Is Your Value Really That Special? (Part II)

Send us Fan MailTrust is the missing ingredient in most failed deals — and the old methods of building it (the hearty handshake, the enthusiastic follow-up email) no longer cut it. In part four of the Sales Identity Crisis series, Bill breaks down why modern buyers are slow to tr ...  Show more

Send us Fan MailIn this solo episode, Bill Caskey continues his series on the Sales Identity Crisis — specifically, the shift from being a laborer to becoming a leverager.If your sales approach is built on effort alone — more calls, more hours, more hustle — you're operating on a ...  Show more

You’re only as good as your last at-bat. The way you made your money yesterday is the last thing you should care about. The landscape of sales in our society has changed fundamentally over the last few years.  Utilizing social media to directly contact key individuals in B2B c ...

Maha often talks about creating value--for yourself and for others--and this episode features a few tips on how to get started on that process of value creation. She also shares a few pointers on how to define that value for a client so that it's a win-win for everyone. 

We have all heard the old saying "the client is always right" and this is a great topic for a debate. If you're a client you expect to be treated well, if you're a sales person you might think otherwise. Customer service can be a bit problematic for sales people in general, but i ...  Show more

Most business owners tend not to see the importance of establishing values. However, business values are the compass that ensures your organization aligns with whatever vision you have for the company. Joining Michael Zipursky in this special episode i ...