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

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 years of listening to the podcast and how he has grown his business as a result. Mike was involved in social work and psychotherapy and realized that if he was going to generate income in business, he was going to have to learn how to sell. That's when he found the Advanced Selling Podcast. If you'd like to be in our Spotlight series, send us an email to Listener@AdvancedSellingPodcast.com and in the subject line write, "Spotlight," and we'll be back in touch to get you on the show. We'll be doing this about once a month for the next few months. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcas

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 that will help you get clear about how to communicate your company story to your constituents.  If you're interested in having them coach you on your story, send an email to listener@advancedsellingpodcast.com and in the subject line put Message Makeover. They'll select a handful of people to do a live coaching session to help you get clear on your message. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo. =========================================

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 interview other vendors? As Bill and Bryan have done in the past, they break this topic down into prevention and remedy:  Prevention is what can you do to prevent this from happening again, and the guys give ten points of learning around that. Remedy is what do you do about it if somebody just, "Serves you the papers." They've got a couple of thoughts on that as well. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo. ==================================

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 the sales process. Most of the time it happens in negotiation, the sales process itself or when we need to find other decision-makers to go call on. Bill and Bryan give you some ideas on how to see yourself and your role to help you navigate through this tendency and temptation to self-deflate. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo. =========================================

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 both cases, the guys felt like there was a heightened sense of self-importance that was larger than reality. In this first of a two part series, Bill and Bryan give you some ideas on how you can catch yourself if you start to slip into this "lack of self-awareness" around your role. Part two, coming next week, is about how we often deflate our own self-importance, which is just as equally a problem. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo. ==

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 energy, that will influence your success in professional selling. The guys break down each of these words and talk about what they see when they go into companies and work with high achievers in these two areas.  ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo. =========================================

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 in our co-video mailbag segment. She is a wardrobe and fashion expert, and is trying to figure out how to generate more clients. Bill and Bryan give her some ideas that really anyone who's in sales and trying to generate more engagement with prospects can use. We'd love to hear your feedback on their answers by going to the Facebook fan page and sharing your thoughts! ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo. =========================================

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 customer experience. We all want more referrals and we all want to grow our current client business, but do we do all we can to make that experience with them such that they want to give us more referrals and more money? Bill and Bryan give you six ideas that you can implement almost immediately, with little cost, that will help you rebuild or reconstruct your customer experience. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo. ================================

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 insights that you can use to better hone your skills when you are preparing for a call or a presentation. Aristotle said, "We are what we repeatedly do. Excellence, then, is not an act, but a habit." ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo. =========================================

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 to do with how one brings up the topic of compensation with their manager. Bill and Bryan take this in several directions as they process the compensation question, as well as the avoidance of important issues question. Everybody in their business life has some conversation that has remained unspoken. It needs to be brought out and dealt with. In this episode, we'll help you do just that. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo. ====================

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 instead of telling you what to do, they have some suggestions of things you can do to avoid the problem in the first place, which is always an easier way to problem-solve. Get your pen and paper out for the top seven things you can do starting today to avoid stalled deals! ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

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 Makeover Checklist yet, go to advancedsellingpodcast.com/makeover to download it. Sherri is a Business English Trainer in Berlin Germany who is making the transition away from agencies and starting her own practice. With this new adventure comes new challenges and she is having some difficulty finding new clients. Bill and Bryan give her some tips on improving her online presence and how to get her story to be more compelling.  Have a question? Send it to us at listener@advancedsellingpodcast.com. Want to jump to the front of the line? Do it in a voice memo and send it on. ========================================= Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and reso

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 Brand Makeover Checklist yet, go to advancedsellingpodcast.com/makeover to download it. Sasha is a Dental Practice Marketing Consultant who is looking for more speaking engagements with the end goal of taking on more clients. Sasha's biggest challenge is how to best convey her story to prospects. Bill and Bryan give her some advice on how to improve her message and how to make that message clear in her online channels. Have a question? Send it to us at listener@advancedsellingpodcast.com. Want to jump to the front of the line? Do it in a voice memo and send it on. ========================================= Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. B

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 Checklist yet, go to advancedsellingpodcast.com/makeover to download it. Michael is an upcoming college graduate who has ambitions of being a business owner. The challenge for him is that there isn't a clear path for him to entrepreneurship. Bill and Bryan give him some tips on how he can improve his digital presence and some advice on how to get started on creating his own path. Have a question? Send it to us at listener@advancedsellingpodcast.com. Want to jump to the front of the line? Do it in a voice memo and send it on. ========================================= Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast

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 Makeover Checklist yet, go to advancedsellingpodcast.com/makeover to download it. Mia is a young sales professional in the talent recruiting business. The challenge for her is standing out among the vast number of fellow recruiters. Bill and Bryan give her some advice on how she can distinguish herself in the market and rebrand slightly to attract more clients. Have a question? Send it to us at listener@advancedsellingpodcast.com. Want to jump to the front of the line? Do it in a voice memo and send it on. ========================================= Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group ww

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 sales person who doesn't take no for an answer, and in so doing, can be annoying. Nobody wants to be that person, however some of the training that we've gotten over the years encourages us to do that. But not so today! Bill and Bryan go over some different ways to look at this whole tenacious and overbearing element, and give you some ideas on how to be effective without being somebody that you aren't.   Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

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 actually stop your buyer from buying. This came as a result of one of Bryan's clients asking him what they could do to reduce that buyer friction. Check yourself against this list and see if you're doing any of these things, and if you are, stop right now!  ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

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 a coaching call he had with a brand new client who was struggling about how to combat the resistance, "I don't have money in the budget for this." Bill and Bryan also give you a handful of ideas on how to change your thinking about money, pricing, and economics in the sales cycle. Bring your pen and notepad to this episode! ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

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. - Bill and Bryan also share some thoughts and strategies on how to NOT react emotionally in most scenerios. Remember, August is MAKEOVER MONTH so if you want to be considered for our live makeover, send as email to listener@advancedsellingpodcast.com and tell us about yourself and your goal of personal branding makeover.  ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

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 personal brand really matter? And, how do I align it with my company brand? Bill had a situation with a current client where the VP of sales was intrigued about the concept of personal branding, rightfully so. It should be on every sales manager's and every salesperson's radar right now. If your in B2B sales, your personal brand really does matter, so how do you build it? In this episode Bill and Bryan give you a handful of tactics that can help you begin to build your personal brand and turn it into revenue. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sale