The Advanced Selling Podcast

Send us Fan Mail In this week's episode, a listener asks a question about 'closing.' Bill and Bryan realize that the whole 'closing' mentality is part of old thinking. And they give you some alternative ways to think about that final step in the old sales process. Also mentioned in the podcast: How To Sell A Premium Product In [...]

Send us Fan Mail In this episode, Bill and Bryan discuss sales networking methods. They give you 5 tips that will change how you think and act when in networking mode. The essence of this episode is that prospects are everywhere if you would just get out!! **Next Week: Mailbag issue where we address the word "closing" and how [...]

Send us Fan Mail In this episode, Bill and Bryan are both back from vacation and discuss an interview Bill did with John Jantsch ( http://www.ducttapemarketing.com/blog/ ). John has been doing marketing consulting for a long time and discusses how the sales and marketing games have changed in that time. We've had John on the show before but he's always a fountain of knowledge when it com...

Send us Fan Mail One aside: We definitely have a morally upright listening audience but sometimes we can't help just calling things what they are. So for this one episode, we'll slip into the abyss. The upside is that you get Bryan and Josh Kublinick's (guest contributor) thoughts on what works in selling today. As sales trainers and coaches, [...]

Send us Fan Mail In this week's episode, Bill answers a letter from a listener who has a prospect trying to take advantage of the value he brings. This prospect is asking for a lot of unpaid consulting, then bidding it out to other vendors. But, even though this scenario is common, there are many other circumstances where your [...]

Send us Fan Mail Jill Konrath is our guest today on the podcast. Jill brings a tremendous amount of expertise in sales and marketing. More importantly, she sees where the two functions intersect. Brooke Green and Bill Caskey comment on some of Jill's ideas in this podcast. You can download Jill's Free Prospecting Kit from her website (click here). [...]

Send us Fan Mail You probably couldn't help but think of Roberta Flack (Killing Me Softly With...) but that's not what this podcast is about. Bill and Bryan address the recurring problem of 'inadequate message' when you are communicating your ideas to prospects. Their intent in this cast is to help you expand your thinking about what you do-so [...]

Send us Fan Mail Our guest this week on the Advanced Selling Podcast is Marshall Goldsmith who cut his 'expert teeth' in the Management and Leadership areas of business. But recently, he published a book called What Got You Here Won't Get You There. Bill had a chance to ask him some questions about what it takes to be [...]

Send us Fan Mail We have watched the threads on the LinkedIn Advanced Selling Podcast group uptick toward an interest in prospecting and lead generation for sales people. Consequently, this podcast gives you some ideas on prospecting and attitudes around that. Bryan Neale is gone this week but we have two listeners who call in for some thoughts on [...]

Send us Fan Mail Bill and Bryan address an email question they received from a listener who is being asked by his manager to keep contacting people even though they said, "No" the first time. What do you do? Which brings up an even bigger question: How to follow up with people without being a pest? Bill and Bryan [...]

Send us Fan Mail As you look at your opportunities, it's our guess that over one half of them have problems. No, not problems with the prospects themselves. But problems with the process you've taken them through. In this episode, Bryan and Bill break down one of the most frequent problems we see when we coach sales people: the [...]

Send us Fan Mail Sales people work too hard. They do so in the name of 'aggressiveness'. We're all proud of our TYPE A behavior. But, wait a minute...why do we insist on working too hard when there is a huge potential right in front of us and we fail to see it? In this podcast episode, Bill and [...]

Send us Fan Mail A podcast listener asked us to take her through the best sales process-the one we suggest you use. There are tons of sales processes and methods in the world but, we like to keep things simple so we give you what we recommend to our clients. Much of what you hear here can be found [...]

Send us Fan Mail Often, we get so myopic in our view of our customer relationships, we totally miss added value we can bring to that relationship. Bryan talks about a sales deal where his client took a different approach-and created a long term partner. PLUS, that client avoided the 'commodity element' of most traditional customers where they put [...]

Send us Fan Mail In this episode, Bill and Bryan address the ever-emotional topic of money. Many facets to money like: Cost of problem Money in customer budget Money they're willing to spend to change Your belief in your own value They have addressed this recently in the area of "positioning." How you are positioned will determine the fees [...]

Send us Fan Mail In this episode, Bill and Brian discussed the secrets of tradeshow selling since this is the trade show season coming up But whether you participate in tradeshows or not this episode will help you become a better networker. The same skills apply. ******* Also mentioned in this podcast: Email It! A Seller's Guide To Emails [...]

Send us Fan Mail Sales specialists Bill Caskey and Bryan Neale address an issue that happens to ALL sales professionals, whether they know it or not: are prospects telling you the truth? In this sales podcast, Bill and Bryan address an actual client who struggled with the upfront agreement in the sales cycle. She felt like it was a [...]

Send us Fan Mail Since we missed the Christmas episode, we thought we'd begin the year by making a few wishes for our fellow sales professionals. Our listeners seem to be dialed in to new skills and approaches. Therefore, we thought we'd hit you with a few advanced suggestions to help you make 2012 a Crushingly Big Year. As [...]

Send us Fan Mail Since we missed the Christmas episode, we thought we'd begin the year by making a few wishes for our fellow sales professionals. Our listeners seem to be dialed in to new skills and approaches. Therefore, we thought we'd hit you with a few advanced suggestions to help you make 2012 a Crushingly Big Year. As pieces, none of these sound like much. But if you can string the...

Send us Fan Mail   We decided to interview one of our Linkedin group members today, Rachael Lyman. She has taken much of what we talk about on the podcast and actually implemented it in her selling cycle. In this episode, she gives some advice on how to be more effective in prospecting mode.     Also mentioned in [...]

Send us Fan Mail We decided to interview one of our Linkedin group members today, Rachael Lyman .She has taken much of what we talk about on the podcast and actually implemented it in her selling cycle. In this episode, she gives some advice on how to be more effective in prospecting mode. Also mentioned in this podcast (plus other things we think you should know): Connect with Rachael on Linkedin...

Send us Fan Mail Our guest for this episode is a friend of the firm, Terry Daniel, who has a vast background in psychotherapy and specializes his work around personal growth and learning. Terry introduces our listeners to some rather deep subject matter, including a discussion around self-esteem, the comfort zones we're all in and a tip on how [...]

Send us Fan Mail In this episode Bill and Bryan talk about their favorite things, no not software or organizers or websites but content. They go through things that they teach their clients that they find are the most useful and helpful to them and I think you will learn a lot from these six concepts that have worked [...]

Send us Fan Mail In this episode Bill and Bryan address a rarely discussed concept - Meaningful Conversations.  We all think we have them with people but upon further reflection they may not be as meaningful as we hoped.  Bill and Bryan give you some tips on how to think about the kinds of conversations you are having with [...]

Send us Fan Mail In this episode, Bill and Bryan will continue to entertain you (at least that's what they think they're doing) with a discussion on a very practical topic: how do you sell more to existing clients? 'Closing and running' is not a good long term growth strategy-yet we all do it. We can use the excuse [...]