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Accelerate! with Andy Paul

“Accelerate Your Sales Power.” Are you completely satisfied with your sales performance? Then Accelerate! your sales skills, leadership traits, and personal development, with sought-after speaker, best-selling author and sales sage, Andy Paul. Six times a week, Andy interviews the world’s foremost sales minds and extraordinarily interesting people like Jeffrey Gitomer, Robert Cialdini, Jill Konrath, Anthony Iannarino and Tim Sanders -- to uncover the strategies and insights you can use to generate massive value for your customers and epic wins for you. Get inspired with proven strategies to bust through limiting mindsets, amplify your value to buyers and outsell the competition. Whether you’re a sales leader, AE, AM, SDR, CEO, or entrepreneur, YOU want to generate better leads, close more sales and grow your accounts, and Accelerate! is the preeminent podcast for fast breakthroughs. Check out our growing catalog of 350+ hard-hitting episodes now.
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Sep 14, 2016

Bill Caskey is co-host of the long-running sales podcast, The Advanced Selling Podcast; and he is the President of Caskey Training, a sales training organization based in Indianapolis. Bill has also authored multiple books on sales, including most recently, Make Your Sales Team Unstoppable: A Systematic Method for Creating an Unstoppable Sales Team in a Competitive Market. In this episode, Bill and I talk about the biggest challenge facing sales leaders, why sales leaders need to have a marketing mindset, and the importance of personal branding for sales professionals.

 

 

KEY TAKEAWAYS

[2:26] What’s the biggest challenge facing sales leaders today?

[3:33] Why great Sales Managers today have adopted a Marketing mindset―not just a cold call mindset..

[4:23] Personal branding for sales professionals is such an effective marketing tool, yet companies are reluctant to embrace it.

[7:15] Andy shares a story that speaks to Bill’s point on the effectiveness of personal branding in customer service.  

[8:44] Too many sales leaders focus on output and not on the inputs to their sales process. They don’t really know how to coach their frontline salespeople―that’s a problem!

[12:27] How Bill works with sales managers to help them apply the finer points of psychology to their coaching. This makes coaching much more effective than just focusing a account strategies.

 

MORE ABOUT BILL CASKEY

What’s your most powerful sales attribute?
Detachment.

Who is your sales role model?
Mike Williams.

What’s one book that every salesperson should read?
What to Do When it's Your Turn (and it's Always Your Turn),

by Seth Godin

What music is on your playlist right now?

Neil Diamond, Four Tops, The Temptations, Al Green―Early 70’s Soul and Classic Rock.  

 

CONTACT BILL CASKEY

 

Website: www.billcaskey.com

Podcast: The Advanced Selling Podcast

 

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