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Business
Careers
Management
Marketing

The Advanced Selling Podcast

Updated 3 days ago

Business
Careers
Management
Marketing
Read more

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.

Read more

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.

iTunes Ratings

239 Ratings
Average Ratings
163
34
22
5
15

Unsubscribing

By AAA-Invests - Jan 18 2019
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These guys need to learn how to get to the point.

Wonderful, very insightful

By Mbisko0426 - May 23 2017
Read more
Great podcast. The variety of topics covered are wonderful. Highly recommended

iTunes Ratings

239 Ratings
Average Ratings
163
34
22
5
15

Unsubscribing

By AAA-Invests - Jan 18 2019
Read more
These guys need to learn how to get to the point.

Wonderful, very insightful

By Mbisko0426 - May 23 2017
Read more
Great podcast. The variety of topics covered are wonderful. Highly recommended
Cover image of The Advanced Selling Podcast

The Advanced Selling Podcast

Updated 3 days ago

Read more

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.

#561: You Lost the Deal But You Are Not a Loser

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In this episode, sales trainers Bill Caskey and Bryan Neale address one of the biggest heartaches in professional selling, when you lose a deal you thought you had.

All that work, all that preparation, all that emotional energy, and you've come up empty-handed.

The guys give you some thoughts on ways to prevent that from ever happening again and what to do when a deal slips through your grasp.

If you haven't yet signed up or downloaded The Ultimate Pregame - 7 Steps to Rock Your Sales Calls Every Time, what are you waiting for? It's yours free at ultimatepregame.com!

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Have you considering bringing Bill or Bryan into your sales retreat or meeting? Send them an email to listener@advancedsellingpodcast.com with the subject line "Come see us" and they'll get back with you!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

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Sep 09 2019
16 mins
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Things a Sales Person Should Never Say

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The guys are out for labor day but they still wanted to give you something valuable for this week. This is a replay of one of our most popular from 2018. Hope you enjoy!

Veteran sales trainers Bill Caskey and Bryan Neale share with you phrases and jargon that should never be said in sales today.

Most of these things serve to deposition you in the mind of the prospect, so that you appear to be operating from a place of weakness. Bill and Bryan will also give you some things that are okay to say and some replacements for these "bad words."

If you have a question that you'd like to get to the guys, send a voice memo to listener@advancedsellingpodcast.com.

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Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

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Sep 02 2019
16 mins
Play

#560: Interviewing For A Sales Position

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On this week's episode of The Advanced Selling Podcast, Bill and Bryan share the Ultimate Guide for anyone interviewing for a sales job. This topic was partially inspired by last week's episode "When You Are Calling on a CEO."

The guys share their tips on how to conduct yourself during the interview and some ways you might stand out from everyone else. 

If you are considering making a job change or are getting ready to interview for a new position, you won't want to miss this episode!

Have you considering bringing Bill or Bryan into your sales retreat or meeting? Send them an email to listener@advancedsellingpodcast.com with the subject line "Come see us" and they'll get back with you!

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Get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours! 

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

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Aug 26 2019
22 mins
Play

#559: When You Are Calling on a CEO

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On this week's episode of The Advanced Selling Podcast, Bill and Bryan address the interaction that you will have with CEOs and other top-level owners of companies that are prospects of yours.

The guys give you some tips on how you can wire your mind correctly so that you advance your deals and don't sabotage them. The fact is that in your niche, CEOs have trends and issues that are on their mind that you need to know about.

The better you can be able to understand the role that the CEO plays in leading their company, the better you will be able to assemble questions and observations that will help them see you as a guide along their path!

If you want to have one of the guys at your next sales retreat or kickoff meeting, send them a not to listener@advancedsellingpodcast.com with the subject line "Come see us" to get the conversation started!

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Get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours! 

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

=========================================

Aug 19 2019
22 mins
Play

#558: Myth Number 27: More Data is Better

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On this episode, Bill Caskey and Bryan Neale address an issue that they've seen and witnessed inside their client companies. The issue is that these companies are providing the sales team with more and more data to use in their sales process and presentation, which can actually be a bad thing.

The guys caution you that while data is good and can be effective, don't forget about the emotional buying needs of your customers since the fact is that a big part of their decision process will be emotional and not intellectual.

If you want to have one of the guys at your next sales retreat or kickoff meeting, send them a not to listener@advancedsellingpodcast.com with the subject line "Come see us" to get the conversation started!

=========================================

Get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours! 

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

=========================================

Aug 12 2019
22 mins
Play

#557: The #1 Skill of the Future: Your Ability to Transition

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On this week's episode of The Advanced Selling Podcast, Bill and Bryan go out on the edge a little with a talk about one of the most critical skills that sales professionals and leaders need to master, the skill of transitioning your approach and reinventing yourself.

This idea came from a podcast Bill listened to recently called "The Capability Amplifier with Dan Sullivan and Mike Koenigs." https://capabilityamplifier.com

The guys believe that If we're to survive in the chaotic wild world of business today, we need to understand the skill of transitioning from one way of doing things to another. It will serve us well.

Want to have Bill or Bryan at your sales meeting? Send them an email at listener@advancedsellingpodcast.com with the subject line "Come see us" to get the conversation started!

=========================================

Get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours! 

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

=========================================

Aug 05 2019
18 mins
Play

#556: Getting Past the Fear of Social Media and What to Do When a Deal Stalls

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In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale bring two separate issues that they've each had come up in the training programs that they do with their respective clients.

The first issue is the question of what to do when a deal is in legal or in procurement and seems to have stalled. Bryan has this happen with a couple of his clients who have a longer sales process. 

The second issue Bill brought up was with a client who struggles with pulling the trigger on creating content for social media. The guys give their individual tips and ideas on these issues and what you can do if you are in a similar situation. 

Have you ever considered bringing the guys in to your sales meeting? Send us an email at listener@advancedsellingpodcast.com with the subject line "Come see us" to get the conversation started!

=========================================

Get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours! 

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

=========================================

Jul 29 2019
19 mins
Play

#555: Can Personal Branding Make Selling Obsolete?

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In this episode of The Advanced Selling Podcast, Bill and Bryan riff on a recent online conversation between Jeffrey Haslett and Mike Weinberg, where they were talking about the importance of personal brand building in B2B sales.

Jeffrey and Mike suggested in their conversation that we not look at Kim Kardashian and Gary Vaynerchuk as people that we want to replicate.

Bryan and Bill have slightly different variations of opinion on that and they'll share those with you and give you some ideas on how you can build your personal brand to create more control in the sales process.

Do you have an upcoming sales retreat or meeting that you'd like to have Bill or Bryan come to? Send us an email to listener@advancedsellingpodcast.com, with "Come see us" in the subject line and we will get the conversation started!

=========================================

Get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours! 

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

=========================================

Jul 22 2019
17 mins
Play

#554: What Happens When Your Technical People Misbehave?

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On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale take on a first ever listener mailbag video question.

This week's question comes from a listener named Seth, who asks how he should handle it when he's got subject matter experts that accompany him on sales calls who are not behaving the way he would like.  The guys break it down to talk about how do you coach people pre-call, and then what to do during the call when things get out of hand.

Want to have one of the guys in to your sales retreat or meeting? Send us an email to listener@advancedsellingpodcast.com, with "Come see us" in the subject line and we will get the conversation started!

=========================================

Get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours! 

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

=========================================

Jul 15 2019
16 mins
Play

#553: When Cold Calls Get the Best of You

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In this episode, sales trainers, Bill Caskey and Bryan Neale, address a common question that they get from salespeople who are required to make hundreds of cold calls a week, "I'm sick and tired of cold calling and I can't keep doing it any longer."

The guys go deep into the psychology of cold calls and discuss the need to find other methods of prospecting that won't result in burning out your people in a year.

If you're a frontline seller and making thousands of cold calls is part of your routine, send this episode to your VP of sales or sales leader and see if this can prompt some other strategies and alternatives in your company. 

Also, If you'd like for Bryan, Bill or both to come into your sales retreat, send them an email at listener@advancedsellingpodcast.com, with "Come see us" in the subject line. We'd love to hear about your event!

=========================================

Get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours! 

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

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Jul 08 2019
22 mins
Play
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