jerk reaction”, this happens when the prospect gets us off-balance by how they behave – or by what they say. In the sales process, it can happen in many places but the WORST thing you can do is “react.”

In this podcast, Bill and Bryan select five areas where they’ve seen salespeople react in a “knee-jerk” fashion and give you some ideas on how to solve them.

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You’ve just written an email to a prospect who’s not calling you back. 
You get ready to hit SEND…but as you read it again, you realize it just doesn’t quite capture your thoughts. Here’s our advice: STOP – Don’t SEND! Instead, read EMAIL IT!, 
The Seller’s Guide to Emails That Work.
http://emailitsellersguide.com/