Episode 14: Trends in Selling with Bill Caskey

October 10, 2023 MPN 0 Comments

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Bill Caskey is a sales development leader and experimenter who has been improving B2B sales teams and executives since 1990. His counter-intuitive philosophies and strategies go against the orthodoxy of most sales approaches – the ‘convince and persuade’ doctrine. Instead, Bill takes a radically different approach to B2B sales – which includes using media as a lead device, creating personal empowerment for the salesperson by avoiding the antiquated techniques of amateurs, and a thorough understanding of ‘buyer behavior’ which helps the salesperson control the sales process.

His topics help: * CEOs of sales-oriented businesses who want rapid growth. * VPs of Sales who have sales teams needing to make their numbers. * Sales Professionals, who must reinvent themselves in the new digital economy yet who lack sound coaching from their managers. He is the author of Same Game New Rules, Rewire The Sales Mind, The Sales Playbook, and Email It! He co-hosts with Bryan Neale, The Advanced Selling Podcast (Top 30 Marketing Podcast on iTunes), a weekly podcast counseling sales forces and leaders worldwide, who seek to improve their business. The program is the top sales podcast with downloads of over 130,000/ month with 13,000,000 downloads in 13 years. He is also the creator of The High Achiever’s Mentoring Program, a small group experience for high-income sellers. He also hosts his own podcast – The Bill Caskey Podcast, where he dives deeper into counter-intuitive concepts for CEOs and sales professionals.

In this podcast, host Kerry Barrett interviews sales coach and trainer Bill Caskey. They discuss the common mistakes and misconceptions about selling, emphasizing the importance of creating an environment where both the customer and the salesperson benefit. They also touch on the need for unlearning outdated sales techniques and retraining individuals to approach sales more effectively.

TIMESTAMPS

[00:04:17] Sales is about creating an environment.

[00:05:37] Sales should be collaborative, not pushy.

[00:10:53] Sales professionals need to shift their mindset from persuading to guiding prospects toward their desired outcome. Additionally, having a clearly defined sales process and effective messaging are crucial for successful client acquisition.

[00:17:15] Embrace your unique personal brand.

[00:20:10] Build your brand through content.

[00:26:06] Embrace your unique voice.

[00:30:43] Creating content improves communication skills.

[00:36:02] Micro content is king.

[00:39:31] Free checklist for business growth.

Places to follow up with Bill:

LinkedIn: http://linkedin.com/in/billcaskey/

Facebook: http://facebook.com/billcaskeyfan

IG: https://www.instagram.com/bill.caskey/

Youtube: https://www.youtube.com/billcaskey

Website: https://billcaskey.com