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We all want to be positioned as valuable—yet how many of us really take time to “execute” that position? And we all “say” we want to speak directly to people’s pains and frustrations, yet who among us has done what Bill and Bryan are recommending in this week’s episode? (Probably not many.) But try for [...]

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What can we learn from sales people who are new to the profession…or from one who wants to reset his career?Simple. We can reach back into our experience as trainers of sales teams and review what the “habits” are of those high achievers.In this podcast, Bill Caskey and Bryan Neale discuss some of their observations [...]

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Every business on the planet has something in common with others. And in this podcast, you’ll hear what it is…and how to think about it in a way that allows you—the sales professional—to solve it. It has to do with how your prospects think about you and your solution.

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Why do so many people turn their noses up at “account management’? Is it just not sexy enough? Does it just not require the testosterone that we sales types are addicted to? Whatever it is, we miss a ton of business by not focusing on our current clients. In this episode, Bill and Bryan not [...]

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This cast takes a question from a listener and expands it to “a marketing tool kit for sales people.” You cannot rely on your marketing department to be the sole lead generator so you must know how to do that, too. Unfortunately, it’s our experience most sales people aren’t of the “marketing mindset.” So we [...]

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No one would ever admit that they did anything to stop a buyer from buying from them. Yet, salespeople do it all the time. We like to say there are things you do to “propel” the sale. And things you do to “repel” the sale. In this podcast, Bill addresses the very things most salespeople [...]

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What To Do When Your Client Doesn’t Implement Your Solution Correctly?This question comes from a listener in UK and has to do with his frustration at a client who bought from him but has failed to implement the solution correctly. A common issue…and frustrating since it blocks more business from that company AND the possibility [...]

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