The Advanced Selling Podcast

Send us Fan Mail How do you ensure eternal sales success?   In this episode, veteran sales trainers Bill Caskey and Bryan Neale use Charles Duhigg’s concept of Keystone Habits to determine what salespeople need to do to increase their success. (If you want more on this idea, check out Duhigg’s book,  The Power of Habit: Why We Do What We Do in Life and Business .)   Bill and Bryan share some of th...

Send us Fan Mail Could the sales system be broken?   For both Buyers and Sellers, what if the process isn’t really working?  In this episode, veteran sales trainers Bill Caskey and Bryan Neale analyze both viewpoints and consider areas where the system can be improved on both sides of the selling process.   Is the Buyer too focused on paying the least amount of money, not getting the best outcome?...

Send us Fan Mail How is your process similar or different to the process for winning complex enterprise sales?   In this episode, veteran sales trainers Bill Caskey and Bryan Neale bring in an expert who has spent years winning big deals and teaching others how they can do it too. Bud Suse spent 12 years with IBM before moving into sales management for a start-up, spending hours in well-known sale...

Send us Fan Mail What happens in a training session when Bill or Bryan doesn’t have the answer?   In a special episode of “Stumpology,” veteran sales trainers Bill Caskey and Bryan Neale bring their toughest client issues to each other to solve.   How do you handle it when the client can’t get away from selling features/functions?  How can you create the space with your sales team to be able to ed...

Send us Fan Mail Are you looking for ways to generate more leads? (because who isn’t?)   In today's episode, veteran sales trainers Bill Caskey and Bryan Neale respond to a specific request to provide four things sales people can do right now to generate leads.   Have you considered hosting a marketing event for your prospects (not a sales event, a marketing event)?   Are you using your curre...

Send us Fan Mail Standing out in a commoditized sales environment is tough. In today's episode, veteran sales trainers Bill Caskey and Bryan Neale explore the world of landscapers and the B2C marketplace.   How do you sell a premium priced product, service or experience when everyone around you is selling for less?   Are you creating a vision for your customer or having them help paint the vi...

Send us Fan Mail Products or services— which do you think are easier to sell?   In today's Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale dive into a question from a listener in Sweden. If you provide a service, how do you “productize” your service and make it something tangible?   If you sell a product, how can you “service-ize” your offering and not hide behind t...

Send us Fan Mail How do you create a sense of urgency for a prospect? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale address one of their most frequently asked questions.   What is the true role of a sales professional? Do you understand where your prospect is starting and where they are trying to go?   In this episode of The Advanced Selling Podcast, Bill and Bryan sh...

Send us Fan Mail Do you believe that enthusiasm is really contagious?  In today ’s episode, veteran sales trainers Bill Caskey and Bryan Neale address the age-old attribute of enthusiasm. Bill relates a story of observing a struggling sales person trying to get one of his clients’ sales teams fired up to sell more stuff. It didn’t go well. Not because he wasn’t representing a valuable product. But...

Send us Fan Mail Are you curious how The Advanced Selling Podcast came into existence? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale get personal.  They share how they began their careers in sales and how the podcast got its start.   Whether you’re a longtime listener or new to the Advanced Selling Podcast, you’ll find valuable lessons in hearing Bill and Bryan talk a...

Send us Fan Mail A new set of eyes on anything can be valuable, even for the most seasoned pros. In today's episode, veteran sales trainers Bill Caskey and Bryan Neale capture best practices and strategies from a new listener to The Advanced Selling Podcast, Brittney Russo.   You’ll hear how Brittney has used Bill and Bryan’s training to close large deals, ramp up in her company faster and ch...

Send us Fan Mail Do you have leaks in your sales bucket? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale are fired up— not just about leaks in your bucket, but about discovering a leak in their own bucket too.   Do you prospect when sales are good or only when things start to slow down?   Do you run a well-organized sales process?   Are you leveraging your training and...

Send us Fan Mail Do movie stars make good salespeople? In today's episode,veteran sales trainers Bill Caskey and Bryan Neale put celebritystatus to the test as they break down a sales call by Hugh Jackmanto place his fair trade coffee in grocery stores around the UnitedStates.   You will learn a lot from Hugh’s approach, including how to askquestions that demonstrate your intent and language...

Send us Fan Mail Why take one question from a listener when we can take three? Intoday's episode, sales trainers Bill Caskey and Bryan Nealerespond to questions from listeners and give a shout out to USMilitary members around the world. Are you looking for strategies on spec selling?   Have you considered paying for someone to develop content foryou to use in developing your expert persona?  ...

Send us Fan Mail Are you preparing to sell to a group and not just one individual buyer? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale share their strategies to help you master your sales experience in front of a panel, board or large group. How can you vary your questions to speak to people individually and directly? How can you use your story to help you create mean...

Send us Fan Mail Does your heart skip a beat when you get called into The Big Meeting? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale dive into strategies to help you prepare when a client or prospect asks you to come in for a “we need to see you right away” discussion. Are you in your head about what you assume the issue is?   Do you know how to set the context at the...

Send us Fan Mail Are you looking for an edge in your sales game? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale teach you a framework for preparation to knock your sales calls out of the park.   Do you focus on the process or the outcome?   Are you using the same verbiage with every audience or are you tweaking your message to match the situation?   In this episode of...

Send us Fan Mail Who doesn’t want six-pack abs? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale become your trainers in the gym as you develop your sales muscles.   Do you know how to tear down the resistance? Are you constantly looking for new ways to build and nurture your platform? (Hint: If you’re not, you should be.)   In this episode of The Advanced Selling Podcas...

Send us Fan Mail Are you looking for a little pick-me-up as you dive into Q2?  In today's episode, veteran sales trainers Bill Caskey and Bryan Neale give you a little extra shot of motivation as they talk about the “life muscles” you should be working to build.   Are you a lifelong learner?   Are you aware of the vibe you give off when you enter a meeting, conversation or new relationship?  ...

Send us Fan Mail How do you know when to be assertive and when to sit back? In today's Mailbag Monday: Thursday edition, veteran sales trainers Bill Caskey and Bryan Neale answer a question from Jason about finding the right balance in a deal.   Are you violating the principles of abundance and detachment if you are assertive with your prospects?   How do you monitor your own self awareness e...

Send us Fan Mail How do you avoid the awkwardness of a lopsided meeting?  We’ve all been there— you and three people from your team show up to meet with one buyer. The vibe at the table feels clunky and unbalanced. In today's episode, veteran sales trainers Bill Caskey and Bryan Neale help you structure a successful “three-headed meeting.”   What roles do you, the VP of Sales and anyone else...

Send us Fan Mail It’s more than just a cliché— selling cars is big business. In today's episode, veteran sales trainers Bill Caskey and Bryan Neale explore what we all can learn from the world of auto sales. What strategies can you use to help your buyer feel like they actually WANT your help? Are you exerting pressure on your buyer without realizing it? In this episode of The Advanced Sellin...

Send us Fan Mail Pain-finding is one of the oldest sales techniques in the book. Are you still selling that way? In today's Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale respond to a question from a listener about selling opportunity vs. selling pain.   Do you quiz your prospects with questions to identify where they’re struggling the most?   Are you looking for t...

Send us Fan Mail Storytelling isn’t a new idea. But have you truly mastered your messaging? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale help you learn to blend your company’s story with your own to create your personal messaging.   How do you know what things to say and not say when sharing your story?   What elements of your story will help your customer better und...

Send us Fan Mail In today's episode, sales coaches Bill Caskey and Bryan Neale take a question from a listener who just went 0-7 in the last week. Her question underscored the element of ‘upstream actions.’ In other words, what happens in the beginning of the sales process (upstream), determines what happens at the end. If you’re 0-7, you’re doing something wrong upfront. Listen as Bill and B...