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It seems that recently there has been much discussion in our client base about the difference between a business development person and a sales person. So what is the difference or is there any?

In this episode, Bill and Bryan dig deeper into the subject and find there are very specific differences in how each role performs. Listen in to see how you measure up.

Also mentioned in the podcast:

• The Advanced Selling Podcast Linkedin Group

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In this episode, Bill and Bryan invite Brooke Green in to give real life examples of crazy (and not so crazy) things that clients say. Then Bill and Bryan, in rapid fire format provide their counsel on what a good reaction would be from the sales person.Also mentioned in this podcast:

• [WEBINAR] How To Sell A Premium Product in a Commodity Market
• Join the Advanced Selling Podcast Linkedin Group

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In this episode, Bill and Bryan help you reverse engineer your sales funnel to maximize your results.

The fact is that most sales people get in a rut when in pursuit of people to put in their pipeline.  And that rut is usually caused by not dissecting how someone gets into your funnel in the first place. So they give you 5 things to think about when re-engineering your sales pipeline.

Also mentioned in this podcast

• Have a burning question you'd like to ask Bill and Bryan? Email it to them at [email protected]
• Join the podcast Linkedin group to interact with other listeners!

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This episode is one of our frequent mailbag shows where we take questions from our audience and we’ve received great questions this week!

Bryan is out this week, so Bill and our producer, Jill Vanarsdall, answer these questions:

1. How do I sell a premium product?
2. How do I call higher?
3. How do I stop from doing too much unpaid consulting when I’m in “expert mode”?
4. What is your favorite book right now? What are you currently reading?
5. Why does everyone have so much trouble with prospecting?

Also mentioned in this podcast:

• Have a question for Bill or Bryan? Email them at [email protected]
• How To Sell A Premium Product in a Commodity Market webinar
• Blah, Blah, Blah: What To Do When Words Don’t Work by Dan Roam
• Platform: Get Noticed in a Noisy World by Michael Hyatt
• Seth Godin’s blog
• Reference USA - The premier source of business and residential information for reference and research

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PODCAST ALERT: If you're a VP of Sales or sales manager, you MUST listen to this podcast.

We've all been through similar situations--you have a client who is buying a lot--and suddenly, without reason, they stop (or severely reduce purchases).  This topic comes from our mailbag - a listener who had this very thing happen to him emailed us to ask for help.

In this episode, Bill and Bryan hand out a few tips on 'what to do' when buyers reduce purchasing. If you have a question that you'd like help with, email us at [email protected]. Let us know if we can use your first name in the podcast.Also mentioned in the podcast

• Join the Advanced Selling Podcast Linkedin Group for daily discussions and networking! (http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772)
• Listen to the webinar "How To Sell A Premium Product In A Commodity Market" by Bill Caskey (http://www.caskeyone.com/seminar/how-to-sell-a-premium-product-in-a-commodity-market/)

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Bryan Neale posted a blog last week that got tons of response. The essence of it was that we can learn a lot about selling from Beastie Boys' song lyrics and it was all inspired by Adam Yauch aka MCA who recently passed away. OK...so it's a stretch...but, in this podcast, Bryan and Bill address [...]

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OK, you've heard all of the statistics about how many Y'ers are in the workforce now. And you've also heard bits and pieces about their attitudes and attributes. Heck, maybe you ARE ONE!  But what is the truth behind the clutter? In our podcast this week, Lori Ermi (The Ermi Group) spends time with Bill acquainting him to the intricacies of that generation and how you can better work with them and sell to them.  Or, if you are one of them, you'll enjoy her take on your generation. Also mentioned in this podcast:

• The Ermi Group

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In this week's episode, a listener asks a question about 'closing.' Bill and Bryan realize that the whole 'closing' mentality is part of old thinking. And they give you some alternative ways to think about that final step in the old sales process. Also mentioned in the podcast: How To Sell A Premium Product In [...]

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In this episode, Bill and Bryan discuss sales networking methods. They give you 5 tips that will change how you think and act when in networking mode. The essence of this episode is that prospects are everywhere if you would just get out!! **Next Week: Mailbag issue where we address the word "closing" and how [...]

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In this episode, Bill and Bryan are both back from vacation and discuss an interview Bill did with John Jantsch (http://www.ducttapemarketing.com/blog/).

John has been doing marketing consulting for a long time and discusses how the sales and marketing games have changed in that time.We've had John on the show before but he's always a fountain of knowledge when it comes to thinking differently about business success. John is also author of the book The Referral Engine (http://referralenginebook.com/). If you'd like to hear the entire interview, go here (http://www.caskeyone.com/are-you-the-marketer-you-think-you-are).

Also mentioned in the podcast:

1. How To Sell A Premium Product In A Commodity Market - 12 Tips To Command Higher Prices and Fees Teleseminar
2. Duct Tape Marketing Blog
3. Referral Engine by John Jantsch