The Advanced Selling Podcast

Send us Fan Mail On this week's episode of The Advanced Selling Podcast, Bill and Bryan share the Ultimate Guide for anyone interviewing for a sales job. This topic was partially inspired by last week's episode "When You Are Calling on a CEO." The guys share their tips on how to conduct yourself during the interview and some ways you might stand out from everyone else.  If you...

Send us Fan Mail On this week's episode of The Advanced Selling Podcast, Bill and Bryan address the interaction that you will have with CEOs and other top-level owners of companies that are prospects of yours. The guys give you some tips on how you can wire your mind correctly so that you advance your deals and don't sabotage them. The fact is that in your niche, CEOs have trends and iss...

Send us Fan Mail On this episode, Bill Caskey and Bryan Neale address an issue that they've seen and witnessed inside their client companies. The issue is that these companies are providing the sales team with more and more data to use in their sales process and presentation, which can actually be a bad thing. The guys caution you that while data is good and can be effective, don't forge...

Send us Fan Mail On this week's episode of The Advanced Selling Podcast, Bill and Bryan go out on the edge a little with a talk about one of the most critical skills that sales professionals and leaders need to master, the skill of transitioning your approach and reinventing yourself. This idea came from a podcast Bill listened to recently called "The Capability Amplifier with Dan Sulliv...

Send us Fan Mail In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale bring two separate issues that they've each had come up in the training programs that they do with their respective clients. The first issue is the question of what to do when a deal is in legal or in procurement and seems to have stalled.  Bryan has this happen with a couple of his clients who have...

Send us Fan Mail In this episode of The Advanced Selling Podcast, Bill and Bryan riff on a recent online conversation between Jeffrey Haslett and Mike Weinberg, where they were talking about the importance of personal brand building in B2B sales. Jeffrey and Mike suggested in their conversation that we not look at Kim Kardashian and Gary Vaynerchuk as people that we want to replicate. Bryan and Bi...

Send us Fan Mail On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale take on a first ever listener mailbag video question. This week's question comes from a listener named Seth, who asks how he should handle it when he's got subject matter experts that accompany him on sales calls who are not behaving the way he would like.  The guys break...

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 On today's episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a LinkedIn Group question that neither of them has ever been asked before, "How Have You Changed In Your Sales Philosophy?" The guys discuss some ways they've both changed in their philosophy and in the things that they train companies on in the sales...

Send us Fan Mail In this episode of The Advanced Selling Podcast, Bill and Bryan address a common issue we hear from our both our sales and leadership coaching clients, what do I do when I'm stuck or in a slump or in a rut? In this podcast we distinguish the difference between being in a slump and  being stuck, and we focus on both of them. Bryan brings out his flow model to share some person...

Send us Fan Mail In this episode of The Advanced Selling Podcast, Bill and Bryan take a mailbag question from a listener, Damien, who has only been with a company for a short time and is responsible for displacing an incumbent vendor at one of their large prospects. Damian is struggling with how to approach this situation when there are already 20 inside champions. Bill and Bryan give him some tho...

Send us Fan Mail In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale receive a listener question from Julian, who is interested in how he proceeds to close a deal when he's not talking to the right people. The guys give him some advice on how to think differently about the problem and maybe ask the question in a different way so that you have hope of takin...

Send us Fan Mail On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale sit down with a long time friend, Bryan Gray, Author and CEO of Reveue 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? Bryan has some tips on h...

Send us Fan Mail On this week's episode of The Advanced Selling Podcast, Bill and Bryan have the chance to sit down with Lee Salz, best selling author and sales expert. Lee dives deep into the topic of Sales Differentiation and how to stand out from your competitors. He also gives some strategies on how to change your sales process and win more deals at the prices you want! To get a copy of L...

Send us Fan Mail On this week's episode of The Advanced Selling Podcast, Bill and Bryan sit down with Brooke Bachesta, SDR Manager at Outreach. Brooke tells the guys how Outreach can automate areas of the sales process so you can maximize your time.  If you're interested in learning more about Outreach and how it can help you reach your goals, go to https://www.outreach.io/asp . Also, be...

Send us Fan Mail On this episode of The Advanced Selling Podcast, Bill and Bryan both get a good laugh at an audio recording Bryan received from one of his friends imitating (or in this case mocking) the guys recording the podcast.  However, this recording actually inspired the topic of this episode. The guys discuss the idea of imitation, and who we, as sales professionals, imitate in order to ac...

Send us Fan Mail On this episode of The Advanced Selling Podcast, veteran sales trainers and longtime podcast hosts, Bill Caskey and Bryan Neale review the idea of beliefs and how we think about them. The guys give you 8 beliefs that they think you should buy into in order to get maximum value out of the podcast. They spend most of their time giving you tactical advice and strategies to help you g...

Send us Fan Mail How do I successfully move in to a sales career in midlife? On this episode of The Advanced Selling Podcast, Bill and Bryan get a mailbag question from a listener, Matt in Arkansas, who's been in the telecom business for a while, but now is transitioning to sales. The guys give him a handful of suggestions that as we thought about them, actually apply to virtually any of us w...

Send us Fan Mail On this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the key elements of writing a winning proposal, including making your proposal sing. It seems that we spend so much time in the sales process but then when we get to the proposal stage, we just fire it into a template. There has to be a better way to do it. That's why, the guys decided to hav...

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. The guys als...

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 On this week's episode of The Advanced Selling Podcast, Bill and Bryan address two pressing problems that sales organizations face. The first is how to scale the business and the second is whether the old elements of persuasion still work. The guys go through some detail on each of these topics. One of the books mentioned is a book called Scale by Frank Bria. If you're i...

Send us Fan Mail On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a listener question from the mailbag from someone who wanted to know whether they should outsource their lead generation. The guys talk about the three different types of lead generation, sales person directed, internally focused, or outside agency directed. They also give s...

Send us Fan Mail Bill and Bryan talk about a topic today that is a lot less about sales and a lot more about emotional well being. They discuss emotional addictions and how they may enter into the sales process and the thinking process behind how we achieve. Bill mentions Gabor Maté, who is a Hungarian author, who's written a lot about addictions in the chemical field, but also has expanded t...

Send us Fan Mail Like fingernails screeching against a chalkboard, these words create tremendous pain in the heart of a salesperson. On this week's episode of The Advanced Selling Podcast, Bill and Bryan discuss the ways this insidious culmination happens and give you some ideas on what you can do to avoid it. If you would like the guys to come see you at a retreat, sales meeting, or product...