The Advanced Selling Podcast: Sales Training | Leadership Coaching | B2b Sales Strategy | Prospecting Tips

Synopsis

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.

Episodes

  • #580: How We Plan the Curriculum for a Workshop

    #580: How We Plan the Curriculum for a Workshop

    03/02/2020 Duration: 19min

    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 go through the kinds of problems that the customer is facing, which you might relate to as well. They also talk through how to get the group engaged, which they believe is vital any time you're in front of a group of sales professionals. If you want to know how to ask for the business or close more sales, this podcast is for you. Would you like to visit the Deal Work Studio? Well it's now live! Go to advancedsellingpodcast.com and click on the green button on the homepage to get started.  ========================================= Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimateprega

  • #579: Whos Selling Whom?

    #579: Who's Selling Whom?

    27/01/2020 Duration: 22min

    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 place if you are to strike a balance between you selling your prospect and your prospect selling you. We find that it typically moves in the direction of you taking on the burden of selling, and that doesn't allow you freedom. So we give you some hints at how to get your mind right and your actions right so that that can be a more balanced interchange. Would you like to visit the Deal Work Studio? Well it's now live! Go to advancedsellingpodcast.com and click on the green button on the homepage to get started.  ========================================= Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game

  • #578: Amateur VS. Professional

    #578: Amateur VS. Professional

    20/01/2020 Duration: 21min

    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 from the pro attributes. They discuss this in several different contexts; prospecting, managing the process, closing, and overall energy. As you listen to this episode, have a pencil and paper with you so that you can mark on the spectrum where you fall between amateur and pro in these four areas. Learn more about Kronlogic and sign up for a free trial at https://www.kronologic.ai.  ========================================= Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. ========

  • #577: Are You Winging Your Sales Process?

    #577: Are You Winging Your Sales Process?

    13/01/2020 Duration: 21min

    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! The guys give you a couple examples from different disciplines that use the same kinds of tools that we as salespeople should use in our day-to-day world. Learn more about Kronlogic and sign up for a free trial at https://www.kronologic.ai.  ========================================= Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

  • #576: How Much Is Each of Your Sales Meetings Worth?

    #576: How Much Is Each of Your Sales Meetings Worth?

    06/01/2020 Duration: 23min

    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 interview co-founders of the sales lead & calendar automation tool, Kronologic. Learn more about Kronlogic and sign up for a free trial at https://www.kronologic.ai.  ========================================= Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

  • #575: Sales and Achievement Lessons from 2019

    #575: Sales and Achievement Lessons from 2019

    16/12/2019 Duration: 23min

    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 Podcast listeners. The guys believe it’s always helpful to use this reflective time of year to see what you have learned and what lessons you can implement in 2020. The guys have a couple of things that you might not expect to hear from them that they think makes this podcast episode worth listening to. ========================================= Want to have Bill or Bryan at your next sales meeting? Send us an email to listener@advancedsellingpodcast.com or go to advancedsellingpodcast.com and click on the Come See Us button at the top! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================  

  • #574: Christmas Gifts Every Sales Person Should Ask For

    #574: Christmas Gifts Every Sales Person Should Ask For

    09/12/2019 Duration: 17min

    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 for this holiday season. If you haven't finalized your Christmas list, you should definitely listen up! ========================================= Want to have Bill or Bryan at your next sales meeting? Send us an email to listener@advancedsellingpodcast.com or go to advancedsellingpodcast.com and click on the Come See Us button at the top! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================    

  • #573: What Recording Your Sales Calls Can Do For You

    #573: What Recording Your Sales Calls Can Do For You

    02/12/2019 Duration: 22min

    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 Enablement Tool that every salesperson should pay attention to. You can find out more about Gong and what they do on their LinkedIn page, https://www.linkedin.com/company/gong-io/.  If you'd like to have Bryan, Bill or both come visit you with one of your upcoming sales retreats or sales meetings, send us an email to listener@advancedsellingpodcast.com.

  • ASP Live: Audience QA

    ASP Live: Audience Q&A

    18/11/2019 Duration: 19min

    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 advice. They received some really good questions that you won't want to miss! ========================================= Want to have Bill or Bryan at your next sales meeting? Send us an email to listener@advancedsellingpodcast.com or go to advancedsellingpodcast.com and click on the Come See Us button at the top! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

  • ASP Live: Why Did I Win or Lose the Deal?

    ASP Live: Why Did I Win or Lose the Deal?

    18/11/2019 Duration: 16min

    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 hard to get? If so you're in luck! The guys give you a framework on how you can determine not only why you lost the deal, but why you you won a deal as well.  Also, Bill gives you his custom acronym, F.E.C.E.S., on why frameworks are so important to the sales process.  ========================================= Want to have Bill or Bryan at your next sales meeting? Send us an email to listener@advancedsellingpodcast.com or go to advancedsellingpodcast.com and click on the Come See Us button at the top! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

  • #570: Our Two Favorite Success Hacks

    #570: Our Two Favorite Success Hacks

    11/11/2019 Duration: 14min

    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, because they believe it dilutes the power and importance of being a professional, there is still something magical about a simple thing you can do that will get you better results. If you'd like to bring Bryan, Bill or both in during the first quarter of next year, send us an email to listener@advancedsellingpodcast.com or go to advancedsellingpodcast.com and click on the Come See Us button at the top! ========================================= Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

  • #569: Do You Suffer From Success Anxiety?

    #569: Do You Suffer From Success Anxiety?

    04/11/2019 Duration: 19min

    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 be happening. They share some personal stories of how it's affected them and how they see it impact their clients. If you feel like for the last few years you've had one foot on the accelerator and one foot on the brake and have, listen up to this episode, it may be a life changer. ========================================= Have you considering bringing Bill or Bryan into your sales retreat or meeting? Send them an email to listener@advancedsellingpodcast.com with the subject line "Come see us" and they'll get back with you! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

  • #568: The Future of Selling Skills

    #568: The Future of Selling Skills

    28/10/2019 Duration: 16min

    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 guys talk debate whether the skills used now in the sales process will be relevant in the future and they give you some ways to stay up to date with your skills.  If you are interested in bringing the guys in digitally, you can sign up for the Deal Work Studio by going to advancedsellingpodcast.com and click on the button in the banner.  The Deal Work Studio is a 60-minute deal coaching event for your sales team. Spots are filling up quickly, go there now! ========================================= Have you considering bringing Bill or Bryan into your sales retreat or meeting? Send them an email to listener@advancedsellingpodcast.com with the subject line "Come see us" and they'll get back with you! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to j

  • #567: Are You Dabbling in the Right Mindsets?

    #567: Are You Dabbling in the Right Mindsets?

    21/10/2019 Duration: 23min

    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 them. The guys talk about what happens when you dabble and what happens when you can go all in and get truly committed to getting our heads on straight. If you are interested in bringing the guys in digitally, you can sign up for the Deal Work Studio by going to advancedsellingpodcast.com and click on the button in the banner.  The Deal Work Studio is a 60-minute deal coaching event for your sales team. Spots are filling up quickly, go there now! ========================================= Have you considering bringing Bill or Bryan into your sales retreat or meeting? Send them an email to listener@advancedsellingpodcast.com with the subject line "Come see us" and they'll get back with you! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sur

  • Bring Your Deal to the Deal Work Studio

    Bring Your Deal to the Deal Work Studio

    17/10/2019 Duration: 07min

    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 to work with you and your team to review the specific deals you are working on or about challenges your team struggles with? Well, now you can! It's called Deal Work Studio, and you can go to https://advancedsellingpodcast.com and click on the button in the banner to get started.  

  • #566: Deal Work Mistakes

    #566: Deal Work Mistakes

    14/10/2019 Duration: 16min

    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 do Deal Strategy Work internally. They also give you their solutions to this mistakes and how you can avoid them.  What if you could get Bill and Bryan to work with you and your team to review the specific deals you are working on or about challenges your team struggles with? Well, now you can! It's called Deal Work Studio, and you can go to https://advancedsellingpodcast.com and click on the button in the banner to get started. ========================================= Have you considering bringing Bill or Bryan into your sales retreat or meeting? Send them an email to listener@advancedsellingpodcast.com with the subject line "Come see us" and they'll get back with you! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Ad

  • #565: Why You Should be Doing Deal Work at All Times

    #565: Why You Should be Doing Deal Work at All Times

    07/10/2019 Duration: 18min

    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 found that deal working is one of the most valuable components of any coaching or training program. The idea is taking deals that you're in the middle of, and that are not moving at the pace you'd like them to move, and strategizing on what you can do to create more momentum. What if you could get Bill and Bryan to work with you and your team to review the specific deals you are working on or about challenges your team struggles with? Well, now you can! It's called Deal Work Studio, and you can go to https://advancedsellingpodcast.com and click on the button in the banner to get started. ========================================= Have you considering bringing Bill or Bryan into your sales retreat or meeting? Send them an email to listener@advancedsellingpodcast.com with the subject line "Come see us" and they'll get back with you! Looking for more

  • Productivity, Accessibility and Success with David Meltzer

    Productivity, Accessibility and Success with David Meltzer

    30/09/2019 Duration: 21min

    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 of Sports 1 Marketing, David Meltzer.  David shares some great ideas on how salespeople can obtain happiness and success in their profession. He also gives some ways to think differently about success and productivity.  This is one episode you definitely don't want to miss! Learn more about David and get a copy of his books at https://www.davemeltzer.com. If you haven't yet signed up or downloaded The Ultimate Pregame - 7 Steps to Rock Your Sales Calls Every Time, what are you waiting for? It's yours free at ultimatepregame.com! ========================================= Have you considering bringing Bill or Bryan into your sales retreat or meeting? Send them an email to listener@advancedsellingpodcast.com with the subject line "Come see us" and they'll get back with you! Looking for more sales training like this podcast? Download our FREE audio program, Th

  • #563: Getting a Fresh Start

    #563: Getting a Fresh Start

    23/09/2019 Duration: 14min

    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 move locations at his company, but he's starting completely over from scratch and wants to know the best way to approach the situation.  New Manager, new team, new territory and new set of customers. The guys give him some ideas that might give him a leg up when he gets started and some ways to think differently about this opportunity.  If you haven't yet signed up or downloaded The Ultimate Pregame - 7 Steps to Rock Your Sales Calls Every Time, what are you waiting for? It's yours free at ultimatepregame.com! ========================================= Have you considering bringing Bill or Bryan into your sales retreat or meeting? Send them an email to listener@advancedsellingpodcast.com with the subject line "Come see us" and they'll get back with you! Looking for more sales training like this podcast? Download our FREE audio program, The Ult

  • #562: Are Your Unused Assets Holding you Back?

    #562: Are Your Unused Assets Holding you Back?

    16/09/2019 Duration: 18min

    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.  The guys give you a handful of categories to begin to evaluate yourself and help you determine what gifts you might have hiding away or skills you have that go unused. We are all multidimensional creatures with different interests, passions, and skills. Unless we bring our entire selves to the table, we show up sub-optimized. Don't let this happen to you!  If you haven't yet signed up or downloaded The Ultimate Pregame - 7 Steps to Rock Your Sales Calls Every Time, what are you waiting for? It's yours free at ultimatepregame.com! ========================================= Have you considering bringing Bill or Bryan into your sales retreat or meeting? Send them an email to listener@advancedsellingpodcast.com with the subject line "Come see us" and they'll get back with you! Looking for more sales training like this podcast? Download our FREE

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