|Management & Marketing||65|
Bill Caskey and Bryan Neale: B2B sales trainers for the past twenty years share their strategies, frameworks, tips and tricks to help you leverage your talent, grow your skills and create your own sales success. You'll discover how you can shift your mindset, win with prospects and build long-term relationships with your clients so you can thrive and advance in your career. Bill and Bryan's approach to sales is funny, often quirky and always real. Their work has allowed them to help sales professionals, managers and leaders at hundreds of companies all over the world implement successful strategies and build profitable sales teams. Prospecting, sales communication, buyer resistance, proposals and RFPs, pricing, cold calling, sales forecasting, pain points, psychology, positioning, deal coaching, goal setting, leading and managing, achieving your goals and all the other things that work (and don't work) in the world of sales to help you be the best possible version of yourself.
October 19th, 2015
Episode 459 of 555 episodes
What makes a salesperson a superstar? Veteran sales trainers Bill Caskey and Bryan Neale get into today’s Mailbag Monday episode with a conversation with Butch Bellah, author ofSales Management for DummiesandThe 10 Essentials of Sales Superstars. They discuss Butch’s recommendations for how salespeople can truly become superstars, including understanding that people buy what they want and not what they need. Do you walk your customers through a “Needs Analysis” or “Pain Finding” tool as part of your sales process? Butch says most salespeople are missing the opportunity in doing so. Instead, he suggests a “Want Analysis” to help you understand what’s in your customer’s head. In this episode of The Advanced Selling Podcast, Bill and Bryan learn from Butch about mastering the art of problem finding, not just pain finding. Butch shares how there is much to be learned about sales from his experience with heart surgery, and you’ll walk away from this episode with a new outlook on offering solutions to your customers. Download your free copy of Butch's first book, 10 Essential Habits of Sales Superstars by visiting: http://butchbellah.com/advancedselling/ --------------------------------------------- Want a comprehensive training solution? Visitwww.advancedsellingpodcast.com/productsfor access to "ALL IN" a three hour training and coaching program from Bill and Bryan. --------------------------------------------- Join the LinkedIn Groupwww.advancedsellingpodcast.com/linkedinor give us a call317.575.0057 ext. 10.
Jessica Helfand and Michael Bierut explore how design works within complex organizations to shape decisions, ideas, products, and more. Guests include clients from many industries and designers in many fields. Recorded at the Yale School of Management.