BEFORE OUR CALL
PLEASE WATCH THIS PRIOR TO OUR CALL
A quick look at how I run these conversations, so we can skip the warm-up and make real progress when we talk.
ON OUR CALL
WHAT WE'LL TALK ABOUT
Most companies invest in sales training and never see the needle move. I want to change that, and it starts with getting clear on where you're going before we decide how to get there.
Where your team is getting stuck
What you're seeing, and where deals stall or drift off course.
Your Sales Process
What it is, and whether your people actually follow it.
Mindset
Is there fear or hesitation, or do your people have the serene confidence that keeps them on track when curveballs come?
What you want for your team
Where you want your team to go, in your own words, and what real progress would look.
TWO HEADWINDS WORTH THINKING ABOUTย
THE TRUST GAP
You can give your team the best scripts and one-liners in the world. If buyers don't trust them, they won't share the real details of what they need. Content alone doesn't build trust.
SKIPPING THE PROCESS
When reps rush to price or a recommendation, they miss half of what the buyer needed to tell them. Sales is a process. If you don't have one, you can't follow one.
PREP ยท 5 MINUTES
COME READY WITH YOUR THOUGHTS ON...
No need to write anything down. Just have a rough answer in mind and we'll get further, faster.
- Where is your team losing deals or momentum right now?
- Do you have a defined sales process, and is it being used?
- How would you describe your team's confidence level today?
- If this works, what's different 90 days from now?
ยฉ2026 Bill Caskey
