Explore every episode of the podcast The Advanced Selling Podcast
| Title | Pub. Date | Duration | |
|---|---|---|---|
| Mid-Year Check-Up: How to Finish 2025 Strong | 08 Jul 2025 | 00:19:43 | |
Bill and Bryan tackle the crucial mid-year evaluation every salesperson should be doing right now. With two quarters behind us and a time-compressed second half ahead (thanks to holiday season), they break down practical strategies for looking backward and forward to maximize your year-end results. Perfect timing for sales professionals ready to make strategic adjustments and finish 2025 on a high note. Don't forget to join the LinkedIn group at advancedsellingpodcast.com/linkedin and mark your calendar for the July 11th Insider session on High Value Conversion Systems! ================================= Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join now. ================================= Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| Let Structure Set You Free | 02 Jul 2025 | 00:13:29 | |
In this episode, Bryan unpacks a counterintuitive truth: the more structure your sales team has, the more freedom they gain. As markets grow more competitive and buyers become increasingly digital-savvy, a well-crafted sales playbook isn’t just helpful. It’s essential. Bryan explores how playbooks streamline the sales process, remove friction, and empower reps to focus on selling, not scrambling. He also discusses how discipline creates efficiency, how to overcome buyer inertia with a step-by-step approach, and how AI can help companies without a playbook get started fast. Advanced Selling Podcast Listeners save $200 on Huddle tickets purchased in July 2025 with discount code SANTA: https://wl.seetickets.us/event/Huddle-Sales-Leadership-Summit-Connect-25/628954?afflky=HuddleSalesSummit Curious about certification in the Blind Zebra Sales Operating System? Learn more here. And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| The Death of the Decision Maker: How Buyer Behavior is Reshaping Sales | 27 May 2025 | 00:19:31 | |
Bill and Bryan continue their deep dive into evolving buyer behavior with some eye-opening insights that challenge conventional sales wisdom. In this episode, they tackle the myth of "the decision maker." They explore how buying by committee has become the new normal and why your traditional one-to-one sales training might be preparing you for a world that no longer exists. The guys also discuss the critical importance of elevating the buyer experience beyond just data dumps, why price objections aren't as prominent as they used to be (and the generational factors behind this shift), and how successful salespeople need to paint a clear picture of transformation rather than just making promises. Whether you're struggling to navigate complex buying committees or wondering why your data-heavy presentations aren't closing deals, this episode offers strategies for adapting to today's buyer reality. ================================= Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join now. If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin. =================================
Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| #788: Removing the Guesswork from Sales | 11 Mar 2024 | 00:22:28 | |
Accurate sales forecasting is a consistent struggle for many organizations. In this episode, Bill and Bryan dive deep into the root causes behind this prevalent issue. They explore how leadership's pressure for inflated pipelines can lead to inaccurate forecasts, as well as the inherent unpredictability of human nature that impacts both buyers and sellers. The guys discuss the importance of extreme objectivity in the sales process, addressing lagging closed dates and the need for a true partnership mindset between buyers and sellers. Struggling to design a sales compensation plan that actually works? Check out Xactly, xactlycorp.com, and see how their AI-powered platform can help optimize your commissions, motivate your team, and drive growth - be sure to mention The Advanced Selling Podcast! ================================= Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today! If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin. Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com ================================= Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| Can Sales and Marketing Co-exist? | 17 Apr 2008 | 00:13:40 | |
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 sales and marketing people can work together...productively. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| Ego In The Way? | 15 Apr 2008 | 00:09:00 | |
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 think there are several questions you should ask in the sales process. But you won't be able to if you have your ego out of balance. In this episode, Bill Caskey and Bryan Neale give you several questions you should ask and give you a way to get the rest of the questions via email. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| Selling to the Large Account | 20 Mar 2008 | 00:10:50 | |
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 is a start of how to begin thinking about your pursuit of the large account. Bill Caskey and Bryan Neale talk about pursuing the large account. You can also go to google video and search on Advanced Selling Podcast to see the video version of this. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| What Customers Expect From Salespeople | 17 Mar 2008 | 00:24:04 | |
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 value from vendors. George works in the pharmaceutical industry, however much of what he has learned is directly applicable to sales of any kind. He also talks about the sales person of the future—and what attributes he/she will have. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| How to Influence Another Person | 05 Mar 2008 | 00:14:13 | |
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; 2-How to "get" someone to call you back; 3-How do you handle it when you are selling an off brand? They spend a few minutes on each question--and of course, a few minutes trying to bring humor to the episode. You can also see this episode on YouTube. Go there and search on "Advanced Selling Podcast." Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| The Gender Question: Should You Change How You Sell? | 26 Feb 2008 | 00:18:38 | |
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 gender approach to selling. Being a woman in sales, she gets this question all the time from both her male and female clients. She also introduces the podcast audience to a new endeavor that will interest half the people who listen! Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| Selling Your Way to the White House | 11 Feb 2008 | 00:13:24 | |
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 communicationstyles of those running for president and bring us some lessons in substance and style that we can use in our effort to generate sales. While this is not an episode with a specific political slant, it takes issue with MOST politicians and how they communicate their message. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| Ask Caskey Teleseminar Preview | 31 Jan 2008 | 00:15:44 | |
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 this podcast we take one of the most common sales problems—how to keep the prospect excited—and keep things moving. And also we give our podcast listeners a preview of a One Hour Teleseminar we're doing on February 7 at 1:00PM EST. Go to www.askcaskey.com to find out more. And listen to this podcast so you'll get the answer to the question—and get a sample of how this teleseminar can help you. Oh, by the way, the telseminar is free. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| What To Do When A New Buyer Takes Over | 21 Jan 2008 | 00:11:51 | |
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 sales training doesn’t really address the seriousness of the issue. But Caskey and Neale do on today’s episode of The Advanced Selling Podcast. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| To Quote Or Not To Quote | 14 Jan 2008 | 00:11:23 | |
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’ process, we do realize that sometimes you must play the game that way. “To quote or not to quote” that is the question. Bill and Bryan deal with this at length in this podcast. There are a variety of circumstances that dictate your reaction—and they give you some guidelines during this cast Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| #787: Motivating Beyond Money | 04 Mar 2024 | 00:19:05 | |
In this episode, Bill and Bryan discuss best practices for motivating sales teams through compensation. The guys explain why overly complex commission structures often backfire by eroding trust between sales reps and management. They share real world examples of commission plans gone wrong, and advise simplifying compensation to focus on customer needs instead of maximizing rep pay. They also emphasize striking a balance between company goals and rep motivations. Listen for tips on creating commission plans that incentivize integrity and service. Struggling to design a sales compensation plan that actually works? Check out Xactly, xactlycorp.com, and see how their AI-powered platform can help optimize your commissions, motivate your team, and drive growth - be sure to mention The Advanced Selling Podcast! ================================= Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today! If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin. Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =================================
Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| Handling Sales Conflict | 20 Dec 2007 | 00:13:54 | |
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 it’s wrong. If you mess this up, you’ll lose rapport. If you handle it right, you can get past it and move on. Caskey and Neale talk about being right versus being rich. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| Funny Stories | 13 Dec 2007 | 00:10:20 | |
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 experiences as salespeople. They take you through their own personal TRUE stories that many of you will likely relate to and hopefully can laugh about. Be ready to send them your story after you hear theirs. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| The 2008 Sales Manager Growth Kit | 06 Dec 2007 | 00:17:55 | |
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-sufficient. This podcast gives you five things you can do immediately to help you growand help your team grow as well. If you’re struggling to grow your team, then maybe you’re looking at it all wrong. This podcast will help change your mind—just a little. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| The Inner Game Behind The Sales Process | 29 Nov 2007 | 00:19:40 | |
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't matter what process you use: Miller Heiman, SPIN, PSS, Sandler - Bill and Bryan's philosophies shared in this episode can dramatically change your results. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| Repurposing Content | 20 Nov 2007 | 00:16:04 | |
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 a new strategy that you can use to help bolster leads—and help you generate marketing content from your intellectual capital.One of the perspectives here is you must stop acting like a sales person—and start acting like a business owner/marketer. Begin thinking of yourself as a “go to resource” for solutions.If you can get there mentally, this podcast will make tons of sense. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| The Multi-Million Dollar Deal | 08 Nov 2007 | 00:17:33 | |
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 happen often. This week's sales training podcast is an interview with Brooke Green, one of our consultants who recently coached one of her clients helping them win a multi-million dollar deal. Brooke talks about what went into the coaching and how it might help listeners who have large accounts they are pursuing. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| The Sales Force Of The Future | 01 Nov 2007 | 00:13:58 | |
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 – googlization – commodity pricing – readily available information on the web - etc.So we went out and looked for someone who had studied this from the perspective of: what do customers want from the seller? We found Ben Ball (Senior VIce President, Dechert-Hampe & Co.).So in this interview, you’ll hear what his study told us about what the sales person of the future might look like – act like. Sales managers/leaders: listen carefully. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| Proposals | 25 Oct 2007 | 00:16:34 | |
Bill Caskey and Bryan Neale share a "how to" for proposal writiing and discuss what components every good proposal should (and shouldn't) contain. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| Mental Rocks | 18 Oct 2007 | 00:15:04 | |
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 be successful. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| For Sales Managers Only | 10 Oct 2007 | 00:18:51 | |
This is the initial voyage of the Sales Managers episode which we’ll releasethe first Thursday of the month. If you’re not a sales manager, forward this on to those appropriate for this.The premise for this episode is that most sales teams don’t work - or at least they aren’t optimized. We’ll talkabout how to look at, and assess, your sales team so you know where to focus your attention – and how to grow your business. This is for Sales VP’s, Sales Managers, Regional Managers or anyone who manages/overseesa sales team. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| #786: Thinking Outside the Sales Box | 26 Feb 2024 | 00:23:07 | |
In this episode, Bill and Bryan discuss some of their unconventional and counterintuitive sales tactics that go against the grain of traditional sales training. They talk about focusing on quality over quantity in your sales pipeline, how more income doesn't necessarily require more work, keeping your intentions pure when prospecting, and how transforming your mindset is key to boosting your sales and income. Tune in for a fresh perspective on selling that challenges sales coaching orthodoxy. ================================= Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today! If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin. Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com ================================= Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| Closing Skills 2007-10-02 | 02 Oct 2007 | 00:13:01 | |
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 addressThe issue of closing skills in this podcast – yet they don’t address it in the traditional way. In fact, they lay to rest - hopefully forever – the idea that by delivering certain techniquesyou can “get someone to make a decision.” That’s not the way it works – and to reinforcethose worn out sales tactics does you more harm than good. This podcast will rewire your sales mind a little – which will allow you to operate from a different mental position when getting decisions. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| Stick To Your Sales Process | 20 Sep 2007 | 00:13:11 | |
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 the money – that he should control the sales process. But the fact is, he shouldn’t. You should control it. And in this week’s episode of the Advanced Selling Podcast, Bryan Neale and Bill Caskey tell you exactly how to do that. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| Money Scripts | 11 Sep 2007 | 00:17:06 | |
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'). Well, this one just might be. Bill and Bryan talk about the importance of money in how you earn and how you price your services. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| Eikenberry On Leadership | 05 Sep 2007 | 00:19:26 | |
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 podcast if you are a sales leader/manager or have any inclination to be one someday. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| China Import Problem | 22 Aug 2007 | 00:13:22 | |
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 listen to this, think about how you would modify your sales approach if you were to compete against low priced competitors. This applies to sales professionals who don't just compete against off shore vendors - but to the vendor right down the street as well. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| Determining What Will Make Your Prospect Say Yes | 06 Aug 2007 | 00:16:45 | |
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 Brooke Green deals with exactly how to do that. Most sales strategies forget about that very thing - how to understand the compelling reasons a prospect has for changing. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| Old Selling Vs. New Selling | 27 Jul 2007 | 00:22:10 | |
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 andBryan Neale discuss some of the many differences between the old and new way ofselling. It's a good gut-check to see if you slip back in to old beliefs and tacticswhen you're in pursuit of a sale. Use this episode in your sales training sinceit addresses some of the core problems today's sales professional faces. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| How Often to Follow Up | 23 Jul 2007 | 00:15:08 | |
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 Neale read a letter from a listener who is concerned with how persistent he should be toward the end of the deal. You see most sales strategies are built on the premise of 'convince and persuade.' And with that misaligned orientation, the sales professional sometimes pushes too hard in an effort to close the sale. This episode has many tips and good ways to follow up with your prospect--in a way that won't push them away. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| When Your Ideas Stick, People Buy | 08 Jul 2007 | 00:14:09 | |
In this week's episode of the Advanced Selling Podcast, Bill Caskeyinterviews a special guest, Dan Heath, the author of theMade to Stick. He joins us today to sharehis insights on helping OTHERS understand your ideas and helping YOU communicate them better. It seems in most sales training, we talk about communication skills, but spend little time talking about the thinking behind communicating ideas. Dan has researched why/how some ideas stick and others don't. And since professional selling revolves around how compelling you make your ideas for the prospect, Dan was the perfect guest. These are skills that you can learn and apply immediately to your sales strategies to help increase sales. Make sure to go buy Dan's book, Made to Stick. Why Some Ideas Survive and Others Die. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| How Do I Handle This Crazy Situation? | 21 Jun 2007 | 00:17:31 | |
In this week's episode of The Advanced Selling Podcast, Bill Caskey andBryan Neale answer those "what do I do when?" questions that salesprofessionals have every day. This is an episode that helps sales people newand old who are curious about what to do in certain situations.Business-to-business sales training and development isn't always about"theory." Sometimes it's just about practical advice. This episode will helpyou to say and do the right things in those places where your deal might beon the line. Sometimes just a third party--like Caskey and Neale--can shedjust enough light on a subject to give you a new way to think about oldproblems. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| #785: Mid-Quarter Checkup on Your 2024 Goals | 19 Feb 2024 | 00:20:09 | |
We're about 6-7 weeks into the new year. How are you tracking against your 2024 goals so far? In this episode, Bill and Bryan discuss the importance of taking inventory and making any necessary course corrections at this stage. Learn tips on capitalizing on a strong start or regaining momentum from a slower beginning. They'll also cover the power of consistent behaviors and starting small to build sustainable growth. Whether you're firing on all cylinders or need a spark, this timely mid-quarter checkup will get you focused on finishing 2024 strong. ================================= Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today! If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin. Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com ================================= Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| Income Inequality--How You Can Be At The Top End of the Income Scale | 14 Jun 2007 | 00:22:10 | |
In today's podcast, Bill Caskey and Bryan Neale address the New York Timespiece on Income Inequality--and how sales professionals are in the rightspot to be at the correct end of the income spectrum. They address the corecompetencies of the "top one percenters" (those who earn over$340,000/year)--and where to go to get that training. This sales podcast isa good way to check your own skills in the entire domain of business--notjust selling. This podcast will expand your thinking about your self, yourfuture and the possibilities that exist when you grow your skills. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| Jump Starting Stalled Deals | 04 Jun 2007 | 00:19:29 | |
In this week's episode of the Advanced Selling Pocast, Bill Caskey andBryan Neale discuss stalled deals. A lot of salespeople find themselves stuck in the middle of a deal, where they have thepotential buyer interested in their product orservice, but they can't seem to close the deal. Have no fear, Bill Caskeyand Bryan Neale are here to help you jump startthose stalled deals with their innovative techniques and tips. This willhelp sales people of all levels spend time closingmore deals instead of wasting their time and money on a deal that isn'tgoing anywhere. Don't miss it. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| The First Step in Mastering The Inner Game of Selling | 25 May 2007 | 00:15:22 | |
In this episode of the Advanced Selling Podcast, Bill Caskey and BryanNeale address the mental side--inner game--of sales. "How you thinkdetermines how you act" is one of our favorite sayings. And Caskey and Nealediscuss new possibilities in thought which will immediately change yourbehavior--and ultimately, your results. Want to be massively successful insales or business? Then, this is one of the most critical pieces ofinformation you need to learn in order to become great. For you salesmanagers, forward this on to every one of your people--and use your nextsales meeting to discuss your opinions on this piece. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| The Economic Buyer | 18 May 2007 | 00:15:30 | |
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 challenges for sales people is "selling to groups."The bottom line is that everyone in the group MUST be on the page. However, the economic buyer (the person in charge of money) is one most likely to have their own style of buying that may or may not match up with yours. Bill and Bryan give you new ways to think about these problems that come up over and over to help the economic buyer get away from the price page, and onto everyone else's page. This is a very crucial part of the selling cycle that can make or break most deals. If you want to call in and have your question answered by Bill and Bryan, call 317.722.6299. Use your first name only. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| The 5 Sales Training Lessons You NEVER Should Have Learned | 27 Apr 2007 | 00:17:39 | |
Ever wondered if the sales training you're getting was actually the bestavailable? Or whether what you were learning was actually making you better?In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the mistakes that sales trainers make that mess up sales people and how they sell. Have no fear though--if you findthat you are a victim of 'sales training malpractice,' Bill and Bryan haveplenty of tips to get you on the right road to better selling. This is an eye opening episode that you don't want to miss. Also, email us atlistener@advancedsellingpodcast.com if you want to be considered for our onehour coaching call. We'll then take the best of those private calls and putin a podcast episode. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| What You Should Look For In The Sea of Conversation With Your Prospect | 20 Apr 2007 | 00:16:19 | |
In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the knack of having good, truthful conversationswith your prospect. What should you listen for? How can you find the heartof their problems and reasons for buying? Listening should be a big part ofany sales strategy consequently, they discuss how much sales people shouldtalk, and how much they should listen. Bill and Bryan act out (they'realways acting out) these teachings, so that you can apply them to yourselling strategies immediately. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| How to Conquer Call Reluctance--Once and for All | 12 Apr 2007 | 00:16:24 | |
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 generate is from calling on new prospects. Even though those first phone calls are some of the most dreaded parts of sales, they CAN be mastered. And like we say, 'make your biggest weakness your biggest asset' and watch success ensure. The mind is telling you something if you have fear. It tells you "you aren't looking at the situation "correctly." Caskey and Neale help you change your thinking around these aspects of sales so the "phobia" evaporates.Don't believe us? Listen and see! Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| Dealing with Inner-Office Competition | 30 Mar 2007 | 00:13:21 | |
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 when the other sales people in your office start to single you out because of your success. This is a really interesting discussion that helps you reflect on your "inner game" and helps you to continue to sell more and become more successful. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| The Changing Face of the Professional Salesperson | 22 Mar 2007 | 00:15:17 | |
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 profession of sellinghas changed in the last 10 years. His answers may surprise you. And theywill definitely enlighten you. If you know how selling has changed, then you'll be better equippedto change, intelligently, with it. Intelligent change will give you thestrategy and insight needed to grow your revenue. After the interview, Billand Bryan Neale talk about what you can do to start changing your approachwith your customers, which will keep you running at your peak sales level. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| Time Optimization | 03 Mar 2007 | 00:17:49 | |
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 hours in the day/week and year. How you use those hours are at the core of how successful you are.For example, have you ever thought about how many hours/year you could save if you could communicate your message better to your prospects?This is a fast moving--lightning round type of podcast, where Caskey and Neale go through some systemic ways to improve your time management--and the production you get from the hours you spend. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| #784: Inner Reflection for Outer Connection | 12 Feb 2024 | 00:22:39 | |
In this introspective episode, Bill and Bryan discuss the importance of being aligned with your true self in order to build rapport with others. They talk about examining your own limitations, beliefs, and patterns of self-sabotage that may be holding you back from living your purpose. Bill shares how it's difficult to love others if you don't love yourself first. Bryan stresses the importance of telling yourself the truth and not beating yourself up. The guys also recommend the book "Love Yourself Like Your Life Depends On It" by Kamal Ravikant for anyone struggling with low self-worth. Tune in for an insightful discussion on getting in touch with your authentic self in order to improve relationships and success. ================================= Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today! If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin. Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =================================
Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| Sales Scenarios | 22 Feb 2007 | 00:17:57 | |
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 some fresh ideas for solving old problems. Don't miss it. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||
| Sales Professionals: Optimize Your Time. Optimize Your Life. Part II | 08 Feb 2007 | 00:14:19 | |
This episode of The Advanced Selling Podcast is the second in a series that began last week. In this episode Bill and Bryandiscuss your “comfort zone.” We all are very aware of what is inside and outside of our comfort zones. Bill and Bryan want you to step just a little bit outside of that comfort zone; to what they call, “the warning zone”. In the "warning zone" your mind is telling you that you are somewhat uncomfortable in the situation you're in. One of the best ways to step out of your comfort zone is to talk about money right off the bat. Get your price on the table so that during the first meeting you will know if there is any reason to proceed after this call. The lesson here is: stop wasting time trying to sell them something that they can’t afford--or don't want to afford. After that, you can slowly build more confidence doing other things outside of your comfort zone, thereby creating a larger comfort zone, which will enable you to achieve more during a sales call. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider | |||