Podcasts by The Advanced Selling Podcast
Bill Caskey and Bryan Neale: B2B sales trainers for the past twenty years share their strategies, frameworks, tips and tricks to help you leverage your talent, grow your skills and create your own sales success. You'll discover how you can shift your mindset, win with prospects and build long-term relationships with your clients so you can thrive and advance in your career. Bill and Bryan's approach to sales is funny, often quirky and always real. Their work has allowed them to help sales professionals, managers and leaders at hundreds of companies all over the world implement successful strategies and build profitable sales teams. Prospecting, sales communication, buyer resistance, proposals and RFPs, pricing, cold calling, sales forecasting, pain points, psychology, positioning, deal coaching, goal setting, leading and managing, achieving your goals and all the other things that work (and don't work) in the world of sales to help you be the best possible version of yourself.
Further podcasts by Bill Caskey and Bryan Neale: B2B Sales Trainers, Business Strategists and L
Podcast on the topic Karriere
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#777: Expanding Beyond Your Comfort Zone from 2023-12-11T14:22
As 2023 draws to a close, Bill and Bryan reflect on key lessons and changes from this year that they aim to carry with them into 2024. This includes maintaining a ste...
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#776: A Rockstar Game Plan to Start the New Year Strong from 2023-12-04T14:11
As 2023 winds down, Bill and Bryan share practical advice for sales professionals to hit the ground running on January 2nd.
The guys discuss the power of planning ahead, calendaring key a...
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Make Video Work for You from 2023-11-29T17:34
We’re back in your feed with a bonus episode! Bryan Neale is joined by Margaret Henney, Director of Marketing at Covideo.
The two chat about the new regulations being placed on email and ...
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#775: Marketing in the Age of Authenticity from 2023-11-27T18:56
In this episode, Bill and Bryan explore how the tide is turning against inauthentic marketing outreach. With major email providers restricting spam, sales professionals now need marketing plans ...
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#774: Identifying Your Unique Gifts and Talents from 2023-11-20T10:00
In this episode, Bill and Bryan discuss the importance of identifying and utilizing your unique gifts and talents in business and sales. They talk about how natural talents can often be overlook...
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#773: Avoiding Common Year-End Sales Mistakes from 2023-11-13T10:00
Bill and Bryan discuss some of the most common mistakes sales teams make when trying to close out the year strong. They talk about the dangers of discounting to hit quota, warning that this can ...
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System of Action vs. System of Record from 2023-11-08T13:00
This week we’re bringing you a bonus episode of ASP! Host Bryan Neale sat down with Bill Johnson, CEO of Salesvue.
The two discuss the stark difference between sales when they started the...
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#772: Evaluating What Truly Matters from 2023-11-06T13:26
In this episode, Bill and Bryan have an important conversation about fulfillment and meaning beyond just hitting sales targets and revenue goals. They introduce the concept of the Thriving and F...
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#771: The Invisible Forces Holding Your Back from 2023-10-30T13:00
In this episode, Bill and Bryan discuss the invisible forces that hold us back from reaching our full potential. They talk about how we can get comfortable with a certain level of achievement or...
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#770: Finding Passion, Purpose and Performance in Sales from 2023-10-23T13:35
In this episode, Bill and Bryan tackle the common pressure for salespeople to make their passion their job and income source. They offer perspective around looking de...
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#769: Leveraging Your Assets to Achieve More from 2023-10-16T14:12
In this episode, Bill and Bryan discuss how high achievers and experienced sales professionals can get to the next level, not by necessarily learning new skills, but by better leveraging the ski...
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#768: Death By Data: When Numbers Kill the Sales Mojo from 2023-10-09T13:44
In this episode, Bill and Bryan debate the pros and cons of relying too heavily on data in sales. They discuss common sales metrics like funnel velocity, win rates, and lead response times.
... Listen
#767: Maximizing Potential in Sales from 2023-10-02T12:31
In this episode, Bill and Bryan discuss the critical role of sales leadership in helping teams reach their full potential.
The guys highlight the need for sales leaders to lead by example...
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#766: Is It Time to Make a Career Transition? from 2023-09-25T09:00
Are you in the job market or planning to make a move soon?
In this episode, Bill and Bryan discuss tips for job seekers in the current market and share strategies for finishing the year s...
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#765: Old School Techniques That Still Work from 2023-09-18T13:27
In this episode, Bill and Bryan continue their birthday celebration by revisiting some old school sales techniques that still pack a punch in the modern world of selling.
The guys share i...
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#764: Lessons from 17 Years at The Advanced Selling Podcast from 2023-09-11T09:00
Join Bill Caskey and Bryan Neale in this special episode as they celebrate their 17th birthday on the Advanced Selling Podcast.
The guys reflect on their journey, share behind-the-scenes ...
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#763: What Your Team Needs but Doesn't Have from 2023-09-05T15:16
In this episode, Bill and Bryan tackle a unique challenge: creating a video for sales leaders, VPs, CEOs, and presidents. The goal is to explore crucial yet often overlooked sales skills.
#762: How to Navigate Economic Uncertainty in Sales from 2023-08-28T18:11
In this episode of the Advanced Selling Podcast, hosts Bill Caskey and Bryan Neale discuss the challenges salespeople face with constant economic news bombardment. They offer strategies to cut t...
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#761: To Cadence or Not to Cadence from 2023-08-21T09:10
In this episode, hosts Bill Caskey and Bryan Neale tackle the age-old question of sales cadences – the structured outreach sequences used by many salespeople.
They discuss the merits of u...
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#760: Navigating the Journey from Unseen to Desired from 2023-08-14T15:49
In this episode, Bill and Bryan dive into a candid conversation about a common frustration they share when coaching clients – the challenge of convincing clients to create valuable content that ...
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#759: Mastering the Fundamentals of Sales from 2023-08-07T09:00
In this episode, Bill and Bryan return to the bedrock of successful sales: Prospecting and Active Listening. The guys reflect on the enduring power of these two fundamental skil...
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#758: Boosting Your Income in Sales from 2023-07-31T09:00
Are you ready to shatter the limits on your income potential? In this episode, Bill and Bryan explore the secrets of achieving exponential income growth in sales and leadership roles.
Dra...
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#757: Navigating Sales Cutbacks from 2023-07-24T09:00
In this episode, Bill Caskey and Bryan Neale discuss the challenges sales professionals face during tough economic times marked by cutbacks and budget reductions.
Drawing inspiration from...
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#756: The Value of Unsolicited Coaching from 2023-07-17T13:52
In this episode, Bill and Bryan discuss the concept of offering coaching to individuals who may not have explicitly sought it. They share scenarios where providing unsolicited advice can be impa...
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#755: What's Really Going On? from 2023-07-10T09:00
In this episode, Bill and Bryan delve into the hidden factors that often hinder sales professionals from taking necessary actions. They shed light on the blind spots that can cloud judgment and ...
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#754: Removing Friction From the Sales Process from 2023-07-03T09:00
In this episode, Bill and Bryan discuss the idea of removing friction in the sales process.
Drawing inspiration from a conversation with movement specialist Dr. Kelly Sterrett, they explo...
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#753: Are You Suffering From LinkedIn Fatigue? from 2023-06-26T09:00
In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale dive into the topic of LinkedIn fatigue. They candidly discuss their personal experiences and explor...
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#752: Unlocking Sales Potential with AI from 2023-06-12T09:00
In this episode, Bill Caskey and Bryan Neale delve into the world of AI and Chat GPT. As sales professionals themselves, Bill and Bryan share their perspectives on how these emerging technologie...
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#751: Avoid Deal-Ending Surprises By Preempting Them from 2023-06-05T20:12
In this episode, Bill and Bryan dive into a common sales challenge: dealing with unexpected surprises in the sales process.
They discuss a recent situation faced by one of Bill's clients,...
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#750: Creating a Stellar Customer Experience from 2023-05-30T15:30
In this episode of The Advanced Selling Podcast, Bill and Bryan dive into the importance of customer experience beyond the sales process.
Bryan shares a nerve-wracking car buying experien...
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#749: Embracing a Sales Philosophy for Transformation from 2023-05-23T20:27
In this episode, Bill and Bryan discuss the challenge of getting individuals who are only dabbling in new information to fully commit and embrace a new way of thinking.
They explore the r...
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#748: Engaging the C-Suite from 2023-05-15T09:00
In this episode, Bill Caskey and Bryan Neale of The Advanced Selling Podcast delve into the importance of engaging top-level executives, particularly CEOs, in the sales process.
They dis...
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#747: Avoiding Burnout in Sales from 2023-05-08T19:08
In this episode, sales experts Bill Caskey and Bryan Neale discuss the concept of burnout and the impact it can have on salespeople in today's environment.
They address t...
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#746: Finding Your Ideal Client - Part 2 from 2023-05-01T13:30
In part 2 of our series, the guys take you beyond theory and into action.
Last week, Bill and Bryan equipped you with a practical framework and actionable tactics to help you identify you...
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#745: Finding Your Ideal Client from 2023-04-24T19:13
In this episode of the Advanced Selling Podcast, Bill and Bryan discuss practical frameworks and tactics you can use to find your ideal client and the importance of scoring clients based on thei...
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#744: Shifting Your Ideal Client from 2023-04-17T09:00
In this episode of the Advanced Selling Podcast, Bill and Bryan discuss the trend of sales resistance in certain markets and the need to retool the ideal client.
The guy...
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#743: Navigating the Current Trends in B2B Sales from 2023-04-10T23:28
In this episode of The Advanced Selling Podcast, Bill and Bryan dive into the current trends and changes happening in B2B selling.
As the world of sales continues to evolve, it's crucial ...
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#742: Hunter vs. Farmer from 2023-03-27T12:54
Do you consider yourself a hunter or a farmer? And is one better than the other?
In this episode, Bill and Bryan discuss this old debate that keeps coming up and give their opinions on hu...
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#741: Sales vs. Marketing from 2023-03-20T09:00
Is your marketing department working with you or against you?
In this episode, Bryan and Bill talk about a problem they see in many companies: sales and marketing not working together. T...
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#740: Resistance to Change from 2023-03-13T12:17
When the guys start working with a new client, they often see the same thing. Some of the people are completely open to coaching, but some are very resistant to new ideas or change.
Where...
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#739: People Buy From People They... from 2023-03-06T10:00
You've probably heard the saying, "people buy from people they know, like and trust." But, do you believe that's true?
In this episode, Bryan and Bill discuss what they believe the true r...
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#738: Old School vs. New School Selling from 2023-02-27T10:00
Are you still using outdated sales strategies? Today, you might just find out.
In this episode, Bill and Bryan discuss old-school selling techniques that no longer work and their new sch...
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#737: What We're Seeing That Works from 2023-02-20T09:30
As you probably already know, Bill and Bryan have their own sales coaching practices, but it's been a while since they discussed what's working for them.
In this episode, the guys each s...
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#736: Metamorphosis of the Salesperson from 2023-02-06T14:11
Do you think the salesperson's reputation has regressed, and it's all about the numbers?
The idea for this episode was inspired by Anthony Iannarino in one of his recent blog posts. Listen
#735: Feeling the Pressure of Layoffs? from 2023-01-30T15:36
We are seeing it more and more in every news outlet. Are all the recent layoffs making you nervous, or are you safe?
In this episode, Bryan and Bill address the increasing amount of layo...
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#734: Rethinking Your Resolutions from 2023-01-23T10:00
It's about that time in January when most people fail at accomplishing their New Year's resolutions.
In this episode, Bryan and Bill discuss rethinking your resolutions and creating more ...
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#733: Is the Selling Game Rigged? from 2023-01-16T10:00
Welcome back ASP listeners! We are so excited to be back and recording for 2023.
In this episode, Bill and Bryan discuss whether they believe the selling game is rigged against the sales...
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#732: How Ready Are You? from 2022-12-19T10:00
As we connect with new prospects or work on new deals, have you ever asked yourself, "how ready am I to meet with them?"
As a sales professional, one important thing to do is assess your ...
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#731: Is Fear Holding You Back? from 2022-12-12T14:05
In this episode, the guys discuss a diagram that Bill recently created. He argues that everyone falls into one of three categories.
Where do you fall in this diagram? Is fear holding you ...
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#730: Selling to Millennial Buyers from 2022-12-05T10:00
In this episode, Bill and Bryan take a listener question from the LinkedIn Group.
The question is on selling to millennial b2b buyers and how they handle the buying proc...
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#729: Finding Your Motivation from 2022-11-28T10:00
During this time of year, it can be easy to lose motivation. Not to mention other not-so-positive things going on around us, they can compound that feeling.
But we don't think you should ...
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#728: Bill's Mystery Topic from 2022-11-21T10:00
In this episode of the Advanced Selling Podcast, Bill gives Bryan a mystery topic, and he has no clue what's coming.
The topic is based on an idea that Bill heard recently, "as a salesper...
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#727: How Can We Plan Differently? from 2022-11-14T09:30
Well, the time is now to start planning out your 2023 Business Plan. Will you keep doing the same thing over and over?
In that last episode, we discussed how to rethink your thin...
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#726: Thinking About Your Thinking from 2022-11-07T08:00
As we approach the end of the year, we all start to think about how we want to plan out the following year. But before you go plan it out, we think there are things you need to work out.
#725: The Gremlins of Sales from 2022-10-31T09:00
In this Halloween episode of The Advanced Selling Podcast, Bill and Bryan discuss the gremlins of sales!
These are things that can throw us off or get in our way from doing what needs to ...
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#724: Can Preparation Get in the Way? from 2022-10-24T09:00
How prepared should you be for a meeting or event? And, can preparation actually hinder a deal?
In this episode Bill plays a clip from a podcast he recently listened to where they
#723: Is It Too Late to Meet Your Year-End Goals? from 2022-10-17T09:00
As we approach the end of October, do you think it's too late to meet your year-end goals?
In this episode, Bill and Bryan give you their thoughts on selling in Q4 and whether they think...
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#722: Bill&Bryan's Toolbox from 2022-10-10T09:00
Ever wonder what Bill is currently reading? Or, maybe what tech Bryan is using to communicate with his clients? Well, this is the episode for you!
In this episod...
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#721: Will You Outperform Yourself in 2023? from 2022-10-03T09:00
As the 2022 year-end is approaching, have you started to prepare for the next year of business? Maybe you're starting to think about how to make the next year even better than this one.
...
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#720: Are Big Deals Unique? from 2022-09-26T14:31:04
Do you suffer from "Bigdealitis?" Where you get really attached to a big deal, and your normal sales process goes out the window.
In this episode, Bill and Bryan break do...
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#719: The Importance of Inspection from 2022-09-19T08:00:45
Are you inspecting your deals after they are done?
We get it, your first instinct when you hear this topic is probably, No, thank you!
But, in this episode, the ...
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#718: How To Become Your Self-Coach from 2022-09-12T12:13:50
Let's face it, most of our time is spent alone, but that doesn't mean we can't grow on our own.
In this episode of The Advanced Selling Podcast, Bill and Bryan discuss s...
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#717: Are Your Expectations Realistic? from 2022-09-05T09:00:05
In this episode, Bill and Bryan discuss where your expectations fit in your current situation.
When things are going great, it's easy to set your expectations extremely high. But what ab...
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#716: What Does Your Sales Culture Look Like? from 2022-08-29T13:42:02
In this episode, Bill and Bryan discuss Sales Culture. They share some of the better cultures that they've experienced as well as some bad ones they've seen.
They'll challenge you to ask ...
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#715: Are We Ever Done Growing? from 2022-08-22T09:00:24
In this episode, Bill and Bryan challenge you to self-reflect to see if you're still pushing yourself to grow.
Have you become complacent or are you open to learning new...
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#714: Finding Your Inspiration from 2022-08-15T09:00:40
In this episode, Bill and Bryan revisit the poll that they discussed in the last episode. They decide to take the third response and devote an entire episode, all about inspiration. Listen
#713: Your LinkedIn Poll Results from 2022-08-08T09:00:18
In this episode of The Advanced Selling Podcast, Bill and Bryan share the results they received from a recent poll they ran in the ASP LinkedIn group.
The question was, "As you look ...
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#712: Are We In a Recession? from 2022-08-01T09:00:23
In this episode of The Advanced Selling Podcast, Bill and Bryan discuss whether they think we are on the verge of a recession and what it could mean for your business.
M...
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#711: Our List of Gurus from 2022-07-25T14:00:16
In this episode of the Advanced Selling Podcast, Bill and Bryan share their list of gurus that they personally follow.
Whether you're looking for inspiration, advice, or just needing to ...
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#710: When Your Manager Doesn't Agree... from 2022-07-18T09:00:49
Have you ever had a sales method or technique that your manager didn't agree with? Well, that's exactly what this episode is all about.
Bryan and Bill discuss what to do when you are not...
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#709: Conquering Your Limiting Beliefs from 2022-07-11T15:26:37
In this episode of The Advanced Selling Podcast, Bill is flying solo.
He plays a clip from the most recent ASP Insider coaching call all about disempowering beliefs. Listen
#708: Your Discipline Action Plan from 2022-07-04T09:00:14
In this episode of The Advanced Selling Podcast, Bill and Bryan finish their 2 part series all about discipline.
In part 1 the guys discuss how to evaluate your discipli...
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#707: Evaluating Your Discipline from 2022-06-27T08:00:25
In this episode of The Advanced Selling Podcast, Bill and Bryan start a 2 part series all about discipline.
In part 1 the guys discuss how to evaluate your discipline le...
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#706: Is Your Sales Coaching All Wrong? from 2022-06-20T09:00:19
Recently, Bill was in a coaching session with another sales trainer, and he was astounded by what he heard. The coach was teaching the group how to persuade the customer to do business with you ...
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#705: Are You Sales Ready? from 2022-06-13T08:00:22
Let's face it, for the last 10 years or more, we've been in somewhat of a tailwind. All things have been easier than ever to sell.
But, things might not be so easy in the coming months o...
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#704: How to Construct a Compelling Offer from 2022-06-06T08:00:22
Usually “offers” which we define as everything that you will deliver to your customer, are prepared by the marketing department.
But we also have seen marketing departments being lax in t...
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#703: Getting Your Pivot Point Right from 2022-05-30T09:00:49
With any sales process, there is a pivot point that happens where you stop talking about their issues, pains, and problems and begin talking about how you can bring value to their circumsta...
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#702: Are You Struggling with Discipline? from 2022-05-23T09:00:13
Do you ever catch yourself struggling to find the discipline you need to do the things required to grow your business?
In this episode, Bill and Bryan discuss how to take control of your actions...
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#701: Questions You Should Be Asking Yourself from 2022-05-16T08:00:23
Ever wondered what questions the guys ask prior to working with a brand new client?
Well, you're in luck, because that's exactly what Bill and Bryan discuss in this episode.
Be su...
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#700: Could This Unlock Your Potential? from 2022-05-09T08:09:06
As coaches, we are always looking for the master key to riches. While we admit there is never ONE thing, in this episode Bryan and Bill talk about one thing that they have seen high achievers ma...
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#699: Closing the Sales Execution Gap with Scott Barker from 2022-05-05T13:50:54
Every revenue team suffers a Sales Execution Gap — the ever-growing gap between an organization’s potential revenue and the actual revenue it achieves.
As the Sales Execution Gap expands,...
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#698: “Awareness” Might Be a Key to Sales Growth from 2022-05-02T09:00:18
In this episode, Bill and Bryan address the etheric notion of awareness in the sales process.
When we are unaware of what is happening to us, we will respond in error. They discuss "awareness" f...
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#697: When You're Not Living up to Your Potential from 2022-04-25T08:00:01
The guys see it all the time. They start working with a new sales team and see enormous potential in certain people who just quite aren't living up to it.
The good news is, that what's st...
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#696: Sales Forecasting Creating Drama? from 2022-04-18T09:00:03
As a lead-up to our LIVE RECORDING on May 4th, Closing the Sales Execution Gap, Bryan and Bill talk about some things you can consider as you put people into your pipeline.
If you’re inte...
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#695: How to Effectively Manage Deals in the Pipeline from 2022-04-11T09:00:33
In this episode Bill and Bryan address “deal management”, which is another word for how to control and lead the sales process.
They also give you some thoughts on how to best bu...
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#694: Are You Efficient at Prospecting? from 2022-04-05T18:09:06
In this week's episode Bill and Bryan, in a lead-up to a killer live recording we’re doing on May 4th, talk about testing for efficient prospecting.
Obviously, a facet of your b...
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#693: Is Our Economy Doomed? from 2022-03-28T09:00:55
Our economy has been solid or growing for years, but with the current situation, things aren't looking so optimistic.
Bill and Bryan give you some perspective on how to better reflect on...
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#692: Your Assets = Your Future from 2022-03-21T09:00:55
One thing that we find is that people lack a complete understanding of the assets they already possess.
The guys give you some ways to identify your particular assets and how you can lev...
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#691: How to Properly Frame Your Value from 2022-03-14T06:00:08
One area we commonly see sales professionals getting wrong is their value statement.
How do you communicate your value at the beginning so the prospect can decide whether or not...
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#690: How to Avoid Burnout from 2022-03-04T21:11:33
With everything going on around us and managers and companies demanding more, more, more, it's easy to see why so many people are feeling burnt out.
In this episode, Bil...
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#689: Operating Rules for Your Sales Life from 2022-02-21T19:41:46
Do you have a set of rules & boundaries that you adhere to while selling?
In this episode, Bill and Bryan challenge you to create 3 rules for your sales life. They give you some examples ...
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#688: Should You Build Your Platform? from 2022-02-14T10:00:04
In this episode of The Advanced Selling Podcast, Bill and Bryan discuss the motive behind what drives you in sales.
The guys discuss whether everyone should build their brand and...
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#687: What's Your Super Bowl? from 2022-02-07T10:00:53
In this episode, Bryan makes a huge announcement regarding his side-gig referring in the NFL.
Also, during this Super Bowl celebration week, the guys discuss how everyone has a "S...
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#686: What Makes You Unique from 2022-01-31T10:00:03
In the ASP Insider program and in some of our episodes we have devoted time to the importance of clarifying your message.
But, in this episode, Bill and Bryan get deeper into how you are unique ...
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#685: Are We Really This Bad at Emails? from 2022-01-24T10:00:12
In this episode, Bill and Bryan review a message thread where a salesperson is pitching one of our listeners. He forwarded us the message as an example of what not to do and the guys dissect it....
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#684: What to Say When You Can't Ship from 2022-01-17T10:00
We’ve gotten a lot of questions recently given the supply chain disruptions. It truly is a difficult issue right now. Most of the time we hear, "how do I handle cus...
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#683: Drop the Rock from 2022-01-10T10:00
In this episode, the guys get into the deep work of assessing your limiting beliefs. Where are your limiting beliefs holding you back from your success?
This comes from the work that Bill...
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#682: Bill and Bryan's Predictions for 2022 from 2022-01-03T18:09:04
Happy new year all! Our mission this year is to provide you with great content so you can continue to grow your business and your income. We are so glad you’re with us.
In the first episo...
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#681: A December to Remember - Week 3 from 2021-12-20T10:00
Well, here we are, the last week of 2021!
In this episode, Bill and Bryan give you your very short assignment for the week of December 20th.
You should be able to...
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#680: A December to Remember - Week 2 from 2021-12-13T10:00
Continuing the "A December to Remember" series, Bill and Bryan give you your assignments for the week of December 13th.
This is a time at the end of the year where people...
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#679: A December to Remember - Week 1 from 2021-12-06T19:41:13
In this podcast, Bill and Bryan give you your agenda for the week of December 6th.
This is part one of a three-part series called, "A December to Remember," where we take...
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The Best Sales Advice I Ever Received with Keenan from 2021-12-02T10:00
Continuing the series, "The Best Sales Advice," Bill and Bryan invited master sales disruptor, Keenan https://www.asalesguy.com, to joi...
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#678: Crafting a Crystal Clear Business Plan for 2022 from 2021-11-29T10:00
In preparation for our December ASP Insider Personal Business Planning event this Friday, Bill and Bryan go through some most common mistakes people make when crafting their plan and some tips o...
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#677: The 11th Hour Quagmire, How to Prevent It from 2021-11-22T10:00
We’ve all had this happen to us; we’re in the 11th hour, we’ve delivered a proposal, and the prospect tells us to hang tight and wait.
This question came in from our LinkedIn group, Danie...
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The Best Sales Advice I Ever Received with John Barrows from 2021-11-18T11:00
When you want great advice, you go to a great source. So, we went to one of the best.
John Barrows<...
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#676: Is Sales Broken? from 2021-11-15T10:00
Is sales really broken? In many ways it is.
This episode was inspired by an email Bill received from Anthony Iannarino discussing why sales is broken. Anthony lists the stats that he's u...
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The Best Sales Advice I Ever Received with Mark Hunter from 2021-11-11T11:00
In this exclusive series called "The Best Sales Advice I Ever Received," Bill and Bryan are handpicking some of the industry's top leaders to have them share the best advice that they've gotten ...
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#675: The Best Sales Advice Bill and Bryan Have Ever Received from 2021-11-08T10:00
In this episode, Bill and Bryan kick off a series that they will be releasing throughout the weeks on The Best Sales Advice Ever — coming from authors and sales experts in our s...
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#674: How important is the customer experience when it comes to sales? with Kris Rudeegraap, Sendoso from 2021-11-01T09:00
A business is made or slayed along the customer journey.
Think US Airways. Blockbuster.
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The ASP 15 Year Anniversary! from 2021-10-28T10:00
Celebrating 15 years of podcasts!!
Bill and Bryan started the advanced selling podcast long before podcasting was a household word like it is today.
Over those 15 years, the guys h...
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#673: Gifting. Sales gimmick or great move? with Kris Rudeegraap, Sendoso from 2021-10-25T05:00
You’ve heard the old saying…
“Giving is better than receiving because giving starts the receiving process.”<...
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#672: Celebrating the small sales wins leads to the big ones with Kris Rudeegraap, Sendoso from 2021-10-18T09:00
For lack of a better cliché…sales is a rollercoaster. Highs. Lows.
We’ve all been there. Building momentum is key.
We’re usually so concerned with reaching the next peak that we for...
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#671: How can you stand out? with Kris Rudeegraap from 2021-10-11T09:00
We are not in the new normal - it's the next normal. Bill and Bryan believe that in this next normal, you have to humanize your brand.
Opinions vs Reality with Gong: Which CTAs book more meetings? from 2021-10-06T10:00
After analyzing 300,000 cold emails, the team at Gong has debunked one of sales’ greatest mysteries — and unlocked a strategy to DOUBLE the amount of meetings you book.
We are joined once...
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#670: Getting Unstuck at the End from 2021-10-04T05:00
How do you get your deal unstuck when you’re nearing the end?
In this episode, Bill and Bryan complete their three-part series on getting unstuck in the sales process. The guys a...
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Opinions vs Reality with Gong: Selling with slides? from 2021-09-29T08:00
Should you use slides on a discovery call?
Choose wisely because it impacts your chances of booking the next meeting by 17%.
On this episode of Opinions vs...
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#669: Be Like Mike from 2021-09-27T05:00
How committed are you to personal growth?
This episode was inspired by one of Bryan's clients, Mike, who has had a 30+ year career in sales but is still one of the most ...
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Opinions vs Reality with Gong: I need to think about it from 2021-09-22T09:00
“I need to think about it” is the objection that makes every salesperson's skin crawl. But is it really the reason your deal didn’t close?
In this special Opinio...
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#668: Your Message Might Need Some Work from 2021-09-20T05:00
In this episode, Bill relays a story of one of his new clients who has asked for help on messaging. They sell a very complex solution to a large group of people in a long selling cycle.
<...
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#668: Your Message Might Need Some Work from 2021-09-20T05:00
In this episode, Bill relays a story of one of his new clients who has asked for help on messaging. They sell a very complex solution to a large group of people in a long selling cycle.
<...
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Opinions vs Reality with Gong: Do you curse in sales? from 2021-09-15T10:00
Do you know the impact cursing has on your sales calls?
In this special Opinions vs Reality episode, Bryan and Bill are joined by the hosts of Reveal: The Revenue Intelli...
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#667: Stuck in the Middle With You from 2021-09-13T05:00
In this episode, Bill and Bryan talk about how to keep your sales process from getting stuck as you head into the center of it.
This usually centers around people and processes not behavi...
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#666: Getting Unstuck at the Beginning from 2021-09-06T05:00
We recently did a poll with our LinkedIn group to find out what topics were of the most interest to you. The number one response was “how do I keep myself from getting stuck somewhere in...
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#665: Can Group Coaching Be a Ticket for Success? from 2021-08-30T10:00
The topic of coaching seems to be on a lot of people's minds today. But there are two ways to get coaching: one is in a one-to-one environment and the other is in a small group assembly....
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#664: Salespeople Will Never Be Extinct, But... from 2021-08-23T05:00
In this episode, Bill Caskey and Bryan Neale address a LinkedIn post that came from Jeffrey. D where he talked about the role automation and AI has in the sales pro...
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#663: Should You Be "Everywhere" in Your Personal Brand? from 2021-08-16T05:00
In this episode, Bill and Bryan answer a question from Karen B. about the "Omnichannel approach" to personal marketing and brand building.
#662: Are You Addicted to Success? from 2021-08-09T05:00
Bill and Bryan discuss sensitive topics in this week's episode. These topics all start with questions like, "What is enough? What does success mean for me? How ...
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[Best of ASP] How Soon Should I Reach Out? from 2021-08-06T15:00:22
You just made a new connection on LinkedIn that would be a great prospect, is it too soon to reach out?
In this episode of The Advanced Selling Podcast, Bryan Neale and Bill Caskey take o...
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#661: Do You Have Mindset Deficiencies? from 2021-08-02T19:18:30
In this episode all about mindset and mentality, Bill and Bryan reveal some of their struggles with certain aspects of how we think.
If you'd like to get more tactical in...
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[Best of ASP] Building Your Question Bank from 2021-07-29T13:53:18
On this episode of the Advanced Selling Podcast, Bill and Bryan give you the eight-plus questions that, depending upon the circumstance, you need in your question bank....
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6 Months of Sales Momentum from 2021-07-26T10:00
On this episode of The Advanced Selling Podcast, the guys give you a preview of a recent webinar call "6 Months of Sales Momentum."
They discuss the upcoming 6 Months of curriculum inside...
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[Best of ASP] Preparing For a Meeting, ASP Style from 2021-07-22T19:54:47
Bill and Bryan on the road going to a sales meeting with one of their clients, which made them think of a good episode topic, "how should I prepare for a sales meeting?"
The guys discuss...
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#660: 3 Questions on the Power of Being Detached from 2021-07-12T10:00
In our last ASP Insider session, we discussed the concept of detachment and how it’s a secret element of empowerment for sales professionals.
On this episode, we take thr...
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[Best of ASP] Morning Routines with Benjamin Spall from 2021-07-08T18:46:41
What is your morning routine? And does it prepare you for anything?
In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale interview Benjamin Spall, author of...
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#659: The One Mindset Shift We Must All Make from 2021-07-05T10:00
In this episode, Bill and Bryan go a little bit deeper into the concept that they have found is the most helpful for their coaching clients when it comes to growing their income.
You’ve h...
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[Best of ASP] When Cold Calls Get the Best of You from 2021-07-01T10:00
In this episode, sales trainers, Bill Caskey and Bryan Neale address a common question that they get from salespeople who are required to make hundreds of cold calls a week, "I'm sick an...
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#658: How to Earn More Money Without Killing Yourself from 2021-06-28T10:00
In this episode, Bill and Bryan talk about a topic that came from one of our ASP Insider members. He was wondering how he could bump his income without needing to find an enterprise sales positi...
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[Best of ASP] Managing Your Manager from 2021-06-24T14:00:49
What should you do when your Sales Manager doesn't do things the way you would do them?
Bill Caskey and Bryan Neale address a question from the CoVideo mailbag fro...
#657: 5 New Skills Required for You to Compete from 2021-06-21T10:00
We are in a new world, and it’s been said frequently that we must change our thinking about that new world so that we can succeed in it.
In this episod...
[Best of ASP] Standing Out From the Crowd from 2021-06-17T20:25:04
Have you ever wondered how you can differentiate yourself in the sales world?
In this episode of The Advanced Selling Podcast, Bill and Bryan talk with John Lefler, the outbound Sales Man...
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#656: The Coming Job Shift Tsunami from 2021-06-14T06:00
In this episode Bill and Bryan share a conversation they had prior to recording where they realized this massive job shift chaos is occurring in businesses around the world.
... Listen
[Best of ASP] Discipline in Sales from 2021-06-10T10:00
Is discipline really necessary in professional selling today?
On this episode of the Advanced Selling Podcast, Bill and Bryan bring some alternative ideas about discipline and the art of ...
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#655: How Do I Effectively Communicate My Value Proposition? from 2021-06-07T05:00
This question comes from our ASP LinkedIn group. Liz asks, "what is the best way to communicate her value to prospects when they may not want to hear it straight on?"
Her messagi...
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[Best of ASP] Overcoming "Passivity" in the Sales Process from 2021-06-03T18:05:49
Are you to passive or too aggressive? How you get right in the middle?
In almost every sales process there is, "Controlled tension." This happens when there is stress around who's control...
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#654: When a Key Person Leaves the Buying Process from 2021-05-31T10:00
On this episode, the guys take questions from the LinkedIn group, one of which is "how do you handle it when a key influencer leaves the buying team?" The second questi...
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[Best of ASP] 5 LinkedIn Hacks You Should Be Using from 2021-05-27T10:00
On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale continue the listener mailbag series and take a call from Scott in Louisville who asks how to use LinkedIn better for...
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#653: How Automated Should Your Sales Process Be? from 2021-05-24T05:00
On this weeks episode Bill Caskey and Bryan Neale address a question that came in from a listener, "how much automation should I design into the sales process?"
...
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[Best of ASP] Understanding the Buyer's Brain from 2021-05-20T10:00
On this "Best Of" episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Brayan Neale sit down with a long time friend, Bryan Gray, Author and CEO of Return Path Group.<...
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#652: Savvy Lead Generation from 2021-05-17T10:00
Being savvy with lead generation does not mean throwing up tons of content on tons of platforms. It means being much more mindful and intentional about how to craft your message so that you catc...
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[Best of ASP] Things a Sales Person Should Never Say from 2021-05-13T10:00
In this week's episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale share with you phrases and jargon that should never be said in sales today. Listen
#651: The Art of Practice from 2021-05-10T10:00
Bill Caskey and Bryan Neale take a look at the role practice plays in your sales results.
They break down how both the sales leader and the sales professional several can...
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#650: 5 More Reasons to Build Your Personal Brand from 2021-05-03T10:00
Bill and Bryan have been talking about the importance of building your personal brand for several years. But, the pandemic has shifted that need into overdrive.
The guys ...
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#649: You Should Appreciate What Has Shaped You from 2021-04-26T10:00
Have you ever thought about your experiences in business and how they have shaped your career?
In this episode Bill and Bryan share two circumstances that they went through when they were...
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#648: What Caused You to Lose the Deal? from 2021-04-19T10:00
When you lose a deal, do you know the cause?
In this episode Bill and Bryan talk about causes of temporary failure in sales and goal achievement. The fact is there is the...
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#647: Is Your Sales World Lonely? from 2021-04-12T10:00
In all of our conversations with our clients and even advanced selling podcast listeners, we have heard this frustration of isolation and loneliness coming up more and more. Thi...
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#646: One Thing That Influences All Sales Results from 2021-04-05T10:00
In this episode Bill Caskey and Bryan Neale address the existential issue of how to achieve higher results in sales. It’s something they’ve spoken about before but they dive a little bit deeper ...
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#645: The Most Common Questions We Receive from 2021-03-29T10:00
In this episode, Bill and Bryan reveal the most common questions they get from their clients about sales success and achievements.
One question has to do with the sales process. Another q...
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#644: What Is the Future for Salespeople? from 2021-03-22T10:00
In this episode, Bill and Bryan talk about the future of the salesperson in the entire sales process. They give you some things that you should probably start thinking about as the world continu...
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#643: The Curse of the High Performer from 2021-03-15T05:00
In this episode Bill and Bryan explore their observation of high performers becoming complacent when things are really good.
We’re in an economy now where the market is strong and ...
#642: ASP's Favorite Things from 2021-03-08T06:00
On this episode, the guys get inspired by Oprah and give you a list of their favorite tools, tech and software they think will help you be the most productive you can be.
#641: Why Is It So Hard to Change? from 2021-03-01T06:00
Have you ever had a coach or trainer who told you what to do, but you find yourself falling back into the old habits? You're not alone.
On this episode Bill and Bryan discuss the ...
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#640: Personal Responsibility and Your Results from 2021-02-22T06:00
Generally sales people have a good sense of the notion of personal responsibility when it comes to results. You know you need to make a certain number of calls and ...
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#639: Is Consistency the Master Key To Sales Riches? from 2021-02-15T06:00
In this episode bill and Brian talk about some core attributes that we think are important for you to embrace as you pursue sales excellence.
We discuss consistency, passion, and ...
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#638: I'm a Loser Baby... from 2021-02-08T06:00
An email came in from one of our longtime listeners who is not feeling all that eager and inspired in his current sales position. He was questioning whether he has the commitment to stay...
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#637: Are You Investing Enough in Yourself? from 2021-02-01T06:00
In this episode, Bill Caskey and Bryan Neale address the idea that most sales professionals and BUSINESS owners don’t invest nearly enough in their own pers...
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#636: How to Promote Your Business and 3 New In Sales Tips from 2021-01-25T06:00
If you have not joined a LinkedIn group, go to http://advancedsellingpodcast.com/linkedin so that you can be a part of our Q&A series th...
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#635: What You Wish You Could Say to Your Manager from 2021-01-18T06:00
In this episode Bill Caskey and Bryan Neale address seven things that are probably on most sellers minds that th...
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#634: What Makes an Ideal Sales Person in 2021? from 2021-01-11T06:00
This episode was done for both sales leaders/managers and sales professionals. The topic is how do you size up your own skills or the skills of a potential candidat...
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#633: 6 Must-Have New Years Resolutions from 2021-01-04T06:00
Bill and Bryan have grown weary of the last few years telling you to come up with your New Year’s business resolutions. So this year, they are doing it for you!
They guys give you six res...
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#632: When Everything's Good...Except the Scoreboard from 2020-12-14T06:00
On this episode of The Advanced Selling Podcast, Bill and Bryan address a common issue that keeps coming up among their clients. The issue is, that everything is great inside the company except ...
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#631: Can Your Non-Sales People Help Generate More Business? from 2020-12-07T11:00
In this episode Bill Caskey and Bryan Neale address the issue of how the non-sales people inside your firm might be able to help you generate more business and acquire new customers. Listen
#630: Necessary Skills for 2021 from 2020-11-30T06:00
In this episode, Bill and Bryan break out some skills that we believe are important for your growth as you seek to make 2021 an awesome year.
The guys talk about five are...
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#629: Should I - Round 2 from 2020-11-23T06:00
In this episode, the guys play another round of #ShouldI, where they take a question from the audience and each weigh in on a yes or no answer to the question.
They deal with three questi...
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#628: A Deep Look at Your True Value from 2020-11-16T06:00
In this week's episode, Bill Caskey and Bryan Neale address the idea of how you determine your value in your market.
Yes, you represent products and services, but what about your value in...
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#627: Keeping the Flame Alive with Your Prospects from 2020-11-09T06:00
On this week's episode the guys take a great question from /Tom, who asked, "The best way to keep the flame alive with clients who are in between projects?"
Bill and Bryan give T...
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#626: Should We Be Choosey About Our Prospects? from 2020-11-03T19:52:03
Are you filtering your prospects, or are they filtering you?
In this week's episode, Bill and Bryan handle a question from a listener about whether she should be choosey when it comes to ...
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#625: What Are You Afraid Of? from 2020-10-26T05:00
Our hungry ghosts and inner goblins. We all have inner fears that hold us back.
On this episode, Bill Caskey and Bryan Neale reveal some of their own fears and frustrations that they beli...
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2021 Goal Setting&Planning Offer from 2020-10-21T10:00
In this episode, Bill Caskey and Bryan Neale talk about the all-important **2021 Goal Setting & Planning** sessions that you and your team should be doing now or soon.
Th...
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#624: Changes in Business Development as the Pandemic Subsides from 2020-10-19T05:00
In this episode, the guys speak with Ben Parker and Aaron Bollinger of Kronologic.ai about the trends they are seeing in appointment setting and new business development.
#623: How Do I Go Over His Head? from 2020-10-12T05:00
This is a common question that we get from sales people who get stuck calling too low inside an organization.
But rather than give you the things to say when that stuck-ness happens,
#622: Should I...? from 2020-10-05T05:00
Listener questions on price, calling higher, going around people and including a calendar invite in the initial email.
In this episode, the guys field some questions from our LinkedIn gro...
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#621: Do You Schedule Practice Time? from 2020-09-28T12:04:01
In this week's episode, Bill Caskey and Bryan Neale talk about the value of practice when it comes to presentations and first calls.
They use the example of sports teams ...
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#620: Morning Routines for Sales Professionals from 2020-09-21T06:00
Bill and Bryan address several ideas on morning routines to help us get the most out of our days.
Rather than give you a prescription on exactly what you should be doing ...
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#619: How Digital Are You? from 2020-09-14T05:00
On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale talk about leverage and your ability to take your time and have it return better results to you.
... Listen
#618: Lead Generation or Conversion? You Pick. from 2020-09-08T13:37:41
In this episode, Bill Caskey and Bryan Neale address a common dilemma that sales leaders and sales people have, where do I invest my time, in the lead generation top of the funnel process or...
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#617: The High Cost of Being Resistant to Change from 2020-08-31T10:00
In this episode, Bill Caskey and Bryan Neale address some of the causes of resistance to change.
In the last episode, we talked about the embracing of change as a strategy for our new wo...
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#616: Are You Hanging on to a Pre-COVID Strategy? from 2020-08-24T10:00
On this episode, Bill Caskey and Bryan Neale address one of our clients who went on a rant recently about pre and post COVID language.
We tend to hang on to the ...
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#615: How to Fix Your Closing Problem from 2020-08-17T10:00
Closing is a huge problem for most B2B salespeople.
In this episode, Bill and Bryan address the ever popular topic of closing percentage, which is deals proposed to deal...
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#614: Don't Let Your Message Leave Your Prospects Cold from 2020-08-10T10:00
In this episode Bill Caskey and Bryan Neale provide you with some level one thinking about how to craft your core message.
This is an ongoing series that takes place in The ASP In...
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#613: How Should Your Customers Measure Your Value? from 2020-08-03T10:00
In this episode, Bill Caskey and Bryan Neale follow up last week's episode with some ideas on how to best measure your value so that you can talk about it intelligently with your prospec...
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#612: How to Look for Your Ideal Client from 2020-07-27T10:00
On this week's episode, Bill and Bryan share how they approach potential clients when there is a deal on the table.
This includes the observations they make, the culture, percepti...
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#611: Is Sales Really For Me? from 2020-07-20T10:00
Am I cut out for sales is actually a very good question. In this episode, Bill and Bryan address some questions that are arising from some of their coaching clients in our post-COVID world.
... Listen
#610: What is Your High Concept? from 2020-07-13T10:00
In this episode, Bill and Bryan Neale cite an idea from a book by Steven Pressfield, "No One Wants to Read Your Sh*t." He talks about the idea of a concept as being crucial in communicating your...
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#609: Crafting Your Post-Covid Sales Story from 2020-07-06T10:00
As we start to re-open post-covid, are you still trying to use the same old message?
On this episode of The Advanced Selling Podcast, Bill and Bryan give you some ways that you can start...
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#608: Getting Back to Your "Why" from 2020-06-29T13:39:22
Why do you do what you do? Have you ever even thought about it?
We all have reasons why we do what we do and on this episode, Bill and Bryan help you get back to that core purpose "why."<...
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#607: What Not to Do on LinkedIn from 2020-06-22T18:27:38
LinkedIn can be a great connection and business development tool, but sometimes you can actually hurt your business if you're not using it correctly.
On this episode of The Advanced Sell...
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#606: Confessions of a Sales Coach from 2020-06-15T14:30:08
On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss the frustrations that they feel from time to time working with their ...
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#605: How Do I Handle crickets in the Sales Process? from 2020-06-08T10:00
In this week's episode, an ASP Insider anonymously sends a question about the process that he uses to convert leads to sales. The problem is that often the prospect decides to j...
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#604: 4 Important Elements of Your Personal Business Plan from 2020-06-01T10:00
On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale give you a preview into some ASP Insider content that will be released on June 12th.
They eac...
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#603: Do You Really Feel Free at This Time? from 2020-05-25T10:00
In this episode, Bill Caskey and Bryan Neale talk about the constraints on us and on our future as sales professionals.
In a rigorously honest sort of way, Bill and Bryan...
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#602: Have You Built a Lead Traffic System? from 2020-05-19T14:34:15
In this episode, Bill and Bryan introduce you to the concept of traffic, as it relates to lead generation for your business.
In internet circles, experts talk about traff...
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#601: Our Favorite Two Sales Questions From Our Recent Live Streams from 2020-05-14T16:21:48
We love questions from listeners. In fact, it's one reason that we decided to do a series of webinars/live streams over the last couple of months to help our listeners cope with...
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#600: Your Post COVID Sales Process: Has it Changed? from 2020-05-12T10:00
In this episode, Bill and Bryan address the sales processes that we all have, and question whether our needs have changed or whether we can continue to use the same one.
And, the guys get...
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#599: You Have an Awesome Message, but Are You Being Heard? from 2020-05-07T15:34:24
In this episode, Bill and Bryan discuss the importance of being heard on your virtual calls or online communication.
They talk about the value of the right microphone and audio setup, whe...
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#598: Four Mistakes to Avoid When Preparing to Relaunch from 2020-05-05T17:32:40
In this episode of the Advanced Selling Podcast, Bill and Bryan address some mistakes that they're starting to see sales people make as they get ready to go back into the market...
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#597: How to Be a Good Coach from 2020-04-30T10:00
Whether you are a coaching a sales or just giving a co-worker some feedback, it's important to know how to be a good coach.
On this episode, Bill and Bryan give their best tips on how to ...
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#596: How to Show up to a Coaching Experience from 2020-04-28T14:41:57
How do you show up to a coaching call? Do you prepare yourself ahead of time, or just show up?
On this episode of The Advanced Selling Podcast, Bill and Bryan give you their advi...
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#595: The Future of In-Person Sales Meetings from 2020-04-23T15:55:40
What does the future hold for sales meetings? Will things go back to business as usual or will they be changed forever?
On this episode of The Advanced Selling Podcast, B...
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#594: How To Build Rapport Virtually from 2020-04-21T15:52:50
We had a great turn out for our LIVE coaching on April 17th, but we were unable to get to everyone's questions. So, we decided to start answering them on the podcast.
On...
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#593: The Questions We Didn't Get To from 2020-04-16T13:39:10
In this episode, the guys tackle the questions they were unable to get to on the last LIVE Zoom call on March 24th.
If you weren't able to join us then in March, don't worry! We are goin...
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#592: What's Going to Change? from 2020-04-14T19:42:58
Have you considered what is going to change as a result of COVID-19? Well, that's exactly what Bill and Bryan discuss on this episode of The Advanced Selling Podcast.
Th...
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#591: What Corona Has Taught Us from 2020-04-07T10:00
On this episode of The Advanced Selling Podcast, Bill and Bryan continue their twice weekly series during the corona virus outbreak.
The guys share their personal lessons that th...
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#590: The Beginning of the End from 2020-04-02T10:00
It’s nearly time to go back to work. In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale roll out for you the idea of planning for the next 30 days, which includes the <...
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#589: What Do We Do Right Now? from 2020-03-24T09:00
With COVID on everyone’s mind…at all times…(thanks media :), the question is ‘what do we do right now?’
Bill gives you some things to chew on here. Yes, it’s all...
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#588: What Should I Do in the Next Week? from 2020-03-19T09:00
This is the second episode in our Corona Virus series.
In this episode, the guys talk about some specific actions to take and actually get a little mechanical with some t...
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#587: Selling From Strength Through the Crisis from 2020-03-17T05:00
In this episode, Bill Caskey and Bryan Neale address the COVID-19 crisis and the impact it could have on the sales profession.
The guys also give you some tips on how to keep prop...
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#586: Stealth Time Management for Salespeople from 2020-03-16T05:00
In this episode, Bill and Bryan talk about how you can rethink time.
We all hear the refrain, "I don't have enough time to get this done," but what does that really mean?
...
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#585: a-ha, Wimp Junction, and Building Your Story from 2020-03-09T05:00
In this episode, Bill Caskey and Bryan Neale jump around a little bit from a music video by a-ha, https://www.youtube.com/watch?v=djV11Xbc914, a model that we heard about from Terry Slattery cal...
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#584: How to Get Your Mind Right for Business Development from 2020-03-02T06:00
On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a common challenge they see in the market. The problem is, "how do I generate ...
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#583: What To Do When The Prospect Says, "Chill Out." from 2020-02-24T06:00
On this episode of The Advanced Selling Podcast, Bill and Bryan address an email from a listener who asks the question, "How do I handle it when my prospect says, 'We will be making a decision s...
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#582: When to Opt-out of a Deal from 2020-02-17T06:00
The guys are on the road this week on The Advanced Selling Podcast, so they decided to record a live episode on the way to the event.
They discuss the difficult decision to Opt-o...
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#581: There's What We See and What We Don't See from 2020-02-10T06:00
In this episode, Bill and Bryan deal with the concept of subtexts.
This is the notion that there's always something going on underneath the surface and our ability to work that out might ...
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#580: How We Plan the Curriculum for a Workshop from 2020-02-03T06:00
In this episode, Bill and Bryan talk through a workshop they're going to be doing in front of a sales team of Advanced Selling Podcast listeners in the next couple weeks.
They g...
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#579: Who's Selling Whom? from 2020-01-27T06:00
Is it really possible to create the conditions where your prospect is asking you to sell them?
In this episode, Bill and Bryan give you the critical conditions that must be in pl...
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#578: Amateur VS. Professional from 2020-01-20T06:00
What separates the amateur from the pro?
In this episode, the guys go deep into the attributes that they see amateurs take with them to the market, and how that differs f...
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#577: Are You Winging Your Sales Process? from 2020-01-13T06:00
In this episode, Bill Caskey and Bryan Neale kick the year off by talking about how to better button up your sales process so that your closing percentage goes sky high through the year!...
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#576: How Much Is Each of Your Sales Meetings Worth? from 2020-01-06T06:00
How much is each of your sales meetings worth?
If you don't know, then you are missing out on some extremely valuable information. On this week's episode, Bill and Bryan ...
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#575: Sales and Achievement Lessons from 2019 from 2019-12-16T06:00
In the final episode of 2019, Bill Caskey and Bryan Neale review the past year of lessons from their individual coaching and training and from responses they have received from ...
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#574: Christmas Gifts Every Sales Person Should Ask For from 2019-12-09T06:00
In this holiday episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale outline 10 useful, practical, and maybe even comical gifts that you should ask for from your family ...
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#573: What Recording Your Sales Calls Can Do For You from 2019-12-02T06:00
In this episode of The Advanced Selling Podcast, Bill and Bryan interview Amit Bendov, the CEO and co-founder of Gong.
Amit shares some of the lessons from the Gong Sales...
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ASP Live: Why Did I Win or Lose the Deal? from 2019-11-18T06:00
On this episode of The Advanced Selling Podcast, Bill and Bryan host a special LIVE recording in Indianapolis Indiana.
Have you ever wondered, why did I lose that deal I worked so ha...
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ASP Live: Audience Q&A from 2019-11-18T06:00
This is Part 2 of a special LIVE Advanced Selling Podcast recording in Indianapolis Indiana.
On this episode, the guys take live questions from the audience and give them their best advi...
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#570: Our Two Favorite Success Hacks from 2019-11-11T06:00
On this episode of The Advanced Selling Podcast, Bill and Bryan each share one of their favorite sales success hacks and why it works.
While they don't typically like the word hack, becau...
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#569: Do You Suffer From Success Anxiety? from 2019-11-04T06:00
No kidding. There really is such a thing as success anxiety, or fear of success.
In this episode, Bill and Brian dig a little bit deeper than normal on what might really ...
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#568: The Future of Selling Skills from 2019-10-28T05:00
On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss what the future will look like regarding selling skills.
The ...
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#567: Are You Dabbling in the Right Mindsets? from 2019-10-21T05:00
On this episode, Bill Caskey and Bryan Neale address something that they have seen plague sales teams and people over the years, adopting the right mindsets and actually going all in on ...
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Bring Your Deal to the Deal Work Studio from 2019-10-17T10:00
On this bonus episode of The Advanced Selling Podcast, Bill and Bryan discuss the Deal Work Studio and how it can benefit your team.
What if you could get Bill and Bryan...
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#566: Deal Work Mistakes from 2019-10-14T05:00
On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale continue their Deal Work series.
The guys give you the six most common mistakes that sales team make when they...
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#565: Why You Should be Doing Deal Work at All Times from 2019-10-07T05:00
In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale talk about the value of sales meetings where deal work is done.
Bill and Bryan have both foun...
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Productivity, Accessibility and Success with David Meltzer from 2019-09-30T05:00
On this week's episode of The Advanced Selling Podcast, Bryan had the chance to sit down with is a best-selling author, award-winning humanitarian, and CEO...
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#563: Getting a Fresh Start from 2019-09-23T05:00
On this episode of The Advanced Selling Podcast, Bill and Bryan take a CoVideo Mailbag question from Ted in the New England area.
Ted has recently had the opportunity to ...
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#562: Are Your Unused Assets Holding you Back? from 2019-09-16T18:17:57
On this episode of The Advanced Selling Podcast, veteran sales trainers, Bill Caskey and Bryan Neale discuss the topic of underused or non-utilized assets by salespeople.
<... Listen
#561: You Lost the Deal But You Are Not a Loser from 2019-09-09T05:00
In this episode, sales trainers Bill Caskey and Bryan Neale address one of the biggest heartaches in professional selling, when you lose a deal you thought you had.
All t...
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Things a Sales Person Should Never Say from 2019-09-02T15:17:07
The guys are out for labor day but they still wanted to give you something valuable for this week. This is a replay of one of our most popular from 2018. Hope you enjoy!
Veteran sales tra...
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#560: Interviewing For A Sales Position from 2019-08-26T05:00
On this week's episode of The Advanced Selling Podcast, Bill and Bryan share the Ultimate Guide for anyone interviewing for a sales job. This topic was partially inspired by las...
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#559: When You Are Calling on a CEO from 2019-08-19T05:00
On this week's episode of The Advanced Selling Podcast, Bill and Bryan address the interaction that you will have with CEOs and other top-level owners of companies that are prospects of yours. Listen
#558: Myth Number 27: More Data is Better from 2019-08-12T05:00
On this episode, Bill Caskey and Bryan Neale address an issue that they've seen and witnessed inside their client companies. The issue is that these companies are providing the sales team with m...
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#557: The #1 Skill of the Future: Your Ability to Transition from 2019-08-05T05:00
On this week's episode of The Advanced Selling Podcast, Bill and Bryan go out on the edge a little with a talk about one of the most critical skills that sales professionals and leaders need to ...
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#556: Getting Past the Fear of Social Media and What to Do When a Deal Stalls from 2019-07-29T13:15:29
In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale bring two separate issues that they've each had come up in the training programs that they do with t...
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#555: Can Personal Branding Make Selling Obsolete? from 2019-07-22T05:00
In this episode of The Advanced Selling Podcast, Bill and Bryan riff on a recent online conversation between Jeffrey Haslett and Mike Weinberg, where they were talking about the importan...
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#554: What Happens When Your Technical People Misbehave? from 2019-07-15T09:00
On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale take on a first ever listener mailbag video question.
This week's ques...
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#553: When Cold Calls Get the Best of You from 2019-07-08T10:00
In this episode, sales trainers, Bill Caskey and Bryan Neale, address a common question that they get from salespeople who are required to make hundreds of cold calls a week, "I'm sick a...
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#552: What Have We Changed In Our Sales Philosophy? from 2019-07-01T05:00
On today's episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a LinkedIn Group question that neither of them has ever been asked before, "How...
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#551: Stuck In a rut? The Solution Is Coming. from 2019-06-24T05:00
In this episode of The Advanced Selling Podcast, Bill and Bryan address a common issue we hear from our both our sales and leadership coaching clients, what do I do when I'm stuck or in ...
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#550: How Do I Replace an Incumbent When I Have Inside Champions? from 2019-06-17T05:00
In this episode of The Advanced Selling Podcast, Bill and Bryan take a mailbag question from a listener, Damien, who has only been with a company for a short time and is responsible for ...
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#549: How Do I Go Over the Buyer's Head (Without Making Them Mad)? from 2019-06-10T19:27:07
In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale receive a listener question from Julian, who is interested in how he proceeds to close a deal when he's not ta...
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Winning The Buyer's Brain - Interview With Bryan Gray from 2019-06-03T05:00
On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale sit down with a long time friend, Bryan Gray, Author and CEO of Reveue Path Group.
They...
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#548: Sales Differentiation with Lee Salz from 2019-05-27T05:00
On this week's episode of The Advanced Selling Podcast, Bill and Bryan have the chance to sit down with Lee Salz, best selling author and sales expert.
Lee dives deep into the to...
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#547: Using Outreach to Maximize Your Results from 2019-05-20T05:00
On this week's episode of The Advanced Selling Podcast, Bill and Bryan sit down with Brooke Bachesta, SDR Manager at Outreach. Brooke tells the guys how Outreach can automate areas of the sales ...
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#546: Imitation is the Sincerest Form of Flattery, Or Is It? from 2019-05-13T05:00
On this episode of The Advanced Selling Podcast, Bill and Bryan both get a good laugh at an audio recording Bryan received from one of his friends imitating (or in this case mocking) the guys re...
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#545: 8 Beliefs We Want You To Buy Into from 2019-05-06T05:00
On this episode of The Advanced Selling Podcast, veteran sales trainers and longtime podcast hosts, Bill Caskey and Bryan Neale review the idea of beliefs and how we think about them. Listen
#544: Late Start In Sales from 2019-04-29T05:00
How do I successfully move in to a sales career in midlife?
On this episode of The Advanced Selling Podcast, Bill and Bryan get a mailbag question from a listener, Matt in Arkansas, who's...
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#543: Writing a Winning Proposal from 2019-04-22T05:00
On this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the key elements of writing a winning proposal, including making your proposal sing. It seems that we spend s...
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#542: Building Your Custom Question Bank from 2019-04-15T05:00
On this episode of the Advanced Selling Podcast, Bill and Bryan give you the eight-plus questions that, depending upon the circumstance, you need in your question bank....
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#541: Discipline in Sales from 2019-04-08T05:00
Is discipline really necessary in professional selling today?
On this episode of the Advanced Selling Podcast, Bill and Bryan bring some alternative ideas about discipline and the art of ...
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#540: Are You Able To Scale Your Business and Are You Persuasive? from 2019-04-01T05:00
On this week's episode of The Advanced Selling Podcast, Bill and Bryan address two pressing problems that sales organizations face. The first is how to scale the business and the second is wheth...
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#539: Understanding the Process When Leads Get Generated from 2019-03-25T05:00
On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a listener question from the mailbag from someone who wanted to know whether they shou...
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#538: What Role Does Addiction Play in Your Sales Results? from 2019-03-18T05:00
Bill and Bryan talk about a topic today that is a lot less about sales and a lot more about emotional well being. They discuss emotional addictions and how they may enter into the sales ...
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#537: Sorry. You Lost. It Was a Coin Toss. from 2019-03-11T05:00
Like fingernails screeching against a chalkboard, these words create tremendous pain in the heart of a salesperson.
On this week's episode of The Advanced Selling Podcast...
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#536: Preparing For a Meeting, ASP Style from 2019-03-04T06:00
Bill and Bryan on the road going to a sales meeting with one of their clients, which made them think of a good episode topic, "how should I prepare for a sales meeting?"
The guys discuss...
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#535: Lack of Prospects Driving You Crazy? from 2019-02-25T06:00
In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss a questions they received from a psychologist in Brazil. Dr. G is struggling to get prospects in the door bec...
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#534: Young Blood, New Breed from 2019-02-18T06:00
On this episode of The Advanced Selling Podcast, Bill and Bryan read an email from one of their listeners, Jake in Cincinnati who just joined a company where there are a few young people and a f...
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#533: Live Coaching With Our 10,000th Member from 2019-02-11T06:00
On this special episode of The Advanced Selling Podcast, Bill and Bryan call up our 10,000th LinkedIn Group Member, Brad from Australia.
The guys do a live coaching with Brad and help him...
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#532: 5 LinkedIn Hacks You Should Be Using from 2019-02-04T06:00
On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale continue the listener mailbag series and take a call from Scott in Louisville who asks how to use LinkedIn better for...
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#531: How to Handle Pressure When You Are a High Achiever from 2019-01-28T06:00
In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale continue the CoVideo Mailbag series and take a listener call from Cara who is a top performer at a Fortune 1000 compa...
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#530: How Soon Should I Reach Out? from 2019-01-21T06:00
You just made a new connection on LinkedIn that would be a great prospect, is it too soon to reach out?
On this episode of The Advanced Selling Podcast, Bryan Neale and Bill Caskey take o...
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#529: Managing Your Manager from 2019-01-14T06:00
What should you do when your Sales Manager doesn't do things the way you would do them?
In this first episode of 2019, Bill Caskey and Bryan Neale address a question from the CoVid...
ASP on The Buyer's Mind Podcast from 2019-01-07T17:00
Happy New Years ASP Listeners! We are so glad to have you in 2019.
On this episode Bill and Bryan were interviewed by Jeff Shore on his show, The Buyer's Mind Podcast. Jeff is talented S...
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#528: Do You Ever Get Vacation Anxiety? from 2018-12-17T06:00
In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale share some thoughts about "vacation anxiety" as we head into the holiday break. They give you a handful of ide...
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#527: Can Podcasting Be a Lead Generator For You? Part 2 from 2018-12-10T06:00
On the previous episode of The Advanced Selling Podcast, Bill and Bryan talked about some inhibitions that people have about podcasting and then gave you some examples of how to use your podcast...
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#526: Can Podcasting Be a Lead Generator For You? from 2018-12-03T06:00
After 640 episodes and 13 years of podcasting, Bill and Brian finally decide to do a episode on the value of podcasting for sales professionals.
They talk about some of the inhibitions th...
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#525: Can You Summon the Courage When You Need It? from 2018-11-26T06:00
In this week's episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address the notion of courage.
They play a clip of Brené Brown, who was interviewed by M...
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Winning The Buyer's Brain from 2018-11-19T06:00
Bill and Bryan are taking a break for Thanksgiving this week, but have no fear, they have something very special planned for you podcast listeners.
Bryan Gray stops by the studio to disc...
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#524: Don't Waste Time With Center Of Influence Meetings from 2018-11-12T06:00
Don't waste time with centers of influence meetings, unless you do this...
On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale address some common misconceptions ...
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#523: My Generation from 2018-11-05T06:00
On this episode of The Advanced Selling Podcast, Bryan brings up an observation that he has been seeing a lot, the generational differences in the workforce today.
Bill and Bryan discuss...
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#522: What Are You Afraid Of? from 2018-10-29T05:00
In this Halloween themed episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale dive deep into the concept of FEAR in sales. They talk about the things that sales people are afraid...
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#521: Standing Out From the Crowd from 2018-10-22T05:00
Have you every wondered how you can differentiate yourself in the sales world?
In this episode of The Advanced Selling Podcast, Bill and Bryan talk with John Lefler, the outbound Sales Ma...
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#520: Who's In Control Of Your Sales Process? from 2018-10-15T05:00
In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale talk about a circumstance that lots of sales forces struggle with, the notion of who controls ...
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#519: How Can Customers Believe In Your Value If They Can't See It? from 2018-10-08T05:00
In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale take on a mailbag question from a listener named Alyx. Alyx is in the Health and Wellness industry and her question w...
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#518: It's a Relief Party from 2018-10-01T05:00
In this episode of The Advanced Selling Podcast, Bill and Bryan begin the planning process for 2019, but they start in a completely different way than you're used to. The first step in preparati...
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#517: How Do You Deal With Loss? from 2018-09-24T05:00
On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address the topic of rejection, loss, and disappointment.
There is a myth that we have to just ...
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#516: Understanding the Buyer's Brain - Bryan Gray from 2018-09-17T05:00
On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Brayan Neale sit down with a long time friend, Bryan Gray, Author and CEO ...
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#515: Morning Routines with Benjamin Spall from 2018-09-10T05:00
What is your morning routine? And does it prepare you for anything?
In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale interview Benjamin Spall, author of...
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#514: Things a Sales Person Should Never Say from 2018-09-03T05:00
In this week's episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale share with you phrases and jargon that should never be said in sales today.
Most...
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#513: You've Lost The Business. Now What? from 2018-08-27T05:00
How do you win back business when you lose it?
On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale give you some tips on what you can do the instan...
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#512: How To Turn Podcast Listening Into Income from 2018-08-20T05:00
In this episode, Bill Caskey and Bryan Neale take an email from a listener who has refined the art form of taking podcast content and turning it into usable mechanics to help hi...
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#511: Are You Ready For Your Next Big Thing? from 2018-08-13T05:00
In this episode of The Advanced Selling Podcast, Bill and Bryan take a listener question from a police officer who is interested in getting into sales. The guys break down his question a little ...
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#510: Overcoming "Passivity" in the Sales Process from 2018-08-06T05:00
Are you to passive or too aggressive? How you get right in the middle?
In almost every sales process there is, "Controlled tension." This happens when there is stress around who's control...
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#509: Are You Sharing Your Perspective With Your Customers? from 2018-07-30T05:00
Think about how many prospects you've called on. Think about how many mistakes you've seen people make when they buy your product or your service. Think about how many questions you've been aske...
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#508: The Best Sales Advice Ever from 2018-07-23T05:00
In their sales training businesses, Bill and Bryan are both often asked the question, "what is the best sales advice you can give me?"
This is usually a pretty difficult question because ...
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#507: What To Do When the Middleman Says No from 2018-07-16T05:00
In this episode of the Advanced Selling Podcast, Bill and Bryan take a listener question from Lauren, who asks how she can navigate the sales process better if she is not the low bid. She also a...
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#506: How To Build Your Own Sales Methodology from 2018-07-09T05:00
In this episode of The Advanced Selling Podcast, hosts Bill Caskey and Bryan Neale walk you through a framework to help you build your own sales methodology. This is part 2 of last week's episod...
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#505: Which Sales Methodology is the Best? from 2018-07-02T05:00
This week's topic came from a LinkedIn conversation from a VP of sales who asked the question, "What is the best sales methodology to use today?"
Veteran sales trainers, Bill Caskey and B...
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#504: What are you really motivated by? from 2018-06-25T05:00
In this episode of The Advanced Selling Podcast, veteran sales trainers and podcast hosts Bill Caskey and Bryan Neale discuss a question that came in that has rarely been discussed on the podcas...
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#503: When is Persistence a Deficit and not an Attribute? from 2018-06-18T05:00
In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address a deeper subject of persistence. Often times we can become overly persistent, and it will cost...
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#502: How Do I Keep Deals Moving When Prospects Disappear? from 2018-06-11T05:00
In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale take two separate CoVideo Mailbag listener questions.
One question has to do with, how should a sales professi...
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#501: Generating Leads When Your Customer Isn't Online from 2018-06-04T05:00
On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale take a letter from listener Greg who's in the Agricultural industry and is struggling to generate a fu...
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ASP LIVE: Old School vs. New School Selling from 2018-05-28T05:00
This week's podcast was recorded live from the Indianapolis Motor Speedway prior to the Indy 500 in front of an audience. Bill Caskey and Bryan Neale discuss habits of the old school sales perso...
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#500: The Importance of Relationships in Sales from 2018-05-21T05:00
In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the notion of relationship selling.
The question is not if relationships import...
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#499: Are You Listening To Your Instincts? from 2018-05-14T05:00
In this episode of The Advanced Selling Podcast, sales experts Bill Caskey and Bryan Neale address a common observation that they have when they're working with sales teams. There is a general l...
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#498: How To Prospect When You Are Burned Out from 2018-05-07T05:00
In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale take a question from a listener and client, who asks about issues inside her company that aren't going...
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#497: Is This Deal Over or Not? from 2018-04-30T05:00
In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale take on two different questions sent in by podcast listeners.
The first question in is from Leo...
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#496: Paradigm Blindness from 2018-04-23T05:00
On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale discuss a concept they experience far too often with their own clients, Paradigm Blindness.
We ...
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#495: The Dreaded Commodity Dungeon from 2018-04-16T05:00
On this episode of Advanced Selling Podcast, Bill and Bryan take a listener call from Paula who poses the question of, "how we extract ourselves from the commodity dungeon with our pricing and o...
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#494: How Do I Keep the Momentum After I Deliver the Proposal? from 2018-04-09T05:00
Bill and Bryan get this question a lot from clients: how do I keep the momentum rolling after I deliver the proposal, when a lot of times that's when things go silent?
On this week's epis...
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#493: Personal Story Critique from 2018-04-02T05:00
In this episode of The Advanced Selling Podcast, Bill and Bryan take a note from a client in the Personal Brand Makeover Course, and work through his personal story.
Developing your perso...
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#492: Attention Sales Leaders: A Sales Meeting Worth Attending from 2018-03-26T05:00
On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address a question from a listener that leads them into a discussion regarding what constitutes a good...
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#491: What's Next In Your Career? from 2018-03-19T05:00
In this episode of The Advanced Selling Podcast podcast, veteran sales trainers Bill Caskey and Bryan Neale answer a question sent in by a listener who is interested in getting into sales and wo...
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#490: Internal Corporate Drama on the Sales Team from 2018-03-12T05:00
On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale dive into the CoVideo Mailbag to take a voice message from Kansas City. KC from KC's question revolves around the iss...
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#489: Don't Be a Victim from 2018-03-05T06:00
If you are in professional sales, it is doubtful that you consider yourself a victim, however, often we slip into a mode of victim thinking and we aren't aware of it.
In this episode of T...
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#488: Know When To Fold Em' from 2018-02-26T06:00
In this week's episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale take a question from listener David who asks about when to give up on a prospect.
As usu...
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#487: Research That Will Improve Your Results - Mike Schultz from 2018-02-19T06:00
On this episode of the Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale play host to Mike Schultz of RAIN Group.
RAIN Group just released a Sales Research Study that p...
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#486: 7 Lessons on Personal Story from 2018-02-12T06:00
In this episode of The Advanced Selling Podcast, Bill and Bryan discuss a client that they work with when it comes to building their personal story.
The fact is that personal story buildi...
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#485: Am I Cut Out for Sales or Not? from 2018-02-05T06:00
On today's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale field two questions from the CoVideo Mailbag.
The first question centers around whether the listener is cut...
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#484: Five Tips on Sales Enablement from 2018-01-29T06:00
In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale laugh a little bit about the term, "Sales enablement," but they catch themselves and realize that it truly is a thing...
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#483: Start, Stop&Continue 2018 from 2018-01-22T06:00
The definition of Insanity is doing the same thing over and over again and expecting different results. A salesperson must constantly be evolving. The same actions will get you the same results....
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#482: Should I Quote First or Last? from 2018-01-15T06:00
On this episode of The Advanced Selling Podcast, Bill Caskey & Bryan Neale answer a listener question from John in Washington DC. He’s new in the SAaS space and has figured out where his problem...
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#481: Is Cold Calling Really Dead? from 2018-01-08T06:00
In today's episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss a hot topic all over LinkedIn: Is Cold Calling Dead?
The guys bring their ow...
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Happy Holidays From Bill&Bryan from 2017-12-25T06:00
Happy Holidays!
Bryan and I are taking some time off here at The Advanced Selling Podcast. We hope you enjoy some time with friends and family and we can't wait to see you in 2018!
#480: What Do You Stand For? from 2017-12-15T19:33:14
It's no secret by now, our Personal Brand Makeover Course is Live! http://personalbrandmakeovercourse.com
On this week's episode of The Advance...
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#479: You Can't See Your Blind Spots from 2017-12-11T06:00
On this episode of the Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address the most common blind spots that they see sales people have as they pursue new business.
<... Listen
#478: Start Strong in 2018 from 2017-12-04T06:00
For the last few years we always use these episodes in early December to talk about how to close out the year with strength. But, this year we are going to do it a little bit differently in that...
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#477: Are You Silently Being Locked in the Commodity Dungeon? from 2017-11-27T06:00
In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address the silent killers that will cause you to end up in the commodity dungeon where only price mat...
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#476: Listener Spotlight - Mike Black CEO Inciting Marketing from 2017-11-13T06:00
In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale interview a power listener, Mike Black, CEO of Inciting Marketing. The guys ask him what he has taken from his many y...
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#475: Does Your Story Really Compel Anybody? from 2017-11-06T06:00
On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the building, or rebuilding, of your company story.
Bill and Bryan walk through a three-part framework...
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#474: Client wants to go out for a bid? from 2017-10-30T05:00
In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale relate stories from their client base about this very issue, what do you do when a longtime buyer feels compelled to ...
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#473: Artificially Deflating Yourself Is Worse Than Inflation from 2017-10-23T05:00
In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale address part two of their Inflation/Deflation series.
Today's episode is how we often deflate our own power in...
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#472: Arrogance, Self-Importance and Self-Awareness from 2017-10-16T05:00
In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss a situation that came up for both of them in the past week with different clients. In ...
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#471: Commitment&Energy from 2017-10-09T05:00
What vibe do you give off when you're around others?
In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale talk about two words, commitment and energ...
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#470: From Prospect to Client from 2017-10-02T05:00
Does it really take 8 to 12 contacts to turn a prospect into a customer?
Bill Caskey and Bryan Neale address this very idea in today's episode. We had an awesome question from a listener ...
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#469: The Importance of Customer Experience from 2017-09-25T05:00
What kind of customer experience do you give your brand new customers?
In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale review the hazards of ignoring the cust...
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#468: Practice, Practice, Practice from 2017-09-18T05:00
What is your relationship with practice?
In this week's episode, Bill Caskey and Bryan Neale introduce you to some new ways to practice the craft of selling. They give you five insi...
#467: Skirting Compensation Conversation from 2017-09-11T05:00
In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale dive into the CoVideo mailbag once again and take a question from a listener.
The question had ...
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#466: Stalled Deals from 2017-09-04T05:00
In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the ever important and common issue of what to do when a deal stalls.
But inste...
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Did you miss an episode? from 2017-08-31T14:48:18
YOU GUYS ARE INCREDIBLE!
We had more submissions for the Personal Brand Makeover series in August than we knew what to do with. Thank you to all of you who sent us your story and offered ...
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Personal Brand Makeover #4 - Rebranding Sherri from 2017-08-28T05:00
In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale complete the last of the August Personal Brand Makeover Series. By the way, if you don’t have the Personal Brand Make...
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Personal Brand Makeover #3 - Rebranding Sasha from 2017-08-21T05:00
In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale continue the August Branding Makeover episodes. By the way, if you don’t have the Personal Bra...
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Personal Brand Makeover #2 - Rebranding Michael from 2017-08-14T05:00
In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale on on the second August Branding Makeover episodes. By the way, if you don’t have the Personal Brand Makeover Checkli...
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Personal Brand Makeover #1 - Rebranding Mia from 2017-08-07T05:00
In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale dive into the first of four August Branding Makeover episodes. By the way, if you don’t have the Personal Brand Makeo...
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#461: Tenacious from 2017-07-31T05:00
In this episode of The Advanced Selling Podcast, Bill and Bryan answer a CoVideo Mailbag question about the difference between being tenacious and being persistent. We always seem to laud the sa...
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#460: Friction in the Sales Process from 2017-07-24T05:00
In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale review a list of things to stop doing in the sales process that might cause friction, and actu...
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#459: How To Talk About Price Without Talking About Price from 2017-07-17T05:00
One of the biggest mistakes salespeople make is not knowing how to talk about price and economic value with customers.
In this episode of The Advanced Selling Podcast, Bill Caskey reviews...
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#458: Do You React Emotionally (When You Shouldn't)? from 2017-07-10T05:00
In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss a situation with one of Bryan's clients who reacted to a client’s cancellation. -
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#457: Does Your Personal Brand Really Matter? from 2017-07-03T05:00
On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a common question that we're getting more and more frequently which is does my persona...
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#456: Broaching Sensitive Subjects With Your Prospect from 2017-06-26T05:00
In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a letter from a listener, Toby, who has to make sensitive calls to a number of prospec...
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#455: How To Get Appointments The Right Way from 2017-06-19T05:00
On this episode of the Advanced Selling Podcast, veteran and sometimes humorous sales trainers Bill Caskey and Bryan Neale, answer a voicemail bag question from Scott in Ohio.
OH-IO! (You...
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#454: When Your Prospect Won't Call You Back - REMASTERED from 2017-06-12T05:00
In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale remaster an episode that is the number one downloaded podcast of all time in their library. Listen
#453: "I'll Just Take a Brochure" from 2017-06-05T05:00
In this episode, veteran sales trainers Bill Caskey and Bryan Neale take a CoVideo Mailbag questions from Brian in Colorado. Brian's question is about how to handle the dreaded, "I'll just take ...
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#452: How Beliefs Affect Outcomes from 2017-05-29T05:00
In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the issues of beliefs and how we arrived at them.
The guys feel strongly that i...
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#451: Self Evaluate Like a Pro from 2017-05-22T05:00
In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale bring a lesson from professional athletes and how they look at their performance.
Bill ...
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#450: What To Do When Everything Stops Working from 2017-05-15T05:00
In this episode of The Advanced Selling Podcsat, veteran sales trainers Bill Caskey and Bryan Neale take a call from Brady who has been extremely successful over the last few years but all of a ...
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#449: Too Many Prospects, Not Enough Time from 2017-05-08T05:00
In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a question from a listener in Sweden, who is overwhelmed with leads and responsibiliti...
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#448: Decisions, Decisions from 2017-05-01T05:00
On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the concept of decision making.
How do your prospects make decisions?
How...
#447: If a 70 Year Old Can Cold Call, You Can Too! from 2017-04-24T05:00
In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale give you an assignment.
But before you accept the mission, you've got to listen to Brya...
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#446: Flop Sweat in Front of a Prospect from 2017-04-17T05:00
In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale play a clip from Kristin Zhivago, Author of Roadmap to Revenue, who explores the idea of the b...
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#445: Who's Got The Funk? from 2017-04-10T05:00
On this episode of The Advanced Selling Podcast, hosts Bill Caskey and Bryan Neale find themselves in a bit of a funk.
In fact, it was so bad they almost didn't do the episode.
But...
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#444: All The Small Things from 2017-04-03T05:00
In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the never-ending importance of paying attention to the details in how you speak with p...
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#443: Customer Misperceptions from 2017-03-27T05:00
Have you ever had a customer that just doesn't see the value in what you do because they have a misconception of the entire product or category?
This happened to one of our listeners, Mar...
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#442: My Prospect Won't Buy from 2017-03-20T05:00
What to do when you can save the prospect money and they still don't buy?
In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale answer a ques...
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#441: Trash Talking Your Competitor from 2017-03-13T05:00
You don't really think we are going to teach you new words for trash talking, do you? Of course not.
On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey an...
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#440: Getting Somebody To Do Something They Don't Want To Do from 2017-03-06T06:00
The sales world is full of convincers and persuaders, but what happens when you run up against someone who just absolutely will not move?
In today's episode, veteran sales trainers Bill C...
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#439: The Price Is Right from 2017-02-27T06:00
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale talk about one of the most common questions they get from their travels and training, how do you handle customers when they...
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#438: Developing a Value Story from 2017-02-20T06:00
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale take a call from Davis who is a digital media representative in North Carolina.
She finds herself uncertain about ho...
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#437: Don't Care About My Bad Reputation from 2017-02-13T06:00
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale take a call from AJ in Oklahoma who is fretting about her company's bad reputation in the market.
She now is the one...
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#436: Making Your Account Development Team a Profit Center from 2017-02-06T15:38:49
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale address the skills required in the account development function.
If you have an account development team or manager,...
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#435: Conveying ALL of Your Value from 2017-01-30T06:00
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale take a mailbag call from a listener.
Sara ’Smile' sends us a voicemail about her concern that some of her prospects,...
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#434: Remapping the Sales Process from 2017-01-23T06:00
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale take on the topic of process: but not in the usual sense. REMAPPING the sales process is the new idea.
What do you d...
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#433: Communicating Change to a Client from 2017-01-16T06:00
It seems like most of our show topics are devoted to prospecting and selling, however there is an important part to account and relationship management, and that is how to deliver transitional n...
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#432: Feelings, Nothing More Than Feelings from 2017-01-09T06:00
Best of 2016 from 2016-12-26T06:00
Happy Holidays!
We're taking some time off here at The Advanced Selling Podcast. But, don't worry, we have something just for you. We're giving you the Best Of 2016.
Hope you enjo...
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#431: The Commodity Jungle from 2016-12-19T06:00
How Do You Stand Out in the Middle of the Commodity Jungle?
#430: December Action Plan from 2016-12-12T06:00
In this episode, veteran sales trainers Bill Caskey and Bryan Neale discuss the most important things you can do in the next 10 days to finish up this year and start next year properly.
D...
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#429: Your Brand = Your Reputation - Tyler Borders from 2016-12-05T06:00
Do you think “branding” as a salesperson is all about your company’s logo or your social media accounts?
In this episode, veteran sales trainers Bill Caskey and Bryan Neale talk to bran...
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#428: How to Declutter Your Sales Life from 2016-11-28T06:00
Are you feeling the year-end overwhelm?
Does your sales life feel crowded, chaotic or unintentional?
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale give y...
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#427: Using Promotional Products in Sales - August Wittenberg from 2016-11-21T06:00
Promotional products aren’t just cheap toys or plastic desk accessories… they can also be part of your sales strategy.
In today's episode, veteran sales trainers Bill Caskey and Bryan Nea...
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#426: Decision Day - Are You All In? from 2016-11-14T06:00
Has it happened to you? That moment when you decide you’re tired of doors slamming in your face, picking up the cold phone or feeling beat up on price.
In today's episode, veteran sales t...
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#425: End of Year Deal Strategies from 2016-11-07T06:00
Are you nervously watching the days tick by to the end of the calendar year and wondering what in your funnel will close before the holidays? If this is you, today is your lucky day.
In t...
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#424: Owning Your Content Platform from 2016-10-31T05:00
Have you thought about what’s possible when you own your own platform?
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale focus on helping you own the platform from wh...
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#423: Old School Sales Language from 2016-10-24T05:00
Budget. Prospect. Rapport. Value-add. Pain points.
Tired of the same words that may be contributing to old school thinking in the sales process?
In today's episode, veteran sales t...
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#422: Mailbag Monday from Down Under from 2016-10-17T05:00
It’s a two-part question Mailbag Monday at The Advanced Selling Podcast.
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale answer questions from Luke in Australia. ...
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#421: Predictable Revenue - Aaron Ross from 2016-10-10T05:00
Would you like to know how to predict if your company can grow, and when?
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale talk with bestselling author Aaron Ross ab...
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#420: Closing Deals on the Golf Course from 2016-10-03T04:00
They make it look easy in the movies: Closing deals on the golf course. How does it work in real life?
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale share their 5...
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#419: Are You a Lonely Salesperson? from 2016-09-26T05:00
Are you on an island all alone? If you’re the lone salesperson or feel unsupported in your sales role, this episode is for you.
Veteran sales trainers Bill Caskey and Bryan Neale share ...
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#418: SEO for Salespeople - John Jantsch from 2016-09-19T05:00
Are you intimidated by the idea of Search Engine Optimization (SEO)?
Are you looking for ways to make SEO more of a key part of your sales process?
In today's episode, veteran sale...
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#417: How to Not Annoy Your Prospects - Michael Reynolds from 2016-09-12T05:00
Picture it: You walk into a prospect’s office, exchange introductions and say, “So tell me about your business?”
The prospect looks at you, sighs and begins to tell you the same biographi...
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#416: Bloody Knuckle Cold Calling from 2016-09-05T05:00
Are you in a cold-calling business?
In this episode, veteran sales trainers Bill Caskey and Bryan Neale field a question from Blake in Texas that we know many listeners find challenging...
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#415: Email as a Prospecting Tool from 2016-08-29T18:27:53
Are you using email as a prospecting technique and struggling to get responses?
In this episode, veteran sales trainers Bill Caskey and Bryan Neale take on the topic so many salespeople...
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#414: Elements of a Good Plan from 2016-08-25T05:00
It's that time of the year again! We are closing in on the final half of 2016 and it's this time that gets us thinking about next year and our goals.
In this episode, veteran sales traine...
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#413: Mailbag Monday - Listener Questions from 2016-08-22T05:00
Have you ever struggled to figure out the right attire for a new prospect meeting?
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale take two listener questions for t...
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#412: Sales Lessons from the Olympics from 2016-08-18T05:00
Are you staying up late every night mesmerized by the Olympics?
In this episode, veteran sales trainers Bill Caskey and Bryan Neale look to lessons sales people can learn from athletes ...
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#411: Inner Game Tips from a PGA Golfer from 2016-08-15T18:07:25
What do golf pros know about sales training? You may be surprised by the overlaps in inner game principles.
In this episode, veteran sales trainers Bill Caskey and Bryan Neale reflect o...
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#410: Sales Pressure - Aspirational or Desperate? from 2016-08-11T05:00
Are you feeling sales pressure? (Don’t worry, you’re not alone.)
In this episode, veteran sales trainers Bill Caskey and Bryan Neale help managers and salespeople identify the differenc...
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#409: Thoughts from a Longtime Listener from 2016-08-08T05:00
Have you wondered what it’s like to be a fly on the wall of a recording session at The Advanced Selling Podcast?
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale are...
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#408: Helpful Hints for Email Excellence from 2016-08-04T05:00
Have you gotten stuck in a back-and-forth email chain with a prospect that didn’t end well?
In this episode, veteran sales trainers Bill Caskey and Bryan Neale dissect an actual listene...
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#407: Sales Managers: Coaching After the Ride Along from 2016-08-01T05:00
Calling all Sales Managers: there’s an art to coaching your team after the ride along. In this episode, veteran sales trainers Bill Caskey and Bryan Neale talk to Sales Managers with tips (and t...
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#406: Stir Your Sales Funnel from 2016-07-28T05:00
Is your sales funnel getting stale? Are you stuck in the rut of closed-loop prospecting?
In this episode, veteran sales trainers Bill Caskey and Bryan Neale share tips and techniques fo...
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#405: Methods for Sales Practice from 2016-07-25T05:00
Pro athletes, musicians and artists practice their craft daily.
Do you practice your sales skills daily to get to the top of your game?
In this episode, veteran sales trainers Bi...
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#404: Guaranteed Sales Success from 2016-07-21T05:00
What if you could practically guarantee your success in sales? Would you do what it takes?
In this episode, veteran sales trainers Bill Caskey and Bryan Neale give you insight into the ...
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#403: Mid-Year Prospecting Checklist from 2016-07-18T05:00
Are you feeling a mid-year sales slump?
Are you looking for ways to modify your prospecting techniques for Q3-Q4?
In this episode, veteran sales trainers Bill Caskey and Bryan ...
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#402: Commission Detachment from 2016-07-14T05:00
Do you feel like you have to win every deal? In this episode, veteran sales trainers Bill Caskey and Bryan Neale explore a listener question from Lauren in St. Louis.
Are you (or peopl...
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#401: Talking Economics Doesn't Have To Be Scary from 2016-07-11T05:00
Do you have trouble talking about money with your prospects?
Does “budget” feel like a dirty word?
In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Ca...
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#400: Managing Millennials in Sales - Lindsay Boccardo from 2016-07-07T05:00
Are you managing a team that includes Millennials?
In the second part of our series on Millennials, veteran sales trainers Bill Caskey and Bryan Neale bring back Millennial coach and ex...
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#399: Millennial Salespeople - Lindsay Boccardo from 2016-06-30T05:00
Were you born after 1982?
Do you work with people who were?
In this two-part series, veteran sales trainers Bill Caskey and Bryan Neale take on a topic that’s being talked about ...
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#398: Account Management Strategies from 2016-06-27T05:00
Can account management and the principle of detachment work together? The very nature of the word “retention” may make you feel like you can’t be detached from your clients.
In this episo...
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#397: Writing Sales/Marketing Emails from 2016-06-23T05:00
Are you writing your own marketing/sales emails?
In this episode, veteran sales trainers Bill Caskey and Bryan Neale explore a listener question that everyone needs to hear.
Do...
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#396: Attributes of High Performing Sales People from 2016-06-20T05:00
What are the attributes of a high performing sales person?
In this episode, veteran sales trainers Bill Caskey and Bryan Neale talk about developing a personal ethos that involves conti...
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#395: Mailbag Mash-up: Thursday Edition from 2016-06-16T05:00
Is youth helpful or harmful for salespeople?
How can you best control your pieces of the sales process and let go of the rest? In this episode, veteran sales trainers Bill Caskey and B...
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#394: Keystone Habits of a Salesperson from 2016-06-13T05:00
How do you ensure eternal sales success?
In this episode, veteran sales trainers Bill Caskey and Bryan Neale use Charles Duhigg’s concept of Keystone Habits to determine what salespeopl...
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#393: Is the Sales System Broken? from 2016-06-09T05:00
Could the sales system be broken?
For both Buyers and Sellers, what if the process isn’t really working? In this episode, veteran sales trainers Bill Caskey and Bryan Neale analyze bot...
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#392: Winning Complex Enterprise Sales - Bud Suse from 2016-06-06T05:00
How is your process similar or different to the process for winning complex enterprise sales?
In this episode, veteran sales trainers Bill Caskey and Bryan Neale bring in an expert who ...
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#391: Stumping Your Sales Trainer from 2016-06-02T05:00
What happens in a training session when Bill or Bryan doesn’t have the answer?
In a special episode of “Stumpology,” veteran sales trainers Bill Caskey and Bryan Neale bring their tough...
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#390: How to Generate More Leads from 2016-05-30T05:00
Are you looking for ways to generate more leads? (because who isn’t?)
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale respond to a specific request to provide fou...
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#389: Premium Pricing Revisited from 2016-05-26T05:00
Standing out in a commoditized sales environment is tough. In today's episode, veteran sales trainers Bill Caskey and Bryan Neale explore the world of landscapers and the B2C marketplace.
... Listen
#388: Products or Services: Which is Easier to Sell? from 2016-05-23T05:00
Products or services— which do you think are easier to sell?
In today's Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale dive into a question from a listener i...
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#387: Creating a Sense of Urgency from 2016-05-19T05:00
How do you create a sense of urgency for a prospect?
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale address one of their most frequently asked questions.
...
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#386: Is Enthusiasm Contagious? Or Dangerous? from 2016-05-16T05:00
Do you believe that enthusiasm is really contagious?
In today’s episode, veteran sales trainers Bill Caskey and Bryan N...
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#385: New listener? Start here. from 2016-05-12T05:00
Are you curious how The Advanced Selling Podcast came into existence?
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale get personal. They share how they began their...
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#384: Lessons from a New Listener from 2016-05-09T05:00
A new set of eyes on anything can be valuable, even for the most seasoned pros.
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale capture best practices and strategie...
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#383: Is Your Sales Bucket Leaking? from 2016-05-05T05:00
Do you have leaks in your sales bucket? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale are fired up— not just about leaks in your bucket, but about discovering a leak in ...
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#382: Sales Coaching for a Celebrity from 2016-05-02T05:00
Do movie stars make good salespeople? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale put celebrity status to the test as they break down a sales call by Hugh Jackman to p...
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#381: Mailbag Mashup: Triple Threat Thursday from 2016-04-28T05:00
Why take one question from a listener when we can take three? In today's episode, sales trainers Bill Caskey and Bryan Neale respond to questions from listeners and give a shout out to US Milita...
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#380: One of You, a Few of Them: Selling to a Group from 2016-04-25T05:00
Are you preparing to sell to a group and not just one individual buyer?
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale share their strategies to help you master yo...
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#379: Preparing for the Big Meeting from 2016-04-21T05:00
Does your heart skip a beat when you get called into The Big Meeting?
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale dive into strategies to help you prepare when ...
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#378: Preparing Like a Pro from 2016-04-18T05:00
Are you looking for an edge in your sales game? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale teach you a framework for preparation to knoc...
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#377: Building Your Sales Six-Pack from 2016-04-14T05:00
Who doesn’t want six-pack abs? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale become your trainers in the...
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#376: Building Your Life Muscles from 2016-04-11T16:12:42
Are you looking for a little pick-me-up as you dive into Q2? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale give you a little extra shot of motivation as they talk about...
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#375: Balance in the Sales Process from 2016-04-07T05:00
How do you know when to be assertive and when to sit back? In today's Mailbag Monday: Thursday edition, veteran sales trainers Bill Caskey and Bryan Neale answer a question from Jason about find...
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#374: Preventing the “Hijacked” Sales Call from 2016-04-04T05:00
How do you avoid the awkwardness of a lopsided meeting? We’ve all been there— you and three people from your team show up to meet with one buyer. The vibe at the table feels clunky and unbalanc...
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#373: Auto Sales: Lessons from the Car Lot from 2016-03-31T05:00
It’s more than just a cliché— selling cars is big business. In today's episode, veteran sales trainers Bill Caskey and Bryan Neale explore what we all can learn from the world of auto sales.
... Listen
#372: Pain Selling... Still the Best Approach? from 2016-03-28T05:00
Pain-finding is one of the oldest sales techniques in the book. Are you still selling that way?
In today's Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale respo...
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#371: Master Your Messaging from 2016-03-24T04:00
Storytelling isn’t a new idea. But have you truly mastered your messaging? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale help you learn to blend your company’s story wit...
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#370: How to Handle a Closing Slump from 2016-03-21T04:00
In today's episode, sales coaches Bill Caskey and Bryan Neale take a question from a listener who just went 0-7 in the last week.
Her question underscored the element of ‘upstream actions...
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#369: An Open Letter to Sales Managers from 2016-03-17T04:00
If you ARE a sales manager or you HAVE a sales manager, you must listen to this episode. Today, veteran sales trainers Bill Caskey and Bryan Neale sound off in an open letter to sales managers.<...
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#368: Mailbag Monday: Stories We Tell Ourselves from 2016-03-14T05:00
Are you eager to find more ways to offer the next product to your client?
Do you have a generation gap in your company?
Do you have customers who take your relationship for granted...
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#367: Increasing Prospect Conversations from 2016-03-10T06:00
Are you looking for ways to increase the number of prospects you talk to? Are you struggling with gatekeepers who prevent you from reaching the right person?
In Listen
#366: Getting Ahead in Sales from 2016-03-07T06:00
Looking for ways to get ahead of your sales competition?
#365: Blind as a Bat from 2016-03-03T06:00
Do you struggle with creating a plan and sticking to it? How do you balance hyper-competitive DNA with the inner game principles?
In Listen
#364: Mental Myths in the Sales Process from 2016-02-29T06:00
There’s only truly one thing you can control in the sales process— yourself. In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale dive into a question from Rocky...
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#363: Margin: Secrets of the Pros from 2016-02-25T06:00
Have you noticed that some sales people just seem like they “get it” more than others? In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale explore what the top 5% do that mak...
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#362: Sales Assets— More Than Just Numbers from 2016-02-22T06:00
Are you utilizing all of your assets in your sales process? In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale explore a question from Chelsea about how to use...
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#361: “I Don’t Have Time for That!" from 2016-02-18T06:00
Do you struggle knowing what to prioritize first on your to-do list? In this episode, veteran sales trainers Bill Caskey and Bryan Neale help you focus on working big to small on your list of pr...
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#360: Broker in the Sales Process from 2016-02-15T16:40:25
When you hear “Broker,” do you think “Middle Man” or “Middle Woman?” In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale dive into two questions from Craig in C...
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#359: Religion and Sales Success - Rabbi Daniel Lapin from 2016-02-11T06:00
Religion and Sales— not heard together very often, right? Veteran sales trainers Bill Caskey and Bryan Neale bring in the expert on the topic today when they talk with Rabbi Daniel Lapin, known ...
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#358: Don’t be a Sales Know-It-All from 2016-02-08T06:00
Are you a Learner or a Knower? In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale field a question from Jordan in Alabama. With all the talk about being an “Ex...
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#357: Sales Training for Non-Sales People from 2016-02-04T06:00
Welcome to Mailbag Monday… Thursday edition. Todays’s question is too good to wait until Monday. It’s a big one: Was anyone really, truly born to be a salesperson? Veteran sales trainers Bill C...
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#356: How To Be Your Own Marketing Department from 2016-02-01T06:00
#355: Inside the Training Room from 2016-01-28T16:51:03
Have you wondered what it would like to be a fly on the wall at The Advanced Selling Podcast?
Veteran sales trainers Bill Caskey and Bryan Neale invite you in Listen
#354: Mailbag Monday - Competitive Selling Edition from 2016-01-25T06:00
It’s another Mailbag Monday edition of The Advanced Selling Podcast. Veteran sales trainers Bill Caskey and Bryan Neale ta...
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#353: The Belief Continuum from 2016-01-21T06:00
Do you truly believe in the products you sell? Veteran sales trainers Bill Caskey and Bryan Neale give you the framework to know where you fall on the Belief Continuum.
Do you feel you ...
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#352: Cardone Zone comes to The Advanced Selling Podcast from 2016-01-18T06:00
How can we have people buy from us when they don’t even know we exist? Veteran sales trainers Bill Caskey and Bryan Neale go to the source Listen
#351: Social Media in Sales - Nathan Latka from 2016-01-14T06:00
Social Media Week at The Advanced Selling Podcast continues. Are you intimidated by using social media tools to help you sell?
#350: Using LinkedIn for Sales - Brynne Tillman from 2016-01-11T06:00
It’s Social Media Week at The Advanced Selling Podcast! Sales Navigator, LinkedIn Premium, LinkedIn Pulse… does it all make your head spin? Veteran sales trainers Bill Caskey and Bryan Neale go ...
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#349: Sales Territory Expansion: Blessing or Curse? from 2016-01-07T06:00
Have you ever used the saying “Be careful what you wish for?” Veteran sales trainers Bill Caskey and Bryan Neale welcome in the new year with a discussion around the all-too-common request from ...
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#348: Limiting Beliefs from 2016-01-04T06:00
We're taking some time off at the Advanced Selling Podcast to spend time with our families, but here is one of our past favorite episodes from 2010 that we think you'll find beneficial. Enjoy th...
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#347: Account Management–Boring? Maybe. Profitable. YES! from 2015-12-31T06:00
We're taking some time off at the Advanced Selling Podcast to spend time with our families, but here is one of our past favorite episodes from 2010 that we think you'll find beneficial. Enjoy th...
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#346: Are You Doing These Things To Stop Your Customer From Buying? from 2015-12-28T06:00
We're taking some time off at the Advanced Selling Podcast to spend time with our families, but here is one of our past favorite episodes from 2010 that we think you'll find beneficial. Enjoy th...
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#345: The Habits of the High Performers from 2015-12-24T06:00
We're taking some time off at the Advanced Selling Podcast to spend time with our families, but here is one of our past favorite episodes from 2010 that we think you'll find beneficial. Enjoy th...
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#344: Following Up (Without Being Desperate) from 2015-12-21T06:00
We're taking some time off at the Advanced Selling Podcast to spend time with our families, but here is one of our past favorite episodes from 2010 that we think you'll find beneficial. Enjoy th...
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#343: Outbound Sales is a Whole New World from 2015-12-17T06:00
We all know it— the old school “cookbook” model of selling is dead. Veteran sales trainers Bill Caskey and Bryan Neale explore a new model Listen
#342: Remote Leadership&Sales Culture - Kevin Eikenberry from 2015-12-14T06:00
#341: The Threat Factor from 2015-12-10T06:00
Do your prospects see you as a threat? Veteran sales trainers Bill Caskey and Bryan Neale explore the common “Threat Factor” that frequently occurs in sales situations.
Is there a chance ...
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#340: Overcoming The NO from 2015-12-07T06:00
How do you handle a prompt “I’m not interested” from your prospect?
Veteran sales trainers Bill Caskey and Bryan Neale disc...
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#339: Better Stories = Better Selling - Bo Eason from 2015-12-03T06:00
How do you stand out from the pack— at work, in the sales process, anywhere? Veteran sales trainers Bill Caskey and Bryan Neale talk to THE expert on high-stakes storytelling in Listen
#338: Distributor vs. Manufacturer: Your Value in the Process from 2015-11-30T06:00
To buy from a distributor or the manufacturer… that is the question. Veteran sales trainers Bill Caskey and Bryan Neale address the issue in this Mailbag Listen
#337: Stop Chasing Prospects - Coach Burt from 2015-11-23T06:00
Do you think of yourself as a person of interest? Veteran sales trainers Bill Caskey and Bryan Neale interview bestselling author Coach Micheal Burt Listen
#336: Ego: Confidence or Arrogance? from 2015-11-19T06:00
When you hear the word “ego,” do you cringe? Can ego be a helpful tool for salespeople? Veteran sales trainers Bill Caskey and Bryan Neale explore the blessings and curses of a powerful ego in...
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#335: Personal Branding - Ben Greenfield from 2015-11-16T06:00
Can salespeople really build their own personal brand while still representing their company or product? Veteran sales trainers Bill Caskey and Bryan Neale learn the power and impact of content ...
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#334: Bulletproof Salespeople - Dave Asprey from 2015-11-12T06:00
Have you struggled in a sales call because your energy was low or your stomach was growling? Veteran sales trainers Bill Caskey and Bryan Neale dive into a caffeine-focused conversation Listen
#333: It’s Not What You Sell, It’s What You Believe from 2015-11-09T06:00
Does your customer believe in what you’re selling? Veteran sales trainers Bill Caskey and Bryan Neale offer Julie from Grand Rapids, MI a few tips in today’s Mail...
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#332: Declining an RFP from 2015-11-05T06:00
How do you politely decline an RFP? Veteran sales trainers Bill Caskey and Bryan Neale field an emergency email from a listener who is stuck on the issue of how to say “no” to an existing client...
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#331: Roles of a Sales Person from 2015-11-02T06:00
Every good story has a hero, right? Veteran sales trainers Bill Caskey and Bryan Neale discuss the varied roles of a salesperson, based on the concept of the Hero’s Journey. They examine possi...
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#330: Fear In Sales from 2015-10-29T05:00
What scares you the most in the sales process? Veteran sales trainers Bill Caskey and Bryan Neale celebrate their least favorite holiday by sharing aspects of the sales process that scare them t...
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#329: Pricing Philosophy from 2015-10-26T05:00
How much are your clients really worth to you?
Veteran sales trainers Bill Caskey and Bryan Neale dive into a philosophical discussion on pricing. They walk you through the important dis...
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#328: Your Role in the Sales Process from 2015-10-22T05:00
This doesn’t happen often on The Advanced Selling Podcast— make sure you listen in today. Veteran sales trainers Bill Cask...
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#327: Superstar Salespeople - Butch Bellah from 2015-10-19T05:00
What makes a salesperson a superstar? Veteran sales trainers Bill Caskey and Bryan Neale get into today’s Mailbag Listen
#326: Sales Lists: Are You Leveling Up? from 2015-10-15T05:00
How are you planning your success for 2016? Today, veteran sales trainers Bill Caskey and Bryan Neale share one of their b...
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#325: Sales Psychology: Are You Getting in Your Own Way? from 2015-10-12T05:00
In this installment of Mailbag Monday, we turn introspective. Veteran sales trainers Bill ...
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#324: Nonverbal Communication in Sales from 2015-10-08T05:00
#323: Sales and Storytelling from 2015-10-05T05:00
How do you position your story so it’s relevant and authentic? Veteran sales trainers Bill Caskey and Bryan Neale love to talk about story development, and they d...
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#322: Creating Value in the Sales Process from 2015-10-01T05:00
How do you create an atmosphere where the customer is selling you instead of the other way around? Veteran sales trainers Bill Caskey and Bryan Neale dive into an interesting topic from a listen...
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#321: Networking Tips for Salespeople from 2015-09-28T05:00
Get excited— it’s Mailbag Monday! Veteran sales trainers Bill Caskey and Bryan Neale frequently receive insightful questio...
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#320: Understanding Your Ideal Client from 2015-09-24T05:00
How do you know if you’re looking for the right prospective clients? Veteran sales trainers Bill Caskey and Bryan Neale have a few simple techniques for you to follow to assess and improve cla...
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#319: Charm in Sales - Jordan Harbinger from 2015-09-21T05:00
What does charm have to do with your sales success? More than you may think. Veteran sales trainers Bill Caskey and Bryan Neale dive deep into a conversation about the importance of creating re...
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#318: Philosophy in Sales from 2015-09-17T13:31:25
How do your sales philosophies agree or disagree with Bill and Bryan’s experiences? Veteran sales trainers Bill Caskey and Bryan Neale go “point/counterpoint” with each other on their philosoph...
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#317: Essential Skills for Salespeople - Greg McKeown from 2015-09-14T05:00
You’ve seen it— successful companies and successful people who can’t seem to breakthrough to the next level, even when they’re working really hard. Why does that happen? V...
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#316: Hiring Sales Culture from 2015-09-10T05:00
Can you hire a sales culture or does it come from the sales leader? Veteran sales trainers Bill Caskey and Bryan Neale share their observations from working with different sales teams and cultu...
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#315: Sales Implementation Missteps from 2015-09-07T05:00
It’s the age-old question about Sales and Operations: What can you do when they’re not working well together? Veteran sales trainers Bill Caskey and Bryan Neale share their thoughts on the int...
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#314: Professional and Personable Email Exchanges from 2015-09-03T05:00
How do you keep your personality in an email exchange without negatively impacting the deal? Veteran sales trainers Bill Caskey and Bryan ...
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#313: Sales Differentiation: All the Small Things from 2015-08-31T05:00
You’ve heard it a million times— the small things make the biggest difference. Cliché? Maybe. And very true. Veteran sales trainers Bill Caskey and Bryan Neale share their list of the “little th...
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#312: Projecting: Are You Deciding on Behalf of Your Buyer? from 2015-08-27T05:00
What questions do sales people answer for their buyers before they even ask them? Veteran sales trainers Bill Caskey and Bryan Neale share the challenges that come from seeing the world through ...
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#311: Professional Growth in Sales from 2015-08-24T05:00
How do you know you’re on a path to professional growth? Veteran sales trainers Bill Caskey and Bryan Neale share their list of questions to ask yourself when assessing your own growth and devel...
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#310: Sales Rules from 2015-08-20T05:00
What is The Advanced Selling Podcast all about? If you are a new listener this episode will set the found...
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#309: Sales Trends from 2015-08-17T05:00
What trends are impacting sales environments? Veteran sales trainers Bill Caskey and Bryan Neale share their observations from working with companies and coaching salespeople. They discuss a han...
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#308: Landing New Accounts from 2015-08-13T05:00
Do you have a step-by-step process when you pursue new accounts? Or are you just winging it? In this episode of The Advanced Selling Podcast, Bill and Bryan give ...
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#307: Interview with Jack Canfield from 2015-08-10T05:00
What can the co-author of Chicken Soup for the Soul and The Success Principles t...
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#306: Revisiting Detachment/What We Learned from A Listener from 2015-08-06T05:00
What does detachment really mean? In this episode of The Advanced Selling Podcast, Bill and Bryan tackle some of the criticism they receive about the concept of detachment. After hearing a conve...
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#305: Expert Sales Techniques from 2015-08-03T05:00
How can you demonstrate your expertise when you aren't actively selling to a prospect? Is it possible to build expertise outside of the sales process? In this episode of The Advanced Selling Pod...
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#304: Expert Sales Calls from 2015-07-30T05:00
What does it mean to be an expert during a sales call? Can you change the dynamic with prospects using a different approach? Veteran Sales trainers Bill Caskey and Bryan Neale will teach you how...
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#303: Perception in Sales Role from 2015-07-27T05:00
How do prospects see you in your sales role? Is it possible to change how you are perceived? In this episode of the Advanced Selling Podcast, Bill and Bryan share philosophies and exercises you ...
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#302: Intent in Sales from 2015-07-23T05:00
Can intent make or break a sale? Intent is the final piece of the Advanced Selling Podcast Inner Game Trinity. Veteran Sales trainers Bill Caskey and Bryan Neale share stories of how they came t...
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#301: Detachment in Sales from 2015-07-20T05:00
Are you too attached to your sales opportunities? Attachment can wreck your sales process. Detachment is another critical element of the Advanced Selling Podcast Inner Game. In this episode, Bil...
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#300: Abundance in Sales from 2015-07-16T05:00
Do you have an abundance or scarcity mindset? Abundance is one of the core pieces of the Advanced Selling Podcast Inner Game. Veteran Sales trainers Bill Caskey a...
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#299: Sales Process Management from 2015-07-13T05:00
Salespeople tend to focus most of their attention on closing the sale, but hardly ever celebrate the sales process itself. What happens when we go right to the cl...
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#298: Sales Meeting Acknowledgements from 2015-07-06T05:00
We talk a lot about upfront agreements controlling the sales process. What else should you include in your sales meetings? Acknowledgments. These are the truths, observations or appreciations yo...
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#297: Surviving A Sales Scolding from 2015-06-29T05:00
As a salesperson, how do you survive a sales scolding? It comes with the territory and can be delivered b...
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#296: Important Sales Statements from 2015-06-22T05:00
In sales there's always an emphasis on asking the right questions. Is there anything else you absolutely must do with a prospect? Yes! It's important to include key statements about your busines...
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#295: Introducing New Products from 2015-06-15T05:00
Your company has a brand new product or service. You're really excited to share it with clients. How do you avoid the hard pitch and effectively introduce it? In this episode of the Advanced Sel...
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#294: Sales Knowledge from 2015-06-08T05:00
How do you effectively manage your sales knowledge? It may seem unimportant compared to other aspects of your process. Have you ever been in a sales meeting where someone hammers you with featur...
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#293: Sales Competence from 2015-06-01T05:00
What does it mean to be competent in sales? It's not just about knowing your industry well or loving the business. In this episode of the Advanced Selling Podcast, Bill and Bryan talk about what...
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#292: Sales Detachment from 2015-05-25T05:00
Over the years, we've shared a lot about the idea of detachment. We’re also frequently asked about the difference between detachment and disengagement. Veteran Sales trainers Bill Caskey and Bry...
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#291: Saying "No" To A Prospect from 2015-05-18T05:00
We spend a lot of time talking about getting a "no" from a prospect. What do you do when it flips? How do you say "no" to a prospect? In this episode of the Advanced Selling Podcast, Bill and B...
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#290: Best Sales Presentations from 2015-05-11T05:00
Bad sales presentations are the worst. Don't ruin your chances of sales success with a lousy presentation. Veteran Sales trainers Bill Caskey and Bryan Neale will give you the tools you need to ...
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#289: Important Sales Questions from 2015-05-04T05:00
What are the most critical actions required for a successful sales call? Veteran Sales trainers Bill Caskey and Bryan Neale break down the typical sales call and create a framework for achieving...
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#288: Generating Client Meetings from 2015-04-27T05:00
How do you book a meeting when a client or prospect isn't ready to buy? In this episode of the Advanced Selling Podcast, Bill and Bryan share some clever ideas to generate i...
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#287: Sales Training On Your Own from 2015-04-20T05:00
How do you grow and develop as a sales professional when you don't have the internal support? Veteran Sales trainers Bil...
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#286: Sales Approach Problems from 2015-04-13T05:00
What do you do when someone you have to work with has a totally different approach to sales? In this episode of the Adva...
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#285: Providing Sales References from 2015-04-06T05:00
What do you do when someone asks for customer references? Whether you have a ton of satisfied customers or are just getting started, your answer can make a big im...
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#284: Selling Value to Prospects from 2015-03-30T05:00
Your customers know why you are valuable. How do you get prospects to see your value before they buy? In this episode of the Advanced Selling Podcast, Bill and Bryan share tips and ideas for com...
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#283: Selling in a Competitive Market from 2015-03-23T05:00
#282: Making Sales Training Stick from 2015-03-16T05:00
#281: Karma In Sales from 2015-03-09T05:00
Is being good in sales just about being lucky? Veteran Sales trainers Bill Caskey and Bryan Neale make the case for bringing good karma into the sales process. It's not abou...
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#280: Closing the Sale from 2015-03-02T06:00
Every single salesperson on the planet wonders how they can be better at closing. While there's no magic formula, our sales mindset and mechanics can have a big impact on ou...
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#279: Young Sales People from 2015-02-23T06:00
A lot of time is spent trying to keep young salespeople from crashing and burning early in their careers. In this episode of the Advanced Selling Podcast, Bill and Bryan talk about viewing youth...
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#278: Sales Ride Along from 2015-02-16T06:00
The dreaded sales ride along. No one wants to talk about it…and honestly, no one really enjoys it. In this episode of the Advanced Selling Podcast, Bill and Bryan discuss how valuable a good rid...
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#277: Building Sales Culture (Part Two) from 2015-02-09T06:00
What does it take to extend your sales philosophy outside of your organization? Are there simple tactics you can use to influence your peers, prospects and customers? In this episode of the Adva...
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#276: Building Sales Culture from 2015-02-02T06:00
Has your personal sales philosophy helped you grow and succeed? Are you having trouble getting others to embrace a different approach? Veteran sales trainers Bill Caskey and Bryan Neale share id...
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#275: Successful Salespeople from 2015-01-26T06:00
Have you seen a salesperson come in and absolutely tank in their sales job? Veteran sales trainers Bill Caskey and Bryan Neale share the common traits of successful salespeople and reveal sure f...
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#274: Fulfilling Sales Jobs from 2015-01-19T06:00
Why do people leave their sales job? What's the difference between doing the minimum expected behaviors and exceeding quotas and expectations? In this episode of the Advanced Selling Podcast, Bi...
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#273: Sales Relationship Building from 2015-01-12T06:00
It's a new year, which means everyone is busy setting sales goals. Usually we think about clients in terms of their numeric value. In this episode of the Advanced Selling Podcast, Bill and Bryan...
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#272: Sales Mindset from 2015-01-05T06:00
Happy New Year! What's the single greatest roadblock to your success in 2015?
It's your sales mindset. Veteran sales trainers Bill Caskey and Bryan Neale share some quick tips and strateg...
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#271: How To Follow Up Without Being Desperate (Replay) from 2014-12-29T06:00
In this week's episode of the Advanced Selling Podcast, Bill and Bryan revisit one of the top rated podcasts of all time (in Advanced Selling Podcast history, at least). Enjoy it as you’re trav...
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#270: The Habits of High Performers (Replay) from 2014-12-22T06:00
In this week's episode of the Advanced Selling Podcast, Bill and Bryan revisit one of the top rated podcasts of all time (in Advanced Selling Podcast history, at least). Enjoy it as you’re trav...
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#269: No Show Sales Appointments from 2014-12-15T16:30:59
There's nothing positive about cancelled appointments. Every salesperson has to deal with them. Veteran sales trainers Bill Caskey and Bryan Neale share super sim...
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#268: Sales Self-Assessment Tools from 2014-12-08T05:00
Have you already had your annual sales review? Chances are you are being evaluated solely by your numbers. Your sales numbers are only part of the story. In this ...
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#267: Holiday Sales Productivity from 2014-12-01T15:38:16
It's the most wonderful time of the year. Are you the type of sales person who uses the holidays to double down on your efforts? Do you use the holidays as an exc...
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#266: Sales Failure from 2014-11-24T10:00
Everyone needs a good hard failure, right? In this week's episode of the Advanced Selling Podcast, Bill and Bryan focus exclusively on sales failures. No sales pe...
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#265: Precision Selling from 2014-11-17T16:16:56
Are you using precision selling to win with your prospects? This week, the Advanced Selling Podcast looks at the tactics precision sellers use to outperform their competitio...
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Limiting Beliefs from 2014-11-10T10:00
In the latest episode of the Advanced Selling Podcast, Bill and Bryan take a deep dive into the dark underworld of limiting beliefs. What are the negative, self-doubting thoughts that creep arou...
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Modern Sales Behavior from 2014-11-03T10:00
In this week's episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale go back in time to examine old school sales behavior. Feel like you are trapped in the ...
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The One Question that Will Solve Every Sales Problem You've Ever Had from 2014-10-27T09:00
How do I get my prospects to trust me? Return my calls? Accept my pricing? Bill and Bryan get questions like this all the time and their answer isn't what you'd expect. When you find yourself as...
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5 Must-Do's To Begin a First Call from 2014-10-20T13:26:44
In this week’s episode, Bill and Bryan discuss a first sales call experience Bill had with a vendor. It didn’t turn out well. The pair address what are 5 “must-dos”...
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Another Dreaded Sales Forecast: The GOMA Method (Part 2) from 2014-10-13T09:00
The Dreaded Sales Forecast: The GOMA Method (Part 1) from 2014-10-06T09:00
How To Sell Anything from 2014-09-29T09:00
How To Handle Buyer Resistance from 2014-09-22T14:27:22
Buyer resistance is a fact of life for sales people. Our goal is always ...
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What an 11 Year Old Can Teach Us from 2014-09-15T09:00
This week's episode of the Advanced Selling Podcast is a follow-up to last week's episode, "Are You Worth It?" It just so happened that Chicago Public Radio's podcast This American Life released...
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Are You Worth It? from 2014-09-08T09:00
Are you really worth it? On this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss what part of the value you offer your client or prospect is YOU vs. the actual product or ...
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Optimizing Prospect Communication from 2014-09-01T09:00
This week on the Advanced Selling Podcast, Bill and Bryan discuss communication with your prospects. They address the myth that you must have an answer for every question. "No one wants to do bu...
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Managing Your Mindset from 2014-08-25T09:00
On this week's Advanced Selling Podcast, Bill and Bryan discuss another client inspired topic. How do manage your inner game when your deal you've been working on is on unsteady ground? You know...
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Pain Points from 2014-08-18T09:00
This week on the Advanced Selling Podcast, Bill and Bryan comment on "Pain Points." This is basically summing up your customers pains in one word. Can you customer's needs and wants be simplifie...
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Pricing Part 2: Mechanics from 2014-08-04T09:00
On this week's episode of the Advanced Selling Podcast, Bill and Bryan talk about part 2 of pricing. This week is all about the Mechanics. Pricing is one of the most important things to get righ...
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Pricing Part I: Inner Game from 2014-07-28T09:00
On this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss a client inspired topic, Pricing. This is part 1 of a 2 part series. This week is all about the mentality side of p...
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Interview with Jay Mohr from 2014-07-21T09:00
On this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss an opportunity that Bill had to interview comedian, actor, writer, and radio host Jay Mohr. They talk about the fin...
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Sales Advice 101 - Musical Edition from 2014-07-14T19:46:24
On this week's episode of the Advanced Selling Podcast, Bill and Bryan provide sales advice to an intern in a very unique way, all through SONG LYRICS. There are a lot of great songs that provid...
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Being Novak Djokovic from 2014-07-07T20:14:38
After a couple weeks apart, Bill and Bryan are finally back in the studio together. This week's topic is all about Novak Djokovic and his Wimbledon victory. He has a lot of great lessons that ca...
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5 Things To Do Now! from 2014-06-30T09:00
Bryan Neale is all alone this week on The Advanced Selling Podcast. His topic is, "The 5 Things To Do Now." Bryan is really good at pushing people to take the first step, whether it is on their ...
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The Future Of Sales from 2014-06-23T09:00
Bill is flying solo is this week's episode of The Advanced Selling Podcast. The topic this week is The Future of Sales. This was the title of a speech that Bill gave as part of a fundraiser to h...
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The Changing Role of the Sales Person from 2014-06-16T09:00
In this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss a recent interview that Bill had with Kristin Zhivago. Kristin is a revenue coach as well as an author. Bill and Kr...
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Being BOLD from 2014-06-10T16:17:59
On this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss an action that one of Bryan's clients decided to take. She acted as if she had "Nothing To Lose" at the close of th...
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What I Learned As A Buyer... from 2014-06-02T19:43:52
In this week's episode of the Advanced Selling Podcast, Bill & Bryan discuss the good and bad things they have learned and seen from the Buyer's perspective. As business owners, they both have h...
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Finding Problems from 2014-05-26T09:00
In this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss a recent interview that Bill had with John Jantsch, author of the new book "Duct Tape Selling." One thing John talk...
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When Do You Have Control? from 2014-05-19T09:00
On the podcast this week, Bill and Bryan address a call-in that they recieved regarding control. Everyone who has every sold anything in any industry has felt at one point or another that they a...
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"Think It Over" from 2014-05-12T09:00
On this week's podcast, Bill and Bryan tackle a Linkedin Question regarding the tactics taught by David Sandler. Sandler used to teach that at the end of the sales call your prospect was only al...
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Plotting Your Product from 2014-05-05T15:50:57
On this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss...
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Is the relationship with your sales team or sales manager a healthy one? from 2014-04-29T00:01:22
On this episode of the Advanced Selling Podcast, Bill and Bryan give out "free marriage therapy" for the salesperson/sales manager relationship. What makes for a healthy functional relationship...
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People Powered Brand: What causes a change in buyer behavior? from 2014-04-22T03:03:24
On this week's episode of the Advanced Selling Podcast, Bill does an interview with Chris Wirthwein, author of "The People Powered Brand". Chris talks about what is it that causes a change in b...
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Human Traits: How the sameness between people transcend country differences. from 2014-04-14T00:42:32
In this episode of the Advanced Selling Podcast, Bill and Bryan discuss the similarities in attitudes and expectations amongst buyers and sellers from region to region across the globe. Many pe...
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Sales Tips for Pluckers Wing Bar from 2014-04-07T22:43:29
This week on the Advanced Selling Podcast, Bill and Bryan talk about Pluckers Wing Bar. How does this exactly translate to the usual sales tips that are commonly discussed? You're just going t...
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Achieving Peak Performance: How Do We Approach the Mentality of Success? from 2014-03-31T12:13:31
Call Volume: Legitimate Concern or A Red Herring? from 2014-03-26T00:49
Success is All About Commitment (Is It Confidence or Commitment?) from 2014-03-10T12:28
Risky Behavior Is Your Best Friend In Sales from 2014-03-04T13:48:24
LinkedIn Question&Answer from 2014-02-24T10:00
In this episode of the Advanced Selling Podcast, Bill and Bryan once again go to the LinkedIn group to address some frequently asked questions. Some of the topics they cover are the best introdu...
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It's All About The Hustle from 2014-02-17T21:46
The topic on this week's Advanced Selling Podcast is all about "Hustle." No, not the dance move from the 70's, it's the work you put in to your sales. Bryan's uncle has ...
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Expert Positioning Detraction - Part #3 from 2014-02-10T10:00
This week's podcast is Part 3 of our Expert Positioning series. The topic is detraction or what are the things we do that take away from coming across as expert. It all has to do with how we get...
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Expert Positioning Mechanics - Part #2 from 2014-02-03T22:58
In this week's podcast, Bill and Bryan follow up on a topic that they started last week, Expert Positioning. In other words, how do you come off as an expert. Last week they discussed the inner ...
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Hot Tip Thursday Episode #14 - Approval VS. Intent from 2014-01-30T19:31:47
In this episode of Hot Tip Thursday, Bill travels to Hollywood, home of the Movie/Music Awards. People in Hollywood are desperate for approval, are you the same way in your sales? It's time to d...
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Expert Positioning Mindset - Part #1 from 2014-01-27T10:00
In part one of the two part series, Bill Caskey and Bryan Neale discuss what it takes to have an Expert Positioning Mindset. They discuss what the inner game/mental side of giving off an expert ...
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LinkedIn Mailbag from 2014-01-20T20:27:18
In today's Advanced Selling Podcast, Bill Caskey and Bryan Neale give their answers to some of our LinkedIn group member's submitted questions. Some of the topics they address are the inner game...
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Hot Tip Thursday Episode #13 - If You Feel It, Say It. from 2014-01-16T15:29
In the thirteenth episode of Hot Tip Thursday, Bill urges you to go against what you've been told. Sometime your feelings can be a great indication of what's really going on. When you FEEL somet...
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What Does Your First Call Look Like? from 2014-01-13T10:00
In this Podcast, Bill Caksey and Bryan Neale discuss what makes a great intial phone call with the prospect. They give all of the essential components of a great first call, but it's up to you t...
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2014 Predictions from 2014-01-06T06:00
In the first episode of The Avanced Selling Podcast of 2014, Bill Caskey and Bryan Neale discuss their predictions for the upcoming year. They predict trends they believe we will see in Marketin...
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Interview With Author Jeffrey Rohrs from 2013-12-23T10:00
In the final episode of 2013, Bill interviews marketing expert Jeffrey Rohrs. Author of "Audience: Marketing In The Age Of Subscribers, Fans & Followers," Jeff heads up ExactTarget's Marketing I...
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Hot Tip Thursday Episode #12 - Know What's Next from 2013-12-19T16:20:29
In the twelth episode of Hot Tip Thursday, Bill gives some great advice for going into the new year, "Know What's Next." This applies with every step in the sales process, when you send a propos...
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Interview With Jeff Bell from 2013-12-16T10:00
In this week's Advanced Selling Podcast, Bill Caskey interviews Jeff Bell, creator of TheAdvertisingFormula.com. Jeff Bell is an expert in Lead Generation for sales. Jeff has some terrific advic...
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Hot Tip Thursday Episode #11 - 2 Hours, Twice from 2013-12-12T18:02:33
In the 11th episode of Hot Tip Thursday, Bill gives some advice for coming to the end of the year. His advice to to take 2 hours two different times and write out your world righ now, then write...
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Interview With Bo Eason from 2013-12-09T10:00
In this week's podcast, Bill and Bryan interview Bo Eason. Bo Eason is a former NFL player and an acclaimed broadway playwright and performer. He is now an internationa...
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Hot Tip Thursday Episode #10 - Remarkable Reinvention from 2013-12-05T15:07:25
In the tenth episode of Hot Tip Thursday, Brooke discusses a term she has coined for her business, "Remarkable Reinvention." We all do things that don't work but yet we do them over and over aga...
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Asking For A Raise from 2013-12-02T10:00
In this week's Advanced Selling Podcast, Bill and Bryan address one of the most common questions that most workers in America ask at one time or another and that is, "How do I ask for a raise?" ...
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Pixie Dust from 2013-11-25T10:00
Pulling Focus from 2013-11-18T10:00
In this week's podcast, Bill and Bryan catch up after Bryan's trip to London. The topic this week is regarding pulling focus from your prospect's narrow needs and learning their end goals. This ...
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Hot Tip Thursday Episode #8 - Yellow Flag Focus from 2013-11-14T19:53:48
In the eighth episode of Hot Tip Thursday, Bill gives some great advice on what to do when you see "Yellow Flags" from prospects. If something doesn't feel right, your next agenda should be to f...
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Succeeding In A New Position from 2013-11-11T10:00
In this week's Podcast, Bill and Brooke answer a LinkedIn Group member's submission. The question is in regards to how to succeed in a new position when it doesn't seem like things are going wel...
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Hot Tip Thursday Episode #7 - Be Curious from 2013-11-07T18:31
In the seventh episode of Hot Tip Thursday, Bill gives a great tip to anyone who is looking to increase sales or even interviewing for a new postion. This tip is to "Be Curious" in all your conv...
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Client Review from 2013-11-04T12:00
In this week's Avanced Selling Podcast, Brooke Green and Bill Caskey give an overview of what training and coaching lessons they have been working on lately with their clients. They go over what...
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Hot Tip Thursday Episode #6 - Why They Use Us from 2013-10-31T16:20
In the sixth episode of Hot Tip Thursday, Bill reminds us to let your clients know, this is Why People Use Us. You should consider yourself a tool, appliance, or tactic that your clients can use...
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The Inner Game Of Pain Finding from 2013-10-28T11:00
This week's edition of The Advanced Selling Podcast once again features Bill Caskey, Brooke Green, and Bryan Neale. They discuss the inner game of pain finding or the mental side of questioning ...
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Hot Tip Thursday Episode #5 - Assumptions from 2013-10-24T15:53
In this week's Hot Tip Thursday Brooke Green has a few things to say about Assumptions. "You know what they say about assumptions." Be sure to watch this weeks Hot Tip Thursday and tune in every...
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Handling Marketing Failure from 2013-10-21T11:00
In today's Advanced Selling Podcast, Bill Caskey, Brooke Green and Bryan Neale answer another LinkedIn question. This time they address what to do when your marketing department misses the mark ...
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Hot Tip Thursday Episode #4 - Handling Objections from 2013-10-17T15:11
In the fourth episode of Hot Tip Thursday, Bill Caskey gives his advice on handling customer or prospect objections. Be sure to tune in every Thursday for Hot Tip Thursday!
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Ending Long Term Relationships from 2013-10-14T11:00
In today's podcast, Bill Caskey and Bryan Neale discuss handling good long term realtionships that start to go south and how to end things amicably. Their tips include ways to retain the relatio...
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Hot Tip Thursday Episode #3 - Looking One Year Out from 2013-10-10T16:19
In Today's Hot Tip Thursday, Bill's tip is to ask your prospect what one problem they would like to solve and one goal they would like to achieve in one year's time. Be sure to tune in every Thu...
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LinkedIn Question And Answer from 2013-10-07T11:00
In today's episode of the Advanced Selling Podcast Bill Caskey and Bryan Neale answer some questions sent in by members of the Advanced Selling Podcast LinkedIn Group. The two important question...
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Calling On The Right People from 2013-09-30T10:00
In this podcast, Bill Caskey and Bryan Neale discuss ways to know you are calling on the right person when making deals. What are some indicators to let you know you are on track or off track? D...
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Hot Tip Thursday #2 - Calendar End Dates from 2013-09-26T13:44
In the second episode of HOT TIP THURSDAY, Bryan Neale discusses how to make deals run smoother and how to set clear Calendar end dates.
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How To Find Your Own Voice from 2013-09-23T16:10
In Today's Podcast Bill Caskey and Bryan Neale discuss ways to Find Your Own Voice in a sales situation. This is a very important step in improving many areas of your life. Find out the steps to...
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Hot Tip Thursday #1 - How to End a Sales Call from 2013-09-19T10:00
In this first episode of Hot Tip Thursday Bill discusses ways to End a Sales Call. There are questions you must ask before ending the call.
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Communicating Your Worth from 2013-09-16T10:00
In this podcast, Bill Caskey and Bryan Neale share their advice given to students at DePauw University's Sophomore Institute. Job seekers and the employed alike can benefit from this advice. To ...
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Working For The Hammer from 2013-09-09T13:00
In this podcast, Bill Caskey and Bryan Neale discuss what it's like "working for the hammer" when your results don't match the work you're putting in. How do you manage your Inner Game and keep ...
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Elite Performance Tactics from 2013-09-03T10:30
In this podcast, Bill Caskey and Bryan Neale propose new pillars of the Inner Game and run through tactics practiced by elite performers when it comes to interacting with clients.
Circumstance from 2013-08-26T10:30
In this podcast, Bill Caskey and Bryan Neale share the ways you should change your mindset in order to draw the right crowd to your prospecting events. It's not just about filling seats at the e...
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Deal Coaching from 2013-08-19T14:27
In this podcast, Bill Caskey and Bryan Neale work through a client situation, coaching listeners how to deal with an incoming CFO who has decided to hault all current projects. Find out what the...
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How to Deal With Requests For Discounts and Get Your Price Through Powerful Negotiating Strategies from 2013-08-12T18:05:42
Daniel Green is not only a long-time podcast listener, but also a negotiation skills trainer. He works with companies all over the world and has taken some of our inner game methods and applied the...
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Sales Jobs: How to Raise Your Value from 2013-08-05T10:30
In this episode, Bill and Bryan share their top tips on how to prepare yourself for finding sales jobs, or simply to improve your current work ethic. In an ever-changing market, there is always ...
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Building Your Business: An Interview with Bob Poorman from 2013-07-29T11:30
Bill Caskey and Bryan Neale interview their accomplished client, Bob Poorman, on building your business rather than simply selling to your clients. The two podcast hosts found many strong points...
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The Future of Inside Sales -- Guest Interview with Josaine Feigon from 2013-07-22T11:00
In this podcast, Bill and Bryan speak with Josaine Feigon who is the founder of TeleSmart Communications and recognized among the Top 25 Most Influential Inside Sales Professionals. She recently...
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700 Buyers Tell You How To Sell from 2013-07-15T20:00:28
In this podcast, Bill and Bryan interview John Doerr (http://www.rainsalestraining.com/) who just completed interviewing 700 buyer...
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Vulnerability, Creating Your Vision and Owning The List from 2013-07-08T11:00
Tips on Telling Your Story to Prospects from 2013-07-01T13:56:07
In this episode, Bill and Bryan tell about their trip to LA to work with their coach, Bo Eason on storytelling and ...
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What Is The Inner Game? from 2013-06-24T17:44:13
"If you want to change your results, then you MUST change the way you think"
What propels a salesperson to the far right tail of the bell curve? What is the "ONE...
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Are You Being Influential? from 2013-06-17T10:30
It seems that we sales people are always on a mission to be influential. That could pertain to how we are with pros...
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John Jantsch Gives Sales People A Lesson In Marketing from 2013-06-10T13:52:14
Annually, we have John Jantsch on as a guest of the podcast. We like having him because he always, always gives sales people a fresh look at business development. This episode is no different as...
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More Tips on How Salespeople Should Use Social Media from 2013-06-06T18:14:15
In this episode, Bill and Bryan review five tips that they find most salespeople are still NOT using when it comes to simple social media.
They work with hundreds of salespeople and e...
Two Topics: Price Resistance And How To Ask For A Testimonial from 2013-05-27T09:30
It seems there is ALWAYS price resistance. Seldom do you give the prospect the price and they say, "Is that all it is?" In business-to-business selling, there seems to always be a smidge of resi...
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Potpourri of Modern Sales Problems from 2013-05-20T13:00:48
In this episode, Bryan and Bill address several sales issues…one of which is 'what do you do when the deal is going south?' Another issue they work on is 'what happens when you've done everythin...
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Are You Building Your Tribe? from 2013-05-13T09:30
As sales people today, we must be conscious to 'think like marketers.' One way to do that is considering the tribe we are building that will be suspects or prospects for our services in the futu...
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Biggest Reasons Sales People Lose Business - From The Harvard Business Review from 2013-05-06T17:42:40
Recently, an article was published by Steve Martin on the Harvard website called the Ten Reasons Sal...
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Call Reluctance and How To Demonstrate Value - 2 Problems, 2 Solutions from 2013-04-29T15:09:38
From the mailbag of listeners this week, two topics come up:
- 1) Call Reluctance. A listener seems to have a little bit of it and we have some thoughts (all good, of... Listen
We Attempt To Shape Others' Perceptions- But How Is That Working? from 2013-04-22T12:04:01
Why is it that we spend so much time doing things that we think will shape other's perception of us - and yet those very things do nothing to shape it?
Drew Dudley, Nuance Leadership, w...
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6 Tips For A Successful Capabilities Presentation from 2013-04-15T14:47:56
Recently, Bryan sat in on a capabilities presentation. He couldn't help but brainstorm ways to make this "dog and pony show" more interesting for the prospect.
In this week's episode,...
Are You Growing Or Are You Stuck? from 2013-04-08T12:20:14
As trainers and coaches, when Bill and Bryan move into a new business they are on the lookout for whether this is a growing organization or stagnant one. In many ways, this informs and shapes h...
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Online Marketing Tip for Salespeople from 2013-04-01T14:00
In this episode, Thomas Gobeaux a listener from France, who is an online marketing consultant, came to us with a question that was very specific to his industry:
"I love doing compli...
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When A Great Client Gets Allergic To You [COACHING CALL] from 2013-03-25T15:54:43
We have a LinkedIn group member guest this week, Ali El Jishi from Bahrain. He is in the IT Placement business and he asks a question that is familiar to us: How do you handle it when a new buye...
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How To Think Negative - To Get Better Results from 2013-03-18T09:00
Is that really possible? Think 'negatively'? Yep, that's what we're saying.
In this episode, we share a module that Bryan recently taught at a client where they prepared...
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Getting Past Performance Blockers from 2013-03-11T09:00
In our podcasts, we've talked at length about The Inner Game and how vital it is for you to get your "mind right" if you are to excel in your profession. We talk about it in the context of how y...
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How To Find Your Own Motivation from 2013-03-04T13:44
We're forever talking about how to motivate your prospect - to buy - to change - to do what you think they should do. But, what about YOUR motivation? That's important, too. In this episode, Bil...
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Always Be Closing Means You'll Always Be Losing from 2013-02-25T09:30
It's one of the most common sayings about sales - always be closing. Common, yes. But it's wrong.
In this episode, Bill and Bryan deal with the idea of taking out that prevailing wisdom o...
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Sales People Who Work From Home [Mailbag] from 2013-02-18T12:55
Tons of books have been written about work-at-home habits, but in today's episode, we'll deal with them from the sales standpoint.
Some listeners might be a permanent work-at-home fixture....
How To Tell Your Story - A 6-Point Checklist from 2013-02-11T16:44:38
In this episode, Bill and Bryan talk about how to tell your story so people see your distinction. There's a lot written today about the use of the resume, or the bio or the story in your messagi...
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When Your Prospect Just Doesn't Like You from 2013-02-04T14:18:06
This is a rather odd situation you might say. But lately, we've had several of our clients bring up this very issue. In this episode, Bill and Bryan talk about the emotional issues that might go...
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Is It Possible That Asking Questions is the Wrong Thing To Do? from 2013-01-28T14:41:33
The answer to that question might cause you a little pain yourself. When you approach a prospect by asking them questions designed to find out what's bothering them so you can sell them a soluti...
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Relighting The Flame - How Do I Restart A Relationship with a Prospect That Ended Badly? from 2013-01-21T15:31:50
Not to be confused with an 'old flame' this podcast is about restarting a sales relationship that ended. It might have...
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Part 2 - Lin Dunn Interview on Personal Leadership from 2013-01-14T14:45:31
We come back to the two-part interview with WNBA championship coach Lin Dunn, who continues with the lessons she's learned about leadership and inspiring her team. Remember, even though some of ...
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Part 1- Head Coach Lin Dunn on Basketball and Business Success from 2013-01-07T09:30
This is the first of a two-part series of our interview with Coach Lin Dunn of the Indianapolis Fever of the WNBA. Now, you're probably wondering, "What does the WNBA have to do with my business...
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Our Favorite Things From 2012 from 2012-12-17T10:30
Bill Caskey, Bryan Neale and Brooke Green give voice to what their favorite things are in the business world. From software tools to training videos to food stuff (okay well that's not in the bu...
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Personal Business Plan for 2013 from 2012-12-10T18:08
In this episode, you can hear parts of the "2013 Goal Setting Guide," which you can download from http://www.AdvancedSellingPodcas...
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What To Do When The Deal Goes Downhill Quickly from 2012-12-03T19:16:05
What happens when you think the relationship is going great but, suddenly, out of nowhere BOOM! The customer lowers the boom o...
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Mailbag Issue: How To Deal With Stalling Customers&Navigating Prospects Who Think They Know Their Problem (But Don't) from 2012-11-26T14:29:47
In this episode, Bill and Bryan answer questions from our listening audience. We took three in this episode, each of which can cause sales stumbles in virtually every industry. By the way, if yo...
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A Quick Lesson in Expert Positioning from 2012-11-19T10:00
Why not GO to an "expert" when we want to know how to BE an "expert?" Well, we've done just that this week when we interview M...
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Goal Setting Best Practices from 2012-11-12T10:00
It's that time of year--the time when we start to look back AND look forward. In this podcast, Bill, Bryan and Brooke, explore some best practices of goal setting for sales people. Some of these...
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Live Your Life Above The Line - LIVE Recording with Bryan Neale from 2012-11-05T15:36:47
*Today's podcast comes from a live podcast recording event at the Jazz Kitchen in Indianapolis, IN.
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What Is Your Perspective On How You Think About Time? - Live Recording with Bill Caskey from 2012-11-05T15:35:13
*Today's podcast comes from a live podcast recording event at the Jazz Kitchen in Indianapolis, IN.
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Staying Behind The Prospect - Live Recording with Brooke Green from 2012-11-05T15:33:58
*Today's podcast comes from a live podcast recording event at the Jazz Kitchen in Indianapolis, IN.
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Wise Words From a Buyer [Guest Interview] from 2012-10-29T17:42:28
Ever wonder how buyers think? What goes through their mind when they decide what vendor to use? Well, you're in luck today. Listen
How To Learn From a Lost Deal from 2012-10-22T14:37:33
One of our most popular training modules is when we "dissect the deal." It's usually is done on a deal that is still live, meaning the client has not made a decision, "Yes" or "No."
But t...
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Top 3 Ways To Grow a Service Business - LIVE Recording! from 2012-10-15T18:22:26
What a great day we had at The Jazz Kitchen in Indianapolis! Thanks to all who came from far and wide to join us that day. We actually recorded three podcasts there and this is the first. It cam...
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It's Not Only Your Skill That Matters. It's How You... from 2012-10-08T13:57
In this episode, Bill and Brooke, address a common issue: How do you improve your selling skills if you weren't cut out to be in sales?
The fact is that many technical people have ended u...
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How To Sell When You're A Start Up from 2012-10-01T15:13:39
Today's podcast addresses a question from a listener who wanted to know how to begin the sales process when they had very little in terms of case studies, or customer experience. In his case, it...
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Avoiding The Common Mistakes Of Business Development from 2012-09-24T14:44:57
Bill and Bryan each had client experiences recently where their clients were being driven by their "bid boards." They talk about the hazards of poor business development technique. And, of cours...
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[MAILBAG] How To Sell To Someone Who Doesn't Want It from 2012-09-17T16:46:41
Well, you probably know us by now and know that isn't our strategy. But the fact is that we get questions from listeners that often sound like that. This week, Bryan is off in his world of Big T...
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Behind The Scenes - Bryan's Movie Quote from 2012-09-12T16:06:13
Little did Bryan Neale know, we were still recording the podcast. Listen as he gets carried away with a movie quote. Can you name that movie?
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Accidental Salespeople Can Make Great Sellers from 2012-09-10T18:57:23
In this episode, Brooke Green joins Bill and Bryan to address the issue of how to sell if you’re an ‘accidental salesperson.’ Brooke works with quite a few companies and people, who don’t consid...
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What To Do When You Get The "DING" Letter from 2012-09-06T16:02:55
We've all received it - that email that comes, ominously, from someone you hoped to work with. It's the email that says, "Thanks, but no thanks." And it's like a punch to the gut.
Well, t...
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One Thing You Should Always Share with Prospects from 2012-08-28T15:27:10
In this week's episode, Bill and Bryan address something you should always share with your prospects (and clients, too). It has to do with your "why" in business.
Recently, Bill wrote a b...
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When Buts Pop Up from 2012-08-20T19:12:06
The title might make no sense BEFORE you listen to this episode, but Bill and Bryan interview Josh Hinds, who is not only a podcast listener b...
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Are You Persuading or Are You Positioning? from 2012-08-13T16:22:35
There is a right answer to that. But it may not be what you've been taught. So in this podcast, Bill and Bryan will review the difference and what they new model of selling requires from you. Listen
What Is A Good RFP Strategy? from 2012-08-06T14:48:42
There have been many entries on the ASP LinkedIN group about RFP (requests for proposals). So heated has been the discussion that we decided to devote an entire episode to RFP Strategy.
W...
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Behind The Scenes Sales Coaching from 2012-07-30T18:21:26
In this episode, Bill and Bryan take you behind the scenes on how they work through coaching with clients. They take an actual client they're working with, outline the problem and then work thro...
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Ever Wonder Where You Stand With A Prospect? from 2012-07-23T14:04:17
How many times have you been surprised by prospect behavior? You think you're at Z and you come to find out you're only at D.
Here is a technique that Bill and Bryan give you that helps y...
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How Ambiguity Might Be Costing You Sales from 2012-07-16T13:03:14
Do you have prospects in the sales funnel that just can't seem to make a decision? Thought so. Most sellers do. And most of us blame it on the prospect.
In this episode, Brooke and B...
The Best Advice We Ever Got - 5 Lessons to Inspire You from 2012-07-09T09:00
We've been asked occasionally to share something about ourselves with our audience. After all, Bill and Bryan train and coach sales teams all over the US And as they would tell you, in order to ...
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What Were The Top Two Lessons Learned By A Brand New Sales Force? from 2012-07-03T16:02:55
Bill had a chance to go train a relatively new sales force recently.
After he was finished, he asked the group, "What's the biggest lesson you got from the training?" All lessons boiled d...
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Making A Joint Sales Call: Not As Easy As It Seems from 2012-06-25T18:50:28
Quite often the sales manager or leader wants to make a joint sales
meeting call with one of his people on a prospect.
In theory, it all sounds good and plausible but sometimes t...
Business Development Vs. Sales - How Do You Measure Up? from 2012-06-18T15:30:47
It seems that recently there has been much discussion in our client base about the difference between a business development person and a sales person. So what is the difference or is there any?...
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What Do You Say When The Customer Says Xx11@@ from 2012-06-11T13:47:57
In this episode, Bill and Bryan invite Brooke Green in to give real life examples of crazy (and not so crazy) things that clients say. Then Bill and Bryan, in rapid fire format provide their cou...
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5 Ways To Improve Your Sales Funnel from 2012-06-04T15:09:31
In this episode, Bill and Bryan help you reverse engineer your sales funnel to maximize your results.
The fact is that most sales people get in a rut when in pursuit of people to put in t...
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Is Your Sales Process Broken? [MAILBAG] from 2012-05-29T18:03:10
This episode is one of our frequent mailbag shows where we take questions from our audience and we’ve received great questions this week!
Bryan is out this week, so Bill and our producer,...
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How To Handle The Declining Customer from 2012-05-21T15:45
PODCAST ALERT: If you're a VP of Sales or sales manager, you MUST listen to this podcast.
We've all been through similar situations--you have a client who is buying...
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3 Rules Of Selling By The Beastie Boys from 2012-05-14T16:09
Bryan Neale posted a blog last week that got tons of response. The essence of it was that we can learn a lot about selling from Beastie Boys' song lyrics and it was all inspired by Adam Yauch aka M...
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How To Sell To Generation Y from 2012-05-07T08:30
OK, you've heard all of the statistics about how many Y'ers are in the workforce now. And you've also heard bits and pieces about their attitudes and attributes. Heck, maybe you ARE ONE! But wh...
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Closing Isn’t Closing Afterall from 2012-04-30T10:40:16
In this week's episode, a listener asks a question about 'closing.' Bill and Bryan realize that the whole 'closing' mentality is part of old thinking. And they give you some alternative ways to thi...
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What Do Tennis, Fish Fries and Funerals ALL Have in Common? from 2012-04-23T14:20:35
In this episode, Bill and Bryan discuss sales networking methods. They give you 5 tips that will change how you think and act when in networking mode. The essence of this episode is that prospects ...
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Are You The Marketer You Think You Are? from 2012-04-16T09:30
In this episode, Bill and Bryan are both back from vacation and discuss an interview Bill did with John Jantsch (http://www.ductt...
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Stuff That Works in Sales from 2012-04-09T13:11:33
One aside: We definitely have a morally upright listening audience but sometimes we can't help just calling things what they are. So for this one episode, we'll slip into the abyss. The upside is t...
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What To Do When The Customer Takes Advantage of You from 2012-04-02T10:10:32
In this week's episode, Bill answers a letter from a listener who has a prospect trying to take advantage of the value he brings. This prospect is asking for a lot of unpaid consulting, then biddin...
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Guest Jill Konrath on Having a More Productive Conversation With Customers from 2012-03-26T14:03:36
Jill Konrath is our guest today on the podcast. Jill brings a tremendous amount of expertise in sales and marketing. More importantly, she sees where the two functions intersect. Brooke Green and B...
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Killing Yourself With Your Message? from 2012-03-19T15:29:43
You probably couldn't help but think of Roberta Flack (Killing Me Softly With...) but that's not what this podcast is about. Bill and Bryan address the recurring problem of 'inadequate message' whe...
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Marshall Goldsmith Takes on Sales People from 2012-03-12T16:25:01
Our guest this week on the Advanced Selling Podcast is Marshall Goldsmith who cut his 'expert teeth' in the Management and Leadership areas of business. But recently, he published a book called Wha...
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What Listeners Want To Know About Prospecting from 2012-03-05T20:56:46
We have watched the threads on the LinkedIn Advanced Selling Podcast group uptick toward an interest in prospecting and lead generation for sales people. Consequently, this podcast gives you some i...
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How To Talk To Prospects Even When They Say “No” from 2012-02-27T13:15:05
Bill and Bryan address an email question they received from a listener who is being asked by his manager to keep contacting people even though they said, "No" the first time. What do you do? Which ...
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The High Personal Cost of ‘Assuming’ a Sale from 2012-02-20T16:28:32
As you look at your opportunities, it's our guess that over one half of them have problems. No, not problems with the prospects themselves. But problems with the process you've taken them through. ...
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You’re Working Too Hard from 2012-02-13T13:10:07
Sales people work too hard. They do so in the name of 'aggressiveness'. We're all proud of our TYPE A behavior. But, wait a minute...why do we insist on working too hard when there is a huge potent...
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What is an Optimum Sales Process? from 2012-02-06T13:15:42
A podcast listener asked us to take her through the best sales process-the one we suggest you use. There are tons of sales processes and methods in the world but, we like to keep things simple so w...
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How To Expand Your Value from 2012-01-30T13:10:06
Often, we get so myopic in our view of our customer relationships, we totally miss added value we can bring to that relationship. Bryan talks about a sales deal where his client took a different ap...
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How To Talk ‘Money’ In The Sales Process from 2012-01-23T13:30:46
In this episode, Bill and Bryan address the ever-emotional topic of money. Many facets to money like: Cost of problem Money in customer budget Money they're willing to spend to change Your belief i...
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The Secret of Networking and Tradeshow Success from 2012-01-16T13:10:53
In this episode, Bill and Brian discussed the secrets of tradeshow selling since this is the trade show season coming up But whether you participate in tradeshows or not this episode will help you ...
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Don’t Use Throwaway Lines from 2012-01-09T15:24:39
Sales specialists Bill Caskey and Bryan Neale address an issue that happens to ALL sales professionals, whether they know it or not: are prospects telling you the truth? In this sales podcast, Bill...
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A New Year’s Wish For Sales People from 2012-01-02T17:41:34
Since we missed the Christmas episode, we thought we'd begin the year by making a few wishes for our fellow sales professionals. Our listeners seem to be dialed in to new skills and approaches. The...
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A New Year's Wish For Sales People from 2012-01-02T14:00
Since we missed the Christmas episode, we thought we'd begin the year by making a few wishes for our fellow sales professionals.
Our listeners seem to be dialed in to new skills and appro...
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How One Listener Grew Her Business… from 2011-12-19T13:30:25
We decided to interview one of our Linkedin group members today, Rachael Lyman. She has taken much of what we talk about on the podcast and actually implemented it in her selling cycle. In this e...
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A Psycho-Therapist Addresses Sales Self-Esteem from 2011-12-12T15:39:05
Our guest for this episode is a friend of the firm, Terry Daniel, who has a vast background in psychotherapy and specializes his work around personal growth and learning. Terry introduces our liste...
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The Six Concepts We Teach That You Should Know from 2011-12-05T14:30:18
In this episode Bill and Bryan talk about their favorite things, no not software or organizers or websites but content. They go through things that they teach their clients that they find are the m...
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Do You Have Meaningful Conversations With Your Prospects? from 2011-11-28T13:00:17
In this episode Bill and Bryan address a rarely discussed concept - Meaningful Conversations. We all think we have them with people but upon further reflection they may not be as meaningful as we ...
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Improve The Value You Bring To Existing Clients from 2011-11-21T14:01:40
In this episode, Bill and Bryan will continue to entertain you (at least that's what they think they're doing) with a discussion on a very practical topic: how do you sell more to existing clients?...
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The Keys To Great Questioning from 2011-11-14T15:50:04
In this episode, Bill and Bryan do an "in the room" sales training where it becomes a stream of consciousness training from their experiences in the field. They address topics such as: What questio...
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How Sales People Bring EXTRA Value and How To Call On The ‘C’ Suite from 2011-11-07T15:33:14
Another example of a client who reached out beyond his comfort zone and took a huge risk with a prospect. We also are listening to your feedback. Your input tells us that you want to hear more abou...
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Profit By This Example of Expert Positioning in Sales from 2011-10-31T16:42:02
The new frontier of a modern sales person is in how you're positioned in the client's mind. In this episode, Bill and Bryan reveal a real-life story of a listener who has taken this "expert positio...
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More on Being The Subject Matter Expert For Sales People from 2011-10-24T13:24:10
Yes, this is more on this very important strategy that we've been receiving tons of email about. We introduced this a few months ago and we'll be doing more on this. One of the most important strat...
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When Your Territory and Products Are Stagnant from 2011-10-17T15:41:59
The mailbag question from a pharma-rep listener leads to a deeper discussion about the role a sales person should play in the sales cycle. It begins with a question on how you continue to bring val...
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The Answer Behind The Answer from 2011-10-10T20:13:17
Most salespeople realize they must ask questions in order to find information. The challenge though is that when they do, the prospect or client feels interrogated or impelled to give an answer ev...
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A Big Call Prep System from 2011-10-03T13:21:02
Many times, we see sales people under-prepare for big calls. Or, they prepare the wrong way, focusing on products and their advantages instead of what we believe they SHOULD be focused on. In this ...
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Creating Great Relationships (Part 3 of 3) from 2011-09-29T13:40:37
This is the third in a series of three podcasts on Creating Great Relationships. Bill and Bryan address several other components of what makes good relationships with prospects and clients. You can...
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Lying is No Way to Build a Relationship from 2011-09-19T15:51:39
Wow, that's a profound statement, isn't it? Of course it's not. Yet, we salespeople sometimes have a problem with the truth–as in "the whole truth." So, part 2 of our 3-part series on building stro...
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What Are The Rules of a Good Relationship? (Part 1 of 3) from 2011-09-13T15:07
Social Media for Salespeople from 2011-09-07T13:41:38
In this episode, Doug Karr (www.marketingtechblog.com) invites Bill and Bryan into his office for his weekly radio show on Blog Talk Radio. The essence of this discussion was focused on social medi...
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So What’s Your Story? Does It Compel People To Listen? from 2011-08-29T15:25:08
Sales people in any profession MUST be better story tellers. Telling someone your information is not enough today. You must build the context through how you position your product. And the best way...
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*SPECIAL ANNOUNCEMENT* – LIVE Bill and Bryan from 2011-08-26T17:07:40
Today (8/26) at 3:00pm Eastern Time, Bill and Bryan will be guests on Douglas Karr's Blog Talk Radio - Marketing Technology. Listen at: http://www.blogtalkradio.com/marketingtech *If you can't make...
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Never Fear the Money Conversation from 2011-08-22T15:38:24
This episode is one of our frequent mailbag shows where we take questions from our audience. The first question is "what are some new ways to prospect?" Also in this episode, Bill discusses a recen...
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How to Close Six Months of Business in Three Weeks from 2011-08-15T15:37:04
One of our clients did just that. In fact, he began as a podcast listener, just like you. How did he do it? Well, there is no replacement for hard work but there are some lessons here that we can a...
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When Prospects Nudge You Off Balance from 2011-08-08T16:35:16
Sometimes referred to as a "knee-jerk reaction", this happens when the prospect gets us off-balance by how they behave - or by what they say. In the sales process, it can happen in many places but ...
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When You Give and Get Feedback from 2011-08-01T16:12:57
As sales pros and sales leaders, we're frequently in situations where we're either giving or getting "performance feedback." As with any business skill, there are right and wrong ways to look at...
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Favorite (and Productive) Things from 2011-07-25T18:07:39
We all have those favorite tools we use to grow our business, take care of current clients and generally, be more productive. And if it's good enough for Oprah, Lord knows it's good enough for the ...
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How to Get the Prospect to Act from 2011-07-18T16:31:01
Well, this title might be a little presumptuous - that we can actually "get" someone to do what we want them to do. But the real issue is your frustration when prospects don't act as quickly as ...
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New in Sales? 5 Modern Skills (Part 2 of 2) from 2011-07-11T18:52:17
In today's episode, Bill and Bryan address the remaining five strategies that can help those new in sales: managing the sales process, how to listen better (and what to listen for), and how to hand...
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New in Sales? 5 Modern Skills (Part 1 of 2) from 2011-07-05T15:58:27
We get a fair number of questions about how to operate when you're new in sales. This just in: We're ALL new in sales in our current market conditions. Yes, we all need to be thinking like newbies....
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What Every Salesperson Can Learn from John Wooden from 2011-06-27T18:42:48
Our guest this week is Pat Williams, VP Orlando Magic. Pat shares with you some of the lessons he learned while writing his latest book called Coach Wooden: 7 Principles That Shaped His Life and Wi...
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Inside Sales Tips from 2011-06-20T19:16:52
We got a question from our ever-present mail bag about inside sales and what techniques to use as you respond. It could be an inbound lead, a lead from a trade show, or maybe from your website. Reg...
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Lessons Learned That Should Be Unlearned from 2011-06-13T19:04:11
Think about your first years in sales - or in business. And think of how many lessons you learned over those first few years. Many of those lessons were intrinsic, meaning you didn't sit down with ...
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Build Context to Build Sales from 2011-06-06T18:17:58
"Building Context" might be one of the least understood and underused concepts we teach in our sales training work with companies. If you want to create an atmosphere for the truth, then you MUST b...
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The Illusion of Relationships from 2011-05-31T18:31:10
Sounds a bit deep doesn't it? Are most relationships really an illusion? Well, probably not. But in this episode, Bill and Bryan talk about customer relationships in a way that helps you identify i...
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Mailbag – When Should I Discount? from 2011-05-23T18:47:33
We wish there was one simple answer to the question "How do I know when to discount?" Our first instinct is to, of course, say "NEVER!" But the answer is fully dependent upon the context in which y...
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They Asked What? from 2011-05-16T19:20
This week's podcast features the Q&A from the live podcast event we did at the end of April. Bill and Bryan answer some great questions from the audience on "scenario intelligence: if they say, ...
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Email That Works from 2011-05-09T14:26
In this episode, Bill and Bryan review a program the company did recently on 'tips for emails.' Email has eclipsed conversations as the preferred mechanism of communicating. While we suggest tha...
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Roadmap To Revenue-10 Components To Sales Growth from 2011-05-03T13:51
(CAUTION: This podcast is X-tra long: 27 minutes) For our listeners who are accustom to our 10 minute podcasts, this might be a shocker-a full 27 minutes of 10 components to revenue growth. Actu...
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Time to Look Inside Your Own House from 2011-04-25T18:59
From time to time we get emails from listeners who prefer to talk about their own internal corporate issues - and how these issues get in the way of the sale. So in this episode, Bill and Bryan...
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Distinguishing Yourself from Others from 2011-04-18T16:00
Well, aren't we always wanting to find a way to differentiate our selves - and our products - from others who do similar things? And we've read books and books on how to do that. Maybe even sat ...
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Problem Proliferation: A Clever Way to Say "Find the Customer's Pain" from 2011-04-11T17:35
Bryan always accuses Bill of using terminology he doesn't understand. Well, in today's podcast, Bill is riding solo and discusses a concept called "problem proliferation." Actually, if the truth...
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Preparing for a Sales Call (Part II of II) from 2011-04-04T16:20
In this episode, Bill and Bryan complete their list of new ways of preparing for a sales call. If you missed Part I, go back and catch last week's podcast.
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Preparing for a Sales Call (Part I of II) from 2011-03-28T18:11
You're probably thinking, "You must not know who you're talking to here! I'm a seasoned veteran of sales wars. I know how to prepare!" Well, not so fast. What if there were new ways of preparing...
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The True (And Useful) Definition of DETACHMENT from 2011-03-22T19:33
We speak of it often in our training with clients--and we refer to it on the Podcast--but in this episode, we take a longer, deeper look at the concept of DETACHMENT in the sales process.<...
From Sales Person to Sales Leader from 2011-03-14T19:09
Kevin Eikenberry is our guest today. He just wrote a book called From Bud to Boss...where he addresses what it's like when one gets promoted from a peer to a manager. We address this in...
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A Terrible, Live Example of a Cold Call from 2011-03-07T16:47
Today, Bill records a cold (voicemail) call from a vendor and dissects it with Bryan. The attempt here is NOT to disrespect the person making the call...but to use it for learning purposes. List...
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Listener Mailbag: How Do You Adopt the Attitude of a Business Person vs a Salesperson? from 2011-02-28T17:05
We get great questions from our listeners. Today's episode actually references back a few episodes to an unfinished topic. Bill & Bryan will address, "How do you adopt the attitude of a business...
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What Goes Through Your Mind When "Competition" Is Mentioned? from 2011-02-14T20:02
What is there about it when a prospect brings up your competition that causes you to get fearful? I know...I know... you're not afraid, right? Well, maybe not, but I'll bet something goes throug...
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Best Practices on Getting to the Decision Maker from 2011-02-07T16:44:54
This is the conclusion of a 2-Part Live Series recorded in Indianapolis in front of a studio audience. In this segment, Bill and Bryan took questions from the live audience and answered them as ...
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Stop Confusing Your Buyer! from 2011-01-31T17:30:14
Bill and Bryan this week stop in at the Jazz Kitchen for ASP LIVE!, our first of many live events this year. In this podcast, they address the specific things salespeople do - inadvertently - to...
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The Search for the Perfect Salesperson (Rethinking Talent) from 2011-01-25T14:19:59
In this episode, Bill and Bryan address the search for sales talent and how most managers fail. To be clear, this is a podcast for sales managers BUT it's also an episode that might cause YOU to...
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Do You Demonstrate That You Care? from 2011-01-18T19:22:12
Well, of course you do. No one in their right mind would admit they didn't care. We used to say, "You can tell how much someone cares by the questions they ask." But is that all there is to it? ...
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Stop Handling Objections Now! from 2011-01-10T20:10
In this episode, Bill and Bryan plead with you - beg you - to take a broader view of customer objections rather than merely thinking "how am I going to overcome this?" The "broader view" is not ...
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Professionalism in the Sales Ranks. Are You There? from 2011-01-04T16:00:05
In this week's episode, Bill and Bryan address a question that one of their clients had about their sales team--and the professionalism (or lack thereof) in their team. They detail the six chara...
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How to Manage a Sales Call from 2010-12-21T18:26:01
There is an entire art to "call management" which is the study of how a sales call works, how it flows, how it ends...and what you can to do get the optimum outcome. In this episode, Bill and Br...
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Are You an Old School Salesperson? from 2010-12-13T19:24:03
No one would ever admit that they're an "old school salesperson." It brings so much negative to mind. But that doesn't mean that there aren't some basics that you need to pay attention to. In th...
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#1 Sales Problem Today: Stalled Deals from 2010-12-06T17:10:11
Bill and Bryan address the biggest problem they get asked about from all the listener emails they get. They each took a current client they're working with and outlined a struggle they had with...
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Buzzwords, Jargon and Other Annoyances from 2010-11-29T18:29:23
Do you use worthless buzzwords and vernacular that means nothing to prospects? Is it possible that your use of those actually stalls the sale? It seems like we are so impressed with our own term...
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How Do You React to the Upset Customer? from 2010-11-22T19:02:35
Bill and Bryan take a look at how to react to upset, annoying, frustrating clients. This comes from an actual letter that one of Bryan's clients received from a customer. You may not experience ...
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What We Would Do If We Were in Your Business from 2010-11-15T20:31
We get the following questions all the time: "How do I generate more leads?" "How do I close more sales?" "How do I position my product so my customer sees my value?" So many of those questions...
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Are You Practicing The New Rules Of Selling--Or Just Talking About Them? from 2010-11-08T16:14
Today, Bill and Bryan discuss an email that came in about a listener's sales manager who is rooted in the 'old way of selling' and he wonders how he can use the 'podcast content' in a way his sa...
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The Lies We Tell Ourselves from 2010-11-01T16:01:20
We are forever talking about how we avoid being lied to by prospects...but what about the lies we tell ourselves? Yes, that's right. We lie to ourselves about many things. In this episode, Bill ...
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What Does It Mean To Be NEW In Sales? from 2010-10-25T16:38:17
What does it mean to be new in sales? And what can we learn from this? The answer is, "Telling Your Story." One thing we all struggle with is "standing out" or "differentiating" ourselves when i...
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How Are You Thinking About Your Competition? from 2010-10-19T16:56:33
There are some very distinct sales/achievement philosophies that Bill and Bryan have that inform all past episodes of the podcast. The two they address today are COMPETITION and PRICING, both co...
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Solving Sales Problems from 2010-10-11T15:10:14
The power of this podcast is in the different perspectives that Bill and Bryan have in solving sales problems. They each work with different clients, and those clients have issues that need atte...
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Have Your Ever Thought About Why People Buy? from 2010-10-06T09:30
As sales professionals and business owners you spend hours talking about the sales pipeline. But when was the last time you talked about why people are in it and what’s going to cause them to mo...
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How Do You Handle It When The Decision Maker Has Changed? from 2010-09-27T09:30
Other than the second introduction to Whiteboard Wednesday, our bi-weekly web TV show for sales people all over the world, Bryan and Bill also address two common questions from The Sales Playboo...
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Your Attitude Is Good. But Is It Right? from 2010-09-20T09:30
Attitude is one of those terms thrown about that really has no meaning, in and of itself. In today’s podcast, Bill and Bryan address the correct Attitudes of Engagement to have prior to engaging...
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You Will Learn From Our Mistakes from 2010-09-13T09:30
Is it possible that we can learn from our mistakes? Well, of course we can…but can we learn from someone else’s mistakes? Bill and Bryan test that theory out today by “coming clean” with some of...
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When Your Customer Fails To Buy, It Might Be Your Fault from 2010-09-07T09:30
No one wants to hear that, do they? In this podcast, Bill and Bryan address the idea of "helping your customer buy" rather than "selling to him." Their belief is that when one does not make a sa...
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Bryan Interviews His Favorite Salesperson from 2010-08-30T16:37:48
In this episode, Bryan interviews his favorite salesperson and favorite guest of all time and learns her secrets and insights into high-performance selling.
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Are You Disconnected From Reality? from 2010-08-23T09:30
I’m sure there’s a name for this condition…but we’re wondering sometimes how disconnected salespeople are from the reality of the sales process—and the prospect. To us, there is a massive discon...
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Stuff That Works In The Pursuit Of A Sale from 2010-08-16T15:52:03
It seems that we all know “stuff.” Some of that stuff is useless and some is profoundly valuable. Recently, Bryan met an ex-NFL Offensive Coordinator who wants to publish a book called “S*** I K...
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Your Clients Are Your Best Prospects from 2010-08-02T14:25:21
One area of new business that we salespeople often forget is our current client base. We seem to enjoy “the hunt” so much that we forget to farm our current base for new opportunities to solve prob...
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Six Tips For Giving an Effective Presentation from 2010-07-29T19:08:12
A week ago Bill received a phone call from one of his clients. The client was frustrated with a speech that he was planning to present the next day to a group of decision makers. Bill's client as...
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What Are Your Behavioral Tendencies? from 2010-07-26T15:34:10
We ask the question because it’s one of many we’re getting more often from sales managers/VPs. What should my sales team be good at? What should their behavior be? What is a good ‘sales personality...
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Are You Appreciated by Your Clients? from 2010-07-19T09:30:03
Bill Caskey goes solo on this episode and discusses what it means to be a ‘trusted advisor.’ There’s a lot of talk in the market among salespeople and sales managers about being said advisor. But B...
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Are Your Referral Sources Working? from 2010-07-12T09:30:49
Virtually every company we know of generates a large percentage of their business from referrals, yet VERY FEW sales professionals have a system to generate those referrals. To get help on this top...
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Mistakes in Hiring–And Getting Hired from 2010-07-05T09:30:19
Bill and Bryan are forever getting calls from both managers who are in hiring mode…and salespeople who are in I-need-a-job-mode. They both make mistakes in the process. In this episode Bill and Bry...
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Influencing The Decision Process from 2010-06-28T12:56:29
Whenever we say 'process' to a sales person, we get yawns and indifference. But the fact is that every sales problem you have...probably...has something to do with a chink in your process. In this ...
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If You Say These Things, You May Be A… from 2010-06-21T09:30:12
It seems like Bill and Bryan are always telling you WHAT to do. Well today, they'll shift that a little and share WHAT NOT to do (or not to say). As sales trainers and coaches, they hear a lot of o...
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Expanding Your Sales Might Just Be Right Under Your Nose from 2010-06-16T16:53:19
In today's vignette, Bill talks about a conversation he had with a client. He notices there are two issues: 1. The client needs advice on how to increase her sales 2. There is a lack of communicat...
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The One Little Word That Makes a Big Difference from 2010-06-14T09:30:40
The little word that makes a difference not only in your success level, but in your success with your prospects. Bryan and Bill talk about how you can look at the prospects in your sales funnel in ...
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When Your Sales Prospect is Waivering from 2010-06-07T09:30:53
As sales coaches, we love it when we have a chance to take a real live sales situation and analyze it. One of our great podcast listeners recently sent in a situation he was faced with—and Bryan an...
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Different Levels of Sales Funnel from 2010-05-31T09:30:14
Not all prospects in your sales funnel should be treated equally. But before you ‘mistreat’ them, listen to this episode as Bryan and Bill discuss the skill of “prospect discernment.”
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Has Your Value Changed Lately? from 2010-05-24T12:30:21
Most people think they can work on their “value proposition” one time and recite to prospects forever. In this episode, Bill and Bryan shed some new light on how to modify your ‘value’ approach to ...
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Is One Prospect Worth It? from 2010-05-17T13:33:35
We all want to be positioned as valuable—yet how many of us really take time to “execute” that position? And we all “say” we want to speak directly to people’s pains and frustrations, yet who among...
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The Habits of the High Performers from 2010-05-10T12:30:15
What can we learn from sales people who are new to the profession…or from one who wants to reset his career? Simple. We can reach back into our experience as trainers of sales teams and review what...
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The #1 Resistance Point of Prospects from 2010-05-03T12:30:14
Every business on the planet has something in common with others. And in this podcast, you’ll hear what it is…and how to think about it in a way that allows you—the sales professional—to solve it. ...
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Account Management–Boring? Maybe. Profitable. YES! from 2010-04-26T12:33:28
Why do so many people turn their noses up at “account management’? Is it just not sexy enough? Does it just not require the testosterone that we sales types are addicted to? Whatever it is, we miss...
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If You’re In Sales, You’re In Marketing from 2010-04-19T12:00:40
This cast takes a question from a listener and expands it to “a marketing tool kit for sales people.” You cannot rely on your marketing department to be the sole lead generator so you must know how...
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Are You Doing These Things To Stop Your Customer From Buying? from 2010-04-01T17:00:21
No one would ever admit that they did anything to stop a buyer from buying from them. Yet, salespeople do it all the time. We like to say there are things you do to “propel” the sale. And things yo...
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What To Do When Your Client Doesn’t Implement Your Solution Correctly from 2010-03-25T19:44:23
What To Do When Your Client Doesn’t Implement Your Solution Correctly? This question comes from a listener in UK and has to do with his frustration at a client who bought from him but has failed to...
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The Three Things To Do RIGHT NOW To Get Started In Social Media from 2010-03-18T16:12:52
You’ve heard all the lists of things to do to get social media working for you…but today we have a REAL expert. Kyle Lacy, author of the book Twitter Marketing For Dummies, joins us to give us his ...
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How to Build Your Online Reputation Quickly from 2010-03-15T17:46:28
In this episode, Bill's client is creating a new technology division at her work. Her main concern is not having an established reputation yet, so Bill tackles her challenging question: How do I b...
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Social Media Mini Series for the Sales Professional (Part 1 of 3) from 2010-03-11T19:51:39
Tweeting. Linking. Updating. Like it or not social media is here to stay and it can play a huge role in your sales success. In this episode, Bryan interviews Gini Dietrich, CEO of Arment Dietrich P...
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How to Create the Perfect Testimonial from 2010-03-10T16:57:45
Testimonials are the best way for you to show how your services have benefited others. In this epsiode, Bill provides three 'must have' components to create an outstanding testimonial that will br...
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When Your Prospect Won’t Call You Back from 2010-02-26T19:43:55
Last week, one of Bill's clients was frustrated with a common sales issue, "How do I get the prospect to call me back?" Being asked the question many times, he provides one strategic approach i...
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A Checklist for Income from 2010-02-25T19:23:06
Ever wanted a “checklist for income"? Well, of course you have. And today we’re going to give it to you. On today’s cast, Bill and Bryan get down to the very basics of earning income in professiona...
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Do You Optimize the Training You Get? from 2010-02-18T18:39:43
We had no idea what to call this but here’s the situation. As trainers, we’re out working/coaching people 24/7. Some of those people are prone to accept new information—and do something with it. Ot...
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Following Up (Without Being Desperate) from 2010-02-11T16:46:48
Mike, a listener from Indianapolis, called in to ask a question about how he follows up with prospects who appear to have dropped off the radar screen. Bill and Bryan give Mike and listeners some i...
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Finding Prospect Pain from 2010-02-04T16:53:57
Bill returns from Green Bay having worked with a group of sales people who were seeking knowledge and skills about how to find “prospect pain.” In this episode, Bill explains some of the intricacie...
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Is Your World Abundant or Scarce? from 2010-01-28T18:41
Abundance is a concept we talk about often, but in this podcast Bill devotes an entire 20 minutes to the topic.
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The One Thing You Do Before You Solve Problems from 2010-01-21T16:04
Everyone fancies themselves as great problem solvers. But the one skill that we think you need PRIOR to problem-solving is “problem-finding.” In this episode, Bill and Bryan walk you through a Prob...
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Sales Professionals: Back to Basics from 2010-01-14T19:04
This week, Bill and Bryan review the basic selling skills needed for the new salesperson. But before you discount it as something "for rookies only," listening to this episode might help you go bac...
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Become an Expert in Your Industry from 2010-01-12T14:53
As we begin the new year, one thing we believe we could ALL be better at is the positioning of ourselves as experts in our industries. When you go into the sales process as a "salesperson," you are...
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The Words of the New Sales Mind from 2009-12-17T18:39
Everyone always wants to know the words to use to close business. Well, in this episode, Bill Caskey dips into the words of the new sales mind. This is a live presentation made to a group of sales ...
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'Tis the Season...for Goal Setting from 2009-12-10T19:09
Well, this year certainly went fast---like a bullet! So, what do we always do at this time? Set goals for next year. Bryan and Bill walk through a goal-setting formula they use with their clients t...
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Selling A Product at 50% Premium. Is It Possible? from 2009-12-03T19:46
We get many questions from listeners about how to handle price objections when your product sells at a significant premium.
One of Bill’s clients had exactly such a situation—a 50% premium...
Where is That Courage When You Need It? from 2009-11-19T19:28
Ever known what you should say to a prospect but couldn’t summon the words? In this episode, Bill and Bryan tell two stories—one is a question from a listener regarding how to maintain an “out of s...
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Do You Commit These Sales Blunders? from 2009-11-12T16:00
Bill Caskey recently gave a speech on the most common “sales blunders”
that cost salespeople and their companies millions of dollars. He reviews parts of his list of 20 sales blunders on today’...
Sales Managers: How to Teach Old Dogs New Tricks from 2009-11-05T19:12
This was a letter from a podcast listener. He’s a sales manager and has seen success with some of the concepts he’s learned on the podcast, but his people ain’t buyin’ it. How does one teach peopl...
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How Do I Unravel a Current Relationship? from 2009-10-29T17:54
Sometimes we get a question that, on the surface, seems like a straightforward question. But upon closer review, it becomes an inner game (mental) issue that demands a little more time. This week, ...
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Does Your Message Cause Your Prospects to Grow Weary? from 2009-10-21T16:01
Ever thought you were communicating your value really, really well—only to look at your prospects and find them dozing? Well, that may be extreme, but rest assured, if your message isn’t compelling...
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Yet Another Lead Generation Technique from 2009-10-08T14:58
We talk often at the podcast about B2B lead generation. But the topic could literally be the focus of a year's worth of podcasts.
Why? Because it is, bar none, the most popular topic clie...
Ever Had a Perfect Sales Process? from 2009-10-01T19:07
Often we talk about the objections and distractions that occur during the sales process. But today, we have different news—news of a PERFECT SALES PROCESS from one of Bryan Neale’s clients. In this...
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Really Building Relationships from 2009-09-24T17:49
Today’s episode is about the issue of building relationships and some of the fallacies that we buy into when we’re in the market looking to grow our business.
Bill takes a 10-point-checkl...
Why Most Companies Miss Their Own Value from 2009-09-17T17:00
We get access to a high level researcher this week that will shed light on your customers' value. Noah Grayson, Walker Information, sat down with Bill and relayed stories of what some of the larges...
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When a Competitor Is Stealing Your Business from 2009-09-10T16:57
In this week’s episode, Bill and Bryan address a real life situation of a client whose competitor is stealing (buying) customers. They address what is really happening beneath the surface and show ...
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Is Your Behavior Right? from 2009-09-04T14:52
Ever wonder if you're doing the right behavior to grow your business? Or "enough" of the right activity? Bill and Bryan talk about 4 of the 10 areas that they recommend you assess yourself in--all ...
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Are You Keeping Your Skills Sharp? (Part 2) from 2009-08-27T18:12
Last week we did the Skills Assessment portion of professional growth. Today, Bryan and Bill talk about the “inner game.”
It is our belief that all “great performers have great minds.” It ...
Are You Keeping Your Skills Sharp? from 2009-08-20T17:21
Isn’t it time you took inventory of your skills and competencies as a professional salesperson? Is it possible that, over time, your skills have deteriorated? You know the saying, “You lose what yo...
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What's More Important--Techniques or Techinque? from 2009-08-06T17:00
The world is full of articles on techniques—golfing—tennis—internet—marketing—and of course, selling techniques. Today, Bill and Bryan address this in a slightly different light. There is a “techni...
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What to Do When the Wheels Fall Off the Deal from 2009-07-30T17:00
In this episode, Bryan and Bill dissect a deal from an actual client phone call. The issue is what do you do in the 11th hour of a deal when everything that you thought was true—was untrue? You’ll ...
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When Your Solution Isn't Quite Right from 2009-07-23T18:32
This week on the Advanced Selling Podcast, Bill and Bryan talk about the ethical consideration that keeps you from moving forward. What to do? What to do? Intent (a core principle on the ASP) comes...
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How Do You Handle Pressure By Your Manager? from 2009-07-16T17:00
This is not a new topic for us at ASP, but we did have another letter from a listener whose manager asked her to "stop selling small stuff and start selling big stuff." Our advice may surprise you—...
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How a Podcast Listener Landed a Big Deal from 2009-07-09T17:00
This is a special treat this week because we have a client who just
landed a large deal with a new customer. And much of what he used
he learned right here at The Advanced Selling Podcast....
Are Your Clients Really Loyal? from 2009-07-02T17:00
In Bryan Neale’s absence this week, I enlisted Phil Bounsall of Walker Information to talk about the issue of client loyalty. As sales professionals, a loyal client is a referring client. And since...
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Ask Bill and Bryan from 2009-06-25T17:00
In this episode, Bill Caskey and Bryan Neale address a question from an audience member on how to prospect when you're already busy. And Bryan reveals a communication technique that helps as you're...
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First Call Protocal from 2009-06-11T18:26
In this week’s podcast, Bill is going “solo” and talks about the first call “protocol.” We’ve received a lot of mail recently on “filling the sales funnel,” but the first discussion you have with a...
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Bold Moves in the Sales Process from 2009-06-04T18:00
Sometimes we just need to have bold, bad sales moves. In this podcast, Bill and Bryan talk about two bold moves you can make as you pursue the sale.These moves are not intended to get someone to bu...
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Sales Philosophies - Part II from 2009-05-28T18:35
In Bryan’s absence this week, Bill reviews three more of the core sales philosophies that govern sales success. He addresses money and budget, how to find out early where the prospect’s mind is, an...
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Operating from the Right Mental Platform from 2009-05-21T17:42
Due to the holiday week, Bryan is taking some much deserved time off and Bill chose this week to share live audio from one of our MasterMinds programs. (MasterMinds is a peer group of high achievin...
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Does Who You Call On Determine What You Say? from 2009-05-14T17:00
In this week’s podcast, Bill and Bryan address a common question they get, “Does my message change depending upon who I call on in the organization?” The answer is YES. But hear some of their couns...
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Mailbag-How To Sell Something I Don't Believe In from 2009-05-08T12:03
Well it's been a while since we posted a Mailbag episode. We're getting so much mail--and so many questions--that we take three of them today. The most important was from a young lady who feels her...
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Rules Tools and Attitudes of Funnel Filling from 2009-04-30T17:00
It’s not the sales funnel that’s important…it’s all the stuff “above” the funnel. So what action can you take to the suspects that are orbiting the funnel? In this episode, Bill and Bryan walk thro...
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Is Your Value Really That Special? (Part II) from 2009-04-23T17:54
In this economic time, how you communicate your value—and WHAT it is—will be very important. Here, Bill and Bryan pick up on a topic they began a few months ago—what is your personal value to your ...
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That Same Old Decision Making Problem from 2009-04-16T16:14
Today, Bill and Bryan discuss the age-old-but-still-modern problem of how to get to the decision maker. In today’s economic climate, companies are more discerning about their spending patterns and ...
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Is Your Value Really That Special? from 2009-04-02T17:00
Do ever feel like when you talk about your value it leaves people cold? Or maybe you wonder if your value really is special. We have a client who is wondering that very thing. So in this podcast, B...
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Attitude of Leadership from 2009-03-26T18:01
You are a leader—whether you’re in a position of leadership or not. In many companies, the leadership is not provided by the “one in charge” but by everyone else. So as a sales professional, you ne...
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So Your Prospect is Suddenly Price Sensitive from 2009-03-19T17:00
On this week’s episode, Bill, Bryan and Brooke talk about the framework for an effective Personal Business Plan and how to handle prospect resistance on price. We deal with this issue because we’ve...
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Catalytic Value from 2009-03-12T20:36
Catalytic Value. Ever heard of it? Listen to this entry of ASP and you'll dramatically change the way you think about what you bring to your market. The ideas in this episode are for ELITE salespeo...
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Handling Price Objections in the Sales Process from 2009-03-05T18:07
Do price objections bother you? In this episode, Bill and Bryan talk at length about a popular formula for handling price objections. They debunk this formula and give you a new way to handle those...
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Mailbag - How To Sell In A Recession from 2009-02-26T18:06
In today’s episode, Bill and Bryan answer some of your mail. One question is “How do I handle an office where everyone is snooping on me?” And the other is “How do I continue to sell during a reces...
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2009 Sales Competencies - Part 2 of 2 from 2009-02-19T20:18
Well, this is part two of our series on 2009 sales competencies. We’ve had a lot of people request the e-book that we created. You can go to
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2009 Sales Competencies - Part 1 of 2 from 2009-02-12T17:05
This is part 1 of our 2-part series on sales competencies—what do you need to be good at to succeed in professional selling today? Bill Caskey and Bryan Neale address the background on these compet...
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Detachment in the Sales Process from 2009-02-05T16:51
There is a Caskey concept that keeps coming up and that is the application of Detachment in the sales process. Very few other sales strategies/systems deal with this because it’s a difficult notion...
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Selling in Today's Economic Climate from 2009-01-29T21:29
In last week’s episode Bill and Bryan talked about how to communicate your value. But this week, they talk about that issue when it relates to the current economic climate. As sales strategies, you...
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How to Communicate Value from 2009-01-22T19:19
This is an extraordinarily difficult time to express your value to prospects. It seems like everyone is focused ONLY on money (“What does it cost?”). Yet there are ways to alleviate that. If you’re...
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Handling Absurd Customer Demands from 2009-01-15T19:05
Today’s question came from a listener through www.askbillandbryan.com, who wanted to know how to respond to customer demands that could not be met. That in turn got Bill and B...
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How To Get In The Prospecting Mode from 2009-01-08T18:47
Now that we’re well underway in 2009, we thought it helpful to take more questions from our listening audience.
Question #1: How to change your mindset to get into prospecting mode. New bu...
2009 Sales Competencies from 2008-12-18T16:39
So what do you need to be good at? I know that sounds like a crazy question but it might be relevant. In our sales training business, we believe this: If you’re struggling with ANY part of the sale...
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Why Salespeople Should Blog from 2008-12-11T18:28
Sometimes we come across a person—a client in this case—who embodies our principles (and does what we say!!). In this case, the Direct Mail Diva (Stephanie Summers), sits down with us and tells us ...
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The Attributes of a Good Sales Manager from 2008-12-04T19:37
Salespeople, what’s the number one attribute of the best manager you’ve had? Bryan recently conducted an informal poll, and the answers are surprisingly simple. In this episode Bill and Bryan discu...
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Sounding Like Every Other Salesperson from 2008-11-25T18:31
Ever wonder if you look like the same old salesperson the prospect sees everyday? I know we all can’t imagine that, but what if you really look do like that? That wouldn’t be so good, would it? Wel...
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Handling Customer Demands in the Sales Process from 2008-11-13T18:43
A valuable episode on a problem coming up more frequently these days—how to handle it when the prospect makes crazy demands in the sales process. One in particular is when they want you to come ...
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Managing Expectations in the Sales Process from 2008-11-06T20:57
Ever wonder if you raise expectations too high for your prospects? So that when you do business with them, there’s no way they can be satisfied? Well, you might do it unk...
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Networking: Key to Sales Success from 2008-10-30T17:39
On this episode of The Advanced Selling Podcast: Networking—The 10-Letter, 4-Letter Word. Love it or hate it, it's CRITICAL to a salesperson's success. Networking "diva" Julie Bauke provides a f...
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Presentation Tips from 2008-10-23T15:45
Do your presentations leave people cold? How would you know? Salespeople need to be good at presentations. Period.
And the rules are changing as well. You’ll need to stop selling and begi...
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Questions from the Listener Mailbag from 2008-10-16T18:55
Bill and Bryan go to the mailbag this week to answer two questions from their listeners: How do I ease my way in to new accounts when the account’s been transferred from another salesperson? Listen
How to Show Up from 2008-10-09T17:53
You’ve heard the saying, “How you do anything is how you do everything.” Well, if you haven’t heard that, you just did, so consider this your lucky day. Well, we have a cousin saying: “How you ...
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The Motivation of Your People from 2008-10-02T17:56
Sales managers, have you ever wondered if in your process of motivating people—you actually demotivate them? Hard to fathom, isn’t it? In this episode, Bryan and Bill review an actual email mem...
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Special Edition: What Trends Are Going to Affect Salespeople? from 2008-10-02T16:03
Over the last few weeks, Bill and Bryan have been working on this idea of “What trends are going to affect salespeople in the future?” As they started to outline the things they were seeing in the ...
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The Sales Meeting from 2008-09-25T18:55
Sales managers—ever wonder why your sales meetings put people to sleep? Well, Bill and Bryan help you by giving you some ideas on what to do at your next sales meeting.
Sales / account pe...
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How to Start a Relationship from 2008-09-04T19:00
How you begin a relationship (we’re talking business relationship here) with another person will determine what you both get out of that relationship. Have you even considered the tone with which ...
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Lead Generation from 2008-08-28T18:00
Lead generation. It’s the very thing that can make your company millions. But, screw it up, and your revenue growth becomes an uphill climb. Bill and Bryan give you some rules for lead generation a...
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Making Sales Internally from 2008-08-07T22:13
During our sales strategy training sessions, we often hear from our clients, “Hey this sales method works when I’m selling inside my company, too!” The truth is anytime you’re communicating ideas t...
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What Are Your Rules For Engagement? from 2008-07-28T15:19
Every great company has rules it lives by. You might call these “codes of conduct.” But every sales professional should also have a code they live by. In this episode, Bill and Bryan give you five ...
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Maintaining Relationships with the Right Person from 2008-07-17T17:28
How do you maintain a relationship with a high level prospect over a long period of time? It happens often that we lose touch with the “right person” and end up being passed down to others lower in...
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Out of the Comfort Zone Box from 2008-07-10T17:18
Out of the box thinking continues this week with Bill and Bryan’s interview with Tom Heuer and Steve Coats, authors of "There is No Box." Sales managers and leaders should continue to listen to thi...
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There Is No Box from 2008-07-03T17:30
If you’re like most people in sales management, you struggle with motivating and leading your team. In this episode, Bill and Bryan interview the authors of "There Is No Box," a book on leadership....
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The Ride Along from 2008-06-26T17:41
One of the most stressful times for both salespeople and managers is the dreaded “manager ride-along.” It’s that time when the salesperson inflates their daily activity to prove to their manager th...
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Pilot Error from 2008-06-19T17:41
Airline pilots and sales pros have a lot in common. (Although people’s lives hang in the balance of the pilot—and maybe not the salesperson). In this episode, Bill and Bryan discuss the analogy in ...
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One Shot Deal from 2008-06-12T17:21
Sometimes in the sales process you won’t have a chance to work your “exploration magic.”You know that part of the process when you explore what their problems are – so you can recommend the optimum...
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Building Your Sales Dream Team from 2008-06-05T15:48
Ever wonder why some sales teams get enormous results and others struggle? Do you think it has anything to do with the thinking/strategy of the team? Of course it does. But lost in the mystery of t...
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Sales Managers: Assessing Your Sales Team Part 3 from 2008-05-28T15:14
If you’re a sales manager/leader, you should be constantly asking yourself, “How can I build a better team?” In this episode, Bill and Bryan help you with two big issues: how to continue to grow cu...
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Sales Managers: Assessing Your Sales Team Part 2 from 2008-05-19T16:43
Do you or your people lose deals in the 11th hour of the sales process? Or do you have problems differentiating your value from your competition? Most sales teams do. And in this episode, Bill Cask...
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Sales Managers: Assessing Your Sales Team from 2008-05-06T16:55
If you’re a sales manager you’re going to love this epsiode because Bill and Bryan talk about how to train/coach your sales team on two very important topics. Even though most sales managers don’t ...
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Can Sales and Marketing Co-exist? from 2008-04-17T17:27
Can sales and marketing co-exist and work TOGETHER in a company? Many find angst and tension between these two functions. Our guests today shed light on how Yin and Yang, cats and dogs, and even sa...
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Ego In The Way? from 2008-04-15T13:13
Well, no one ever admits that their ego gets in the way of success. Especially sales people--for it comes with the territory that you need a big ego to be successful in sales. Or does it? We thin...
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Selling to the Large Account from 2008-03-20T17:17
Everyone wants to sell to large accounts. Is there any magic to it? Do you need a whale net to catch them? Well, there is some magic, and while we don’t review ALL the steps in this podcast, this i...
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What Customers Expect From Salespeople from 2008-03-17T15:05
Do you really know what your customers want from a sales professional? You might be surprised! In this podcast, Bill Caskey speaks with George Grubb, President of G&S Research, about what customers...
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How to Influence Another Person from 2008-03-05T21:00
In this podcast, Bill Caskey and Bryan Neale go back into our last teleseminar and select three questions that they get all the time: 1-How do you handle a follow up call after a networking event; ...
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The Gender Question: Should You Change How You Sell? from 2008-02-26T18:29
Do you sell to women differently than you sell to men? Hmmm. Interesting question that we deal with in today’s podcast. Bill and Bryan speak with Brooke Green, one of our consultants, about the gen...
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Selling Your Way to the White House from 2008-02-11T18:52
Can we learn something from the presidential candidates? Or, can they learn something from great salespeople? Well, we think the latter. In this podcast, Bill and Bryan take a look at the communica...
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Ask Caskey Teleseminar Preview from 2008-01-31T14:11
You make calls all the time—interact with prospects constantly. And if you're like us, you have things that you face each and everyday that are unique, unusual, and which sometimes stump you. On t...
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What To Do When A New Buyer Takes Over from 2008-01-21T15:07
Ever had a buyer change at the most inopportune time? Actually, it seems like that’s the only times buyers change—right when you’re in the middle of a sale. But what should you do about that? Most ...
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To Quote Or Not To Quote from 2008-01-14T16:01
Have you ever felt like you were obligated to quote? It happens usually when you have a client who is “going out to bid” and you’re invited to play. While we don’t like the whole ‘blind bid’ proces...
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Handling Sales Conflict from 2007-12-20T20:44
So, how do you handle conflict with a prospect—yet still preserve their dignity? This happens a lot when your buyer has a distinct impression of your value or an opinion of their pain—and you know ...
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Funny Stories from 2007-12-13T18:47
Ready to take a walk down memory lane-and laugh your (you know what) off? This episode of The Advanced Selling Podcast recounts some of Bill and Bryan's funniest, most embarrassing, stupidest exper...
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The 2008 Sales Manager Growth Kit from 2007-12-06T20:06
Your role as a sales manager/leader should be to ELEVATE YOUR TEAM. Yes, you can show them how to sell, and mentor them in the sales process—but your one overriding objective is to make them self-s...
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The Inner Game Behind The Sales Process from 2007-11-29T19:00
This episode reveals the secret behind elite performers and good performers and examines the one core difference Bill and Bryan's process has over all others out there. The good news is - it doesn'...
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Repurposing Content from 2007-11-20T18:44
Lead generation continues to come up as one of the most important issues facing sales people today. There just never seems to be enough in the funnel. Today, Bryan Neale and Bill Caskey talk about...
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The Multi-Million Dollar Deal from 2007-11-08T21:24
Ever had a huge account you were pursuing (or are pursuing)? And you get so wrapped up in the pursuit that you forget the fundamentals of selling? Well, it may not happen to you, but it does happ...
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The Sales Force Of The Future from 2007-11-01T20:47
We have been thinking about what the future sales force will look like lately. Why? Well, there are a ton of trends that are beginning to impact sales forces and sales people – globalization – goog...
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Mental Rocks from 2007-10-18T17:30
In keeping with the fact that 80% of sales success has to do with how you think and your selling strategy, Bill Caskey and Bryan Neale take on the issue of “How Do You Need To Think?” in order to b...
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For Sales Managers Only from 2007-10-10T20:15
This is the initial voyage of the Sales Managers episode which we’ll release the first Thursday of the month. If you’re not a sales manager, forward this on to those appropriate for this. The prem...
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Closing Skills 2007-10-02 from 2007-10-02T14:11
Have you ever taken a sales course where you learned how to “close”? Or, maybe you learned the “‘trial close.” Bill Caskey and Bryan Neale address The issue of closing skills in this podcast – ye...
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Stick To Your Sales Process from 2007-09-20T17:38
Have you ever wondered why the prospect wants to control the sales process? Other than the fact that we’re all “control freaks” to some extent, it’s no wonder the prospect thinks – because he has t...
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Money Scripts from 2007-09-11T15:17
Ever have problems talking to your prospects about money - fees - prices? Did you know it might be something much deeper in your soul? (It seems these guys think everything is 'deeper in your soul'...
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Eikenberry On Leadership from 2007-09-05T17:11
Leadership should be on every sales person's mind. In this interview, Bill and Bryan talk with new author, Kevin Eikenberry, who has written a book called REMARKABLE LEADERSHIP. Listen to this pod...
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China Import Problem from 2007-08-22T14:25
In this episode, Bill and Bryan address the China import issues that are making news. Is it possible that part of this is a breakdown in selling skills? That might be a stretch - or not. As you lis...
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Determining What Will Make Your Prospect Say Yes from 2007-08-06T16:05
Ever wondered why your prospects sometimes just don't act on your offer? Could it be you just aren't getting them to admit their problems to you? Well, this podcast episode with Bill Caskey and Bro...
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Old Selling Vs. New Selling from 2007-07-27T03:01
Ever been sold to by an "old world sales person?" Kind of frightening, isn't it? In this week's episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss some of the many differe...
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How Often to Follow Up from 2007-07-23T01:17
Ever wondered where the line was between being persistent and being a pest? You're not alone. Most sales people have. In this week's episode of the Advanced Selling Podcast, Bill Caskey and Bryan N...
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When Your Ideas Stick, People Buy from 2007-07-08T17:09
In this week's episode of the Advanced Selling Podcast, Bill Caskey interviews a special guest, Dan Heath, the author of the Made to Stick. He joins us today to share his insights on helping OTHER...
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How Do I Handle This Crazy Situation? from 2007-06-21T17:44
In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale answer those "what do I do when?" questions that sales professionals have every day. This is an episode that help...
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Income Inequality--How You Can Be At The Top End of the Income Scale from 2007-06-14T16:42
In today's podcast, Bill Caskey and Bryan Neale address the New York Times piece on Income Inequality--and how sales professionals are in the right spot to be at the correct end of the income spect...
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Jump Starting Stalled Deals from 2007-06-04T16:45
In this week's episode of the Advanced Selling Pocast, Bill Caskey and Bryan Neale discuss stalled deals. A lot of sales people find themselves stuck in the middle of a deal, where they have the p...
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The First Step in Mastering The Inner Game of Selling from 2007-05-25T03:51
In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale address the mental side--inner game--of sales. "How you think determines how you act" is one of our favorite sayings. A...
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The Economic Buyer from 2007-05-18T03:01
In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss how to appeal to the economic buyer. In their consulting practice, it never fails that one of the biggest...
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The 5 Sales Training Lessons You NEVER Should Have Learned from 2007-04-27T19:54
Ever wondered if the sales training you're getting was actually the best available? Or whether what you were learning was actually making you better? In this week's episode of The Advanced Selling...
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What You Should Look For In The Sea of Conversation With Your Prospect from 2007-04-20T03:18
In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the knack of having good, truthful conversations with your prospect. What should you listen for? How ca...
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How to Conquer Call Reluctance--Once and for All from 2007-04-12T20:08
In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss how to overcome your fears of cold calling and prospecting. In sales, the majority of the business you g...
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Dealing with Inner-Office Competition from 2007-03-30T04:52
In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale take a look in the mail bag and pull out some questions from our listeners. Bryan and Bill discuss what to do wh...
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The Changing Face of the Professional Salesperson from 2007-03-22T19:39
In this week's episode of the Advanced Selling Podcast, Bill Caskey interviewed John Hirth, a sales development trainer from Chicago (www.johnhirth.com). John gives us his take on how the profess...
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Time Optimization from 2007-03-03T00:03
In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale give you interesting (and innovative) tips you can use to make better use of your time. You have only so many hou...
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Sales Scenarios from 2007-02-22T19:42
In this week's episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss various sales scenarios that you might find yourself in, and what to do in them. This episode gives you ...
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Sales Professionals: Optimize Your Time. Optimize Your Life. Part II from 2007-02-08T21:14
This episode of The Advanced Selling Podcast is the second in a series that began last week. In this episode Bill and Bryan discuss your “comfort zone.” We all are very aware of what is inside and...
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Sales Professionals: Optimize Your Time. Optimize Your Life. Part I from 2007-02-01T01:08
In this first of a series, Bill Caskey and Bryan Neale discuss a theory called "Time Optimization," which is optimizing the time you spend by doing your "highest use activity". This is not a lesso...
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Creating a Clearer Future from 2007-01-18T18:43
In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale talk about ending sales calls with a good understanding of what is going to happen next, instead of letting the ...
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The Commandments of Selling from 2007-01-12T22:28
Happy New Year from all of us at The Advanced Selling Podcast! We decided that in order to get you off on the right foot this year, we would discuss the rules that all sales people should abide b...
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5 Best Sales Strategies for 2007 from 2006-12-21T02:13
In this week's episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale recommend changes you can make in the New Year. But don't wait until January 1st to start. Get a 'head start' for...
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Closing Strategies for Great Sales People from 2006-12-12T02:38
Happy Holidays Everyone! The year 2006 is rapidly coming to a close. And speaking of closing, in this episode of the Advanced Selling Podcast, Bill and Bryan discuss some different and innovative...
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The Landscape of a Prospect (What Are You Walking Into?) from 2006-12-01T22:01
When salespeople walk into a company for a sales call, they don't always realize the landscape they're about to experience. Salespeople need to understand the people inside the company--those stre...
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The Myth of the Enthusiastic Salesperson from 2006-11-28T05:08
In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the problems associated with being too enthusiastic about your product/service. The problem is that your ...
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Unclogging Your Sales Funnel from 2006-11-16T02:15
Having stalled deals in your funnel is one of the hardest things to deal with as a salesperson. But have no fear, because this week Bill Caskey and Bryan Neale are here to discuss how to fix stall...
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Advice for the New Sales Person from 2006-11-04T21:48
In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale respond to a letter they recieved from a listener. They answer his many questions about being new in sales. He w...
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The Pre Show from 2006-10-25T00:09
This is a special episode of The Advanced Selling Podcast. During the recording of this episode, Bill accidently recorded the pre planning part of the podcast, and forgot to record the actual podc...
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