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Why Sales Deals Die and How to Keep It From Happening
Episode 5: Why Sales Deals Die and How to Keep It From Happening with Bill Caskey
Every salesperson knows that confidence is essential to closing deals. Today we are lucky to be joined by Bill Caskey to discuss why deals die and what we can do from a sales standpoint to prevent this from happening. Bill is a sales development leader and experimenter who has been improving B2B sales teams and executives since 1990. He is also the author of Same Game New Rules, Rewire the Sales Mind, and The Sales Playbook, to name a few. We kick it off with Bill talking about his background in sales and how he decided to start creating content to empower people like him. To Bill, mindset is the central ingredient in a successful sales process, and we spend most of today unpacking some of the methods he has come up with to help his clients get their heads in the right place. Bill teaches us about what he calls a sales philosophy and the fundamental place it should play in a sales process. One of the cornerstones of a healthy sales philosophy is the belief in an abundant market, and Bill gets into the ways that this type of attitude can get more deals to the finish line. Tune in for a deep dive into the psychological dimensions of an ideal sales process with Bill today!
Key Points From This Episode:
Bill’s background and his approach that focuses on the psychological side of sales.
The need to support and take care of salespeople so they can develop more confidence.
Why Bill got into sales in the first place and how he made the pivot into coaching.
How much of the responsibility to train salespeople should fall on the individual versus the corporation.
The importance of having a sales philosophy and what Bill means by this term.
The connection between knowing when to pull the plug on a deal and believing the market is fundamentally abundant.
Bill’s thoughts on why deals end up going south and at what point this typically happens.
Perspectives on the goal of convincing leads that they need you more than you need them.
Researching how much a problem you intend to solve costs your leads and educating them about it.
The increase in stakeholders and how to appeal to all of the relevant ones from a prospect company.
How to salvage a sale if you as the salesperson botched an earlier step in the process.
How sales managers can get better at inspiring and instructing their teams.
The centrality of building trust with leads and
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By Sales SamuraiEpisode 5: Why Sales Deals Die and How to Keep It From Happening with Bill Caskey
Every salesperson knows that confidence is essential to closing deals. Today we are lucky to be joined by Bill Caskey to discuss why deals die and what we can do from a sales standpoint to prevent this from happening. Bill is a sales development leader and experimenter who has been improving B2B sales teams and executives since 1990. He is also the author of Same Game New Rules, Rewire the Sales Mind, and The Sales Playbook, to name a few. We kick it off with Bill talking about his background in sales and how he decided to start creating content to empower people like him. To Bill, mindset is the central ingredient in a successful sales process, and we spend most of today unpacking some of the methods he has come up with to help his clients get their heads in the right place. Bill teaches us about what he calls a sales philosophy and the fundamental place it should play in a sales process. One of the cornerstones of a healthy sales philosophy is the belief in an abundant market, and Bill gets into the ways that this type of attitude can get more deals to the finish line. Tune in for a deep dive into the psychological dimensions of an ideal sales process with Bill today!
Key Points From This Episode:
Bill’s background and his approach that focuses on the psychological side of sales.
The need to support and take care of salespeople so they can develop more confidence.
Why Bill got into sales in the first place and how he made the pivot into coaching.
How much of the responsibility to train salespeople should fall on the individual versus the corporation.
The importance of having a sales philosophy and what Bill means by this term.
The connection between knowing when to pull the plug on a deal and believing the market is fundamentally abundant.
Bill’s thoughts on why deals end up going south and at what point this typically happens.
Perspectives on the goal of convincing leads that they need you more than you need them.
Researching how much a problem you intend to solve costs your leads and educating them about it.
The increase in stakeholders and how to appeal to all of the relevant ones from a prospect company.
How to salvage a sale if you as the salesperson botched an earlier step in the process.
How sales managers can get better at inspiring and instructing their teams.
The centrality of building trust with leads and