About this episode
Feb 6
Be the Guide Your Customers Are Craving
Send us a textBill Caskey explores the most important question in sales: What is your role in the buyer-seller dance?In this solo episode, Bill breaks down the Guide Model—a three-part framework that transforms how you show up with customers. Instead of selling to people who don' ... Show More
7m 1s
Feb 2
Mental Health in Sales: Movement Creates Momentum
Send us a textIn the final episode of our mental health in sales series, Bill and Bryan tackle a truth most sellers ignore: you can't think your way out of a slump—you have to move your way out.Drawing from Scott Galloway's "get out of the house" philosophy and real client storie ... Show More
24m 26s
Jan 30
How Detachment Creates Sales Freedom
Send us a textIn this solo episode, Bill breaks down why detachment might be the most important skill you're not practicing. When a client asked for help with negotiation, positioning, and value communication, Bill realized all these challenges stem from one core issue: attachmen ... Show More
5 m
Jul 2022
20 Sales: The Biggest Challenges Building Outbound Sales Teams and How To Overcome Them | How The Best Sales Reps Do Customer Discovery | 2 Elements Sales Teams Are Always Responsible For | Sam Taylor, VP Sales and Customer Success @ Loom
52m 1s
Sep 2022
20 Sales: How To Interview Sales People; The Red Flags and What to Look For, How Sales Leaders Should Change Goals and Quotas in Harder Markets and What Reps Can Do To Ensure They Hit Their Numbers in These Markets with Eleanor Dorfman, Sales Leader @ Ret
37m 44s
Jun 2022
20 Sales: Why Founders Should Not Be The One To Create The Sales Playbook, How To Structure Each Interview in the Hiring Process For Sales Reps, How To Use an "Interview Panel" Effectively and more with Zhenya Loginov, CRO @ Miro
48m 36s
Dec 2018
115: Ryan Arnett | Fluently Speaking Multiple Sales Languages
Takeaways It Doesn’t Matter What You Want: There's nothing that frustrates buyers more than getting cold messages that are all about you. You know the ones I’m talking about… where every paragraph, or maybe even every sentence, starts with “I.” I hope, I just, I wanted, I think, ... Show More
37m 50s
Aug 2022
How To Sell Consulting Services (Without "Selling Out") With Andy Paul: Podcast #252
<p class="ql-align-justify">What kind of sales approach are you implementing? Are you sure you're building relationships with your buyers the right way? Join your host Michael Zipursky as he talks with <a href="https://www.andypaul.com/">Andy Paul</a> about mastering the art of s ... Show More
46m 15s
Sep 2023
20Sales: Why Everyone is Responsible for Demand Generation, How to do Great Sales Discovery, How to Reduce Sales Cycles and Create Urgency and Deal Reviews; Good and Bad Reasons to Lose a Deal with Doug Adamic, CRO @ Brex
53m 48s
Aug 2023
How To Get Over Any Sales Objection! | Marcus Chan - 1693
You find the perfect client and start proposing a deal with them. When you are about to close the sale, the potential client says, “I have to think about it.” What are you going to do now? In this episode, host Donald Kelly talks with Marcus Chan, the founder of Henley Consulting ... Show More
26m 10s
Aug 2023
Challenge #7 – Stop "Selling" and Start Talking About The Customer's Problems
<p dir="ltr">Most people feel like they have to put on their "sales hat" in order to convince people to buy. But when you take this approach, it often feels fake and ingenuine – not only for you, but for your customers as well! What if there was a way to have more natural and org ... Show More
7m 25s
Apr 2023
20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp
<p><!-- wp:paragraph --></p> <p>Mark Goldberger is Head of Enterprise Sales at <a href= "https://ramp.com/">Ramp</a>, the fastest-growing corporate card and bill payment software in America, and recently named Most Innovative Company in North America by Fast Company. Prior to joi ... Show More
49m 6s
Aug 2023
How to Create Value and Urgency by Asking Better Questions | L'areal Lipkins - 1695
Many sellers struggle with pushing clients to close a deal because they don't want to appear too strong. In this episode of the Sales Evangelist podcast, host Donald Kelly speaks with L'areal Lipkins, a B2B sales team consultant. L'areal shares insightful questions to drive urgen ... Show More
27m 4s
Send us a text Other than the second introduction to Whiteboard Wednesday, our bi-weekly web TV show for sales people all over the world, Bryan and Bill also address two common questions from The Sales Playbook: 1) What happens when a decision-maker has changed and now you must take up where the old buyer left off? and 2) How do you handle it when yo ... Show More
<p><!-- wp:paragraph --></p> <p><a href="https://twitter.com/sammyt31">Sam Taylor</a> is the VP of Sales and Customer Success @ <a href= "https://www.loom.com/">Loom</a>, an essential tool for hybrid and remote teams allowing you to record quick videos of your screen and cam. At ... Show More
<p><!-- wp:paragraph --></p> <p><a href= "https://www.linkedin.com/in/eleanor-dorfman-94615520/">Eleanor Dorfman</a> is a Sales Leader @ <a href= "https://retool.com/">Retool</a>, the company that allows you to build internal tools, remarkably fast. Prior to Retool, Eleanor joine ... Show More
<p><!-- wp:paragraph --></p> <p><a href="https://twitter.com/zhnlgnv">Zhenya Loginov</a> is the CRO @ <a href="https://miro.com/">Miro</a>, the leading visual collaboration platform that helps bring teams together and meaningfully improves the way people work. At Miro, I run the ... Show More
<p><!-- wp:paragraph --></p> <p>Doug Adamic is the CRO @ <a href= "https://www.brex.com/">Brex</a> and leads the company's revenue and growth strategy. Prior to Brex, Doug was most recently the Chief Revenue Officer at <a href= "https://www.thetwentyminutevc.com/ariel-cohen/">SAP ... Show More
