Sell More with Casemore Podcast

Buyers continue to minimize the amount of time they spend engaged with a sales professional when making purchases. How are you going to get their attention? Be provocative Standout Be enthusiastic . For more tips and resources, visit our website www.shawncasemore.com .

When it comes to sales team meetings there is one mistake I see the most. The meeting is not for the team, it for the leader of the team. . For more tips and resources, visit our website www.shawncasemore.com .

If you are trying to hire for a sales position you have a few options to attract the people. One option is you can pay more money than anywhere else, you will attract lots of people, but you may not have the culture to retain those people. The best sales teams have a diverse group of people that share similar values and ideals.  . For more tips and resources, visit our website www.shawncasemore.co...

If you are losing members of your sales team, it is because they have found a better opportunity. The reason why they left is not necessarily for more money but for a better culture.  . For more tips and resources, visit our website www.shawncasemore.com .

When it comes to closing the deal, there is so much information out there it can be overwhelming. The way you close each deal can be a little bit different. When it comes to closing the sale most sales professionals miss the value of the discovery section of the sales process.   . For more tips and resources, visit our website www.shawncasemore.com .

Many sales professionals are spending multiple hours every week trying to find new leads! Finding new leads is great but what about the dozens or even hundreds of dead leads you already have on your list? You need to stay in touch! . For more tips and resources, visit our website www.shawncasemore.com .

Maybe you are selling something that is highly capital intensive. Maybe you are selling something that is in a niche market. Having a strategy to approach those companies or markets makes sense but, do not get caught in the weeds and spend hours and hours doing research before you pick up the phone or book a meeting.  . For more tips and resources, visit our website www.shawncasemore.com .

Your competitive advantage can be built on your responsiveness. In todays environment almost anywhere you call you will hear “we are experiencing large call volume,” or “longer than expected wait times”. When your customers or potential customers are looking for you, you need to be there! . For more tips and resources, visit our website www.shawncasemore.com .

The Sales profession is evolving and will continue to evolve. As sales professionals, leaders and organizations we need to be evolving too. You may be seeing that the age of your buyer is become younger as the Millennials come into the marketplace and the Baby Boomers move out. If this is true in your business you will also be seeing that the Millennials have different preferences on how they like...

As you look to move forward in today's market we want to ensure you are creating the  processes, methods and behaviours that will allow us to generate consistent sales.    Think about marketing and sales as one effort Approaching buyers Build a pipeline of intel Adjust your growth strategy Hybrid selling strategies  . For more tips and resources, visit our website www.shawncasemore.com .

If you find yourself in the position of having lots of sales and not enough resources to fulfill or service the sales now is not the time to sit back and allow things to settle down. What you do need is to have a system of how you can increase and decrease the flow of your sales as needed.    Has your buyer changed? Can your buyer find you? Buyer preferences are evolving The role of the sales prof...

Across the globe the pandemic has led to many who are in sales positions to feel burnt out. We need to take steps toward designing our day so that we are productive not just busy and in balance so we do not burnout.    How are you spending your time? Reduce time spent on Non-revenue generating activities Breaks should be relaxing Put the phone down   . For more tips and resources, visit our websit...

The economy is beginning to shift, you may have noticed some clients holding off or holding back on expenditures until they get a better feel as to what the future of the economy will be. You can implement these strategies for closing deals faster.     3 questions to ask in the discovery session A personalized proposal  Always try the assumptive close   . For more tips and resources, visit our web...

Sometimes we believe things about ourselves that is not proven to be true. Often we saddle ourselves with anxiety or start to doubt our value because of the stories we tell ourselves. It is rarely ever as bad as we think and we can almost always find a solution.    Unexpected situations Taking action in a new direction What is causing the anxiety Asking logical questions Keeping a strong mindset  ...

This book was written in the later half of 2021 and early 2022 so the insights provided are current and you can put the tools and tactics to work today to sell in the current environment.   How to sell more in a down economy Review your accounts What are your competitors doing? New business generation Evidence based feedback Meeting virtual or in-person   . For more tips and resources, visit our w...

Over the past 2 years there has been peaks, valleys and significant challenges to overcome for many business and now some industries are slowing down because of the talk of a possible recession on the horizon.   If you’re in sales, you may feel like you need to be buckling in and getting ready for bumpy ride and that may be true but there is something else we should also be thinking about.     Tod...

Selling is an activity. If you want to be good in sales you have to be good at executing activities consistently.    Staying in touch with the market Collecting intelligence  Focus on the customer How can you re-position?

There are some challenges when you are a sales professional and you plan on taking vacation. Typically one of two things happen, you either have to monitor your emails and have your phone on you at all times or you completely disengage. Both of these scenarios can have downfalls. If you want to take a vacation and be able to relax there is a third scenario that you can try.   Pre-vacation activity...

Your mind is a powerful tool that you can utilize in any area of your personal or professional life and this is especially true in a professional sales position.    Pain is in the mind Using "triggers" for positive actions . For more tips and resources, visit our website www.shawncasemore.com .

Often we see that there are two camps when it comes to closing the sale. The first camp keeps presenting information, features and benefits until the buyer says they are ready to buy. The second, tries to close the sale throughout the conversation using several different closing techniques.   Both camps would be better suited to use the assumptive close more often.     What does an assumptive clos...

Marketing efforts within small businesses, medium sized organizations and large coroprations vary greatly from one salesperson and a third-party contractor hired to head the marketing effort to having a full marketing team, contractors as well as a large international sales force. Regardless of the size of the organization there often is a disconnect between the sales and the marketing departments...

Our attention spans are broken, and if you're selling in this environment you need to focus in value, but what is that? How each buyer defines value can be very different.    Ask what information would be helpful What are your competitors doing? 5 levels of value Informative value Fundamental value Unique value Individual value Monetary value   . For more tips and resources, visit our website www....

It can be difficult to get a buyers attention. People are distracted, working at home, having back-to-back-to-back Zoom meetings and the list goes on! You need to have something of value to say and use a system you can repeat.   Create a BAT What does your buyer value Making connections Make it repeatable  . For more tips and resources, visit our website www.shawncasemore.com .

When it comes to selling, at what point should you be moving into a virtual conversation as opposed to having an in-person face-to-face meeting?   Is what you are selling commoditized?  Is your product or service complex? Strategies for virtual meetings . For more tips and resources, visit our website www.shawncasemore.com .

We have all had experience with a difficult buyer. They may be hard to contact, have tons of questions, push back on everything you offer or are ghosting you. No matter the reason it feels difficult to get them to move forward there are closing strategies that work.   Not everyone is like you The problem with the assumptive close Action based closes . For more tips and resources, visit our website...