17 Burst results for "Bill Caskey"

"bill caskey" Discussed on Advanced Selling Podcast

Advanced Selling Podcast

03:05 min | 3 months ago

"bill caskey" Discussed on Advanced Selling Podcast

"We all know that we are I think Saad, Guru, who is one of my favorite yogis. Favorite follow this Ad Instagram. Yeah. He says, all suffering comes from the world that disappoints we want it to be a certain way. It's not a certain way was Brian Neal. It'd be a certain way and he's not bill caskey and he's not our spouse and they're not all suffering comes from that. So the only way to not suffer is have no expectation that the world's going to correct correct. So true isn't it we want everyone to do certain things, but we wanted to do that certain things the way to be. Right so interesting here at my second one is pretty straightforward and I found to be really true. It takes effort to change its work. It takes almost no work to stay the same because I know what I'm doing. I've got to nurture the ball's rolling down the hill soon as the ball stops, Roland gotta go up the hill push it I gotta do. Something and it's hard and I gotta sweat and I gotTA use muscles at used before and I think people just like to say you know I always we joke like talking about exercise like it's real easy to go for a walk. That's you walking is very easy for most people. It's easier to sit there. It's easier just to stay on the couch for another hour. Easier that makes sense because I got her ardy on the couch. I'M NOT GONNA move. It's easy for me to stay seated in this chair takes a leopard, get up and go out and go on the trail for a walk. So you gotTa get past that first step I've always my. I always say put your shoes on. As you gonNA work out these, put your shoes on k. your shoes are on now. Now what now? Maybe we'll go for a while so That's good. That's good. That's those triggering trips ideas. I think a little bit of cause for our resistance to change is, is the idea of I'm just not enough. Yeah. I'm just not and I know that you know we always laugh at the whole Stuart. Smalley and Saturday night live I'm not good enough doggone I'm smart enough. But you know there was a lot of truth to that, and the truth comes from the opposite of those things that Stewart was trying to get across, which is I'm not enough. I'm just and I hear this a lot from people you know in some of my programs we talk about this feeling that is so deep that we don't ever want to access it and talk about it. Yes. It comes from childhood growing up from traumatic situations and I'm not talking about sexual or physical trauma just trauma just. Being a person who doesn't know what the hell they're doing in a world that everybody thinks they do and they get you get punished by it all that. But I think there's also the corollary to that which is I'm not enough and I'm not going to be able to handle it. So I'm not going to be up for the task right to change getting off the couch doing a youtube video I'm not going to be able to do that and we all know that's just a BS story that we tell ourselves it just is it And I think sometimes I see a lot of people even in social media you kind of in the instagram influence world when they talk about this, the the fixes to say you are enough well you to go deeper than that. You can't just say no bill you are enough. It's gotta you gotTa examine where those feelings are coming from to pull..

Brian Neal instagram Roland bill caskey Smalley Stewart
"bill caskey" Discussed on Advanced Selling Podcast

Advanced Selling Podcast

02:43 min | 3 months ago

"bill caskey" Discussed on Advanced Selling Podcast

"<SpeakerChange> <Speech_Male> Touchy feely. <Speech_Male> <Speech_Male> You. <Speech_Male> <Speech_Male> into of video. <Speech_Male> So so what's the <Speech_Male> lesson here today firmness <Speech_Male> we've been. <Speech_Male> Tagging <SpeakerChange> around the topic <Speech_Male> I. Think it's a <Speech_Male> good topic. It's so <Speech_Male> here here will be in. <Speech_Male> You know we like to give <Speech_Male> advice tackle <Speech_Male> things. This is an orderly <Speech_Male> tackle these thoughtful <Speech_Male> things but here's what I <Speech_Male> think about number <Speech_Male> one what are you hanging <Speech_Male> onto? <Speech_Male> That's going to hold you back. <Speech_Male> What belief you <Speech_Male> hang onto. It's <Speech_Male> going to hold you back. Examples <Speech_Male> are <Speech_Male> eventually I'll be able <Speech_Male> to get back into <Speech_Male> face. To face selling, <Speech_Male> which is what I'm really good <Speech_Male> at. That's an <Speech_Male> idea that you may want <Speech_Male> to consider reconfiguring <Speech_Male> in your brain <Speech_Male> because that <Speech_Male> idea may <Speech_Male> hold you back. <Speech_Male> That's a thing. <Speech_Male> So have you think about <Speech_Male> that I or <Speech_Male> the things that are holding me <Speech_Male> back the second is on the positive <Speech_Male> front where <Speech_Male> can I be that <Speech_Male> first follower? Where <Speech_Male> can I find leadership <Speech_Male> a leadership <Speech_Male> position not <Speech_Male> like a role but <Speech_Male> <Speech_Male> I take the lead <Speech_Male> in modernizing <Speech_Male> or going <Speech_Male> forward in my industry <Speech_Male> and selling <Speech_Male> a thing like bill said, <Speech_Male> can I open my Youtube <Speech_Male> Channel? Can I start? <Speech_Male> Can I post my first video? <Speech_Male> That sort of stuff? <Speech_Male> <Speech_Male> If you let go of some stuff <Speech_Male> and then move <Speech_Male> towards a new <Speech_Male> thing. <Speech_Male> It openshaw you. <Speech_Male> Yeah absolutely. <Speech_Male> Yeah. One thing <Speech_Male> I would say is I like <Speech_Male> that idea of <Speech_Male> writing rule <Speech_Male> book and <Speech_Male> and maybe just the way <Speech_Male> you do it is go to Google <Speech_Male> docs and open <Speech_Male> up new folder <Speech_Male> or file <Speech_Male> and start <Speech_Male> thinking. Okay. What are <Speech_Male> the new rules <Speech_Male> that I want to implement <Speech_Male> it in my business <Speech_Male> and <Speech_Male> maybe it's a <Speech_Male> <Speech_Male> Who knows maybe it's a <Speech_Male> youtube channel maybe <Speech_Male> it's a podcast <Speech_Male> maybe it's <Speech_Male> you know <Speech_Male> we've heard a lot <Speech_Male> about real estate <Speech_Male> over the <Speech_Male> last twenty <Speech_Male> years about <Speech_Male> there's only so much <Speech_Male> real estate and you got <Speech_Male> and I think the new <Speech_Male> real estate's the web <Speech_Male> what has <Speech_Male> been for yeah <Speech_Male> for ten fifteen years. So <Speech_Male> this is not a new concept <Speech_Male> but <Speech_Male> as you're thinking about <Speech_Male> your own personal brand, <Speech_Male> what <Speech_Male> is your online <Speech_Male> real estate? <Speech_Male> Is it attached <Speech_Male> to? Linked in <Speech_Male> attached to facebook <Speech_Male> or do <Speech_Male> you have your own real <Speech_Male> estate like <Speech_Male> I? Know you have blind <Speech_Male> Zebra Bill Caskey <Speech_Male> Dot Com <Speech_Male> we've got our own real <Speech_Male> estate that's not <Speech_Male> tied to a social <Speech_Male> media platform. <Speech_Male> Yeah. So <Speech_Male> that that's another <Speech_Male> question is, can <Speech_Male> you own some digital <Speech_Male> real estate <Speech_Male> that will <Speech_Male> connect <Speech_Male> with people that can <Speech_Male> point people <Speech_Male> in the right direction <SpeakerChange> if they're <Speech_Male> interested in working with you? <Speech_Male> Yes. Yes and yes <Speech_Male> and yes is the answer. <Speech_Male> Great Topic <Speech_Male> Today <hes> <Speech_Male> have you examine <Speech_Male> that topic for <Speech_Male> your own mind take it back <Speech_Music_Male> your sales team it's really really <Speech_Music_Male> great stuff to do <Speech_Music_Male> if you haven't already <Speech_Music_Male> thought about <Speech_Music_Male> it or joined <Speech_Music_Male> please become <Speech_Music_Male> an insider we <Speech_Music_Male> love to be with you. <Speech_Music_Male> That's a live <Speech_Music_Male> coaching session once a month <Speech_Music_Male> with me Bill <Speech_Music_Male> <hes> join you <Speech_Music_Male> and <hes> hundred <Speech_Music_Male> or issue <Speech_Music_Male> of your friends as part <Speech_Music_Male> of that program's really really <Speech_Music_Male> great program advancing <Speech_Music_Male> podcast dot <Speech_Music_Male> com slash <Speech_Music_Male> insider would love to see <Speech_Music_Male> you there <SpeakerChange> and that's it.

Bill Caskey Touchy feely Google facebook
"bill caskey" Discussed on Advanced Selling Podcast

Advanced Selling Podcast

10:31 min | 7 months ago

"bill caskey" Discussed on Advanced Selling Podcast

"Company chemical system sales processes. We question how those apple store people know exactly who you are and what you're looking for and we talked post. Kovic sales process how to design and implement years going forward. Welcome everybody. The advanced selling podcasts. Longest running sales training podcasts and podcasts. History my name is Brian Neal. I'm bill Caskey your every week. It may the eleventh as we record this. It's my nieces birthday little rookie bear Brook Noel. L. She she is our quiz. That is she's eleven. I think think she's eleven she eleven. Oh it's nice isn't it Is easing into the double digits Let's see we are Yeah this is the release date in Indiana. We get to come out and go to restaurants and I've been waiting for my tattoo parlor to open up. I'm not yet I I in line over there to get a Georgia massage and to getting along survived Kovic Tattoo on my cheek. I think I'm going to get that. They'll get it too early. Cova on my sleeve got to wait till the end of the year to if we're going to survive we're also happy we had our first Insider call if you haven't heard about the ASAP advanced podcast `insider. This is the way that bill and I become your personal coach and we haven't talked about this since we did the GIG Friday. I thought it was fantastic. And what makes a good group like that is? The audience is the people that have committed the time and the energy in the effort to make themselves better We had phenomenal questions. I think we had some really good advice that the the group seemed to really enjoy. So if you haven't heard about that yet you go to the website advancing podcast dot com. Look for the top band of the talks about the insider and think about becoming a member. There really really great program. We'd love to have you. We'd love to be your personal sales coach. That would be fun and I think what we'll do over. The next few months will pull some questions that came from there and kind of play them live on on this broadcast. So we can give you an example of what some of the questions are and what some of our answers are and we don't want to be constantly pushing it and pressing on the the insider button. We just WANNA were excited about it and so forgive us a little bit for the first few months. We're really excited about what it can be for people. So that's good. I had A. I have a funny story. You know I've talked talked on the podcast here about my relationship with pools pool chemical companies. Oh yes you have. And I've said that it's it's really a machine. It's money printing machine this assessment. Where you go you take your pool water in. They put it through some kind of thing and then it spits out all the products and so when you open your pool in the spring. There's always a lot of drama around. Well you're chlorine high put a lot of chlorine or chlorine low well and there's alkyl and up and down and there's stabiliser insoluble and there's all this stuff and so it was in there the other day throwing my credit card dude after I'd taken my water and it was one hundred and forty three dollars and I'm on my way out. I thought you know. I think I know what happens now. I think the owner of the pool supply company says hey guys on the floor. We got a lot of alkyl up that we need to get rid of. So why don't you turn the dials up on the machine? So I know that happens. So what's in the bag in the bag? Magic part of it which is the assessment which they just turned a dial back. I need you to video. Their thing and the thing is how many people like so they put it the machine. Then there's numbers spit out. Who GOES I? Don't think that's right. You know I'm GonNA declined that goes. Okay gives the Crayon beautiful got little courses on it and the other interesting thing about holes and we have a hot tub that we have we little but it still gets treated and stuff. You know you get in the thing. You can't really tell like. Can you tell with your skin? I mean you know if. The chlorine Belle sometimes yeah and then I'm like okay. It'll be all right we're going to serve all gonna work. It's all going to be just fine. We're a little light on alkaline. Sound like people are GonNa Watch. You know their their skin. Where healing you? Did you ever try to dig? Your Own Pool. Of course we put hose water dirty. We were in an all day long. No problem all day when your parents would walk you out of the House. It was just me my fault. Now now we're locked in okay. Let's do it topic today. We have talked a lot over the last few weeks about sales process and Howard things changing the new normal. The dreaded new normal. Yeah so we wanted to spend a little bit of time today on the podcast talking about the sales process and how it changes if it changes for you what you can be thinking about as you look to tweak it modified improve it because. I think we need to get ready here right now for what's going to happen the next six months to a year and beyond A. I was telling you Brian. We hear a lot about digital transformation. And how are we digitally transforming our companies Mo- specifically our sales and marketing departments? And this fits into that. I think there are some things digitally with sales process going to help people. So that's our topic today and I would say this is definitely not a question of if this is a question you should. This is a must do funny because we did an episode if I remember right before a covert hit about sales process documenting and things like that so that the episode hang true. What has changed? I think you really need to retool it so If you're listening to this what you should be thinking about us is. This is a pencil paper exercise pencil. You like that bill to the recommendation of the Pencil. Hard Black Yep Is a pencil paper because you do need to erase and scratch and move things around but you really need to do this as an exercise. This isn't just like listen while you're working out tips thing. This is when you go back to Pencil paper. Write things out. I know everyone's really busy. No one has any time right now. Not Oh my God. Hey I've got you on the Pencil paper. How about we make this a post. It note exercise Pencil on posted. Well then you can move around a little a much better. It might be better than just scratch. What I said. Do The post enough. Yeah that's a great drill by enough. I don't do it. Ever range drilled such as the posted notes. Everybody comes away from that with a lear process. Okay sponsor three m three M posted notes. If you're looking no kidding. We should do that though. Shouldn't we should get posted note sponsored? So what you should do. If you're listening in WanNa go through this process just get some little little wall three by five or two by two post notes and because what you're going to be doing is putting the elements of your sales process up and then you're going to be kind of moving around modifying the created. You Post it notes by trainer mark. Morgan Civil Challenge called the Post Challenge tells the exercise. You stand plink you take up the post it notes as they are staying a plank. Take them off one at a time. Organiz him in a ten by ten. Take one hundred of them organism in a ten by ten perfect square while you're implant sutures in front of your appeal in office. Put Him on the ground front of you. It's way hers. One one arm one. Yeah however you WanNa do it you just gotTa stay in plank and try to put it all together and Organiz stuff keeps you in planks. How do you get them off to thing? You gotta like use your your bracing yourself and Korir activation so post challenge for my friend mark. How long does it take see? People get between six and seven minutes longer than you plank. Yes that's what I mean. It's a heart. That's an a play. You can use your feet down okay. Okay hosted no drill Start Yeah Yeah. So Mine's real easy to start. You need write it down. And it's amazing. How many people have their sales process written down drill the bills talking about post it notes? We'll help you do that. You take steps and stages and things like that you put headings on the top you can get here we go. Let's up the exercise. You get multicolored. I colored for the heading post. It notes one for the headings and then one for like the actions and one for the outcomes. Eli Three colors now. Certain look really pretty but you gotta read it down. You get a name things if you can if you can name the stages you can talk about them as a process to your prospects as opposed to just generically talking about the next step which a lot of people just talk about the generic. Nextel instead we say hey next step for us. It's called walk through and with the walk through is. This is where I'll interview your sales people. They'll talk to me we'll build some rapport and we're working on the program right before we go to Game Day As part of our so. That's where it is that's good. That's good so yup come up with your elements and then name name them each. You can even name the whole process too but yeah at least named the elements you gotTA. You got to be able to explain this which is one of mine. Which is is your process easy to explain visit. Consumer Bowl when you explain something. Does the person really get it and understand it? Not just the elements of it but why. What's the purpose behind the process? I've got a client. Who's who is really good with process. But the reason they're good with it is because they spent a couple of minutes upfront sharing with the prospect. Why they even have a process and it gets into you know. We've we've seen before where solutions don't get delivered on time. They're over budget. They're under there under served and we don't we will not tolerate that and so our processes designed to make sure that never happens love it so the y of the process is important but mainly is it easy for you to explain it to prospects. And if it's not an if their eyes are glazing over they're falling asleep or laying their head down on the desk something like that. It's very compelling. Just think of when you go to the apple store always use this as the example for the process you go to the apple store you get hit by a greeter. They put your name on a list. Then some guy randomly comes up to you and said you. Brian and I go up because you're looking at an IPAD. Yep and you have to rate on the memory and two choices on the color. What are they write down? Do they now down a blind zebra album buddy? That works at Apple an apple store. Tell us how they know who we are. It's a great question. Yeah but they do..

Brian Neal WanNa sales training TA bill Caskey Indiana Brook Noel Georgia Cova Morgan Civil Challenge Apple Howard Nextel
"bill caskey" Discussed on Advanced Selling Podcast

Advanced Selling Podcast

01:58 min | 7 months ago

"bill caskey" Discussed on Advanced Selling Podcast

"Welcome everybody to the advanced selling podcasts. The longest running sail training podcasts. And podcasts history taking you through the pandemic Brian Neil. I'm Bill Caskey or your co hosts as always. We're glad you're here. This is episode two of the week and the eve of our live of three Cs. Coaching session cocktails coffee or Cohiba. GotTa write this down. After service word exactly wolf sounds like a fish. It sounds like a fish that I would I would like is your. Is Your COHIBA fresh line call? It is comes from the girl. I'M GONNA grilled Kelton with side of the mango salsa. Does what is the fish? There's a fish that sounds like that. Cobi A- Columbia is coby coby. Coby Easter's God let the K. Some fish that I feel like sounds like it. Well how do you know Cohibas not spell with exactly what I'm talking about? There's no doubt about that so we're doing a live coaching session. This is coming up Thursday tomorrow. So be listening to this. You know later. You'RE GONNA miss the session so the date of the coaching session. This is a live coaching session with me Bill. Free for you guys all your listeners. Friday may first four. Pm Eastern time. Go to the website advancing podcast DOT COM register there. You're going to hear his coach. Two or three people live. Were actually selecting from you. You can submit if you want us to coach you on a deal There'll be a place for you to do that. Any give us your question. A little bit about your deal actually GonNa pull two or three Mersa up from the audience and coached them wives. So that's a Friday may the first four. Pm Eastern time with a cocktail a coffee or a Cohiba how to do good shepherd? You'll learn quick nine lives so true so if you want to register if you're not on our.

Coby Easter Bill Caskey Brian Neil Kelton
"bill caskey" Discussed on Advanced Selling Podcast

Advanced Selling Podcast

16:40 min | 7 months ago

"bill caskey" Discussed on Advanced Selling Podcast

"Now I am one of Your House Bill Caskey on the other host remote Brian Neal. We are pleased that you're with us. We are pleased every week. You're with us. We're going on a two episode per week Little cadence here and have for the last couple of weeks. Don't win we're going to end. It probably be another week or so. We want to. We want to continue to give value and we know that Times are tough. I mean this is difficult for sales people Brian. I did a Webinar here with our listeners. And if you didn't get a chance to watch it or listen to it. We're going to take a couple of questions that we didn't answer today but we gave the example. I said that you know a lot of times. You look at the metaphor. Brian used racing. The car racing and qualification as a metaphor. I use the metaphor of the of the Horse race of the of the thoroughbred and we salespeople are all thoroughbreds we love to race we love to hunt. We love to were out and about or doing deals. And we're talking prospecting Laura were out and about and Utah Horse now. You can't go out. You gotta go out and graze in the field for about two or three months and don't lose your edge by the way thoroughbred because we're gonNA come back or we're gonNA ratio again so don't you dare Luger Edge and for a salesperson. It's like what is it a main cause you can't lose your edge in times like this and you can start engaging in bad habits and you can start getting a little soft and you can start not working on your skills and of course we're all about the opposite of that which is continue to work on your skills continue to write continue to produce content. Continue to talk to clients so that when it turns your ready to race again. I love it. That's great algae. I grew up in horse racing family to like the Jabber. We attended horse races a lot when I was a kid. Did you wear the hat? Does you were correct? Well my GRANDPA's probably bad saying they probably went there. Too much then spent too much money. It's not really a good thing here of unless I didn't know that I was just good. They're fun watching horses Stuff when I was a little kid. But that's a great metaphor that were were not It's not stud fee time yet. You know what I mean not out breeding a human being or all built a move. Yup and when someone says don't move it's really hard. Yep We're taught the insider to is new program launched for years people said. How do I get coaching from bill and Brian? We know you never could before the fees are too big for the company is now you can. And it's the ESPN insider is taken off our communities come together. It's great. We price it so that you can afford it yourself. It's a great investment yourself over an annual a time. It's just it's really really well worth the community that you're going to get into coaching. You're GONNA get me a bill specifically you gotta advance PODCAST DOT COM SLASH INSIDER. They sheepishly slash inside. Or there. You get all the details of it. We joke that you can't marry that on your expense report that needed to find another job to over a loser So basically I did mention last time things I was done with but I have another add on. So we've got lots of famous people stars musicians people that are coming at pro athletes coming on our screens everywhere. Say You can do this man. Just stay home. You guys can. Do it renders together. They say that I think they should add something to the screen. When they do that I think they should add their net worse and a picture.

Brian Neal Bill Caskey Laura ESPN Utah
"bill caskey" Discussed on Advanced Selling Podcast

Advanced Selling Podcast

13:52 min | 8 months ago

"bill caskey" Discussed on Advanced Selling Podcast

"Welcome back to the advanced selling. Podcast the longest running sales training. Podcast PODCASTS history. I am Bill Caskey. Brian L. HERE. We are remote today. Were virtual again. Because of all this supposed virus stuff supposed-. I'm not a virus denier. I'm now although I did have a friend asked me. Do you know anyone who's got it? It's an interesting question and we know there's a lot of people very sick. It's very bad but it is a thing where I don't know any. Do you know anyone say they've had it really. No I'm just kidding. I had it back in sixth grade. Now I don't know what to call it know exactly you don't just notice. I'm down in my studio to see I've got a band over there. You know people are saying this is a great time to like. Take up a new hobby. I bought a Banjo last year with all intention to learn how to play but haven't done just reminded me. Maybe I'LL BE OVER SOON. So exist topic race episode to begin the ended and the topic is the beginning of the end and we were trying to figure out. Who's at the beginning of the end? The end of the beginning is a new beginning. But at some point we have to assume that we are closer to the end now than we are to the beginning and we want to start planning for the end like you said. Brian Elliott steal your thunder. What's what is her about this end. That's really cool. It's the best fricken beginning of the end ever because most times you say beginning of the end and it's a very negative thing while his bill and I were talking in pre show warm-up you talk about a great thing to know that this is the beginning of the end of this time period that we're in this episode this thing that we are all in right now so we wanted to talk. Now you're getting a lot of messages. Our listeners are getting a lot. The Earth thing we're trying to do is give a different message. Everyone's saying here's what to do now and saying sell through the crisis selling in panic and I'm like that just adds to this deal if you're selling in crisis your acknowledging crisis you need to hear what you're saying if you're selling in an epidemic yourself you know so there's a situational thing that is going on without question. I don't think we need to feed it more. We don't need to deny church but we don't even more so we there's a medium. Yeah there's a middle ground there gleaned feeding it and denying it and unfortunately I don't think too. Many people have occupied the middle ground. Now you're telling Telling me earlier about a person in our business who everything they're doing now webinars and teachings and books about the crisis there in the crisis and how to sell and how to avoid and all that stuff and it feels to me like it's kind of like the ventilator you know it's kind of like the ventilator dilemma is like it takes ninety days to bill ventilators. Are we going to be passed? This thing. I thought a plethora of ventilators Batori an abundance as we say advancing podcast. Yeah Yeah So. We're trying to give some some people some some tactical planning advice. And or maybe even just a way to think about this. Like all things like Mo if I if I asked the listeners to say de Remember what you were doing in the middle of the two thousand nine financial crisis some of you might remember if you lost your job or something. It was traumatic Frio. Most people I can't remember. I know I was worried and I had. I had a whole lot more overhead a whole lot less cash then and I can't I can't I can't recall the worried. I can remember the things but I can't breathe. I can't remember the feeling and I can't replicate the feeling of the anxiety so this is going to be the same deal. Meaning we're GONNA flash forward. It's going to be twenty twenty one and we're GONNA not remorse. Remember the jokes and stuff like Oh remember. We can go outside. We did touch elbows and all that jazz. Four not going to remember how we felt from a sample of like refilling. It makes sense. Yeah so the point is this is going to go real quick. It doesn't seem like it when you're in it you're stuck in cooped up in a house with five kids which. I am which I get. It can be challenging. But it's going to go fast so bill and I want to help you get ready for when we start to edge out of this whole deal. Alrighty I've got a way I think to kick US kick us off. I had a client yesterday. Call me and he's a young man. He's probably twenty four years old and he. He's in his father's business eventually. Going to take over and they're they're in the glue packaging business where they sell glue and and appliances that put glue on like large packaging. So they do a lot of food service work and such and he said he goes. I'm trying to figure out what to send out to my clients because I don't know when this is going to end but I know it is and I need to be providing value which is really good taking a little bit of my adviser and I said what's the big problem when we had back to the to the real world. Because I'll tell you. The biggest problem is supply chain. The demand is going to be so great that we won't be able to get parts. And if anything's coming from China overseas it's going to create it's going to create more problems than today is because we're an and I said well that's awesome. Then you've got something to talk about over the next two weeks to a month you've got value not trying to scare people into buying. If this is going to be a problem you've gotta tell them who else is going to tell them. That's beautiful example of. He's taking this idle time to say okay. May I what's going to happen so I've got? I think that's a question. We can all asking our businesses. What's going to happen when the foster gets turned back on? What is the paints? Yeah yes it that would be and I'm glad you said that. That's that's the first question that I'd recommend our listeners who are loyal listeners. Who have been with us for a long time. Even if you're new they really take this advice and say put in practice. A very tactical thing to do bill saying is to put your clients just on a spreadsheet or a Grad and. You know if you've got one hundred fifty clients have to all of them but maybe a top ten percent whatever gives you a nice usable number and do this little girl that bills talking about and I want you to do a positive and a negative meaning coming out of this here the positive impacts that are going to occur so I know this so I've got a company a client who's in the travel business. Well when this thing comes and breaks open all these events that were supposed to be in. The spring are out now being rescheduled in the fourth quarter in the first quarter of twenty twenty one so they are going to get slammed with business in the fourth quarter. They're going to have capacity issues. They're going to have some logistics problems. So there's plus and minus two both. There's plus the good part is they're gonNA get slammed. The bad part is they're going to need resources and filling in gaps. They're going to need to know how to tell people know they're gonNA know how to talk to someone who had everything all buttoned up and ready to go for a May meeting. That's now in December. My client's going to have to tell them. Hey remember we were GonNa do that event. We can't do that now but here we do instead said so. That's how I think about that is coming out what's good and what's going to be the bad of the client coming out and start to tee that up right now before we get there because a lot of people are not thinking that way right now. They're just thinking like this very in the moment. What do I do? And this thing's going to end these things and they seem to me a WHO knows if we're going to be let out like you know we're GonNa let the as and bs out. I RELY A or B. You can go to school. Everybody else say trickle it out. That's one thing either way we're all going to be out sooner than later thinking about so. I think the way. It's probably the way it'll happen. It'll be a a release of certain of the prisoners. Said yes then the rest us and then the old the old folks like us probably will never say again here. You'll be quarantined forever. That's right cab will still be. Can we still do the podcast remote down in the outer about down the What was supposed to be a tasting room right shoulder so I have another thing here? We touched on a little bit in the last episode and that was positioning. How are we positioning ourselves to come out of it again? We're going to focus today on. Not What we do over the next week or two but what we do may I would or out of it. And that is if you're in these services business and you sell services to companies that can help them grow or help them grow. Their business grow their profit. I think you're going to be in demand but you've gotTA figure out your Messaging Strategy now right now today. Don't wait until may first because to use this time to produce content that helps people see what your position is. Yeah so my and my belief is that there are going to. I think you might agree with me. Brian there's going to be wreckage out there. Who'S GOING TO BE COMPANIES? That are just in a in a wreckage moment and they need sales. They need do. They need sales training. I don't know maybe they might need. Coaching needs sales a minute online. But they need something to get their people back into the market and generating revenue well. I think that's going to be very good for our business. And so we've got a message our way to that not just hope they show up in wait around until May I comes in. Say Well what we're all the call so. I mean we've got to do something right. We have to act on that now so that it may sound like the same thing to me. It's a little bit different. So there's one thing you evaluate the plus and minus on how everybody's impacted then you move into your own personal strategy client by client you say okay. How can I support this group on on on the breakout? You know when we start to move out and the lights turned green It's almost like a reverse triage if that makes sense so you know triage on the downside coming in as like some people are going to make it. Some aren't some are in the middle. I work on the middle's I saw coming out. Same sort of deal so some people are going to be. Some people are gonNA come out of the thing and be okay. They aren't going to have some of the carnage that we're talking about..

sales training Bill Caskey Brian L. Brian Elliott epidemic US China Brian
"bill caskey" Discussed on The Breaks

The Breaks

01:48 min | 1 year ago

"bill caskey" Discussed on The Breaks

"My head out. The closest sites from a car accident came from Amazon prey on my mic may not cuter Ronald. Hey if I knew simple right would've never get so. My mom took it. Sam No razor boy so may I would never let another man right months. We melt smoking while driving thanking again. Not a master plan replacing in the mirror to pass the y'all mentioned but I never spot upside sites Sarney's this be one foot never respond then when I said I'm the one home. It SARS snakes blood. Would I always keep the family got a handout thanking salt down but they never catch now. Mona WHOA ragged pay for. How will flyway about disciple light now? We gain sales fell asleep in court crying. Now it was pumped heels. Might don't apply me that going. No matter well be ousted I will when never Switzerland even losing own. Damn fuck the white sort of Bill Caskey. When kissed you drop desk when now the tears file fake.

Bill Caskey Sarney Amazon Switzerland Mona
"bill caskey" Discussed on Advanced Selling Podcast

Advanced Selling Podcast

08:03 min | 1 year ago

"bill caskey" Discussed on Advanced Selling Podcast

"Welcome everybody to the advance of selling podcast. My name is Brian Neil Bill caskey and we are coming to U. mid week after take three of the I've only been doing this for fifteen years and I couldn't get the intro out that's brutal hey mid week episode this is new for US always says it's the most valuable thing that anyone ever does for any sales team and we absolutely love it and so we just WanNa share with you a little bit some thoughts about that then tell you about this program we have called the ideal work studio yeah you can learn more about that just go to advance selling podcasts dot com up in.

Brian Neil Bill caskey US fifteen years
"bill caskey" Discussed on Advanced Selling Podcast

Advanced Selling Podcast

03:49 min | 1 year ago

"bill caskey" Discussed on Advanced Selling Podcast

"Bills voice gets recognized by my kids basketball coach party we attempt to record the shortest episode ever but Taylor Swift keeps the party going and we dip into the CO video mailbag and take a question from Ted in New England. Who Asks How do I be a good new kid? Welcome everybody back to the advanced selling podcast. The longest running sales training podcasts and podcasts history. My name is Brian Neil. I'm Bill Caskey are glad you're here whereas always welcome to the New People get lots of new listeners. those of you who are new. You're new to the show. You're starting to listen to the old episodes bench watching like my kids binge. Watch the office. Yeah sure that you go to ultimate pregame. Dot Com and you'll get a little Freebie pre-game checklist for yourself to help you prepare prepare for sales meetings and then you'll drop off your email address there and we'll be able to stay in touch with you so good ultimate pregame.com put in your email address you something really cool for that and then you'll get to stay in touch with US around here little secrets in fun things that come out before the rest of the people do. I had a client the other day who said who cited the ultimate pre-game because has he does it every time he makes a big like large presentation call and there's one element in there that he says I just love that and I'm GonNa tell you what it is. Are you serious. It's IT'S A it's it's one element that he has made the big difference for me and how I chase or don't chase how I position myself. What I love about that is when people get a tool like that and they just they we use it like the way it's just a thing and it works when you use it. It's funny isn't it yeah. I met somebody the other night okay who came up to me. What is it a party for. One of their friends is getting married and we knew the parents Poblano so he was introducing himself really nice young man introducing himself and he said Yeah Bill. I said his name was bill and my name is bill in common and I knew that he went to the same college that I went to so. We talked about that for a minute. He's do you have any Caskey ascii any acquaintances or family members at What is chill at Immaculate Heart Parish Church School Yeah and I. He said he knew there was some other cascades. No I don't have any relatives of Allentown and he heard me speak and he goes Oh. I know you you're the advanced selling podcast Brian Neal. Apparently he coaches or coaches. I'm assuming you're talking about billy as names billy power silly power yeah who who's a great human being. I think a really good sales guy I too and as my kids would all tests because it's basketball tryouts were last night. They love coach. Power are big fans him a couple of his buddies coach and they just there he just great with kids and he's a great coach. you know sometimes you sit down with people you don't know at a party and people tend talk about themselves a lot. There's a lot of posturing and kind of and he wasn't that way at all he was he was really It was really enjoyable he and his wife both were there and it was fun so I figured you knew him. There's a good little podcast lesson to go to any sort of networking event party and not talk about that and it's funny what people say you know what they do when you do that. They shot on a podcast. It's one hundred that's right so everyone's go to go link will good old. Billy Powers Dad's names bill too so that could be a problem his dad all of a sudden ends getting like four hundred thousand Lincoln requests from advanced selling podcast listeners so okay topic today we are going to dip into the CO video mailbag. This is the CO video video mailbag if you will so if you haven't already co video a friend of this show partner of ours if you WANNA check that you're looking for a way to differentiate yourself coveted has got a really cool way to do that actually have real estate and on my computer here belsey little co video sticker on my own all sorts of trying to stay young. That's what the young the kids do. They put stickers that right now..

Bill Caskey Billy Powers Dad Brian Neal Taylor Swift sales training New England Brian Neil basketball Ted Poblano partner Immaculate Heart Parish Church Allentown Lincoln
"bill caskey" Discussed on Advanced Selling Podcast

Advanced Selling Podcast

05:56 min | 1 year ago

"bill caskey" Discussed on Advanced Selling Podcast

"Bill shares are sincere gratitude for you our listeners i share a clip of some crackle -tective work that gave me a gut busting laugh laugh and we're bringing you tips and ideas on how to sell to a sea level buyer. Welcome back to the advanced selling podcast. The longest running sales training podcasts and podcasts history. I am one of your host bill caskey on the other host brian meal will we are really glad you're with us today. You know i don't know that we have said thank you to our listeners either recently or enough nice but <hes> we do appreciate. She ate and you know what we really appreciate. Not only the consistent listening and interaction on are linked in group but also when you tell other people about us yes that really lee is <hes> inspiring and up to. I don't know who knows on the stats. <hes> we talked about data last week on the episode so who knows what to believe but i think we've got eighteen to twenty thousand listeners. We get over one hundred fifty thousand ish downloads worse causing up yeah across all the up on ten million downloads or number nine million downloads we agreed tribe is the people listen to the show just awesome great and fun and they're smarter inquisitive and want to make themselves sells better than that makes us really happy so we're glad for you and we appreciate you telling your friends neighbors colleagues family about us again but enough about us we would love love to come in to your place to your retreat to your sales event sometime. In the next six months brian. I both do one day gigs or half day gigs and we can either do it together. Do it individually all you have to do to get the ball rolling. Send us an email at listener advanced selling podcast dot com with the subject line line. Come see us and we'll start. We'll have a book a phone. Call with you and talk about your team and talk about what you want to accomplish so there we also have of situations where if you're a salesperson you're thinking well we we have a sales meeting every every year but i'm not really involved in it or whatever we've had multiple occasions when our listeners the salesperson and they've passed it along up the ladder then we come to the gig you know and just telling you the response is usually really good and the v._p. Of sales like how did we find these two cats you you know and then you that salesperson said well on the listener missed so that's better it's like almost like a horse is is your so we would love to see you so send us an email and we'll get that ball rolling the topic to the other night. My wife and i were were spending a saturday night watching a flipping stations. <hes> maybe sunday either way <hes> we both like twenty twenty forty eight hours types things those murder mysteries stories so we're watching this murder mystery and i don't know what got me going on this but <hes> i videotaped it or a video to play the audio travel travel so tell me if you as you listen to this person talking if there's anything that kind of gets you thinking okay like oh really and these are like detective people like in my mind. I'm kinda like you like. You'll just have to listen. Okay all right. <hes>.

bill caskey murder sales training brian lee twenty twenty forty eight hour six months one day
"bill caskey" Discussed on Advanced Selling Podcast

Advanced Selling Podcast

04:53 min | 1 year ago

"bill caskey" Discussed on Advanced Selling Podcast

"In this episode of the Advanced Selling Podcast bill highlights relationship between running with the Bulls and acts throwing. I vowed to never hold myself out as a fashion icon and we riff on the question can personal branding make sales obsolete. Welcome back everybody. This is the advanced selling podcast the longest running sales training podcast man's history. I'm bill caskey in women's history to human what you meant so Bryan last week we started to talk about the accounting firms. We knew them as the big eight we did back in the day. They're the beginning of the big one and a half or two three and it went from the big eight to the big four okay Diane we were talking in the pre show and so I looked up the big eight Oh okay so here they are going to get them. Yeah ready big eight Arthur Andersen. That's number one delighting Tusch. That's number that's number five although it wasn't with Lloyd into it was Deloitte Ed Haskins and sells being so okay then there was <hes> <hes> twenty Ernst and young no earn Stan you said Yeah Winnie irst Ernst in Winston winning yeah and then there was <hes> <hes> man you said it did coopers and libraries and library library or yeah. That's four of the big eight yeah then there was give me hint the one that we did last week. Oh Oh yeah can't get you know that one. That's five then there was a k._p._M.. K._p._M._G. Yes right which I never think about that because that's and then to Shin Ross loss which obviously to they merged. There's how the eight went to seven Ernst and Winnie merged with Arthur Young Arthur young to become Merson young. I assume I assume this is what happened so anyway. Through the merger acquisition position <hes> whole deal they became four and I don't know how many there are but <hes> couple left so P._W.. See Yeah it's the largest of the big fourfirms Deloitte Ernst and Young K._p._M._g.. I I will tell you at the Kelly School of business when it came to recruiting all the sales marketing people you'd think they'd be the fun ones the accounting firms through the best parties. They'd come to recruit holy cows P._P._O.. Hit it was competitive crazy yeah trying to get kids to make it trying to make accounting fund and stuff like that who good luck with that. We snuck into the accounting parties as the sales guy okay two things I read the paper and they were shockers for me. What is the running of the Bulls just had I just saw that and there were people Gourd Board believe that yes they're always eric? I mean I know it's like is that news. Americans were board there. Were we're so used to running with the balls now would we. How did they get gored well? They were running down a little tiny itty Eddy Street with worth four thousand dollars with the white shirt and a red collar on and so that was one thing. I thought it was interesting how we're still shocked and dismayed what well how did that happen. The second thing was I heard the other other day. You're familiar with acts throwing well. It's a kind of a buzzy thing. It's a buzzy but not yet we went to kind of boring. After the first two times says okay okay. It's kind of fun but apparently there was an injury yet acts throwing the other night right here in town and I can't imagine how but apparently an ax was thrown at the wall and it came back and hit a lady didn't kill her didn't cuss her but it's lyster up pretty bad vertical..

Bulls Winnie irst Ernst Deloitte Ernst Arthur Andersen sales training Arthur Young Arthur bill caskey Deloitte Ed Haskins Shin Ross Diane Merson Bryan Kelly School of business Gourd Board Lloyd Stan eric Winston four thousand dollars
"bill caskey" Discussed on Advanced Selling Podcast

Advanced Selling Podcast

03:56 min | 1 year ago

"bill caskey" Discussed on Advanced Selling Podcast

"In this episode of the advanced selling podcast, share my concern with javelins referees, safety Bill Nye cleanup up an atom and you don't know me from Adam confusion, and we dip into the Cova video mailbag and take audio question from Damian who asked? How do I unscrewed an under performing competitive? Incumbent. Hey, welcome back to the advanced selling podcast, the longest running sales training up up podcast. I'm Bill Caskey, one of your house. I'm proper Brian so welcome back for those of you who are new have a lot of new listeners. We've watched our numbers over the last few months, and they go up, and we're just descending that it's a new people. So we release a new episode every Monday, Brian, and I have been doing this now for seven hundred plus episodes easing. We're not quite tired of each other closer, our good. And we batch these, we sometimes come together and do a couple at one time. Sometimes one at one time, we try to stay current with content and we hear from our listeners a lot. So if you have not emailed us or sent us some kind of a recorded audio, you can record it on your phone. We've got one today who incidentally, he did a great job on wonderful job on the and you can just send it to listener advanced podcast dot com. If you don't mind, we'll play it for you, and we'll use your first name your last name. We'll give out addresses, we'll do anything. Or we'll do nothing. That's all we wanted to play it to Mason. We've new long time. It's a lot of episodes. There's really half versus age, if you really really great. So this is a unique thing. So my football season started this past week, get going on in the these things, they call OT as we go out and your ref practice and get back in the groove. Your down rules task getting back in the groove. And I was away for the weekend fishing with my son, and we were watching a track meet, there was live is the national track me in washing the field events. And we're watching the javelin throw and I got to thinking I wonder if anyone's ever gotten hit by a javelin in the competition, and I Google that and guess crop. Yeah. There's a whole lot of video of judges. So the referee is the refs of the javelin running out. Got a good spot, and getting speared in the arm trying, not to laugh, these guys when he see, like here's a picture of one. I'm showing you this. You'll see this guy. This judge is coming into get a nice spa kidding speakers. Right. This show. Older, and I'm thinking turning on. No, I I'm thinking you're javelin judge, you kind of know what's going on here. Don't you shoot kinda stay back back in the six hundred feet range knowing that there were about three once around the new can come running up to get the spy, don't, you know, it is not an instantaneous thing. You're not trying to, you know, see if the guy toe tapped for a catch in the end zone yet, maybe.

Brian Bill Nye Bill Caskey Cova sales training Damian Google Adam Mason football six hundred feet
"bill caskey" Discussed on Advanced Selling Podcast

Advanced Selling Podcast

08:17 min | 1 year ago

"bill caskey" Discussed on Advanced Selling Podcast

"Brian. You know, we love our friends at panda. Doc. What if you could save hours hours of administrative time and spend more time selling well with panda? Doc, you can create send track and e sign beautiful proposals and quotes faster than making a single call. They've even got a new e book that discusses the tennis central elements, your proposal, must have Goto Tanda doc dot com forward slash ASP to download that book for free. So if you need help, creating beautiful sales proposals in quotes checkout panda. Doc, you can look like a billion dollar business without spending like one and you can go to panda. Doc dot com slash ESP. Welcome everybody to the advanced selling podcast, the longest running sales, turning podcasts and sales turning podcasts history. My name is Brian Neal. Bill Caskey have my sick voice on today. Can you tell them Louisville, it's kinda good though for voices? I think it's good baritone. Hey, that's what I was told you could voice over work, and it's only because I've got you know, a tumor in my long right now. Anyway, we're here every week for your listening enjoyment every Monday. Glad you're here for your new, please go to Arlington group. We have a link group with about eleven thousand of your favorite podcast, friends, talking about stuff and Bill and I put things in there, occasionally, be sure Lincoln to us also directly if you would Brian Neal, Bill Caskey, have you ever heard of a tonsil stone? I have now I've never I have never never out at dinner the other night with a bunch of people and half the people at the table had had tonsil stones, I've never heard of an never ever heard. And then they started to describe it, which would dinner is the wrong time to describe tonsils zone. But when you said something about Tim, I thought, well, maybe, maybe guy has got tonsil stone. I've. Never heard of it. But it's, it's gross. I, I can't. This awful tonsil stones. Maybe maybe our guest today. Well, that's our first question. Exactly. And do you know what it is? And have you ever had one? But we're talking today with the Brooke but Chestha Brooke is the SDR manager at outreach dot IO outreaches, one of our finds sponsors and colleagues and friends in the industry, and they've been Bonsor here for the last few weeks. And so we thought we would have Brooke onto give some advice on just the whole revenue driving machine that outreaches and talk about outreach low, but talk more about just generally, how can people become better at sales process, and all the things that touch it and all the tentacles had it has. So Brooke, welcome to the show today. Thanks so much for having me, guys. Pleasure to be here. Yeah. Where are you? I am in Seattle, Washington. Headquarters. Oh, nice you're awake. Good for you. Ver- very pretty early here. So you play the east coast sales game out there. The. Yeah. Yeah. Maybe a little background just on your. How'd you get to where you are a little little bit of Brooks? Life story to start with. Yes. So I as mentioned, I'm minister manager refuted hours. I have my one year anniversary. Actually last Friday. Yeah. Very exciting before outreach. I'd been at a couple of other startups. I started my career as an SDR down the bay area there, I'm from the Seattle area. So once I decided that I wanted to stay like I got into sales wanted to stay in sales. Move back home or for another company as Nessie are in the same space worked up as the AT became a manager. And now I'm here at outreach, unless second CR manager gig. In third ESI our shop. So like this is the ordeal. Don't you ideal? I've been in the bay area, and in California, there are millions of. Yeah, it was all. So I think they should make their own little town. Colleagues SSD, where do you live SDR, California, just outside of San Jose very close? Well, you'll see as we all walk around with headsets on. That's all you'll see that they're they're little phone. That's actually so tell us a give us a minute or two on outreach, and kind of work that you do in the kind of solution new provide to people, and maybe even get into some of the problems that you help companies solve. Yeah. Well, I've got a very high level. Yes. Familiar with like how outreach came or came into existence or I can give you a quick over. Awesome. All right. Well, about four or five years ago. We actually reached I don't think I think we had a different name was recruiting applicant tracking system. And if Manny listens to this when I get this wrong for me. No, I, he had a couple of rounders at actually met at Techstars before that two of our founders. They were at like, this tech incubator here in Seattle, and Andrew Kinser and Manny were cleared up together. And while Kinser was pitching Manny on his idea, manuals pitching, kindergarten his idea. Manny our CEO got Kinser ahead of product to quit his other idea, jump on demand bandwagon, we're on this new project for recruiting, and it was going to pay, right? They had a couple of other founders lesson, Gordon. They were building this product was going. All right. But as a really competitive space, an as bay, you know, kept trucking along, they were actually running into huge wall, and they weren't doing doing well at all like doing so poorly. They're going big. Krupp's and they're like, man, we got to figure out how to sell for this stuff. There's only the four of us, there's no way that we can get in touch with all the people, we need to. So they created a Bhatt essentially the help them send out more emails, reminding the follow up on people. Stay on top of their sales process when it turned out, it was working well, they were booking meetings are selling more stuff. More meetings, they have at their customers. Their customers kept telling them. Yeah, this recruiting stuff is cool, but I'm actually really interested is how you got in touch with me, because nobody gets in touch with me, and I don't know how you guys did it anyways. They, you know, not surprisingly turns out the ball. They created was called outreach. They decided to do a full, pivot a governor to the applicant tracking system headed towards the sales engagement software, and they realized that sales space with actually a lot less fisted than they have assumed people are still working on spreadsheets for a lot of people can empathize with that. Not a lot of insight into their data or their pipeline. A lot of it was just based on gut. Feeling and so four years later, here we are, we have the sales platform. We're helping people sell faster and sell more of it. And honestly, just sell like twenty nineteen. Okay. So be more specific about that, because that's I don't know how to get from where I am. I've, let's say that I'm a VP of sales, and I've got of ten to fifteen people. So what kinds of problems in my experiencing that would cause me to outreach out to outreach? Yeah, why thank you know, process, and not having enough time in the day is like enemy number one of sales people. Right. Because we're really great chatting with people, but there's just a lot of volume and it's hard to stay on top of it. So as sales, folks, we have to do things like send out follow up emails, make sure that we're keeping of customers. If you're prospecting, keeping your pipeline full of people to reach out to, and what are we says that automates all of those Monday, tasks that you can spend more time on the phone closing the sales rep, that your executives have some better insight into what it is? That you're doing on a daily basis in lent. Some help early prime example as Manny. And our CRO actually use it to check on the health of deals that can see, you know, emails back and forth. A better understanding of where things are in your pipeline, rather than just reporting things on the spreadsheet, that's kind of static ZIM extent totally. So here's a here's a question, and we've got some weeds, a lot of we had a lot of SAS words jubilant joke about this. Ask me as. So I love we got founders we've got pivot. We got Fitch Dak. Product. We got us the our love. Now, we know it's, it's all happy fun. Because we got lots of other SAS frontier in the Indianapolis area. We talk about the same stuff. Here's a question. This is the SAS question because my other coins struggle with this sales, people are notorious for resisting any sort of tool,

Manny Seattle Bill Caskey Chestha Brooke Brian Neal Andrew Kinser Louisville VP of sales California Brian. Arlington group AT Fitch Dak Indianapolis Techstars Tim Brooks CR Krupp
"bill caskey" Discussed on Advanced Selling Podcast

Advanced Selling Podcast

13:07 min | 1 year ago

"bill caskey" Discussed on Advanced Selling Podcast

"In this episode of the advanced selling podcast. I make a confession and clear my soul Bill becomes increasingly jealous of my velour blazer, and we record from a remote speaking gig and share with you secrets to preparing for a killer sales meeting. Welcome. Everybody to the advanced podcast, the longest running sales training podcasts and sail training podcasts history when Brian Neal. I am Bill Caskey. We are remote Ron location today. If you hear background noise. That's for reason we were in Raleigh Durham at a gig as we like to say in the business where we're working with one of our listeners down here and recording the podcast live in a lounge setting sober, right? We're in the lounge, but we're not drinking and there's. Well, Travis producer Travis informed us that there were a little mini bottles of booze in his little fridge. Ten bucks each that? He had six of them last night. So we're actually losing money on the gig. But that's okay. Hey, if you want us to come visit you send us an E mail listener advance selling podcast dot com. Put in the subject line come see us, and we will make that happen. If you see if you hear a jackhammer, you don't see here, a jackhammer and a concrete saw behind underneath this, then that's what's happening outside. And what's interesting is we're getting ready to start this gig here in a couple of hours, and they started this morning. And as soon as they started inside, those guys started with the concrete in the Sanders and the in the jackhammer, so anyway, yeah, you feel bad because I of those guys are working, really hard. They're doing their job, and that sort of stuff, and but there's trying to think of other sounds louder than sawing concrete not coming up with anything. There's not much. So I have a confession in a correction to make. I was watching a video by Gary van or truck friend of the show. We love casually. We'll we'll call. Bras, watching old videos. Someone asked him a question is asked v from several years ago. Do you ever watch any of your own videos or listen to yourself at his answer was no, I don't I just do my thing and occasionally his video producer will have them look at something for editing, but mostly he just puts his stuff out just keeps putting it out. And I'm the same way. People say, do you listen to your own podcast, and the answer is I don't I don't listen to podcasts very much, but I was at breakfast by myself the other morning, and just you know, putzing around on my phone. I'm like, you know, what I think I'm gonna grab an episode here. So I turned the episode on. This is the confession part and I push play. And during the rant four forty five seconds in. I said something that I thought was funny. And when I heard myself say it again, I start uncontrollably laughing at myself and the the server I was by myself, Shirley, what are you laughing at? And I'm like, I'm laughing at my own joke on the my own podcast Bill vanity here. Exactly. But it was kind of funny, and it just got me giggling a lot. But then I realized. It was the episode where I talked about the voice our voices changing. We were talking about listening to podcasts did our voices changed. And I mentioned an episode from the Brady bunch about a voice changing. And I kept saying that it was the Bobby Brady voice changing episode. That's incorrect. It was Peter's voice who changed. I believe in the episode. I'm listening. I'm like that's not right. So if I'm a listener, I'm was these guys done what they're talking about. This is fake news fake podcast fake Brady, bunch episodes. So I believe the episode was Peter Brady's voice was changing. And that's why they had to change their sleep at night. I can feel better yourself. I am clean. My soul is clean and about the value of podcast. We can catch her say. So I'm going back through oh, six back. Those six Vangelis fact, check everything. So our topic today we thought that since we are doing a gig here in a couple of hours and it's about a four hour. I think we've got four hours on stage primetime do and we're going to be working with a group of about fifty people. We're going to be doing kind of headline keynote thing, and then we're going to break up into some groups. We thought it might be interesting for you all especially if you plan things like this to know how we go about thinking through the sequence of events and how we think about events like this. And so whether you're putting them on or whether you're sitting through them, we thought it might be interesting for you to hear how we do it. Yeah. And as I was preparing for the episode, and I'm looking at the items as I'm writing them down. I'm going to say to myself that more noise here pans, dropping in the background. That's great. I love this. Nobody heard that out is that this. This is great just preparation in general because the things I wrote down Mike, you see this could be a sales call. So this this one really can run the gamut you can use what we're going to talk about it here. I think for preparing for sales call you can also use. Front preparing for a sales meeting. So your sales manager VP of sales. You could use it for that or lots of other situation suppose, so so you want to start, and then I'll chime in I'll start sure the first thing I did was I went and bought a new sport coat. We're speaking link to a group that is kind of let's just say they're kind of like, they're not fancy, but they're a design oriented group, very creative. And so I bought this kind of velour kind of smoking, Hugh, Hefner smoking jacket. So I know my fiancee bought this for me and with close one of those guys you buy buy clothes. I never liked him. Never gonna sit in my. I hate I just up. So my guy Wipro's to buy stuff for me. Oh, no. And so then I have to let it sit and it sets, and I get okay with it. Well, and then what happens? I put this on like four people the night. I had it on like, that's a great jacket. That's a great jacket Steph sitting there going. Yeah. So you in anyway, I did buy this jacket not for this gig. But I think it will go up first thing I wrote down I'm stealing from Bill. You might already have this because it was your idea. This was bill's idea earlier was. Deciding what the message is going to be from us. And our message in this deal is transformation. And I think the lesson there is you have to understand very succinctly. What it is you want from an outcome standpoint. And as we talk through our prep today, we came up with this idea of the theme is transformation. So you need to have a one word fem- or one word guy intention a big one. That says, okay, everything can point back to this thing. Because sometimes when people are prepping for gigs like this. They try to jam four hundred little bite size pieces of information into the time guilty of it. Yeah. And to me one if all we're going to talk about thematically is transformation. Everyone can hang their hat on that. It's good. We can always go back to drill. Good. I like that. I had something similar in down. Which is what's the big idea of you, the meeting of the presentation or the sales call what's the big idea because then everything like you say can surround that big. Idea. You can't have nine big ideas, though. Now, she's too many now agree. My next one was it's the mindset of M, I adding value. I was listening to John who's the leadership guy. John Maxwell, John Maxwell. Yeah. His he's written fifty seven seventy four books, and he sold fifty million copies of them. Guys. Prolific over the last forty we'll call him a friend of this show as a friend of Gallow. Yeah. And he brought up something. And I think we've talked about all the podcasts. He said everything that I do I want to be thinking am I adding value my bringing value to whether it's prospect client a group like this? And I think sometimes when we make presentations and do gigs. We forget about that a little bit. And we start thinking about what's the agenda house, a PowerPoint going, you know, instead, we just have to say, look, we could talk about one topic for four hours, and it could be awesome. And if we're bringing value, we don't need power. Now, you don't it? How are you? Bringing value. How you adding value to that person's life regardless or as my dad used to say, regardless. Yeah. Hate that. When somebody would say about you. Out. Okay. All right. So are you adding value, regardless of what comes at the end. Yes, that's really really good. It's so many people when they plan meetings like this do not think about that. They just kind of go do their own thing, my next element here. I had in preparation for a sales meeting or a gig or sales call is this idea of listening and hearing listening and hearing in one of the things that we did if we ever came and did a gig for you or Bill my start new engagements. We do lots of listening. We work really hard to hear what we're saying. So we did a survey. So we got gosh about a ninety percent return rate on our survey for this gig. And it's just the sales people saying, hey, here's what I would love some insider some input on or some help on. And that we did the survey. And I here's what a lot of people. Do a lot of people do a survey and you'll never hear about it again. Well, Bill, I the first thing we're going to do in this gig is we're going to go to the survey results. We're going to say, here's what you told us. She wanted to talk about that makes people feel heard when people feel heard they feel valued and. Speaks to your second one there, which was I think ran value. So that's my next point of preparations. Listen and hear what people are saying. And I like that. Because of what you said earlier that even if it's a prospect, call what are they want to accom-? Yes. What do they what are they wanting to hear from you? Yes. I don't think we asked that question enough. And and they will always have something. And that's a great way to begin the conversation is before I get going into my stuff. Tell me what you want to hear today. And you'll be surprised they may have thought about you in what you're coming in to talk about more than you think they have. And it'd be nice to get that on the table. Your gender might turn. That was my my next thing is that I listened the other day to a guy who talks a lot about learning. I call him the guy because I can't remember his name. Be talking about learning. What if a friend of this show of the guy, we're gonna make it wasn't John Maxwell, go to the guy dot com and get your free autograph picture? The learning guy specializes in this. But he said knowledge doesn't create behavior change. And I think I know that, you know, on the podcast we deliver a lot of knowledge, we're constantly talking about expertise and frameworks and tips and things like that in those of you who take this and actually go do something with it are the ones that really succeed. So we get we get emails from people say have been listening. It's caused me to be the number one salesperson, well the challenges that the knowledge didn't do that. It's the action on the back of the knowledge that did that. So you have to take the knowledge and go do something with it. I think when you when you have a meeting or have something where you're delivering a lot of knowledge whether it's through PowerPoint or lecture you need to stop occasionally and ask yourself, how am I helping them activate? This knowledge by putting it into us and even stopping and saying, okay, we just talked about this for fifteen minutes. How are you going to use this in the next week to love him on the spot? And so how are you going to use that or if you could even ask the question who learned something and whoever raised their hand, they're a candidate for what are you going to do with that? I might even today this crowd better be ready. I'm not even do that in the room citizen. What are you going to do with this? I'm gonna say go do it. Go type that Email out right now and go send it while. We're here. Oh, jeez. Exactly hard arse. My last one. And I think this is as much of our own mental preparation, and there's some tax Goldman's too. But you have to plan to be engaging and by engaging. I'm not saying persuasive or anything like that. But you have to go at people when you're in you got a room full of people or sales, call you have to energy up and being aging, and there you have to have. That's I start with you. And you get a feel the you have to feel the vibe in your everything's gotta go up. I think your pulse will go up a little bit. Like, it will your energy your posture. And the next thing then is you've got to have tactical ways to be engaging to like we talked about one of the fun little things that I'll do sometimes in a group like this is people give me a really good answer. And I'll actually give him twenty bucks cash on this biotechno-, all it up. Here's twenty bucks that creates engagement, and if you ever want a group to be engaging start paying for them to participate, and they will. So it's really just a bribes all of us, but it works so expensive being being if we don't we'll Travis drink all the booze little so. Yeah, we owe them. It's like the blues brother's, right? Billy bob's. He's like, well you guys drink four hundred eighty dollars worth of beer. So you'll meet three hundred dollars. Anyway for the first time. I think I stayed in a hotel on spring break. I don't know when it was on spring break, and we had no idea that the booze cost shar. Yeah. Girl, look loss stock our whole fridge full of booze or best western. All right. If you want us to consider coming out visiting with you, we would love to talk to you on the phone just send us an Email to listener at advanced selling podcast dot com in the subject line, something like come see us, and we'll get the ball started rolling. And we'll talk to you a little bit. We've got four or five engagements here the next month or so so we're looking for road warriors. The next time back.

John Maxwell Peter Brady producer Bill Caskey Bill sales training Bill vanity Raleigh Durham Ron Sanders Gary van Travis Vangelis sales manager VP Wipro Bobby Brady Brian Neal Brady Shirley
"bill caskey" Discussed on Advanced Selling Podcast

Advanced Selling Podcast

03:26 min | 2 years ago

"bill caskey" Discussed on Advanced Selling Podcast

"Jeff's really, a good guy. He has a podcast called the buyer's mind anti publishes every week. And it's a very good podcast. He interviewed Brian, and I fort so we just thought that we recorded it. And we just thought you'd like to hear it as well. He had some really good questions for us. Maybe questions that we've never asked each other or questions that we've never answered on the air in the advanced selling podcast. So we thought it might be interesting treat for you. So without further ado, here is the interview Jeff shore did with Brian and I on the buyer's mind podcast. What we're going to do something a little different today on the buyer's mind because we've actually got not one but two guests at the same time. And for many of you who are listening in your for those of you who are podcast junkies. And especially if you're a podcast junkie and in the sales role. Well, my guests are going to need absolutely zero introduction at all. Because they are of the hosts of the wildly successful podcasts. The advanced selling podcast thrilled to how them on the buyers by welcome to Bill Caskey, and Brian Neal, perhaps Brian Neal and Bill Caskey I don't want to start any turf wars over here. But BNB how's it going? I why we like being be we respond with that. It's all about we we debate our agents have asked us out between the two of them. So we've landed in a good spot. But that's fine. We're glad to be here. It's in the contract sum. It just takes us back to the very beginning. Because you you've been doing the advanced something podcasts for for quite some time. Now, I mean, just six hundred episodes. That's that's rare air for most podcasts today. So many of them come and go, but how did you start the podcast, you take us back to the origin? Well, Brian, and I are both radio geeks, and we were driving to Chicago one day, and we started to compare notes about when we were in high school and a lot of our paths were the same even though I'm a hundred years older than he is. And we both loved radio we both loved music. We both loved just the whole radio scene. And so we thought well, we should be on radio. So we got a radio show here in the unanimous on a ten thousand watt station. WFAN T we called it business. Three sixty. It was Saturday at noon, probably the number one drivetime Saturday at noon, and I don't know if we had five listeners, but we didn't have very many. But we did it for about a year and. Brian got he was a big ten football official. And so guess what days big ten football is on on Saturday. So for about six months of the year. I was kind of winging it alone. I said, yeah, we both said this is not working. So somebody introduces us to podcasting said, you don't have to worry about timing or not to worry about all that other stuff. And so we got into it in thirteen years ago in two thousand and five and we're six hundred fifty some episodes in and we love it. And this is this is proof that you don't have to be good anything. You just have to start sooner and just doing those right over. That's right because people say, how'd your podcast get. So big literally part of it is we just outlasted everybody. We've just continued to do it. Like, I said earlier, we've got six hundred fifty free episodes, and we actually do. Absolutely love it. We love the process, and we love our listeners, and it's a great great medium. Well, one of the things that you do quite well, and I know many of our audience members are familiar with the advance something podcast is that the tone is. Is it's it's sort of. What's the old saying, right? We take our business. Seriously, ourselves less. So we've got all of the stress and aggravation and negative environment..

official Jeff shore Bill Caskey Brian Neal football Chicago ten thousand watt thirteen years hundred years six months one day
"bill caskey" Discussed on Advanced Selling Podcast

Advanced Selling Podcast

02:17 min | 2 years ago

"bill caskey" Discussed on Advanced Selling Podcast

"How can I help instead of saying, well, I'm a financial planner, and I love to meet high net worth individuals. I that's everybody says that it's way too broad. I can say, well, you know, since we've met a couple times, I did a little, you know, Lincoln snooping around in her a couple of people that was intrigued by that. I saw that you're connected to run the names by and just see if you feel comfortable putting this together and send an Email fine. If you don't just say that too. So here's a list of three people. I'd be curious to know. So I just saw that you're connected to Bill Caskey. He's somewhat have been kind of watching from afar, you know, real famous podcast or three brilliant author afar of you. So can you? Yes. No bill. Really? Well. Yeah. It sorta thing did you notice there's another guy in the podcast or no. So you also might expect them to do the same thing. The next time as a reciprocating, and I never expect it, and I also I always try to coach people like the way I can help you the best is to be really specific with what you want. Yeah. As if if you just tell me, you wanna meet business owners of medium sized companies. I'm never gonna follow through on that. I'm just not a straight up with you. But if you tell me, you wanna meet Tom, and yeah, I can have that one. Yeah. Yeah. So I like that elect for the framing of it too is here's here's who. I'm would love to meet or intrigued about and if you would like to introduce us via Email, great if you don't that's fine too. It really takes the pressure off because I just find that. You know, how many times Bryan have you heard somebody say, oh, yeah. No. We're getting together. I think we can swap leads over the next is never happen doesn't happen. Or if it does one person is giving the other person leads in that person is doing nothing. Well, let's just don't swap leads. But haven't you heard? Yeah. Yeah. Yeah. No. I think we'd be partner or partners in crime. We're brothers only. Do this numbering list? I got a list of four hundred bring you swept Ricard kinder. Hey on these next to use my name Bill, you can use my name on these. Don't give him a call. And you just use my name like what am I supposed to use your name do like? That's better than say. Don't don't tell him. I told you to call. Yeah. This is Bill Caskey. Oh, hey, Bill. Is that really Bill? It's brian. He told me to use your name is named. Oh my gosh. Anyway, that's it for today show. Hope you enjoyed something. There got something out.

Bill Caskey partner Lincoln Ricard kinder Bryan Tom
"bill caskey" Discussed on KVNT Valley News Talk

KVNT Valley News Talk

02:05 min | 2 years ago

"bill caskey" Discussed on KVNT Valley News Talk

"Well actually we've had a number of people around our our dining room table mike dunlavey has been there bill caskey's ben there chris tucker has been there you know i it and the the unusual thing about permanent fund defenders it's it's a nonprofit and it's nonpartisan we don't endorse candidates we don't contribute to it we've got one purpose in mind and that is to protect the permanent fund and protect the dividends so you know we we we pushed the position we push it with the democrats we push with republicans i will caskey and i probably aren't going to agree on a whole bunch of different things you know he's you agree on the dividend do and the long and we understand that that that's worth parking those other things aside and say bill gimme your hand buddy i'll help you and you help me let's let's protect the people's fund it's the people's money absolutely did he answer your question there dave pretty much it's a little disconcerting as i watch and was eight and looking at the calf or a little bit came when it came out and as listening and watching the hearings especially on the budget it's almost like a state of that they're not dealing with reality in any way beyond smoke and mirrors we have a lot of shell games going on and frankly there are people that know better that aren't just they're giving us a political line instead the folks the kaffir is a comprehensive annual financial report is required by federal law and it's the actual performance financial statement for the state of alaska that's really important because the budget games that go on our gist out of those reality.

mike dunlavey bill caskey alaska chris tucker dave