The Advanced Selling Podcast

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Presentation Tips Oct 23, 2008

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Do your presentations leave people cold? How would you know? Salespeople need to be good at presentations. Period.

And the rules are changing as well. You’ll need to stop selling and begin educating and connecting with people.

Here, Bill Caskey and Bryan Neale talk about some tips to use when doing a presentation. They cover a few. Then you can email them at listener@advancedsellingpodcast.com to get the PDF of the rest. (13:10)

Other blogs/podcasts mentioned in the podcast:

www.sethgodin.com www.ultimatesaleschick.com www.salesleadershipofindianapolis.com

Questions from the Listener Mailbag Oct 16, 2008

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Bill and Bryan go to the mailbag this week to answer two questions from their listeners: How do I ease my way in to new accounts when the account’s been transferred from another salesperson? and How do I have my boss see that this is a better way to sell? Bill Caskey and Bryan Neale address both of these issues. (12:06)

How to Show Up Oct 09, 2008

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You’ve heard the saying, “How you do anything is how you do everything.” Well, if you haven’t heard that, you just did, so consider this your lucky day. Well, we have a cousin saying: “How you show up, determines what shows up.” Sales trainers Bryan Neale and Bill Caskey discuss the notion of how you show up on sales calls. And they help you get your mind right to do so properly. (12:28)

The Motivation of Your People Oct 02, 2008

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Sales managers, have you ever wondered if in your process of motivating people—you actually demotivate them? Hard to fathom, isn’t it? In this episode, Bryan and Bill review an actual email memo sent out from a sales manager to his team at the end of the quarter. And through their discussion of that, you’ll learn a new, more effective approach to how to movitate your team to get results. (15:56)

Special Edition: What Trends Are Going to Affect Salespeople? Oct 02, 2008

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Over the last few weeks, Bill and Bryan have been working on this idea of “What trends are going to affect salespeople in the future?” As they started to outline the things they were seeing in the market, they thought it would be useful to have a podcast focused on that. Now, we must tell you that this podcast is about 30 minutes (longer than our normal episodes). But they felt the information here is vital for a sales team and salespeople to know as they pursue new business in the future. The key element of all this is that if you’re not watching trends, then they can slip up on you and pass you by. So, if your sales and revenues are not where they need to be or could be, then you might be a victim of old thinking. (29:54)

The Sales Meeting Sep 25, 2008

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Sales managers—ever wonder why your sales meetings put people to sleep? Well, Bill and Bryan help you by giving you some ideas on what to do at your next sales meeting.

Sales / account people? Listen closely to this podcast and then suggest to your manager that these things be covered.

How to Start a Relationship Sep 04, 2008

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How you begin a relationship (we’re talking business relationship here) with another person will determine what you both get out of that relationship.Have you even considered the tone with which you begin a prospect relationship? And how do they filter your information? Whatever you say will define the balance of the sales call. In this episode Bill and Bryan help you think through that and give you plenty of tips on how to better begin it.

Lead Generation Aug 28, 2008

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Lead generation. It’s the very thing that can make your company millions. But, screw it up, and your revenue growth becomes an uphill climb. Bill and Bryan give you some rules for lead generation and the follow-up process behind it that can help you close those sales.

Making Sales Internally Aug 07, 2008

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During our sales strategy training sessions, we often hear from our clients, “Hey this sales method works when I’m selling inside my company, too!” The truth is anytime you’re communicating ideas to another person—and you want that other person to take some action--this content works. And we also know that some of our listeners are not even in front line sales—but they are required to make sales internally. For you folks, this is a must-hear episode.

What Are Your Rules For Engagement? Jul 28, 2008

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Every great company has rules it lives by. You might call these “codes of conduct.” But every sales professional should also have a code they live by. In this episode, Bill and Bryan give you five parts of that code—and give you the opportunity to get the other five they didn’t have time to talk about by emailing listener@advancedsellingpodcast.com.

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