It's Not a Skill Problem, It's an Identity Problem
About this episode
Bill Caskey and Bryan Neale discuss how identity affects sales performance and the resistance sellers face in new situations.
Send us Fan Mail Why do good sellers freeze up the second a conversation moves from a director-level buyer to the CFO? It's not a skills gap — it's identity. Bill Caskey and Bryan Neale break down why sellers resist doing new things, even when they know exactly what it's costing them. Bryan shares what happened when he volunteered to try something brand-new outside of sales — nervous, uncomfortable, and more locked-in than he's felt in years. That leads into why "just say this instead" ...
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