The Advanced Selling Podcast

Send us Fan Mail Do you know the impact cursing has on your sales calls? In this special Opinions vs Reality episode, Bryan and Bill are joined by the hosts of Reveal: The Revenue Intelligence Podcast, Devin Reed and Sheena Badani. The guys give their best opinion on whether cursing hurts or helps the sale and then Devin and Sheena give them a hint on whether they are right. To listen to the Reali...

Send us Fan Mail In this episode, Bill and Bryan talk about how to keep your sales process from getting stuck as you head into the center of it. This usually centers around people and processes not behaving properly. The guys give you some clues on what's going to help you navigate when you are stuck in the middle.  ========================================= The Insider program is open for enr...

Send us Fan Mail We recently did a poll with our LinkedIn group to find out what topics were of the most interest to you. The number one response was “how do I keep myself from getting stuck somewhere in the sales process?“ We decided to break it down into three areas, beginning, middle, and end. Today’s episode is on the beginning of the process. Bill and Bryan give you tips on how to avoid getti...

Send us Fan Mail The topic of coaching seems to be on a lot of people's minds today. But there are two ways to get coaching: one is in a one-to-one environment and the other is in a small group assembly. Today, Bill and Bryan go through what a small group coaching environment might look like, some pros and cons, and some tips if you are considering starting your own small group. The Insider p...

Send us Fan Mail In this episode, Bill Caskey and Bryan Neale address a LinkedIn post that came from Jeffrey. D where he talked about the role automation and AI has in the sales process. We did an episode a few weeks ago on automation, but here they dive a little bit deeper. The guys give you some other ways to think about how to use AI in your process without taking away the emotion that comes fr...

Send us Fan Mail In this episode, Bill and Bryan answer a question from Karen B. about the "Omnichannel approach" to personal marketing and brand building. The guys dish out a couple of suggestions for you on ways to build your brand using a multi-channel approach without driving yourself nuts. ========================================= If you're not part of our ASP Insider, go to ht...

Send us Fan Mail Bill and Bryan discuss sensitive topics in this week's episode. These topics all start with questions like, "What is enough? What does success mean for me? How hard do I have to work to achieve it?" The guys riff on ways you can ask yourself these questions and come up with good answers that apply to you. ========================================= If you're not...

Send us Fan Mail You just made a new connection on LinkedIn that would be a great prospect, is it too soon to reach out? In this episode of The Advanced Selling Podcast, Bryan Neale and Bill Caskey take on that very listener question from Jean-Pierre in the Netherlands. Too soon and you could ruin a connection, too late and you could miss an opportunity.  Bill and Bryan give some thoughts on this...

Send us Fan Mail In this episode all about mindset and mentality, Bill and Bryan reveal some of their struggles with certain aspects of how we think. If you'd like to get more tactical in this area of Mindset, we invite you to join us on Friday, August 6 for our ASP Insider program. We will dive much deeper into how we can improve our mindset and our thinking to succeed wildly in the world. G...

Send us Fan Mail On this episode of the Advanced Selling Podcast, Bill and Bryan give you the eight- plus questions that, depending upon the circumstance, you need in your question bank. These questions are generic in nature, but would apply to virtually any B2B sales meeting scenario. If you aren't using these, you are really missing out on finding the prospect's real pain. ============...

Send us Fan Mail On this episode of The Advanced Selling Podcast, the guys give you a preview of a recent webinar call "6 Months of Sales Momentum." They discuss the upcoming 6 Months of curriculum inside The ASP Insider Membership group and how you can jump-start the last half of 2021.  To join the group, go to http://advancedsellingpodcast.com/insider ==================================...

Send us Fan Mail Bill and Bryan on the road going to a sales meeting with one of their clients, which made them think of a good episode topic, "how should I prepare for a sales meeting?"  The guys discuss the proper framework for a sales meeting, a presentation, or a speech at an event. This episode was recorded live on-site in Durham, NC at an ASP listener sales conference, so they deci...

Send us Fan Mail In our last ASP Insider session, we discussed the concept of detachment and how it’s a secret element of empowerment for sales professionals. On this episode, we take three questions that came from insiders that we did not have a chance to answer during the program. We wanted to share some of these with all of our listeners. To save you spot for our FREE "6 Months of Sales Mo...

Send us Fan Mail What is your morning routine? And does it prepare you for anything? In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale interview Benjamin Spall, author of a book titled "My Morning Routine: How Successful People Start Every Day Inspired." Benjamin interviewed more than 60 successful people to find out what their morning routines are...

Send us Fan Mail In this episode, Bill and Bryan go a little bit deeper into the concept that they have found is the most helpful for their coaching clients when it comes to growing their income. You’ve heard the guys talk about it before: Detachment. The July 9th ASP Insider training is a much deeper dive into ways you can become detached so you can experience a heightened potential in your futur...

Send us Fan Mail In this episode, sales trainers, Bill Caskey and Bryan Neale address a common question that they get from salespeople who are required to make hundreds of cold calls a week, "I'm sick and tired of cold calling and I can't keep doing it any longer." The guys go deep into the psychology of cold calls and discuss the need to find other methods of prospecting that...

Send us Fan Mail In this episode, Bill and Bryan talk about a topic that came from one of our ASP Insider members. He was wondering how he could bump his income without needing to find an enterprise sales position and having to travel all over the country. The guys discuss some psychological concepts to money and the idea of how our beliefs limit our income. =======================================...

Send us Fan Mail What should you do when your Sales Manager doesn't do things the way you would do them?  Bill Caskey and Bryan Neale address a question from the CoVideo mailbag from a listener, who brings up how his manager makes demands on him, referring to a very specific scenario. Bill and Bryan take this question a little bit broader to the notion of how do you manage your manager if tha...

Send us Fan Mail We are in a new world, and it’s been said frequently that we must change our thinking about that new world so that we can succeed in it. In this episode, Bill and Bryan discuss changes you need to make in your thinking and skillsets if you are to flourish with all the new rules of virtual business. ========================================= Have you joined our ASP Insider Program y...

Send us Fan Mail Have you ever wondered how you can differentiate yourself in the sales world? In this episode of The Advanced Selling Podcast, Bill and Bryan talk with John Lefler, the outbound Sales Manager at cardsdirect.com. John gives some ideas on how you can use greeting cards to be unique in your market. ========================================= Have you joined our ASP Insider Program yet?...

Send us Fan Mail In this episode Bill and Bryan share a conversation they had prior to recording where they realized this massive job shift chaos is occurring in businesses around the world. The guys give some ways to handle the tsunami from both the VP of sales/sales leader standpoint and the sales professional standpoint. If you are getting restless in your current career, it’s not unusual at al...

Send us Fan Mail Is discipline really necessary in professional selling today? On this episode of the Advanced Selling Podcast, Bill and Bryan bring some alternative ideas about discipline and the art of accountability. The question they have is: is discipline really the problem? Or is there something deeper? They guys discuss the deeper motivations inside all of us and how we might look at discip...

Send us Fan Mail This question comes from our ASP LinkedIn group. Liz asks, "what is the best way to communicate her value to prospects when they may not want to hear it straight on?" Her messaging is about a product that is a little sensitive to people and she feels like they become resistant too quickly. The guys give some ideas on how she can rework her messaging to make it more effec...

Send us Fan Mail Are you to passive or too aggressive? How you get right in the middle? In almost every sales process there is, "Controlled tension." This happens when there is stress around who's controlling the process, you or the prospect. The reason you should be in control is because you have the solution, but the prospect thinks they should be in control because they have the...

Send us Fan Mail On this episode, the guys take questions from the LinkedIn group, one of which is "how do you handle it when a key influencer leaves the buying team?" The second question is "how do you navigate through 'off-the-shelf' solutions when you are a custom solutions provider?" We will start taking more questions from our LinkedIn group so if you’re not alre...