There is a new reality in B2B selling.
Are you ready for it?
If you're a president, CEO, or VP of sales, watch this video and see if any of the points resonate.
Also, I have laid out the first three months of sample curriculum that we typically explore in our work with companies. After the first three months, we customize the content based on your objectives and desired results.
MONTH 1: “First Things First. Always.”
When you begin training and professional development, foundation must be laid. Don’t make the mistake of just starting. Have some goals for company and business. Get clear from EACH Person, what they want to accomplish.
MONTH 2: “The Mindset Factor”
• Why mindset is crucial
• The Growth Model Think-Act-Results
• Limiting beliefs WILL hold you back
• The Three Primary Mindsets
MONTH 3: “Crafting a Message That Compels Your Buyer”
• What is Your Value?
• Why People Buy? (Current Pain, Avoidance of Future Pain, Pursuit of a Desired State)
• What Are Their “Circumstances?”
• Your value has very little to do with your product features and benefits. And more to do with the intersection of the prospect’s problems and your solutions
"I lead a team of sales people who call on hospitals and healthcare institutions. The philosophies and strategies that Bill teaches have had a huge impact in how we prospect and how we lead the customer through the sales process.
Nearly every sales process we are in right now we use the Caskey approach to make sure we are checking all the boxes and behaving appropriately."
Mike Mostardi
Advanced Technologies Group
