The Advanced Selling Podcast

Send us Fan Mail In this episode, Bill and Bryan discuss how to build genuine rapport and trust with prospects in a digital selling world. They talk about why rapport starts from within and how to have an authentic intention to understand clients. They also share tips on using tools like Zoom more effectively and ways to create rapport digitally. They guys explore what real trust means, how it&apo...

Send us Fan Mail In this episode, Bill and Bryan have an honest discussion about finding the courage to speak your truth in business and sales situations. They talk about times when we hold back from saying what we really think or feel, and why it's important to push past the fear and share truthful feedback and opinions even when it feels uncomfortable or risky. The guys share stories and ex...

Send us Fan Mail In this episode, hosts Bill and Bryan share their best tips and strategies for nailing your first sales call. They discuss how to prepare mentally, set the right context, use an agenda, tell relevant stories, and research your prospect. The guys emphasize having the right mindset of curiosity and fun rather than pressuring for the sale. They give actionable advice for building rap...

Send us Fan Mail In this quick episode, Bill and Bryan provide some tactical tips to help you get started creating high-quality LinkedIn video content in 2024. The guys discuss how to frame your video around solving a specific problem, finding leverage like hiring an intern to help edit and repurpose your videos, being consistent with your process and format, and offering a clear call-to-action. W...

Send us Fan Mail In this episode, Bill and Bryan discuss the power of choosing a single word to focus on each quarter of the year. The guys explain how picking an intentional word like "process" or "leverage" can help salespeople stay focused, make better decisions, and achieve their goals.  They give you their strategies for selecting meaningful words of the quarter and puttin...

Send us Fan Mail In this Holiday episode of The Advanced Selling Podcast, Bill and Bryan discuss an interesting question - if you had $1,000 to invest in your business or career in 2023 with the goal of generating more revenue in 2024, what would you spend it on? The guys share ideas like investing in LinkedIn Premium, sales enablement software, creating opt-in lead generation assets, and hosting...

Send us Fan Mail As 2023 draws to a close, Bill and Bryan reflect on key lessons and changes from this year that they aim to carry with them into 2024. This includes maintaining a steadfast mindset that "everything will be okay" even amidst challenges, focusing more on purpose over profits, and perfecting their sales processes for optimal results. Looking ahead, they preview a future epi...

Send us Fan Mail As 2023 winds down, Bill and Bryan share practical advice for sales professionals to hit the ground running on January 2nd. The guys discuss the power of planning ahead, calendaring key activities, and using the holidays to create assets like webinars. Even if your plans feel like a pipe dream now, put them on the calendar and work backwards. Gain momentum going into the new year...

Send us Fan Mail We’re back in your feed with a bonus episode! Bryan Neale is joined by Margaret Henney, Director of Marketing at Covideo. The two chat about the new regulations being placed on email and what that means for sales & marketing. Margaret also shares some best practices for incorporating video into your sales process. To learn more about Covideo and see an example of how it can he...

Send us Fan Mail In this episode, Bill and Bryan explore how the tide is turning against inauthentic marketing outreach. With major email providers restricting spam, sales professionals now need marketing plans centered around value and relevance. How can you leverage existing social media habits to be more active on LinkedIn? What marketing behaviors should you commit to consistently? Tune in as...

Send us Fan Mail In this episode, Bill and Bryan discuss the importance of identifying and utilizing your unique gifts and talents in business and sales. They talk about how natural talents can often be overlooked because they come so easily to us. The guys provide examples of skills that are in their "zone of genius" versus skills that are a struggle. They emphasize leveraging your gift...

Send us Fan Mail Bill and Bryan discuss some of the most common mistakes sales teams make when trying to close out the year strong. They talk about the dangers of discounting to hit quota, warning that this can train customers to always expect a deal.  The guys emphasize starting with the intention to help prospects truly, not just make the numbers look good. They advise against putting too much p...

Send us Fan Mail This week we’re bringing you a bonus episode of ASP! Host Bryan Neale sat down with Bill Johnson, CEO of Salesvue. The two discuss the stark difference between sales when they started their career and sales in 2023. They also dig into how to make your CRM your system of action vs. just your system of record. To learn more about Salesvue and whether it can help grow your business,...

Send us Fan Mail In this episode, Bill and Bryan have an important conversation about fulfillment and meaning beyond just hitting sales targets and revenue goals. They introduce the concept of the Thriving and Fulfillment Inventory (TFI), encouraging listeners to take stock of what activities and parts of their work truly light them up versus simply going through the motions. The guys share person...

Send us Fan Mail In this episode, Bill and Bryan discuss the invisible forces that hold us back from reaching our full potential. They talk about how we can get comfortable with a certain level of achievement or income, and then stop pushing ourselves to grow once we reach that threshold. The guys explore the roots of this "invisible pole" that anchors many of us from ascending to the ne...

Send us Fan Mail In this episode, Bill and Bryan tackle the common pressure for salespeople to make their passion their job and income source. They offer perspective around looking deeper to find fulfillment in elements of your current sales role, while also pursuing side projects and passions outside of work that can boost energy, creativity and performance. Drawing from their own experiences, th...

Send us Fan Mail In this episode, Bill and Bryan discuss how high achievers and experienced sales professionals can get to the next level, not by necessarily learning new skills, but by better leveraging the skills and assets they already have. The guys talk about how our mindset of "more work and effort" often holds us back from identifying and utilizing key leverage points like time, r...

Send us Fan Mail In this episode, Bill and Bryan debate the pros and cons of relying too heavily on data in sales. They discuss common sales metrics like funnel velocity, win rates, and lead response times. While data can provide useful insights, the guys argue overusing statistics can drain the human creativity, relationships, and instinct needed to close deals. They'll help give you some pe...

Send us Fan Mail In this episode, Bill and Bryan discuss the critical role of sales leadership in helping teams reach their full potential. The guys highlight the need for sales leaders to lead by example and invest in their own growth. The hosts also emphasize the importance of self-improvement for sales professionals and how taking ownership of your development can lead to breakthroughs in your...

Send us Fan Mail Are you in the job market or planning to make a move soon? In this episode, Bill and Bryan discuss tips for job seekers in the current market and share strategies for finishing the year strong in sales. The guys offer valuable advice on standing out and positioning yourself effectively to land your dream sales job. They also emphasize the importance of being visible and leveraging...

Send us Fan Mail In this episode, Bill and Bryan continue their birthday celebration by revisiting some old school sales techniques that still pack a punch in the modern world of selling. The guys share insights on picking up the phone for personal outreach, getting in the game by attending events and networking, asking for help, and the power of inviting prospects to meaningful events. These time...

Send us Fan Mail Join Bill Caskey and Bryan Neale in this special episode as they celebrate their 17th birthday on the Advanced Selling Podcast. The guys reflect on their journey, share behind-the-scenes insights into podcasting, and answer questions from their listeners. They'll share how they consistently find topics, the platform they use, the gear they recommend, and the valuable lessons...

Send us Fan Mail In this episode, Bill and Bryan tackle a unique challenge: creating a video for sales leaders, VPs, CEOs, and presidents. The goal is to explore crucial yet often overlooked sales skills. Discover how advanced LinkedIn proficiency, the ability to convey complex ideas clearly, belief as a skill, and effective planning can transform your team's performance. Get practical tips a...

Send us Fan Mail In this episode of the Advanced Selling Podcast, hosts Bill Caskey and Bryan Neale discuss the challenges salespeople face with constant economic news bombardment. They offer strategies to cut through the noise, stay focused, and serve clients. The guys emphasize the value of personal observation over media narratives and share insights on dealing with AI-driven content. Tune in f...

Send us Fan Mail In this episode, hosts Bill Caskey and Bryan Neale tackle the age-old question of sales cadences – the structured outreach sequences used by many salespeople. They discuss the merits of using a cadence while emphasizing the need for authenticity and value delivery. Bill and Bryan share insights into crafting meaningful interactions, rather than relying on automated templates. They...