Bill Caskey and Bryan Neale: B2B Sales Trainers

The Advanced Selling Podcast

Business EN ↓ 1122 episodes

Bill Caskey and Bryan Neale deliver practical, no-nonsense sales training through their signature blend of humor, real-world insights, and actionable frameworks. Each episode tackles the challenges you face daily: prospecting, overcoming buyer resistance, pricing strategies, cold calling, deal coaching, and building long-term client relationships. Whether you're a sales professional, manager, or leader, you'll discover how to shift your mindset, leverage your natural talents, and create sustainable sales success. From mastering sales communication and handling RFPs to understanding buyer psych...

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Bill Caskey and Bryan Neale: B2B Sales Trainers

Episodes

#536: Preparing For a Meeting, ASP Style 04.03.2019 13:12

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...

#535: Lack of Prospects Driving You Crazy? 25.02.2019 16:49

Send us Fan Mail In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss a questions they received from a psychologist in Brazil. Dr. G is struggling to get prospects in the door because he believes therapy is taboo in their culture. They guys give Dr. G some ways of thinking about this problem differently and some ways he could flip his message and turn this opportun...

#534: Young Blood, New Breed 18.02.2019 23:18

Send us Fan Mail On this episode of The Advanced Selling Podcast, Bill and Bryan read an email from one of their listeners, Jake in Cincinnati who just joined a company where there are a few young people and a few seasoned veterans and he is feeling lost. The guys run through some mindsets and strategies of how young people can get started in sales, even if you're in a company that provides z...

#533: Live Coaching With Our 10,000th Member 11.02.2019 20:27

Send us Fan Mail On this special episode of The Advanced Selling Podcast, Bill and Bryan call up our 10,000th LinkedIn Group Member, Brad from Australia. The guys do a live coaching with Brad and help him prepare to make the change from B2C to B2B sales. He brought up some really good questions and they gave him some of the traits and advantages that he can bring from his 6 years in B2C selling to...

#532: 5 LinkedIn Hacks You Should Be Using 04.02.2019 21:57

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...

#531: How to Handle Pressure When You Are a High Achiever 28.01.2019 17:56

Send us Fan Mail In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale continue the CoVideo Mailbag series and take a listener call from Cara who is a top performer at a Fortune 1000 company. Cara just got her numbers for the next 12 months and she is feeling a bit of performance anxiety. Bill and Bryan break down the real issue and provide a handful of things to think about...

#530: How Soon Should I Reach Out? 21.01.2019 18:10

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? On 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...

#529: Managing Your Manager 14.01.2019 18:24

Send us Fan Mail What should you do when your Sales Manager doesn't do things the way you would do them? In this first episode of 2019, Bill Caskey and Bryan Neale address a question from the CoVideo mail bag 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 d...

ASP on The Buyer's Mind Podcast 07.01.2019 30:01

Send us Fan Mail Happy New Years ASP Listeners! We are so glad to have you in 2019. On this episode Bill and Bryan were interviewed by Jeff Shore on his show, The Buyer's Mind Podcast. Jeff is talented Sales Trainer and Author and the guys had a great discussion about sales and what it takes to be successful today in the profession. Bill and Bryan will be back to regular episodes next week!...

#528: Do You Ever Get Vacation Anxiety? 17.12.2018 20:32

Send us Fan Mail In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale share some thoughts about "vacation anxiety" as we head into the holiday break. They give you a handful of ideas that you can implement prior to January 1st, so that by the time the work week hits, the first week of next year, you are ready to go mentally, physically and emotionally....

#527: Can Podcasting Be a Lead Generator For You? Part 2 10.12.2018 16:25

Send us Fan Mail On the previous episode of The Advanced Selling Podcast, Bill and Bryan talked about some inhibitions that people have about podcasting and then gave you some examples of how to use your podcast to generate leads. This episode they get into the gear and the possible formats you could use to make your podcast be successful. The guys give you a list of items that you will need if yo...

#526: Can Podcasting Be a Lead Generator For You? 03.12.2018 20:48

Send us Fan Mail After 640 episodes and 13 years of podcasting, Bill and Brian finally decide to do a episode on the value of podcasting for sales professionals. They talk about some of the inhibitions that might be getting in your way from starting a podcast and how to overcome that obstacles. The guys also give you some ideas on how to use a podcast in your business to build your personal brand...

#525: Can You Summon the Courage When You Need It? 26.11.2018 20:00

Send us Fan Mail In this week's episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address the notion of courage. They play a clip of Brené Brown, who was interviewed by Michael Gervais, on the Finding Mastery Podcast. Brené talks about the number one attribute that people are looking to leaders for, but we think the same thing applies to sales professionals,...

Winning The Buyer's Brain 19.11.2018 22:39

Send us Fan Mail Bill and Bryan are taking a break for Thanksgiving this week, but have no fear, they have something very special planned for you podcast listeners. Bryan Gray stops by the studio to discuss a brand new Masterclass that the guy's have been working on with him. It's called "Winning the Buyer's Brain: Secrets to Carrying the Room and Winning the Deal" and it...

#524: Don't Waste Time With Center Of Influence Meetings 12.11.2018 21:11

Send us Fan Mail Don't waste time with centers of influence meetings, unless you do this... On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale address some common misconceptions about "centers of influence" meetings. This is where you identify people who might be able to pass referrals on to you and so you meet them and then, mess it up by not having the co...

#523: My Generation 05.11.2018 19:21

Send us Fan Mail On this episode of The Advanced Selling Podcast, Bryan brings up an observation that he has been seeing a lot, the generational differences in the workforce today. Bill and Bryan discuss the differences and similarities between the generations and how they buy. They give you some tips on how you can interact with any of them, no matter what generation you might fall into. If you...

#522: What Are You Afraid Of? 29.10.2018 17:52

Send us Fan Mail In this Halloween themed episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale dive deep into the concept of FEAR in sales. They talk about the things that sales people are afraid of and they even share some things that they've struggled with over the years. One thing that's always important when we talk about challenges and road blocks is to try to get to...

#521: Standing Out From the Crowd 22.10.2018 18:56

Send us Fan Mail Have you every 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. CardsDirect is a new partner with us and they have some very unique designs and appro...

#520: Who's In Control Of Your Sales Process? 15.10.2018 16:35

Send us Fan Mail In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale talk about a circumstance that lots of sales forces struggle with, the notion of who controls the sales process. Bill and Bryan riff on such things as correct mindset, correct language, and what your ideal sales process is if you were to create it from scratch. This is definitely on...

#519: How Can Customers Believe In Your Value If They Can't See It? 08.10.2018 16:13

Send us Fan Mail In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale take on a mailbag question from a listener named Alyx. Alyx is in the Health and Wellness industry and her question was, "how does one communicate value in a market where there are fads and fixes that people opt for?" Bill and Bryan discuss how a lot of this gets back to how you see the world of...

#518: It's a Relief Party 01.10.2018 14:16

Send us Fan Mail In this episode of The Advanced Selling Podcast, Bill and Bryan begin the planning process for 2019, but they start in a completely different way than you're used to. The first step in preparation of next year is to take inventory of the beliefs that we might have in sales that hold us back. Then the next step is to begin to release those beliefs and in their place, insert be...

#517: How Do You Deal With Loss? 24.09.2018 17:23

Send us Fan Mail On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address the topic of rejection, loss, and disappointment. There is a myth that we have to just move on when we get disappointed, and not feel the feelings that comes along with that. But we think that's wrong. Bill and Bryan give you some things to think about when it comes to preventi...

#516: Understanding the Buyer's Brain - Bryan Gray 17.09.2018 18:20

Send us Fan Mail On this 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? Bryan has some tip...

#515: Morning Routines with Benjamin Spall 10.09.2018 15:02

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...

#514: Things a Sales Person Should Never Say 03.09.2018 15:29

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...