The Advanced Selling Podcast

Send us Fan Mail Bill and Bryan dive into how they're actually using AI in their daily sales work—no hype, just practical applications. In part one of this two-part series, they share their number one use case: preparation for sales calls, including researching companies, understanding buyer contexts, and making discovery more efficient. You'll learn why Bill treats AI like an executive...

Send us Fan Mail In this episode, Bryan is joined by John Barrows to talk about the high-stakes final stage of the sales process, where deals are either won or lost. Together, they explore why so many sales teams stumble here, often resorting to last-minute discounts or high-pressure tactics driven by forecast anxiety. Bryan and John share strategies to keep control of the process, including engag...

Send us Fan Mail Tired of perfecting your sales skills but struggling to get in front of the right people? Bill and Bryan tackle the universal challenge every B2B professional faces: visibility. Using a real client case study from the tax law industry, they reveal why traditional cold calling is dead and share actionable strategies to become visible where your prospects are already looking. Discov...

Send us Fan Mail In this episode, Bill and Bryan debunk one of the most persistent myths in sales training - that you can create urgency in buyers through clever tactics and techniques. They explore why deals are taking longer to close in 2025, examining both macro factors (economic uncertainty, decision-making complexity) and micro factors (changed buyer behavior, technology overload). The guys d...

Send us Fan Mail Bill and Bryan explore a growing trend that's reshaping the sales landscape: the rise of "accidental salespeople." These are the technical advisors, project managers, engineers, and executives who don't have "salesperson" on their business cards but find themselves increasingly vital to the buyer-seller relationship. The guys discuss why these technic...

Send us Fan Mail What happens when two conversational AI engineers realize they can't sell their own startup? They build an AI sparring partner to teach themselves—and accidentally create a game-changing sales training platform. We welcome the founders of Hyperbound. AI , Sai Guduguntla and Atul Raghunathan, who share their remarkable journey from technical founders struggling with sales to b...

Send us Fan Mail In this early Labor Day release, Bill and Bryan dive into expert frameworks—essential tools for positioning yourself as a knowledgeable sales professional in today's market. Bill breaks down the critical video framework every salesperson needs. Learn the three-part video structure that actually gets attention: the hook that stops the scroll in the first 5 seconds, the story t...

Send us Fan Mail In this episode, Bryan Neale and Marcus Chan dive into the sales “red zone”—the late stage of the sales cycle where too many deals stall or fall apart. They explore how sales teams can avoid costly mistakes by addressing pricing, multi-threaded stakeholder engagement, and risk management early in the process. Marcus introduces his ADVANCE Framework, a practical tool for sales lead...

Send us Fan Mail In this episode, Bill and Bryan shift the focus from post-sale customer experience to what they call "PX 90" - the prospect experience during the sales process. After Bryan shares a fantastic customer service call with Southwest Airlines, they dive into practical ways salespeople can go above and beyond for prospects before they become customers.  The guys share practica...

Send us Fan Mail In this solo episode, Bill Caskey reveals one of his 12 Insider Secrets for reinventing yourself and your results: creating a mini book to establish yourself as an authority in your field. Bill shares the compelling story of how his own 20-page book "12 Bold Moves" generated a $40-50K client from a $20 purchase, demonstrating the incredible ROI potential of this position...

Send us Fan Mail Bill and Bryan dive into the critical balance between heart-centered selling and process-driven approaches. Sparked by a real coaching session where a top salesperson admitted "I'm not a warm guy," the guys explore why both emotional connection and systematic process are essential for sales success. They also discuss the importance of decisiveness in both sales and...

Send us Fan Mail In this episode, Bryan dives into the Sales Leadership Hats, the roles great leaders switch between to unlock performance and keep their teams moving forward. You’ll learn how to wear: The Manager Hat – Cutting through noise with data-driven decisions that point the way forward. The Coach Hat – Sharpening skills and strategies so reps get better, not just busier. The Cheerleader H...

Send us Fan Mail Bill Caskey and Bryan Neale tackle a challenge every sales professional faces: how to properly prepare for sales calls in today's digital landscape. Sparked by recent conversations with VPs of Sales about their teams going into calls "cold," Bill and Bryan break down their proven preparation framework that combines traditional research methods with cutting-edge AI t...

Send us Fan Mail In this solo episode, Bill Caskey tackles the growing trust crisis facing sales professionals today. Drawing from recent research showing declining trust in businesses and institutions, Bill explores why prospects automatically assume you're going to lie to them—and why they're probably right to feel that way. He shares four practical levers you can use to build trust an...

Send us Fan Mail In this episode of the Advanced Selling Podcast, Bill and Bryan give listeners an exclusive preview of their upcoming Insider program session on building a "platform of authority." They explain how every sales professional needs a platform where they can share valuable insights and establish themselves as an authority figure in their field. The guys discuss what constitu...

Send us Fan Mail In this episode, Bryan dives into the critical strategy of maintaining a “virtual bench” - a curated list of talented individuals you’d love to have on your sales team. Instead of scrambling to post job ads and sift through countless resumes when a rep leaves, Bryan explains how to stay ahead by proactively building and nurturing relationships with top talent. Learn why keeping yo...

Send us Fan Mail Bill and Bryan dive deep into one of the most frustrating challenges in sales and business: resistance to change, even when that change could lead to significant growth. They explore why some decision-makers are lightning-fast adopters while others sit in limbo for months, and why even high-performing salespeople resist proven strategies that could boost their results. The guys ex...

Send us Fan Mail Summer vacation mode might be costing you your year-end goals. In this episode, Bill and Bryan dive into why your current July activities are directly shaping your Q4 results - especially if you have a 60-90 day sales cycle. The guys share  strategies for making your year in July instead of scrambling in the fourth quarter, including how to shorten your sales cycles (think restaur...

Send us Fan Mail In this episode, Bryan dives into a powerful yet often overlooked tool in the sales leader’s toolkit: the calendar inspection. He explains how regularly analyzing your team’s calendars can reveal dangerous pipeline gaps before they become full-blown problems. You’ll hear why having a clear sales playbook, with numeric goals like two connector meetings and two new logo meetings sch...

Send us Fan Mail Bill and Bryan dive deep into four powerful quotes that challenge conventional sales thinking and offer fresh perspectives on growth and success. From Buckminster Fuller's wisdom on building new models to Elon Musk's insights on optimization, this episode will make you question everything you thought you knew about scaling your business. The guys also share personal stor...

Send us Fan Mail Bill and Bryan tackle the crucial mid-year evaluation every salesperson should be doing right now. With two quarters behind us and a time-compressed second half ahead (thanks to holiday season), they break down practical strategies for looking backward and forward to maximize your year-end results. Plus, Bryan shares his fascination with meter readers (yes, they still exist!), and...

Send us Fan Mail In this episode, Bryan unpacks a counterintuitive truth: the more structure your sales team has, the more freedom they gain. As markets grow more competitive and buyers become increasingly digital-savvy, a well-crafted sales playbook isn’t just helpful. It’s essential. Bryan explores how playbooks streamline the sales process, remove friction, and empower reps to focus on selling,...

Send us Fan Mail Bill and Bryan tackle a common sales trap that costs deals and relationships: making judgments about prospects before you even sit down with them. Whether you're assuming someone can't afford your services based on company size, or writing off a "boring" CFO who might actually be your biggest champion, these snap judgments can blind you to real opportunities. T...

Send us Fan Mail Bill and Bryan are joined by Kevin Koharki, an accounting professor at Purdue University who specializes in teaching sales professionals how to speak the language of finance. Kevin shares his unique journey from investment banking and now helping sales teams worldwide understand how to communicate financial value to CEOs and CFOs. Learn the difference between gross margin and oper...

Send us Fan Mail In this episode, Bryan unpacks what makes a truly effective sales playbook - and why now is the time for sales leaders to get serious about it. He shares the key components every playbook must include: a foundational philosophy, planning elements, defined processes, contingency plans, and accountability mechanisms. Bryan spotlights the Blind Zebra Sales Operating System (BZSOS), a...