The Advanced Selling Podcast

Send us Fan Mail On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale continue the listener mailbag series and take a call from Scott in Louisville who asks how to use LinkedIn better for his not-for-profit. Bill and Bryan address the changing dynamic that is LinkedIn and how to see it as not just a connection tool but also a content publishing platform. They also give him...

Send us Fan Mail On this weeks episode Bill Caskey and Bryan Neale address a question that came in from a listener, "how much automation should I design into the sales process?" The guys each give some examples of good automation and bad automation so that you can determine how much more efficient you can be with technology. ========================================= Have you joined our A...

Send us Fan Mail On this "Best Of" episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Brayan Neale sit down with a long time friend, Bryan Gray, Author and CEO of Return Path Group. They discuss the buyer's brain and how their thinking affects the sales process. Do you know how to get the limbic and reptilian brain to pay attention in any buying decision...

Send us Fan Mail Being savvy with lead generation does not mean throwing up tons of content on tons of platforms. It means being much more mindful and intentional about how to craft your message so that you catch people where they are in the consideration process. Very important for sales people to understand that today. You have to be part seller, part marketer. ==================================...

Send us Fan Mail In this week's episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale share with you phrases and jargon that should never be said in sales today. Most of these things serve to deposition you in the mind of the prospect, so that you appear to be operating from a place of weakness. Bill and Bryan will also give you some things that are okay...

Send us Fan Mail Bill Caskey and Bryan Neale take a look at the role practice plays in your sales results. They break down how both the sales leader and the sales professional several can execute practice sessions so that when you are about to walk on stage, you are ready! If you want FREE access to our Personal Brand Makeover Course, join The ASP Insider group at http://advancedsellingpodcast.com...

Send us Fan Mail Bill and Bryan have been talking about the importance of building your personal brand for several years. But, the pandemic has shifted that need into overdrive. The guys give you some reasons why you should build yours and some immediate tips that you can implement right now to begin that process. If you want FREE access to our Personal Brand Makeover Course, join The ASP Insider...

Send us Fan Mail Have you ever thought about your experiences in business and how they have shaped your career? In this episode Bill and Bryan share two circumstances that they went through when they were young in sales and how it shaped a lot of who they are today. It’s quite easy to focus totally on the future and your goals and aspirations. But sometimes it’s useful to reflect the past to see y...

Send us Fan Mail When you lose a deal, do you know the cause? In this episode Bill and Bryan talk about causes of temporary failure in sales and goal achievement. The fact is there is the cause of the situation but there are always micro causes that influence that. ========================================= Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com...

Send us Fan Mail In this episode Bill Caskey and Bryan Neale address the existential issue of how to achieve higher results in sales. It’s something they’ve spoken about before but they dive a little bit deeper into the concept of having high intention.   From the time we wake up in the morning till the time we hit the pillow at night If we keep our intention high good things happen. Plus the fear...

Send us Fan Mail In this episode, Bill and Bryan reveal the most common questions they get from their clients about sales success and achievements. One question has to do with the sales process. Another question has to do with what to post on LinkedIn. And the third has to do with how we command a premium price for our products and services.  ========================================= Have you join...

Send us Fan Mail In this episode, Bill and Bryan talk about the future of the salesperson in the entire sales process. They give you some things that you should probably start thinking about as the world continues to shift away from a person-to-person, face-to-face mode to a more digital mode. No, we do not believe the salesperson is going anywhere, but the roles might change significantly. Have y...

Send us Fan Mail In this episode Bill and Bryan explore their observation of high performers becoming complacent when things are really good.  We’re in an economy now where the market is strong and yet they still see people who are doing things the old way. The guys want to make sure that you don’t get complacent about your strategies.  Have you joined our ASP Insider Program yet? Learn more at ht...

Send us Fan Mail On this episode, the guys get inspired by Oprah and give you a list of their favorite tools, tech and software they think will help you be the most productive you can be. ========================================= Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode! Looking f...

Send us Fan Mail Have you ever had a coach or trainer who told you what to do, but you find yourself falling back into the old habits? You're not alone. On this episode Bill and Bryan discuss the internal and external factors of change and how you can better implement the coaching your receive in your life. ========================================= Do you have a question you want answered on...

Send us Fan Mail Generally sales people have a good sense of the notion of personal responsibility when it comes to results. You know you need to make a certain number of calls and do certain behaviors in the market. But is there another level of personal responsibility that has to do with how you think about your role? We think there is and in this episode we discuss some of those elements. =====...

Send us Fan Mail In this episode bill and Brian talk about some core attributes that we think are important for you to embrace as you pursue sales excellence. We discuss consistency, passion, and discipline as well as the joy of prospecting, which is probably the first time you’ve ever heard that. ========================================= Do you have a question you want answered on the podcast? Em...

Send us Fan Mail An email came in from one of our longtime listeners who is not feeling all that eager and inspired in his current sales position. He was questioning whether he has the commitment to stay the course or whether he needs a new opportunity. We hear this from a lot of people today. Our listeners are in constant growth mode and sometimes the companies don’t want to grow at the pace you...

Send us Fan Mail In this episode, Bill Caskey and Bryan Neale address the idea that most sales professionals and BUSINESS owners don’t invest nearly enough in their own personal asset. They talk about why that is, what stops us, and how to get started in a quick way to begin to get a return on that investment. ========================================= Do you have a question you want answered on th...

Send us Fan Mail If you have not joined a LinkedIn group, go to http://advancedsellingpodcast.com/linkedin so that you can be a part of our Q&A series this year. This weeks episode deals with an audio company looking to get into the podcast and editing business. We give them some ideas on how they can promote their business. Another comes from a young man who is new in sales and wants to know...

Send us Fan Mail In this episode Bill Caskey and Bryan Neale address seven things that are probably on most sellers minds that they would like to tell their leaders.  Chances are If we don’t have time in the office to connect with someone face-to-face it becomes harder to do virtually. We suggest you send this on to your sales manager if any of these fit  for you. =================================...

Send us Fan Mail This episode was done for both sales leaders/managers and sales professionals. The topic is how do you size up your own skills or the skills of a potential candidate to determine whether they will be successful or not in your company. If you’re a sales person who has a sales manager who might benefit from listening to this, be sure to forward it to them. ==========================...

Send us Fan Mail Bill and Bryan have grown weary of the last few years telling you to come up with your New Year’s business resolutions. So this year, they are doing it for you! They guys give you six resolutions they think it will change your business life in 2021. ========================================= Do you have a question you want answered on the podcast? Email us at listener@advancedselli...

Send us Fan Mail 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&apos...

Send us Fan Mail In their sales training businesses, Bill and Bryan are both often asked the question, "what is the best sales advice you can give me?" This is usually a pretty difficult question because no one answer will fit every situation. And, with so many different sales methodologies out there, how can you know what's best? On this week's episode of The Advanced Selling...