Tag Archive for: success

Episode #370: How to Handle a Closing Slump

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In today’s episode, sales coaches Bill Caskey and Bryan Neale take a question from a listener who just went 0-7 in the last week.

Her question underscored the element of ‘upstream actions.’ In other words, what happens in the beginning of the sales process (upstream), determines what happens at the end. If you’re 0-7, you’re doing something wrong upfront.

Listen as Bill and Bryan walk through how they might remedy a serious slump, both mechanically, and mentally.

Also mentioned in this podcast:

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Episode #369: An Open Letter to Sales Managers

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advancedsellinpodcastgraphicbootIf you ARE a sales manager or you HAVE a sales manager, you must listen to this episode. Today, veteran sales trainers Bill Caskey and Bryan Neale sound off in an open letter to sales managers.

What if you’re listening to The Advanced Selling Podcast each week and you think your sales manager doesn’t buy into what you’re hearing?

How can you avoid the antagonistic relationship that frequently exists between player and coach (or sales manager and sales person)?

In this episode of The Advanced Selling Podcast, Bill and Bryan give you specific things to start doing and stop doing to help improve your relationships immediately. They believe the opportunity for sales managers right now is huge— if you know how to take advantage of it. You’ve probably heard the saying “people don’t leave companies… they leave managers.”

Bill and Bryan are here to help. Grab your team, sit down with your manager and listen to this one together. Right now. Really!

Also mentioned in this podcast:

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