How to Improve Sales Training with a Marketing Mindset, with Bill Caskey [Episode 253]

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.

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.

KEY TAKEAWAYS

What’s the biggest challenge facing sales leaders today?

Why great Sales Managers today have adopted a Marketing mindset―not just a cold call mindset..

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

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

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!

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.