The Bill Caskey Podcast: High Impact Sales Training for Sellers and Leaders

This is Part 2 of Bill's "Amateur V. Professional" theory of why some people succeed wildly, and some muddle along. In this week's episode, Bill reviews the final 5 attributes of a sales professional. You can grab your copy of this free download by going to BillCaskey.com/55download . ========================================= Join my Facebook group, Going Pro! facebook.com/grou...

This document should be laminated and framed in your office! It is Bill's "Amateur V. Professional" theory of why some people succeed wildly, and some muddle along. In this episode of the 2X Podcast, Bill will review the first 5 attributes and then next week he will review the last 5. You can grab your copy of this free download by going to BillCaskey.com/55download . ==============...

You know that Bill's favorite topics center around perspectives, points-of-views, and mindsets. These topics apply to EVERYTHING we do in business or in life. How we think determines how we act - which determines our results. In Bill's coaching, he is always examining what's "beneath the surface." He's taken lessons from his coaching practice and, in this episode, he...

Purdeep Sangha is my guest on this week's 2X Podcast episode. He's the author of "Superfans," a book on how to create enormous loyalty within your client base. I highly suggest reading it, it is an awesome book to learn how to serve clients so that referrals flood to you. How often have you worked with a vendor who you can barely tolerate - and then they ask you for referrals?...

In this episode of the 2X podcast, Bill Caskey reviews the nine elements of a World Class Leader. These elements will help you whether you're in sales leadership, company leadership, or just want to be a leader of yourself and those around you. There's also some space at the end for you to share with him anything that he might've missed as the 10th lesson of leadership! ============...

Dr. Brookh Lyons, author of "The Envelope System", jons me today to talk about business relationships - and what we can do to improve them. The fact is that if we want to 2X anything in our life, it likely gets down to the *quality* of our relationships - with propsects, clients, internal team, family etc., Dr. Lyons is a powerful speaker and coach who works with high achievers in their...

Without trying to be overly dramatic, that's my question to you: Are you sure you're communicating the proper message to your market? Most aren't. Which is why I did this episode, where I give you several new ways to think about your target audience, and the messages that will get through. Also, I prepared a Checklist for you. Just go to http://billcaskey.com/50download  to get your...

If I had a dollar for everytime that topic came up - Strategy or Tactic -I'd be a rich man. In this episode of the 2X Podcast, Bill emphasizes the power of a good sales tactic, regardless of your strategy. He also suggests that people look down at tactics, preferring to sound high-minded by babbling on about strategy. Nothing happens in sales until you have a tactic that is delivered properly...

We so love to get to the features and benefits of what we sell, that we RARELY take the time to find out what's really going on in the prospect's life. But, how can you match your solution to their problem - if you don't know theeir problem in the first place? Ready for the answer? YOU CAN'T. Is it possible that's why the closing percentage in B2B orgs. is less than 10%? I...

The process of creating and documenting ideas is elusive, isn’t it?   Do I keep it in a journal? Do I keep it on my phone? Do I write a quick article about it to keep it fresh?     And what about the BIG IDEAS? How do you "work them out”? Do you even get them?   In this episode of The 2X Podcast, Bill addresses a BIG IDEA around your customer - and how to develop it so it’s usable.  =========...

People love "evidence" don't they? And we should all love it, too. It's evidence that leaves clues as to whether you're on your way to your goals. Or, evidence also helps as you are in the sales process. In this episode of The 2X Podcast, Bill Caskey discusses the various faces of evidence and gives you some ideas on how you can better use your evidence. ==================...

Aristotle first came up with the concept of Modes of Persuasion (furnished by the spoken word.) In this episode of The 2X Podcast, Bill Caskey takes this and modernizes it a bit to help you see the criteria you are being judged on. That might be nice to know, huh? There are four parts to it. Suggestion: Have your notebook and pencil out so you can get full value of this episode. ==================...

On this episode of The 2X Podcast, Bill addresses a very common mistake that most salespeople make when they decide to try and drastically improve their results, they JUMP.  They jump to making more calls, working more hours and desperately making more connections on LinkedIn. Those are all great things, but if you don’t do the prerequisites first, you’ll never get to where you want to be.  Bill g...

In this episode of The 2X Podcast, Bill channels his inner marketing voice and shares what every sales pro needs to know about building a SALES FUNNEL. Every service/product you represent NEEDS a funnel. And Bill talks about how to start building your's today. He also shares some ideas on The Customer Journey.  ========================================= Go to my Facebook page to join me live e...

In this episode of The 2X Podcast, Michael Pici, Director of Sales at Hubspot ( www.hubspot.com ) shares his story of how he became a thought leader in his market - and how you can too. Michael provides simple instructions to get started and what it can mean to you and your career (and your income). Learn more about Hubspot at hubspot.com .  ========================================= Go to my Faceb...

What do you do when things get tough? We all go through difficult times, but sometimes, those periods of woe are quite serious. In sales, you may lose a big deal that you counted on. In leadership, one of your top execs might have just resigned. In the financial game, the big deal you banked on went belly-up.  In this episode, Bill reviews some ideas on how to get out of the doldrums if you find y...

I say this a lot, not a big fan of the idea of "closing" a sale. But it's the vernacular that we're all used to. I like the idea of "decision making" instead of closing. Recently, on a Facebook Live event, I took questions from listeners on their issues with closing sales. We had 7 questions that were all very well stated. Here is a chance for you to hear them. Make s...

Lots of energy goes into ‘getting people to make decisions' in the right way (for us) of course. But how much time have you spent thinking about the factors that go into a person's decision making process? Likely not much. In this episode, Bill lays out 5 factors that you should consider as you go about the business of changing someone's opinion. Make sure you also join the Private...

You might have heard of this concept before. While it's nothing new, it's still rarely used to its full potential. On this episode of The 2X Podcast, Bill reviews 4 assets you own that MUST be part of your personal marketing plan. As we coach and train sales performers everywhere, we find "lead generation" still to be the most difficult area of skill. And this podcast will help...

Everyone wants more leads, don't they? Well, in this episode, Bill shares with you a strategy of how you can generate more leads-- and do so in a way that distinguishes you from the masses (of average sales people out there:). He gives you 5 things you can do RIGHT NOW to advance your thought leadership position in your market. ========================================= Go to my Facebook page...

I know...no one thinks of themselves this way, do we?  Unfortunately, it doesn't matter how WE see the profession of selling. It matters how our customers see it. And, regrettably, there are quite a few out there who have not gotten past the stereotypical sales person as someone saying anything they can to close the deal.  In this podcast, Bill reviews 3 solutions to this misperception. Befor...

This is part 3 of our 3-part series on "Selling a Premium Product in a Commodity Market." In this episode, we deal with ACTION. What ACTION will you take to command a premium product in your world? This was a Facebook Live broadcast on 03/28/17. The prior three episodes dealt with the other sections of this topic, Getting Clear, and Getting Ready. If you sell a high-priced product, then...

OK, so you don’t like my headline, huh? Well, I did it because in this episode, I address seven questions that I received following our last podcast.   These questions tell me a story about the kinds of issues sales people face. And I like to think of the resistance we meet as a ‘headwind.’   I trust you’ll listen to this entire episode for it holds lots of lessons for you, whether you have these...

This is part 2 of a 3 part series. In today's live training we address the elements of "Getting Ready" to enter the market with a Premium Solution.  Here are the topics we cover: 1. Being able to explain your value competantly.  2. Being skilled at handling the 5 questions you will get from your prospect. 3. Being able to articulate your difference.  Go to  http://billcaskey.com/pro...

The second part of this is ..."In a Commodity World." Every seller we know faces this problem: "How do I better control my thinking and my actions so that I will command a premium price - in a world that is price-sensitive?" This is Part 1 of a 3 part series. In this episode, Bill walks you through how to GET CLEAR on your value. Also, go to billcaskey.com/pro to download the A...