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Rank #44 in Management & Marketing category

Business
Management & Marketing

The Advanced Selling Podcast

Updated about 1 month ago

Rank #44 in Management & Marketing category

Business
Management & Marketing
Read more

Bill Caskey and Bryan Neale: B2B sales trainers for the past twenty years share their strategies, frameworks, tips and tricks to help you leverage your talent, grow your skills and create your own sales success. You'll discover how you can shift your mindset, win with prospects and build long-term relationships with your clients so you can thrive and advance in your career. Bill and Bryan's approach to sales is funny, often quirky and always real. Their work has allowed them to help sales professionals, managers and leaders at hundreds of companies all over the world implement successful strategies and build profitable sales teams. Prospecting, sales communication, buyer resistance, proposals and RFPs, pricing, cold calling, sales forecasting, pain points, psychology, positioning, deal coaching, goal setting, leading and managing, achieving your goals and all the other things that work (and don't work) in the world of sales to help you be the best possible version of yourself.

Read more

Bill Caskey and Bryan Neale: B2B sales trainers for the past twenty years share their strategies, frameworks, tips and tricks to help you leverage your talent, grow your skills and create your own sales success. You'll discover how you can shift your mindset, win with prospects and build long-term relationships with your clients so you can thrive and advance in your career. Bill and Bryan's approach to sales is funny, often quirky and always real. Their work has allowed them to help sales professionals, managers and leaders at hundreds of companies all over the world implement successful strategies and build profitable sales teams. Prospecting, sales communication, buyer resistance, proposals and RFPs, pricing, cold calling, sales forecasting, pain points, psychology, positioning, deal coaching, goal setting, leading and managing, achieving your goals and all the other things that work (and don't work) in the world of sales to help you be the best possible version of yourself.

iTunes Ratings

224 Ratings
Average Ratings
155
30
20
5
14

great show!!

By SALESMONSTER - Oct 07 2018
Read more
the show is informal and flows rather well

Wonderful, very insightful

By Mbisko0426 - May 23 2017
Read more
Great podcast. The variety of topics covered are wonderful. Highly recommended

iTunes Ratings

224 Ratings
Average Ratings
155
30
20
5
14

great show!!

By SALESMONSTER - Oct 07 2018
Read more
the show is informal and flows rather well

Wonderful, very insightful

By Mbisko0426 - May 23 2017
Read more
Great podcast. The variety of topics covered are wonderful. Highly recommended
Cover image of The Advanced Selling Podcast

The Advanced Selling Podcast

Updated about 1 month ago

Rank #44 in Management & Marketing category

Read more

Bill Caskey and Bryan Neale: B2B sales trainers for the past twenty years share their strategies, frameworks, tips and tricks to help you leverage your talent, grow your skills and create your own sales success. You'll discover how you can shift your mindset, win with prospects and build long-term relationships with your clients so you can thrive and advance in your career. Bill and Bryan's approach to sales is funny, often quirky and always real. Their work has allowed them to help sales professionals, managers and leaders at hundreds of companies all over the world implement successful strategies and build profitable sales teams. Prospecting, sales communication, buyer resistance, proposals and RFPs, pricing, cold calling, sales forecasting, pain points, psychology, positioning, deal coaching, goal setting, leading and managing, achieving your goals and all the other things that work (and don't work) in the world of sales to help you be the best possible version of yourself.

Rank #1: #470: From Prospect to Client

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We are taking the week off for Thanksgiving, but we wanted to replay a recent episode we thought was interesting. Hope you enjoy it and talk to you next week!

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Does it really take 8 to 12 contacts to turn a prospect into a customer?

Bill Caskey and Bryan Neale address this very idea in today's episode. We had an awesome question from a listener in our co-video mailbag segment. She is a wardrobe and fashion expert, and is trying to figure out how to generate more clients.

Bill and Bryan give her some ideas that really anyone who's in sales and trying to generate more engagement with prospects can use.

We'd love to hear your feedback on their answers by going to the Facebook fan page and sharing your thoughts!

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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.

Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo.

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Nov 20 2017
23 mins
Play

Rank #2: #271: How To Follow Up Without Being Desperate (Replay)

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In this week's episode of the Advanced Selling Podcast, Bill and Bryan revisit one of the top rated podcasts of all time (in Advanced Selling Podcast history, at least).  Enjoy it as you’re traveling or celebrating the holidays with loved ones.  

Don’t forget to tell us what you think about it too— join the LinkedIn Group here http://advancedsellingpodcast.com/linkedin or call the rant line: 317.575.0057 ext. 10.  

Want more sales training like this?  Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.  

Here’s to you in 2015!

Dec 29 2014
11 mins
Play

Rank #3: #305: Expert Sales Techniques

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How can you demonstrate your expertise when you aren't actively selling to a prospect? Is it possible to build expertise outside of the sales process? In this episode of The Advanced Selling Podcast, Bill and Bryan provide some best practices for strengthening expertise in the second part of this two-part series. You'll hear specific examples of actions they've taken to help their clients. Veteran Sales trainers Bill Caskey and Bryan Neale provide simple ideas like aligning yourself with other experts and creating a peer group of like-minded people to gathering information and data from potential customers. It's an opportunity for you to stand out from your peers.

Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

Aug 03 2015
20 mins
Play

Rank #4: #270: The Habits of High Performers (Replay)

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In this week's episode of the Advanced Selling Podcast, Bill and Bryan revisit one of the top rated podcasts of all time (in Advanced Selling Podcast history, at least).  Enjoy it as you’re traveling or celebrating the holidays with loved ones.  Don’t forget to tell us what you think about it too!

Be sure to join the LinkedIn Group here http://advancedsellingpodcast.com/linkedin or call the rant line: 317.575.0057 ext. 10.  

Want more sales training like this?  Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.  

Here’s to you in 2015!

Dec 22 2014
12 mins
Play

Rank #5: #308: Landing New Accounts

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Do you have a step-by-step process when you pursue new accounts? Or are you just winging it? In this episode of The Advanced Selling Podcast, Bill and Bryan give you ideas on how to successfully pursue new accounts. You'll need to make it your own, but the principles are universal. Veteran sales trainers Bill Caskey and Bryan Neale will walk you through the typical customer journey. You'll understand how your actions must align with your customers on progress. Most importantly, you'll hear the five key elements required for all successful new account prospecting.

Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

Aug 13 2015
18 mins
Play

Rank #6: #459: How To Talk About Price Without Talking About Price

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One of the biggest mistakes salespeople make is not knowing how to talk about price and economic value with customers.

In this episode of The Advanced Selling Podcast, Bill Caskey reviews a coaching call he had with a brand new client who was struggling about how to combat the resistance, "I don't have money in the budget for this."

Bill and Bryan also give you a handful of ideas on how to change your thinking about money, pricing, and economics in the sales cycle. Bring your pen and notepad to this episode!

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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.

Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

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Jul 17 2017
15 mins
Play

Rank #7: #280: Closing the Sale

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Every single salesperson on the planet wonders how they can be better at closing. While there's no magic formula, our sales mindset and mechanics can have a big impact on our success. In this episode of the Advanced Selling Podcast, Bill and Bryan offer sales training and coaching during a Q&A call with a podcast listener. As part of the conversation, they highlight some of the mistakes made in the sales process, how to keep deals moving forward and the best ways to communicate to prospects. Veteran sales trainers Bill Caskey and Bryan Neale share some of their best insights while coaching on the fly in this special episode.

Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

Learn more about the meet up in Melbourne Australia here:

https://advancedsellingpodcastmelbourne.eventbrite.com.au.

Mar 02 2015
26 mins
Play

Rank #8: #404: Guaranteed Sales Success

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What if you could practically guarantee your success in sales? Would you do what it takes?  

In this episode, veteran sales trainers Bill Caskey and Bryan Neale give you insight into the characteristics of a successful salesperson.  

Do you have your goals written down?  

Are you willing to stay a few more minutes and make one more call at the end of the day?

In today's episode of The Advanced Selling Podcast, Bill and Bryan will share a how-to list that will help you know where to focus your efforts and achieve your greatest success.

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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.

Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

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Jul 21 2016
20 mins
Play

Rank #9: How To Sell Anything

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A great sales training approach should be sound regardless of what one sells. Sales people and their leaders must get back to the basics of selling philosophy and selling strategy, irrespective of what one sells.
 
Bill & Bryan give you a few tips on how to look at what you sell through fresh eyes and give you some valuable tips on how to think bout the sales process. People tend to overcomplicate the sales process when they needn’t do that. 
 
This is a good episode to play for your entire sales team so you can begin discussion. 
 
Be sure to join our LinkedIn Group, Click Here to Join!
 
Visit us at http://advancedsellingpodcast.com, there you signup for our newsletter.
 
You can also call us, 317.575.0057 ext. 10
Sep 29 2014
16 mins
Play

Rank #10: #494: How Do I Keep the Momentum After I Deliver the Proposal?

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Bill and Bryan get this question a lot from clients: how do I keep the momentum rolling after I deliver the proposal, when a lot of times that's when things go silent?

On this week's episode of The Advanced Selling Podcast, the guys take on this very question. They approach it from the perspective of preventing it from happening in the first place and remedying it when it does occur.

Also, be sure to join our LinkedIn group. We will be posting some behind the scenes videos where we plan out each episode.

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

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Apr 09 2018
21 mins
Play

Rank #11: #417: How to Not Annoy Your Prospects - Michael Reynolds

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Picture it: You walk into a prospect’s office, exchange introductions and say, “So tell me about your business?”

The prospect looks at you, sighs and begins to tell you the same biographical information they’ve shared with every other salesperson who has walked through their door.

Has this happened to you?  

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale interview a digital marketing agency CEO to learn more about how to not turn off your prospects before you’ve even started the conversation. Michael Reynolds, CEO of SpinWeb, a digital agency based in Indianapolis, shares his tips to help you prove you’ve done your research in advance.  

Are you assuming things about your prospect’s situation?  

Do you know how to balance your questions with sincere comments that aren’t “tactics” or seen as “salesy?”  

In this episode, Bill and Bryan engage Michael in an insightful conversation that will help you build a much warmer prospecting list.  Who wouldn’t mind a few less cold calls?

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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.

Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

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Sep 12 2016
28 mins
Play

Rank #12: #340: Overcoming The NO

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How do you handle a prompt “I’m not interested” from your prospect?

Veteran sales trainers Bill Caskey and Bryan Neale discuss a question that came in from Marcin in Eastern Europe on today’s Mailbag Monday episode. They talk about when you exert pressure on your prospect you cause the feeling of flight. As a salesperson, how do you overcome an instant NO? How do we avoid vaulting right to the sale?

In this episode of The Advanced Selling Podcast, Bill and Bryan provide some methods you can use to change the way you position yourself on the first call. Do you EMBRACE the “NO?” You will learn Bill and Bryan’s ways of examining what you’re saying and how you say it.

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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.

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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10. Send your questions to listener@advancedsellingpodcast.com

Dec 07 2015
20 mins
Play

Rank #13: #317: Essential Skills for Salespeople - Greg McKeown

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You’ve seen it— successful companies and successful people who can’t seem to breakthrough to the next level, even when they’re working really hard.  Why does that happen?  Veteran sales trainers Bill Caskey and Bryan Neale dig into the answer with Greg McKeown, author of Essentialism: The Disciplined Pursuit of Less.  They discuss Greg’s concept — the pursuit of only those things that are essential— and how it applies to successful salespeople.  Are you prepared for the challenge to shift your brain from “doing lots” to “doing little”?  In this episode of The Advanced Selling Podcast, Bill and Bryan share their suggestions about how to get your mindset ready for the shift, and Greg gives you his recommendation for the first step of how to begin focusing on only those things that are essential to your success.  

Learn more about Greg and his book, Essentialism, at www.applyessential.com.

Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

Sep 14 2015
27 mins
Play

Rank #14: #396: Attributes of High Performing Sales People

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What are the attributes of a high performing sales person?  

In this episode, veteran sales trainers Bill Caskey and Bryan Neale talk about developing a personal ethos that involves continuous self improvement.

To what degree do you carry a commitment to bettering yourself?

When things don’t go your way, do you look inward first or look around you to assess what others did wrong?  

In today's episode of The Advanced Selling Podcast, Bill and Bryan share questions to ask and ideas to consider as you’re evaluating your own commitment to self improvement. They give you a list of common obstacles that prevent people from succeeding and share strategies you can use to ensure you show up with the attributes of a high performing sales pro.

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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.

Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

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Jun 20 2016
22 mins
Play

Rank #15: #508: The Best Sales Advice Ever

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In their sales training businesses, Bill and Bryan are both often asked the question, "what is the best sales advice you can give me?"

This is usually a pretty difficult question because no one answer will fit every situation. And, with so many different sales methodologies out there, how can you know what's best?

On this week's episode of The Advanced Selling Podcast, they guys decided to step up to the challenge and put together their lists of the best advice they've either ever gotten or ever given. 

If you have a sales question you want answered, send us a voice recorded message to listener@advancedsellingpodcast.com and we'll answer it on an upcoming episode!

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

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Jul 23 2018
17 mins
Play

Rank #16: #325: Sales Psychology: Are You Getting in Your Own Way?

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In this installment of Mailbag Monday, we turn introspective. Veteran sales trainers Bill Caskey and Bryan Neale take a question and commentary from Paul in Canada, addressing challenges salespeople have when they get in their own way.

They share ways you can identify if this is happening to you and what to do about it, including shifting your mental framework to achieve a different outcome. Ask yourself:

• Do I proactively look for a solution or do I complain about the problem?• Am I putting the whole issue on someone else or do I take responsibility for my part?• Am I blaming Marketing for not giving me any new leads or have I taken ownership of my pipeline?

In this episode of The Advanced Selling Podcast, Bill and Bryan offer their suggestions to help you get out of your own way. They also throw in a few “hacks” to help you focus on things that are most meaningful to your success.

Send all your sales questions to listener@advancedsellingpodcast.com and we might feature it on the show.

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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.

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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

Oct 12 2015
23 mins
Play

Rank #17: #327: Superstar Salespeople - Butch Bellah

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What makes a salesperson a superstar?  Veteran sales trainers Bill Caskey and Bryan Neale get into today’s Mailbag Monday episode with a conversation with Butch Bellah, author of Sales Management for Dummies and The 10 Essentials of Sales Superstars.

They discuss Butch’s recommendations for how salespeople can truly become superstars, including understanding that people buy what they want and not what they need. Do you walk your customers through a “Needs Analysis” or “Pain Finding” tool as part of your sales process?  Butch says most salespeople are missing the opportunity in doing so.  

Instead, he suggests a “Want Analysis” to help you understand what’s in your customer’s head.  In this episode of The Advanced Selling Podcast, Bill and Bryan learn from Butch about mastering the art of problem finding, not just pain finding. Butch shares how there is much to be learned about sales from his experience with heart surgery, and you’ll walk away from this episode with a new outlook on offering solutions to your customers.  

Download your free copy of Butch's first book, 10 Essential Habits of Sales Superstars by visiting: http://butchbellah.com/advancedselling/

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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.

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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

Oct 19 2015
22 mins
Play

Rank #18: #498: How To Prospect When You Are Burned Out

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In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale take a question from a listener and client, who asks about issues inside her company that aren't going well.

The listener explains that she constantly has to get involved in operational and account management issues, which gets her away from her true role, business development. She is also experiencing some burn out over this dilemma.

On this episode, Bill and Bryan give her some advice on all three areas and some takeaways you might be able to use in your business. 

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

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May 07 2018
20 mins
Play

Rank #19: #377: Building Your Sales Six-Pack

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Who doesn’t want six-pack abs? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale become your trainers in the gym as you develop your sales muscles.  

Do you know how to tear down the resistance?

Are you constantly looking for new ways to build and nurture your platform? (Hint: If you’re not, you should be.)  

In this episode of The Advanced Selling Podcast, Bill and Bryan will share the core components to building your “sales six-pack.” You’ll know exactly what to focus on to strengthen your sales muscles— and the good news is you can start right away.   

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Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.

Apr 14 2016
18 mins
Play

Rank #20: Is the relationship with your sales team or sales manager a healthy one?

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On this episode of the Advanced Selling Podcast, Bill and Bryan give out "free marriage therapy" for the salesperson/sales manager relationship.  What makes for a healthy functional relationship?  Typically it's a below average relationship, and both sides hold responsibility, so Bill and Bryan talk about getting that relationship above average and working better together. 

Tune in to more episodes of the Advanced Selling Podcast!

Apr 29 2014
14 mins
Play

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