The Advanced Selling Podcast

Send us Fan Mail If you ARE a sales manager or you HAVE a sales manager, you must listen to this episode. Today, veteran sales trainers Bill Caskey and Bryan Neale sound off in an open letter to sales managers. What if you’re listening to The Advanced Selling Podcast each week and you think your sales manager doesn’t buy into what you’re hearing? How can you avoid the antagonistic relationship tha...

Send us Fan Mail Are you eager to find more ways to offer the next product to your client? Do you have a generation gap in your company? Do you have customers who take your relationship for granted? In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale magnify Mailbag Monday by three. You will hear strategies to get out of a “product mentality” mindset. You will learn how to break...

Send us Fan Mail Are you looking for ways to increase the number of prospects you talk to? Are you struggling with gatekeepers who prevent you from reaching the right person?  In today ’s episode, veteran sales trainers Bill Caskey and Bryan Neale field a question from Blake to help him rethink an approach to getting in front of more prospects. Do you feel like the front desk person’s job is to fe...

Send us Fan Mail Looking for ways to get ahead of your sales competition? In today ’s Mailbag Monday edition, veteran sales trainers Bill Caskey and Bryan Neale respond to David’s question with advice about tactical things you can do to improve your effectiveness as a sales person. How do you plan and prepare for your day, your week, your quarter?   Do you dig in head-first or do you methodically...

Send us Fan Mail Do you struggle with creating a plan and sticking to it? How do you balance hyper-competitive DNA with the inner game principles? In  today ’s episode, veteran sales trainers Bill Caskey and Bryan Neale try to stump each other with “blind” questions (no pun intended on Bill’s eye!). They pose a question to the other person with no prep or filter, and you won’t believe the techniqu...

Send us Fan Mail There’s only truly one thing you can control in the sales process— yourself. In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale dive into a question from Rocky about how to show up and be helpful in the sales process. Do you regularly check in with yourself to think about your inner game? Do you truly have pure intent when talking with clients an...

Send us Fan Mail Have you noticed that some sales people just seem like they “get it” more than others?  In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale explore what the top 5% do that make them stand out and have greater success than their peers.   What are they doing differently than everyone else?   Why are people afraid to ask those at the top for their advice? In this e...

Send us Fan Mail Are you utilizing all of your assets in your sales process? In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale explore a question from Chelsea about how to use your talents to strengthen your impact when opening doors in sales. Do you have characteristics of your personality that you ignore when working your sales process? Do you utilize your per...

Send us Fan Mail Do you struggle knowing what to prioritize first on your to-do list? In this episode, veteran sales trainers Bill Caskey and Bryan Neale help you focus on working big to small on your list of priorities.   Do you find yourself saying “I don’t have time to do that”?   Can you (and the rest of your team) state your overall company sales philosophy?   In today’s episode of the Advanc...

Send us Fan Mail When you hear “Broker,” do you think “Middle Man” or “Middle Woman?” In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale dive into two questions from Craig in Chicago.   Do you diminish an interaction because someone is “just the broker?”   If you ARE the broker, do you know how to communicate to your prospect that the sales process is better with...

Send us Fan Mail Religion and Sales— not heard together very often, right? Veteran sales trainers Bill Caskey and Bryan Neale bring in the expert on the topic today when they talk with Rabbi Daniel Lapin, known world-wide as “America’s Rabbi.” The author of “Thou Shall Prosper” digs into challenges people have around the acceptance or demonization of making money. Were you raised to believe money...

Send us Fan Mail Are you a Learner or a Knower? In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale field a question from Jordan in Alabama. With all the talk about being an “Expert” on our show, Jordan wants to know how to demonstrate your expertise without sounding like a know-it-all. Do you know how to communicate what you know without sounding like you’re runn...

Send us Fan Mail Welcome to Mailbag Monday… Thursday edition. Todays’s question is too good to wait until Monday.  It’s a big one: Was anyone really, truly born to be a salesperson? Veteran sales trainers Bill Caskey and Bryan Neale explore how to implement ASP training with the non-sales people on your team.   How do you and your team define “sales?   Do you think it’s a dirty word and shy away f...

Send us Fan Mail  Does your marketing department actually help you generate leads? Veteran sales trainers Bill Caskey and Bryan Neale take on the challenge of lead generation… whether you have a full marketing department or none at all. What do you do when you’re a high-level sales pro without a marketing department?   Does your marketing department spend most of their time doing promos and not re...

Send us Fan Mail Have you wondered what it would like to be a fly on the wall at The Advanced Selling Podcast? Veteran sales trainers Bill Caskey and Bryan Neale invite you in today as they blindly test each other on real sales strategy issues they’re working on with their clients.   You’ll hear Bill’s philosophy on negotiating price at the end of the deal and their discussion about the pros and c...

Send us Fan Mail It’s another Mailbag Monday edition of The Advanced Selling Podcast. Veteran sales trainers Bill Caskey and Bryan Neale take a question from Matt, the owner of an IT company in Fort Wayne, IN.   Matt is looking for strategies to encourage customer loyalty and ways differentiate himself in the crowded technology marketplace. Do you have competitors nipping at your existing clients?...

Send us Fan Mail Do you truly believe in the products you sell? Veteran sales trainers Bill Caskey and Bryan Neale give you the framework to know where you fall on the Belief Continuum.   Do you feel you have a deep obligation to tell the world about your products? Or are you afraid to shout it from the rooftops because maybe your products aren’t sexy, interesting or exciting? In today’s episode o...

Send us Fan Mail How can we have people buy from us when they don’t even know we exist? Veteran sales trainers Bill Caskey and Bryan Neale go to the source today for the answer to that question (and many others). Grant Cardone, author of  The 10X Zone, If You’re Not First, You’re Last  and  Sell or Be Sold , is the epitome of hustle and an expert salesman.   Do you want to know Grant’s secrets for...

Send us Fan Mail Social Media Week at The Advanced Selling Podcast continues. Are you intimidated by using social media tools to help you sell? Today’s guest is breaking it down for you.   Veteran sales trainers Bill Caskey and Bryan Neale talk with successful entrepreneur and social junkie Nathan Latka about his favorite hacks to help you sell. Do you think your customers aren’t on social media a...

Send us Fan Mail It’s Social Media Week at The Advanced Selling Podcast! Sales Navigator, LinkedIn Premium, LinkedIn Pulse… does it all make your head spin? Veteran sales trainers Bill Caskey and Bryan Neale go to the expert source today to learn the best strategies all salespeople need to know when using LinkedIn for sales.   What kind of connector are you?   Are you using customized news feeds t...

Send us Fan Mail Have you ever used the saying “Be careful what you wish for?” Veteran sales trainers Bill Caskey and Bryan Neale welcome in the new year with a discussion around the all-too-common request from salespeople everywhere: a larger territory. How do you build, support, manage and retain a bigger client base, especially when your resources or distance to the customer may not change as t...

Send us Fan Mail We're taking some time off at the Advanced Selling Podcast to spend time with our families, but here is one of our past favorite episodes from 2010 that we think you'll find beneficial. Enjoy the Holidays and we'll see you in 2016! In this episode of the Advanced Selling Podcast, Bill and Bryan take a deep dive into the dark underworld of limiting beliefs. What are...

Send us Fan Mail We're taking some time off at the Advanced Selling Podcast to spend time with our families, but here is one of our past favorite episodes from 2010 that we think you'll find beneficial. Enjoy the Holidays and we'll see you in 2016! Why do so many people turn their noses up at “account management’? Is it just not sexy enough? Does it just not require the testosterone...

Send us Fan Mail We're taking some time off at the Advanced Selling Podcast to spend time with our families, but here is one of our past favorite episodes from 2010 that we think you'll find beneficial. Enjoy the Holidays and we'll see you in 2016! No one would ever admit that they did anything to stop a buyer from buying from them. Yet, salespeople do it all the time. We like to sa...

Send us Fan Mail We're taking some time off at the Advanced Selling Podcast to spend time with our families, but here is one of our past favorite episodes from 2010 that we think you'll find beneficial. Enjoy the Holidays and we'll see you in 2016! What can we learn from sales people who are new to the profession…or from one who wants to reset his career? Simple. We can reach back i...