The Sales Playbook Podcast

Episode 54 The 1 Question That Might Rule Them All July 29 2012

This one question might throw you off guard. There's nothing sophisticated or glamorous about it and yet . . . It can impact your business big time. In order to get the full benefit of this question, it needs to be asked of several people in your business and guess what? It all starts with you! I hope I intrigued you enough so you'll at least invest the 18 minutes in the podcast!

Episode 53 Rethinking Your Customer Touch Points July 22 2011

When was the last time you took the time to seriously look at each customer touch point in your organization and just for the heck of it . . . When was the last time you looked at things as if you were your customer at every phase of the sales cycle? Sadly, if you're like most people . . . it was long ago and far away in the land of "I can't remember when". Today . . . we're gonna go there girlfriend and it all begins with a little story of how a group of people wowed me during my son's college orientation. I know, "How the heck are you going to tie that one into sales Castain?" . . . don't worry . . . I got this one under control!

Episode 52 Expediting Your Memorability July 8 2012

There's a sales study that has been butchered so many different ways that its hard to know what's real and what isn't. There's one interpretation of the study that would lead you to believe that it takes 7 "touches" to make a sale. There's another interpretation of the study that would lead you to believe that it takes 7 touches just to get the appointment. I offer a third, more up to date translation of this notion of "7" complete with several suggestions to help you expedite the process! Things have changed folks and its time we adapt to a radically different sales landscape!

Episode 51The Quality That Sustains A Sales Rock Star July 1 2012

By far one of the coolest things about my job is that I get to conduct best practices studies for organizations.

The purpose of these studies is to flag the qualities of their sales rock stars and then create a series of repeatable steps to roll out for the rest of the sales force.

There is one quality that I see time and time again that I believe is critical to their success and today I’m going share it but . . .

Don’t you dare dismiss it because of its simplicity in fact . . .

Pay attention to how you react to it when I share it with you. Your reaction might very well underscore the entire point of today’s podcast.

Episode 50 7 Ways To Train On A Shoestring June 17 2012

In this week’s podcast, we talk about 7 ways you can train for little to no money but first we dive head first into 3 areas of “Stinkin Thinkin” when it comes to training.

I don’t need to train . . . I know my stuff. Actually you do need to train, we all do.

No time . . . With 3 kids and a business that takes me all over the US I certainly understand that one but . . . perhaps we need to find the time? I think you’re worth it!

No Money. Don’t even get me started on how much I know about this one. Been there, done that and its an awful feeling. I just think it’s a shame that many of us have invested in strange companies through our 401k’s and the stock market and yet we aren’t willing to invest in ourselves.

Even so, this podcast will show you a few really easy and really inexpensive ways you can in fact . . . Train on a shoestring!

5 Ways You Can Benefit From Twitter

Twitter is one of those social networking platforms that you love, you “don’t get” or you just sort of go through the motions!

No matter where you are on that whacky continuum, there are multiple benefits to be had on Twitter . . . so guess what?

Today We’re Going There!

In this week’s podcast we’ll explore 5 of these and I promise you that even if you’re fully onboard with Twitter, these are things you’ll want to take note of!

Note: At the end of the podcast, I mention our upcoming Twitter webinar Twitter For The Aspiring Rock Star. For more details, click here!

I have some awesome content lined up for you if you scroll down and listen via the handy dandy podcast player. If you’re short on time then how about clicking on the link underneath the podcast player so you can download it. This way I can be your educational co pilot this week and you can use your drive time for some free learning!

Episode 48 Taking Advantage Of The Summer Selling Season May 20 2012

Boy am I sick of people completely giving up on any degree of sales activity because its summer! I offer 5 ways you can actually take advantage of the opportunities that present themselves this time of year. Here's what we'll cover The mindset behind "why" you need to continue with your sales efforts . . . even if everyone in your world isn't buying right now! A particular thing you must be prepared for Why emails pack an extra punch this time of year How you can "map" your summer communication more effectively How a summer change of environment can serve both you and those you target. Oh and don't worry . . . I also talk about how you need to make sure you balance this all with some much needed "chill out" time! Sound reasonable? Then by all means have a listen and let's get this summer party started!

Episode 47 Has The Profession Of Selling Changed?

I was recently asked by a one of my readers if I thought that our profession in sales has changed. My answer is both a quick "No" and a resounding, caps HELL YES. No in the sense that the idea of assessing and identifying needs, presenting solutions, gaining commitment etc have always been a part of the deal and most probably always will. But that's where all of this becomes very dangerous! Why? Because we're actually asking the wrong question! In this week's podcast, we're jumping headfirst into this debate and I'll offer several areas that you need to understand as far as HOW things have changed!

Episode 46 Changing Up Your Sales Routine

You were just presented with a brand spankin new week . . . Now what? Will it be same old, same old? Same old stuff . . . different day? Or will you take charge and consider changing things up a bit dude?

Episode 45 How To Sound Unscripted When Calling Prospects

One of the biggest challenges many people have when "hitting the phones" is a little thing called "sounding scripted". This week . . . we're going there girlfriend! I offer several tips to help you lose the scrip Lose the whole sounding mechanical thing and . . . Increase your effectiveness on the phone! Why don't you scroll down and have a listen!