The Advanced Selling Podcast: Sales Training | Leadership Coaching | B2B Sales Strategy | Prospecting Tips

by Bill Caskey and Bryan Neale: B2B Sales Trainers, Business Strategists and Leadership Coaches

The Advanced Selling Podcast: Sales Training | Leadership Coaching | B2B Sales Strategy | Prospecting Tips
  • Language: eng
  • Episodes: 626
  • Last: 5 Mar 2018
Bill Caskey and Bryan Neale: B2B sales trainers for the past twenty years share their strategies, frameworks, tips and tricks to help you leverage your talent, grow your skills and create your own sales success. You'll discover how you can shift your mindset, win with prospects and build long-term relationships with your clients so you can thrive and advance in your career. Bill and Bryan's approach to sales is funny, often quirky and always real. Their work has allowed them to help sales professionals, managers and leaders at hundreds of companies all over the world implement successful strategies and build profitable sales teams. Prospecting, sales communication, buyer resistance, proposals and RFPs, pricing, cold calling, sales forecasting, pain points, psychology, positioning, deal coaching, goal setting, leading and managing, achieving your goals and all the other things that work (and don't work) in the world of sales to help you be the best possible version of yourself.

Episodes (626)

  • #489: Don't Be a Victim
    #489: Don't Be a Victim
    Play
    Published: 5 Mar 2018 Duration: 15:30
    If you are in professional sales, it is doubtful that you consider yourself a victim, however, often we slip into a mode of victim thinking and we aren't aware of it. In this episode of The Advanced Selling Podcast, veteran sales trainers B... Read more →
    If you are in professional sales, it is doubtful that you consider yourself a victim, however, often we slip into a mode of victim thinking and we aren't aware of it. In this episode of The Advanced Selling Podcast, veteran sales trainers B... Read more →

  • #488: Know When To Fold Em'
    #488: Know When To Fold Em'
    Play
    Published: 26 Feb 2018 Duration: 17:13
    In this week's episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale take a question from listener David who asks about when to give up on a prospect. As usual, Bill and Bryan go into what to do when you’re in ... Read more →
    In this week's episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale take a question from listener David who asks about when to give up on a prospect. As usual, Bill and Bryan go into what to do when you’re in ... Read more →

  • #487: Research That Will Improve Your Results - Mike Schultz
    #487: Research That Will Improve Your Results - Mike Schultz
    Play
    Published: 19 Feb 2018 Duration: 27:13
    On this episode of the Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale play host to Mike Schultz of RAIN Group. RAIN Group just released a Sales Research Study that polled a thousand different sellers and buyers to dete... Read more →
    On this episode of the Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale play host to Mike Schultz of RAIN Group. RAIN Group just released a Sales Research Study that polled a thousand different sellers and buyers to dete... Read more →

  • #486: 7 Lessons on Personal Story
    #486: 7 Lessons on Personal Story
    Play
    Published: 12 Feb 2018 Duration: 17:15
    In this episode of The Advanced Selling Podcast, Bill and Bryan discuss a client that they work with when it comes to building their personal story. The fact is that personal story building is not easy and even though we have devoted severa... Read more →
    In this episode of The Advanced Selling Podcast, Bill and Bryan discuss a client that they work with when it comes to building their personal story. The fact is that personal story building is not easy and even though we have devoted severa... Read more →

  • #485: Am I Cut Out for Sales or Not?
    #485: Am I Cut Out for Sales or Not?
    Play
    Published: 5 Feb 2018 Duration: 16:27
    On today's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale field two questions from the CoVideo Mailbag. The first question centers around whether the listener is cut out for sales and the other focuses on what type of ... Read more →
    On today's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale field two questions from the CoVideo Mailbag. The first question centers around whether the listener is cut out for sales and the other focuses on what type of ... Read more →

  • #484: Five Tips on Sales Enablement
    #484: Five Tips on Sales Enablement
    Play
    Published: 29 Jan 2018 Duration: 19:28
    In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale laugh a little bit about the term, "Sales enablement," but they catch themselves and realize that it truly is a thing. They provide you some tips on how you can be... Read more →
    In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale laugh a little bit about the term, "Sales enablement," but they catch themselves and realize that it truly is a thing. They provide you some tips on how you can be... Read more →

  • #483: Start, Stop & Continue 2018
    #483: Start, Stop & Continue 2018
    Play
    Published: 22 Jan 2018 Duration: 14:49
    The definition of Insanity is doing the same thing over and over again and expecting different results. A salesperson must constantly be evolving. The same actions will get you the same results. As you look forward on 2018, you need to eval... Read more →
    The definition of Insanity is doing the same thing over and over again and expecting different results. A salesperson must constantly be evolving. The same actions will get you the same results. As you look forward on 2018, you need to eval... Read more →

  • #482: Should I Quote First or Last?
    #482: Should I Quote First or Last?
    Play
    Published: 15 Jan 2018 Duration: 20:49
    On this episode of The Advanced Selling Podcast, Bill Caskey & Bryan Neale answer a listener question from John in Washington DC. He’s new in the SAaS space and has figured out where his problem is but not yet what to do about it. The issue... Read more →
    On this episode of The Advanced Selling Podcast, Bill Caskey & Bryan Neale answer a listener question from John in Washington DC. He’s new in the SAaS space and has figured out where his problem is but not yet what to do about it. The issue... Read more →

  • #481: Is Cold Calling Really Dead?
    #481: Is Cold Calling Really Dead?
    Play
    Published: 8 Jan 2018 Duration: 18:37
    In today's episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss a hot topic all over LinkedIn: Is Cold Calling Dead? The guys bring their own experience into the mix as they answer that very qu... Read more →
    In today's episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss a hot topic all over LinkedIn: Is Cold Calling Dead? The guys bring their own experience into the mix as they answer that very qu... Read more →

  • Happy Holidays From Bill & Bryan
    Happy Holidays From Bill & Bryan
    Play
    Published: 25 Dec 2017 Duration: 05:26
    Happy Holidays! Bryan and I are taking some time off here at The Advanced Selling Podcast. We hope you enjoy some time with friends and family and we can't wait to see you in 2018! ========================================= Want to have your... Read more →
    Happy Holidays! Bryan and I are taking some time off here at The Advanced Selling Podcast. We hope you enjoy some time with friends and family and we can't wait to see you in 2018! ========================================= Want to have your... Read more →

  • #480: What Do You Stand For?
    #480: What Do You Stand For?
    Play
    Published: 15 Dec 2017 Duration: 13:41
    It's no secret by now, our Personal Brand Makeover Course is Live! http://personalbrandmakeovercourse.com On this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale take a deep dive into Module 1 of The Personal Bra... Read more →
    It's no secret by now, our Personal Brand Makeover Course is Live! http://personalbrandmakeovercourse.com On this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale take a deep dive into Module 1 of The Personal Bra... Read more →

  • #479: You Can't See Your Blind Spots
    #479: You Can't See Your Blind Spots
    Play
    Published: 11 Dec 2017 Duration: 17:10
    On this episode of the Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address the most common blind spots that they see sales people have as they pursue new business. They also give you some ideas on how you can become... Read more →
    On this episode of the Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address the most common blind spots that they see sales people have as they pursue new business. They also give you some ideas on how you can become... Read more →

  • #478: Start Strong in 2018
    #478: Start Strong in 2018
    Play
    Published: 4 Dec 2017 Duration: 19:57
    For the last few years we always use these episodes in early December to talk about how to close out the year with strength. But, this year we are going to do it a little bit differently in that we want to have you start 2018 strong. In thi... Read more →
    For the last few years we always use these episodes in early December to talk about how to close out the year with strength. But, this year we are going to do it a little bit differently in that we want to have you start 2018 strong. In thi... Read more →

  • #477: Are You Silently Being Locked in the Commodity Dungeon?
    #477: Are You Silently Being Locked in the Commodity Dungeon?
    Play
    Published: 27 Nov 2017 Duration: 18:08
    In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address the silent killers that will cause you to end up in the commodity dungeon where only price matters. They reveal some tips on how to prevent ... Read more →
    In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address the silent killers that will cause you to end up in the commodity dungeon where only price matters. They reveal some tips on how to prevent ... Read more →

  • #470: From Prospect to Client
    #470: From Prospect to Client
    Play
    Published: 20 Nov 2017 Duration: 23:00
    We are taking the week off for Thanksgiving, but we wanted to replay a recent episode we thought was interesting. Hope you enjoy it and talk to you next week! ========================================= Does it really take 8 to 12 contacts to... Read more →
    We are taking the week off for Thanksgiving, but we wanted to replay a recent episode we thought was interesting. Hope you enjoy it and talk to you next week! ========================================= Does it really take 8 to 12 contacts to... Read more →

  • #476: Listener Spotlight - Mike Black CEO Inciting Marketing
    #476: Listener Spotlight - Mike Black CEO Inciting Marketing
    Play
    Published: 13 Nov 2017 Duration: 18:50
    In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale interview a power listener, Mike Black, CEO of Inciting Marketing. The guys ask him what he has taken from his many years of listening to the podcast and how he ha... Read more →
    In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale interview a power listener, Mike Black, CEO of Inciting Marketing. The guys ask him what he has taken from his many years of listening to the podcast and how he ha... Read more →

  • #475: Does Your Story Really Compel Anybody?
    #475: Does Your Story Really Compel Anybody?
    Play
    Published: 6 Nov 2017 Duration: 19:10
    On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the building, or rebuilding, of your company story. Bill and Bryan walk through a three-part framework that will help you get clear about how to communicat... Read more →
    On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the building, or rebuilding, of your company story. Bill and Bryan walk through a three-part framework that will help you get clear about how to communicat... Read more →

  • #474: Client wants to go out for a bid?
    #474: Client wants to go out for a bid?
    Play
    Published: 30 Oct 2017 Duration: 19:24
    In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale relate stories from their client base about this very issue, what do you do when a longtime buyer feels compelled to interview other vendors? As Bill and Bryan hav... Read more →
    In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale relate stories from their client base about this very issue, what do you do when a longtime buyer feels compelled to interview other vendors? As Bill and Bryan hav... Read more →

  • #473: Artificially Deflating Yourself Is Worse Than Inflation
    #473: Artificially Deflating Yourself Is Worse Than Inflation
    Play
    Published: 23 Oct 2017 Duration: 16:31
    In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale address part two of their Inflation/Deflation series. Today's episode is how we often deflate our own power in the sales process. Most of the time it happens in ne... Read more →
    In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale address part two of their Inflation/Deflation series. Today's episode is how we often deflate our own power in the sales process. Most of the time it happens in ne... Read more →

  • #472: Arrogance, Self-Importance and Self-Awareness
    #472: Arrogance, Self-Importance and Self-Awareness
    Play
    Published: 16 Oct 2017 Duration: 18:40
    In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss a situation that came up for both of them in the past week with different clients. In both cases, the guys felt like there was a hei... Read more →
    In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss a situation that came up for both of them in the past week with different clients. In both cases, the guys felt like there was a hei... Read more →

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