show episodes
 
A Podcast To Help Your Dramatically Improve Your Results in Your Business. Bill Caskey has been a sales trainer, leader and experimenter for over 25 years. His sales philosophies have been adopted by some of America’s most successful sales teams. Now, he takes his work of helping sales teams double their output, and shares strategies and tactics with the audience. You can weigh in at Facebook.com/billcaskeyfan
 
Selling is an interactive activity and successful results will be determined by being prepared for all opportunities. The market is constantly changing and how people buy evolves as more options are available. Learn how to generate greater revenue, memorable experiences, and create client advocates by subscribing and applying relevant selling skills.
 
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show series
 
When I ask salespeople why their customers change vendors the number one answer I get is price. But when you look at B to B surveys the reality is much different. One survey I saw showed that only 15% left because of dissatisfaction with the product or price. The REAL number one answer – 67% of customers leave because they don’t feel valued by the …
 
In this episode of the Startup Selling Podcast, I interviewed Doug Brown. Doug C. Brown is a highly acclaimed Sales Revenue Growth Expert and an international bestselling author. He has coached, consulted, and advised thousands of people in business as well as companies including Enterprise-Rent Car, Nationwide, Intuit, Proctor and Gamble, CBS tele…
 
There is a difference between can and will. Some salespeople can close, but don’t. There is also a difference between can, will and should. Salespeople that can and will sell, should sell what to whom? Defining the ‘what’ and ‘whom’ is the start of defining your objectives. In the words of Zig Ziglar, get out your talking pad as Bill and 'The Profe…
 
On this episode of the podcast, I sit down with Connor Dube, Director of Marketing and Sales at activeblogs.com. We discuss the most modern methods of using social media to conduct sales. Connor gives us 4 methods you can use to get the most out of social media when it comes to selling. ================================ Want more content like this? …
 
Just because a lead requests a demo, doesn't mean they get a demo. They have to deserve it. And it's your job to qualify every lead. You wouldn't you walk into a doctor's office and say – "Show me your medicines." Diagnosing your problem a necessary step before that doctor would know if or how they could help. Your sales leads are no different. You…
 
So, you call yourself a sales professional! And that might be true, in that you get paid to do what you do. But are you at the top of your game or are you satisfied to play at an amateur level. We know that professional athlete’s practice and exercise so that on game day they can be the very best, the most elite of those who play the sport. Shouldn…
 
Sometimes you can be a coach for people even if you don't have a formal coaching relationship with them. In other words, when they are spending money with you. This episode is about how to do that with people around you this holiday season when you're with family and friends. This has been a tough year for people and your role as a good friend is t…
 
In this episode of the Startup Selling Podcast, I interviewed Todd Caponi. Todd is the author of the 3x best-book-award-winning, The Transparency Sale, a speaker & workshop leader as Founder & CEO of Sales Melon LLC, and the Managing Director of Chicago’s VentureSCALE. Todd is also a multi-time C-Level sales leader, a behavioral science nerd, and h…
 
Ever look at a company’s that failed and know why it happened long before the lights went out – or sometimes you hear about it later and wonder why. On this very episode, Bill and I will talk about the autopsies of companies that are no longer with us. Pour yourself a cup of chamomile tea as Bill and I discuss Reason Sales Departments Fail and much…
 
If you want to be influential in your network, you must establish authority. On this episode, I'll give you some ways you can position yourself as a relevant influencer in your market. The first step is to answer the questions that are on your buyer's minds. ================================ Want more content like this? THE 2X ACADEMY: LIVE Virtual …
 
You know more about the problem your product solves that anyone – that’s why you started your company in the first place. No one else is solving the problem the right way, or none of the current products work. 57% of the purchase decision is made before a prospect contacts you & 67% of the buying journey is now done digitally. You HAVE to be front …
 
Are you more interested in work/life balance than on getting the job done? Does your morning routine include a big cup of coffee and extended internet news? Are long walks on the beach and 2 hour lunches part of you daily schedule? If that’s true for you, quit sales and become a politician! Because success at sales means consistent effort and dilig…
 
On this episode of the podcast, Bill gets personal into his own struggle with being adrift in life. He also gives you some ways you can either help someone you know who might be dealing with this issue or maybe even yourself. ================================ Want more content like this? THE 2X ACADEMY: LIVE Virtual Training for B2B sellers. http://…
 
Lead generation and filling your sales funnel is the most important sales work your startup needs do every day. That's why "Funnel Fillers" are one of the 9 key Sales Accelerators that every startup needs to build and run to get more repeatability and predictability in their sales process. In this video, I'm sharing three (3) foundations of a Funne…
 
Information is essential for open and relevant conversations. Asking each other questions is a mutual activity. What type of questions progress the sales process, which ones stall it out and which ones can kill it all together. You may need a wooden spoon between your teeth as Bill and Scott discuss How to Deliver Difficult News and much more on ep…
 
My roles as a coach is to bring to the surface the things that we are not always aware of, but are effecting our business. On this episode, I share 7 dilemmas that we're facing as sales professionals. At the end of the episode I top it off with the primary dilemma that I believe has the most profound effect in your world. ==========================…
 
In this episode of the Startup Selling Podcast, I was interviewed by Scott Cowley. Scott Cowley began selling at 15 and has helped industries ranging from Healthcare to Fintech to Event Management. Scott has personally closed deals on every inhabited continent (if you can help him with the only uninhabited continent, Antarctica, please reach out) a…
 
Are you a logical salesperson who relies on facts, features and benefits to make the sale, but ignores the emotional side of the sales process? Or perhaps you are a relationship salesperson who focusses on being liked to close the deal. In either case you can benefit by learning more about the psychological side of influence and selling. So get you…
 
On this episode I get back to the basics. These are the basic sales skills that are essential for all salespeople to master in order to achieve their goals and properly serve their customers. This is a perfect time to brush up on your basics as we start to transition out of this disruption. ================================ Want more content like th…
 
In this episode of the Startup Selling Podcast, I interviewed Ethan Beute. As the Chief Evangelist at BombBomb, coauthor of Rehumanize Your Business, and host of The Customer Experience Podcast, Ethan has collected and shared people’s video success stories in a variety of formats for a decade. He’s even sent 10,000 videos himself. Prior to joining …
 
Sales is leadership and leadership is persuasion; Appealing to others greater good and working with them to achieve their goals. That takes action through influence. Which is convincing others to take action. So grab a notepad and your favorite beverage as we discuss Cialdini’s Six Principles of Influence – Part 1 of 2 on episode 429. Go to: GetInT…
 
On this episode, I had the chance to sit down with Neal Schaffer, author of "The Age of Influence" We discuss several topics from how you can become and stay influential in your market to digital transformation of your world. To learn more about Neal and to get a copy of his book, go to https://nealschaffer.com. ================================ Wan…
 
In this episode of the Startup Selling Podcast, I interviewed Andy Paul. Andy has written two award-winning sales books, Zero-Time Selling and Amp Up Your Sales, is ranked #8 on LinkedIn's list of Top 50 Global Sales Experts. He has consulted with some of the biggest businesses in the world including Square, Philips, Grubhub, and more, making him o…
 
Are you a VENDOR, a PROBLEM SOLVER, a BUSINESS RESOURCE or a STRATEGIC RESOURCE? And what does each of these descriptions mean to us as sales professionals? Our book club is starting the book BEYOND SELLING VALUE which discusses these selling levels. Fortunately, we have one of the co-authors, Dan Kosch with to tell us about these descriptions and …
 
On this episode of the Bill Caskey Podcast, I discuss the idea of proper positioning. How do you position yourself in front of your ideal client or prospect and make them think, "I can't live without this solution." If your closing percentage is not where it should be, chances are your prospect has no idea where you are taking them. And, that can a…
 
As soon as you begin to think that there's a good time or a bad time, you've lost it. Your prospects are out there, every day on different channels. Find them and talk to them. When I was at Blend, Sunday afternoons were my best day. Why? Because the executives I was targeting were catching up on email and messages from their home office. When I so…
 
How is your self-worth defined? By WHAT you DO or WHO you ARE? Often we will fail in the role we play - what we DO - but we should never feel like a failure - who we ARE. Because you can never outperform a negative self-image. On a scale of 1 to 10, if you feel like a 7 you cannot perform a an 8 or higher. So grab a cup of your favorite beverage as…
 
On this episode of The Bill Caskey Podcast, I have a conversation with Mark Timm, Serial Entrepreneur and Exponential Thinking Practitioner. We discuss his new book, Mentor to Millions, and how you can change your thinking in an exponential way. Go to http://kevinmentor.com to your copy of Mentor to Millions and get over $1000 worth of bonuses for …
 
Every day feels like a race when you're growing your startup. But do you have a system in place to get better along the way between those races – to build your strengths, to improve where you need? For me, "getting out to the garage" means committing time and effort everyday, no matter what, to get better. Where's your garage? Check out the LinkedI…
 
As a sales comes to it's culmination the buyer may ask for concessions – often a lowering of price. What is the salesperson to do? Hold her ground and maintain the price and the profitability or find some way to respond positively to the buyer’s request? Should negotiation play a part in the salesperson’s tool kit or is it an invitation for price c…
 
Who do you need to become to accomplish your goals? If something is not working the way you want it to, you have to make a change. The problem is, we can't change the world, but what we can change is ourselves. ================================ Want more content like this? THE 2X ACADEMY: LIVE Virtual Training for B2B sellers. http://the2xacademy.co…
 
In this episode of the Startup Selling Podcast, I interviewed Nick Casale. Nick is the Director of Sales at Sendoso, the leading Sending Platform, where he’s responsible for the mid-market and enterprise sales teams. As the third employee and first sales hire, Nick built Sendoso’s sales process from the ground up before stepping into management to …
 
Every day we take on adversity. Some days more than others. Some time it is initiated by us, others from someone else. If we don’t manage and leverage adversity productivity, we will either grow or become stagnate through unconscious complacency. So get focused and ready to learn as Bill and Scott discuss Complacency with special guest, Ronn Lehman…
 
What if your customer or prospect actually sold you and begged to do business with you? It is possible and I'll give you some counterintuitive methods you can use to radically change your approach. ================================ Want more content like this? THE 2X ACADEMY: LIVE Virtual Training for B2B sellers. http://the2xacademy.com THE 2X GROU…
 
In this episode of the Startup Selling Podcast, I interviewed Anthony Garcia. Anthony is an expert in sales training, recruiting, goal achievement, and motivating salespeople to peak performance. He created his 1st business and built a team of over 100 sales reps at the age of 22 and has gone on to coach and mentor hundreds of top-performing sales …
 
Neglected, ignored, taken for granted, just a number. This is how many customers feel when doing business. And because of this, they are vulnerable to the next salesperson that comes along. Or maybe they are actively looking for an alternative supplier. But we’re sure this isn’t true for you, is it? So think about your customers while Scott and Bil…
 
In this episode of the Startup Selling Podcast, I interviewed Doug Sandler. Doug has over 30 years of business experience as an entrepreneur and leader. His book, Nice Guys Finish First is a #1 ranked Amazon Best Seller. As podcast host of The Nice Guys on Business Podcast, Doug has interviewed Gary Vaynerchuk, Arianna Huffington from HuffPost, Dan…
 
As a salesperson, you are a change agent. But, how do you do you work with a prospect who refuses to change? On this episode of The Bill Caskey Podcast, I'll give you 4 principles that you can use to help your customer perceive the value is adopting the change you're offering. ================================ Want more content like this? THE 2X ACA…
 
In this episode of the Startup Selling Podcast, I interviewed Doug Sandler. Doug has over 30 years of business experience as an entrepreneur and leader. His book, Nice Guys Finish First is a #1 ranked Amazon Best Seller. As podcast host of The Nice Guys on Business Podcast, Doug has interviewed Gary Vaynerchuk, Arianna Huffington from HuffPost, Dan…
 
Our beliefs create an internal operating system. How we act. When we are silent. And when we don’t take action. This process defines our truths, gives us confidence, and delivers our results. Do you believe you deserve results? Learn how powerful thoughts, attitudes and beliefs are everyday of your life. So make sure your ear buds are firmly in pla…
 
Have you ever asked the question, "Am I Worthy?" I believe we all have told ourselves at one time that we're not. On this episode of The Bill Caskey Podcast, I go a bit deeper into the heart of sales achievement, Self Worth. I discuss the 5 mindsets that surround our self worth and how we work to improve our self worth which will improve our achiev…
 
Blend officially reached unicorn status this week, with the announcement of their Series F – now valued at $1.7 billion. These announcements lead to a bunch of messages and questions – What was it like starting the sales process as the first head of sales? Where did we find our first customers? How did you get on the path to unicorn status in the e…
 
Let’s be honest with each other, there’s something about selling that scares you! When you find yourself in a situation where you have to do that “thing” you can feel your heart beat a little faster and your palms start to sweat. At this point you can either drive yourself forward or find another task to do. But if you find another task it puts one…
 
On this episode of The Bill Caskey Podcast, I share a recent Facebook Live that I did prior to my webinar series. In the Live I dive deep into two of the twelve principles inside my new ebook, "Closing Begins at the Beginning." Also, enrollment is now open for both The 2X Group and The 2X Academy. The 2X Group (Small Group Coaching): http://the2xgr…
 
In this episode of the Startup Selling Podcast, I interviewed Greg Accardo. With over 20 years of business and sales experience, Greg serves as the Director of the LSU Professional Sales Institute. Since 2015, he has been in the Department of Marketing conducting extensive work developing and executing strategy, acting as the industry liaison, chie…
 
Most relationship-based sales don’t happen on the first call. Often the first call is the first step in the sales process. The bigger the sale, the longer the process and the more steps. Each step is an investment of time and energy, with a shared risk on both sides of the table. How can we increase the likelihood of winning the sale with each step…
 
In this episode of the Startup Selling Podcast, I interviewed Jeroen Corthout. Jeroen is the co-founder and CEO of Salesflare, an intelligent CRM built for SMBs selling B2B, mostly popular with agencies and SaaS companies. Salesflare itself was founded when Jeroen and his co-founder Lieven wanted to manage the leads for their software company in an…
 
I got an appointment with the right person. The appointment went great and I asked penetrating and essential questions. My proposal was spot on and the client seemed really interested in our value proposition. But here it is 3 weeks later and I still don’t have the deal. What’s up with that? In this podcast, Scott and Bill will have a conversation …
 
In this episode of the Startup Selling Podcast, I interviewed Todd Caponi. Todd is the author of the 3x best-book-award-winning, The Transparency Sale, a speaker & workshop leader as Founder & CEO of Sales Melon LLC, and the Managing Director of Chicago’s VentureSCALE. Todd is also a multi-time C-Level sales leader, a behavioral science nerd, and h…
 
On this episode I give you some ways you can evaluate whether someone in your sphere of influence would make a good coach for you. This can also help you decide if you might make a good coach for someone else as well. If you're interested in increasing your closing percentage go to www.BillCaskey.com and sign up for one of our upcoming webinars, "H…
 
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