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

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 ride along can be.  They'll share tips for salespeople and sales managers to make a ride along meaningful, not stressful. Veteran sales trainers Bill Caskey and Bryan Neale identify how salespeople should structure the ride along and leverage their manager to build rapport. They also provide insight into the best way a sales manager can evaluate, coach and contribute in this process. Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

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 Advanced Selling Podcast, Bill and Bryan discuss ways you can infuse your sales philosophy into people around you. From leveraging resources to creating informal groups of like-minded people, veteran sales trainers Bill Caskey and Bryan Neale will help you spread the word beyond your own company. Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

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 ideas for how to infuse your company with the ASP sales culture. If you are a regular listener, you understand the principles of abundance, detachment and mindset. Now it’s your turn to share how you think with others. In this episode of the Advanced Selling Podcast, Bill and Bryan will help you build momentum for your approach and bring everyone onto the same page. Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

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 fire ways to underperform in your role. What are the differences between blowing out your sales expectations and blowing them up?  It starts with philosophy, messaging and embracing your role. In this week's episode of the Advanced Selling Podcast, Bill and Bryan bring clarity to what is takes to be a high-achieving, successful sales professional. Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

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, Bill and Bryan share the reasons why fulfillment is the most important aspect in high-performance sales. As a salesperson, you'll learn how to motivate yourself and create your own fulfillment. As a sales manager, you'll hear tactics for keeping your entire team fulfilled. Veteran sales trainers Bill Caskey and Bryan Neale offer expert recommendations to change the way you achieve excellence in sales and sales management. Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

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 ask listeners to start thinking about their clients in terms of relationship value. It's the technique high-performing salespeople use to turn clients into raving fans. Veteran sales trainers Bill Caskey and Bryan Neale will share ideas you can implement to think about your client relationships at a higher level. Avoid being lulled into a transactional mindset, embrace a relationship mindset instead. Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

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 strategies to evaluate your current mindset, update your thinking and change your sales beliefs. As you shape your outlook for the new year, you'll need to think hard about your role as a sales professional. Get this wrong and everything else will be wrong too. In this week's episode of the Advanced Selling Podcast, Bill and Bryan share examples from their clients and questions from podcast listeners to help you get perspective on your sales mindset. Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group here http://advancedsellingpodcast.com/linkedin and you can always give us a call at 317.575.0057 ext. 10.

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 traveling or celebrating the holidays with loved ones.   Don’t forget to tell us what you think about it too— join the LinkedIn Group here http://advancedsellingpodcast.com/linkedin or call the rant line: 317.575.0057 ext. 10.   Want more sales training like this?  Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.   Here’s to you in 2015!

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 traveling or celebrating the holidays with loved ones.  Don’t forget to tell us what you think about it too! Be sure to join the LinkedIn Group here http://advancedsellingpodcast.com/linkedin or call the rant line: 317.575.0057 ext. 10.   Want more sales training like this?  Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.   Here’s to you in 2015!

There's nothing positive about cancelled appointments. Every salesperson has to deal with them. Veteran sales trainers Bill Caskey and Bryan Neale share super simple techniques you can use to prevent and manage cancelled appointments. How can you learn to trust your gut? Is it okay to push back? Does your time matter? In this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss whether cancellations are more common in certain industries. They'll uncover the warning signs prospects give. Finally, you'll understand how an upfront approach can help you win with prospects before and recover after a cancelled appointment. Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group here http://advancedsellingpodcast.com/linkedin/ or give us a call 317.575.0057 ext. 10. 

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 episode of the Advanced Selling Podcast, Bill and Bryan provide five self-assessments that can reveal your true sales performance. No matter your level of success this year, your ability to adequately self-assess will have a direct impact on your 2015 strategy. Veteran sales trainers Bill Caskey and Bryan Neale cover techniques for evaluating your mindset, technical skills and sales processes. It's the sales review you've been wishing for your entire career.  Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group here http://advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

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 excuse to take a breather? Veteran sales trainers Bill Caskey and Bryan Neale share ideas for making the most of the holiday season. In this episode of the Advanced Selling Podcast, Bill and Bryan discuss planning strategies, deliver December's most important outbound sales technique, share the best sales gifts to give yourself and unveil the easiest way to be welcomed into the office of any client or prospect. Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group here http://advancedsellingpodcast.com/linkedin/ or give us a call 317.575.0057 ext. 10. 

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 person wins 100% of the time. By sharing lessons learned from failure, veteran sales trainers Bill Caskey and Bryan Neale demonstrate the power in growing from your mistakes. It doesn't matter if it’s gimmicky sales tactics, overconfidence or just plain bad luck that causes the failure. What truly matters is embracing the negative situations or outcomes and developing a process to avoid repeating the same mistakes in the future.  Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group here: http://advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10. 

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 competition. In this episode, veteran sales trainers Bill Caskey and Bryan Neale share six examples of precision selling techniques. From planning and preparation to language and mindset, you'll learn what you need to reach your peak selling abilities.   Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.   Also, be sure to join the LinkedIn Group here http://advancedsellingpdocast.com/linkedin/ or give us a call 317.575.0057 ext. 10.

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 around in your head and sneak up to scare away a perfectly good sale? Veteran sales trainers Bill Caskey and Bryan Neale shine the light on limiting beliefs. In this episode, you'll understand that everyone deals with their own set of limiting beliefs. You'll hear examples of some of the most common ones in sales. Finally, you'll learn tactics for confronting these limiting beliefs and ways to shift your mindset into a positive state. Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group here: http://linkd.in/1tQOWoZ or give us a call 317.575.0057 ext. 10.

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 past? Not getting the outcomes you desire? Modern sales behavior is all about quality over quantity. Bill and Bryan share the present-day tactics you need to reach new prospects. The end of the year is approaching. Don't mail it in. Use these modern sales behaviors to sprint to the end and leave your competition in the dust. Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join our LinkedIn Group by clicking here or give us a call 317.575.0057 ext. 10.

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 asking these types of questions, you end up solving the wrong problems. There's no way to fix it with sales tactics or tools. In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale share the one question you should be asking yourself. They'll examine the behaviors that could be sabotaging your sales success and the ways you can overcome them. Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group here or give us a call 317.575.0057 ext. 10.

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” on every first sales call. When you hear these, they may sound obvious. Obvious, but seldom executed. You can also go to the LinkedIn group and comment on what you do on the first call.  Be sure to join our LinkedIn Group! It's a great place to start discussions and interact with other members of the Advanced Selling Podcast Community. Click Here To Join. Visit our website at http://advancedsellingpodcast.com. There you can signup for our newsletter and download lot's of free resources.  You can also call us at 317.575.0057, ext. 10.    

Well, now it’s no surprise to you what GOMA stands for. In this episode, we talk about three more characteristics of what would be a more helpful sales forecasting approach. The sales pipeline meeting can be high-drama but it really shouldn’t be. If you’re a sales leader/manager, or a sales person, listen as Bill and Bryan share with you three new tools/attitudes to learn so that sales forecasting is what it should be - a true resource designed to help you grow your business.    Be sure to join our LinkedIn Group, Click Here to Join!   Visit us at http://advancedsellingpodcast.com, there you can signup for our newsletter.   You can also call us, 317.575.0057 ext. 10

Everyone’s gut starts churning when word comes out that we’re having a “pipeline meeting.” In this episode, Bill & Bryan role-play what that sales meeting sounds like when you have to review your pipeline with your manager. And what the manager hears when you speak. Sometimes, it ain’t pretty :)   Seriously, forecasting/pipeline review is important. But are we doing it in the right way? Moreover, are we ‘thinking' about it in the right way? The hosts say, “NO!”   This is the first of a two part series on this topic.    Be sure to join our LinkedIn Group, Click Here to Join!   Visit us at http://advancedsellingpodcast.com, there you signup for our newsletter.   You can also call us, 317.575.0057 ext. 10