The Advanced Selling Podcast
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.
In this episode, Bill and Bryan talk about the future of the salesperson in the entire sales process. They give you some things that you should probably start thinking about as the world continues to shift away from a person-to-person, face-to-face mode to a more digital mode.
No, we do not believe the salesperson is going anywhere, but the roles might change significantly.
Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!
Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com
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In this episode Bill and Bryan explore their observation of high performers becoming complacent when things are really good.
We’re in an economy now where the market is strong and yet they still see people who are doing things the old way. The guys want to make sure that you don’t get complacent about your strategies.
Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!
Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com
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On this episode, the guys get inspired by Oprah and give you a list of their favorite tools, tech and software they think will help you be the most productive you can be.
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!
Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com
Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider
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Have you ever had a coach or trainer who told you what to do, but you find yourself falling back into the old habits? You're not alone.
On this episode Bill and Bryan discuss the internal and external factors of change and how you can better implement the coaching your receive in your life.
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!
Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com
Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider
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Generally sales people have a good sense of the notion of personal responsibility when it comes to results. You know you need to make a certain number of calls and do certain behaviors in the market.
But is there another level of personal responsibility that has to do with how you think about your role? We think there is and in this episode we discuss some of those elements.
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!
Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com
Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider
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In this episode bill and Brian talk about some core attributes that we think are important for you to embrace as you pursue sales excellence.
We discuss consistency, passion, and discipline as well as the joy of prospecting, which is probably the first time you’ve ever heard that.
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!
Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com
Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider
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An email came in from one of our longtime listeners who is not feeling all that eager and inspired in his current sales position. He was questioning whether he has the commitment to stay the course or whether he needs a new opportunity.
We hear this from a lot of people today. Our listeners are in constant growth mode and sometimes the companies don’t want to grow at the pace you want to grow up.
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!
Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com
Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider
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In this episode, Bill Caskey and Bryan Neale address the idea that most sales professionals and BUSINESS owners don’t invest nearly enough in their own personal asset.
They talk about why that is, what stops us, and how to get started in a quick way to begin to get a return on that investment.
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!
Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com
Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider
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If you have not joined a LinkedIn group, go to http://advancedsellingpodcast.com/linkedin so that you can be a part of our Q&A series this year.
This weeks episode deals with an audio company looking to get into the podcast and editing business. We give them some ideas on how they can promote their business.
Another comes from a young man who is new in sales and wants to know three lessons to help him grow his business quickly.
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!
Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com
Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider
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In this episode Bill Caskey and Bryan Neale address seven things that are probably on most sellers minds that they would like to tell their leaders.
Chances are If we don’t have time in the office to connect with someone face-to-face it becomes harder to do virtually. We suggest you send this on to your sales manager if any of these fit for you.
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com
Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider
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This episode was done for both sales leaders/managers and sales professionals. The topic is how do you size up your own skills or the skills of a potential candidate to determine whether they will be successful or not in your company.
If you’re a sales person who has a sales manager who might benefit from listening to this, be sure to forward it to them.
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com
Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider
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Bill and Bryan have grown weary of the last few years telling you to come up with your New Year’s business resolutions. So this year, they are doing it for you!
They guys give you six resolutions they think it will change your business life in 2021.
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com
Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider
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Does it really take 8 to 12 contacts to turn a prospect into a customer?
Bill Caskey and Bryan Neale address this very idea in today's episode. We had an awesome question from a listener in our co-video mailbag segment. She is a wardrobe and fashion expert, and is trying to figure out how to generate more clients.
Bill and Bryan give her some ideas that really anyone who's in sales and trying to generate more engagement with prospects can use.
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com
Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider
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In their sales training businesses, Bill and Bryan are both often asked the question, "what is the best sales advice you can give me?"
This is usually a pretty difficult question because no one answer will fit every situation. And, with so many different sales methodologies out there, how can you know what's best?
On this week's episode of The Advanced Selling Podcast, they guys decided to step up to the challenge and put together their lists of the best advice they've either ever gotten or ever given.
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com
Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider
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On this episode of The Advanced Selling Podcast, Bill and Bryan address a common issue that keeps coming up among their clients. The issue is, that everything is great inside the company except for the scoreboard.
The guys give you some ways that whether you're a sales leader or a salesperson, you can face this problem head on.
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com
Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider
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In this episode Bill Caskey and Bryan Neale address the issue of how the non-sales people inside your firm might be able to help you generate more business and acquire new customers.
The Guys lay out a handful of suggestions that not only can your engineers and project managers use but you can as well.
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com
Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider
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In this episode, Bill and Bryan break out some skills that we believe are important for your growth as you seek to make 2021 an awesome year.
The guys talk about five areas of skills that you might not have thought about before that can be instrumental in helping you grow your business in 2021.
We will be talking about this and other areas of goal setting in our insider program on Friday, December 4th so if you are pre-December 4th, make sure you join us and get access to this! Go to http://advancedsellingpodcast.com/insider to learn more.
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com
Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider
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In this episode, the guys play another round of #ShouldI, where they take a question from the audience and each weigh in on a yes or no answer to the question.
They deal with three questions today, should I start a podcast. Should I invite people to appointments cold on LinkedIn? Should I discount in the final hours if I get pressure from my prospect?
If you're interested in bringing Bill and Brian in to do the 2021 goal setting and planning session, go to advancedsellingpodcast.com/virtual.
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com
Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider
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In this week's episode, Bill Caskey and Bryan Neale address the idea of how you determine your value in your market.
Yes, you represent products and services, but what about your value in that mix? The guys talk about confidence, clarity, communication, and a deeper take on who you are as a sales professional, but also as a human being.
If you're interested in bringing Bill and Bryan in for 2021 goal setting and planning, go to advancedsellingpodcast.com/virtual.
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com
Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider
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On this week's episode the guys take a great question from /Tom, who asked, "The best way to keep the flame alive with clients who are in between projects?"
Bill and Bryan give Tom a few ideas on how to stay top of mind with his prospects. They also tell him how to think differently about that topic.
If you're interested in bringing Bill and Bryan in for 2021 goal setting and planning, go to advancedsellingpodcast.com/virtual.
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com
Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider!
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Are you filtering your prospects, or are they filtering you?
In this week's episode, Bill and Bryan handle a question from a listener about whether she should be choosey when it comes to prospects. She decided to hold the line with a bullying prospect and is now seeking advice since he called her bluff.
If you're interested in bringing Bill and Bryan in for a 2021 Goal Setting and Planning Session, go to advancedsellingpodcast.com/virtual.
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com
Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider!
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Our hungry ghosts and inner goblins. We all have inner fears that hold us back.
On this episode, Bill Caskey and Bryan Neale reveal some of their own fears and frustrations that they believe are worth talking about. They also ask that you do the same thing.
This pandemic has created some uncertainty for many of us and uncertainty leads to us becoming unstable and afraid of things quickly.
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
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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In this episode, Bill Caskey and Bryan Neale talk about the all-important **2021 Goal Setting & Planning** sessions that you and your team should be doing now or soon.
They also introduce you to a special training program where they can help your team complete their personal business plans for 2021.
You can find out more about that program at: http://advancedsellingpodcast.com/virtual
In this episode, the guys speak with Ben Parker and Aaron Bollinger of Kronologic.ai about the trends they are seeing in appointment setting and new business development.
Kronologic.ai is at the front lines of enterprise and SMB sales development, and they have a finger on the pulse in that area.
Aaron will be joining us in a live webinar on October 23rd called "How To Sell More With Video In 2021."
Go here to register now: https://www.brighttalk.com/webcast/18314/445119
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
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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This is a common question that we get from sales people who get stuck calling too low inside an organization.
But rather than give you the things to say when that stuck-ness happens, we want to reframe the whole process and help you understand how that question should never come up again.
If you are not already a member of our ASP Insider Monthly Live Training Program, go to AdvancedSellingPodcast.com/Insider.
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
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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Listener questions on price, calling higher, going around people and including a calendar invite in the initial email.
In this episode, the guys field some questions from our LinkedIn group and other emails we've received on issues facing salespeople today. They play a little game they like to call #ShouldI.
If you have not checked out the Advanced Selling Podcast Insider Program, go to advancedsellingpodcast.com/insider and check out our video that shares a little bit of detail about how you can join.
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
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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In this week's episode, Bill Caskey and Bryan Neale talk about the value of practice when it comes to presentations and first calls.
They use the example of sports teams and how much practice time they put in prior to showtime. But yet why in the sales profession, do we not do much practicing?
If you have not checked out the Advanced Selling Podcast Insider Program, go to advancedsellingpodcast.com/insider and check out our video that shares a little bit of detail about how you can join.
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
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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Bill and Bryan address several ideas on morning routines to help us get the most out of our days.
Rather than give you a prescription on exactly what you should be doing every morning, we give you some thoughts on things that we have done that have helped us make our days worth more to us.
If you have not checked out the Advanced Selling Podcast Insider Program, go to advancedsellingpodcast.com/insider and check out our video that shares a little bit of detail about how you can join.
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
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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On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale talk about leverage and your ability to take your time and have it return better results to you.
The guys give you a couple of ideas you can run with right now that will help you leverage your time and the relationships you have to generate more impact in the market.
If you haven't joined our Insider group, what are you waiting for? go to https://advancedsellingpodcast.com/insider to learn more!
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
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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In this episode, Bill Caskey and Bryan Neale address a common dilemma that sales leaders and sales people have, where do I invest my time, in the lead generation top of the funnel process or in converting those leads to sales?
The guys talk about some real issues that could be even deeper than that, to make sure that we're working on the right end of the problem and give you a few thoughts on how to navigate this dilemma.
If you haven't joined our Insider group, what are you waiting for? go to https://advancedsellingpodcast.com/insider to learn more!
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
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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In this episode, Bill Caskey and Bryan Neale address some of the causes of resistance to change.
In the last episode, we talked about the embracing of change as a strategy for our new world. On this episode, the guys give you not only some causes so that we can reverse engineer and find out where we are, but also two or three ideas on how to break free.
If you haven't joined our Insider group, what are you waiting for? go to https://advancedsellingpodcast.com/insider to learn more!
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
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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On this episode, Bill Caskey and Bryan Neale address one of our clients who went on a rant recently about pre and post COVID language.
We tend to hang on to the pre-COVID world when really we should be abandoning that language and embracing the new world as it is, not as we think it should be.
Bill and Bryan give you some thoughts on how you can embrace this unique opportunity that we all have, even though we might not look at it that way.
If you haven't joined our Insider group, what are you waiting for? go to https://advancedsellingpodcast.com/insider to learn more!
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
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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Closing is a huge problem for most B2B salespeople.
In this episode, Bill and Bryan address the ever popular topic of closing percentage, which is deals proposed to deals closed.
The national closing rate for B2B sales is well less than 20%, and the guys give you some fuel for your sales process to make sure that you get your percentage exponentially up.
If you haven't joined our Insider group, what are you waiting for? go to https://advancedsellingpodcast.com/insider to learn more!
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
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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In this episode Bill Caskey and Bryan Neale provide you with some level one thinking about how to craft your core message.
This is an ongoing series that takes place in The ASP Insider program but the guys give you a peek and give you a couple of things to do immediately to start to shore up your message as you pursue deals in your market.
If you're interested in getting live access to Bill and Bryan, go to https://advancedsellingpodcast.com/insider
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
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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In this episode, Bill Caskey and Bryan Neale follow up last week's episode with some ideas on how to best measure your value so that you can talk about it intelligently with your prospect or customer.
The guys give you a three-part framework for you to use and give you an assignment to do an exercise about value journey mapping. This will help you know what the components of your economic value truly are.
If you're interested in getting live access to Bill and Bryan, go to https://advancedsellingpodcast.com/insider
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
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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On this week's episode, Bill and Bryan share how they approach potential clients when there is a deal on the table.
This includes the observations they make, the culture, perception and what they look for to help companies and individuals get the most bang for their dollars of training or coaching.
If you're interested in getting live access to Bill and Bryan, go to https://advancedsellingpodcast.com/insider
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
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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Am I cut out for sales is actually a very good question. In this episode, Bill and Bryan address some questions that are arising from some of their coaching clients in our post-COVID world.
The way selling has been done and will be done in the future will change, but change to what? And we all want to be successful in the profession, but what does that even mean anymore?
Bill and Bryan offer some thoughts and suggestions for those in this quandary.
If you're interested in learning more about the Insider program, go to advancedsellingpodcast.com/insider.
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
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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In this episode, Bill and Bryan Neale cite an idea from a book by Steven Pressfield, "No One Wants to Read Your Sh*t." He talks about the idea of a concept as being crucial in communicating your value.
The guys actually talk about the concept of the Advanced Selling Podcast and dig deep to try to find a thread that leads to the high concept of the podcast.
If you're interested in learning more about the Insider program, go to advancedsellingpodcast.com/insider.
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
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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As we start to re-open post-covid, are you still trying to use the same old message?
On this episode of The Advanced Selling Podcast, Bill and Bryan give you some ways that you can start to craft your post-covid sales story.
We'll be diving deeper into this topic on July's Insider call. If you haven't joined The ASP Insider yet, go to http://advancedsellingpodcast.com/insider to do it now!
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
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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Why do you do what you do? Have you ever even thought about it?
We all have reasons why we do what we do and on this episode, Bill and Bryan help you get back to that core purpose "why."
Have you joined The ASP Insider yet? Go to http://advancedsellingpodcast.com/insider to learn more now!
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
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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LinkedIn can be a great connection and business development tool, but sometimes you can actually hurt your business if you're not using it correctly.
On this episode of The Advanced Selling Podcast, Bill and Bryan give their own pet peeves that you come across on LinkedIn. Listen in and see if you're making any of these mistakes!
Want to turn your LinkedIn connections to appointments? Join us Friday, June 26th at 4PM EST for a FREE Livestream where we'll tell you how to do just that! Go here to register now: https://advancedsellingpodcast.com/linkedin-livestream
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
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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On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss the frustrations that they feel from time to time working with their clients.
Whether it's reluctance to their coaching or just not taking their advice. They also take a hard look in the mirror and admit it could be half on them and half on the client.
The guys give you some ways you can better show up to coaching experiences and how you might receive coaching in a better way.
Want to turn your LinkedIn connections to appointments? Join us Friday, June 26th at 4PM EST for a FREE Livestream where we'll tell you how to do just that! Go here to register now: https://advancedsellingpodcast.com/linkedin-livestream
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
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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In this week's episode, an ASP Insider anonymously sends a question about the process that he uses to convert leads to sales. The problem is that often the prospect decides to just go away and do nothing and he is left wondering how he can stop that.
In this episode, Bill and Bryan give some ideas on how to address this problem if this is happening to you.
Find out more about The ASP Insider and check out our new video at http://advancedsellingpodcast.com/insider.
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
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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On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale give you a preview into some ASP Insider content that will be released on June 12th.
They each select two components of the personal business planning process and go a little bit deeper into how you can take these components and begin to build your own plan around them.
If you have some interest in how you can get coaching from Bill and Bryan, then join our ASP Insider! http://advancedsellingpodcast.com/insider
Also, go to advancedsellingpodcast.com/livestream to get access to the last three webinar replays!
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
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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In this episode, Bill Caskey and Bryan Neale talk about the constraints on us and on our future as sales professionals.
In a rigorously honest sort of way, Bill and Bryan talk about some of the restrictions that they feel, given the business disruption, and some ways they cope with that to help them expand their level of freedom in the future.
Also, they mention that you can go to advancedsellingpodcast.com/livestream to get access to the last three webinars that we did.
If it's time for you to level up your effectiveness in sales, then join our ASP Insider! http://advancedsellingpodcast.com/insider
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
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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In this episode, Bill and Bryan introduce you to the concept of traffic, as it relates to lead generation for your business.
In internet circles, experts talk about traffic and conversion. In other words, how do you get traffic to a site, and how does the site convert visitors to clients?
The same thing applies to you, and there are all sorts of traffic sources. But in this episode, we talk about the mindset of traffic.
If it's time for you to level up your effectiveness in sales, then join our ASP Insider! http://advancedsellingpodcast.com/insider
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
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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We love questions from listeners. In fact, it's one reason that we decided to do a series of webinars/live streams over the last couple of months to help our listeners cope with COVID and all things disrupted because of it.
In this episode, Bill and Bryan, each select their favorite question from our listeners and share even better answers than maybe we gave in the live stream.
If it's time for you to level up your effectiveness in sales, then join our ASP Insider! http://advancedsellingpodcast.com/insider
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
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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In this episode, Bill and Bryan address the sales processes that we all have, and question whether our needs have changed or whether we can continue to use the same one.
And, the guys get into a discussion about a post-it note exercise that might help you diagram your current sales process using proper language and proper technology.
If you're interested in joining our ASP Insider Community, go to advancedsellingpodcast.com/insider, and we'd love to have you on the inside!
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
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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In this episode, Bill and Bryan discuss the importance of being heard on your virtual calls or online communication.
They talk about the value of the right microphone and audio setup, whether you're doing videos on your iPhone, Android, Zoom calls or virtual meetings on any other platform.
RØDE Lavalier Mic: https://amzn.to/35GrP8b
PowerDeWise Mic: https://amzn.to/3c8oa5j
Audio Technica: https://amzn.to/3cez21A
If you haven't already checked our brand new coaching program, The ASP Insider, go to http://advancedsellingpodcast.com/insider to do it now!
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
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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In this episode of the Advanced Selling Podcast, Bill and Bryan address some mistakes that they're starting to see sales people make as they get ready to go back into the market to rebuild their businesses.
We all have some tendencies to act in a certain way, but those tendencies might not serve us well at this time.
So listen to this episode and see if you can pick out a couple of these things that you can avoid as you go into relaunch mode.
If you haven't already checked our brand new coaching program, The ASP Insider, go to http://advancedsellingpodcast.com/insider to do it now!
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
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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Whether you are a coaching a sales or just giving a co-worker some feedback, it's important to know how to be a good coach.
On this episode, Bill and Bryan give their best tips on how to be a better coach to those around you.
Also, if you haven't already signed up, we're doing a free LIVE Coaching Zoom call this Friday, May 1st at 4PM EST. We will be choosing listeners to do a coaching session and you could be one of them! You won't want to miss it, just click here to register now!
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If you haven't already checked our brand new coaching program, The ASP Insider, go to http://advancedsellingpodcast.com/insider to do it now!
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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How do you show up to a coaching call? Do you prepare yourself ahead of time, or just show up?
On this episode of The Advanced Selling Podcast, Bill and Bryan give you their advice on how you should prepare yourself to get the most out of any coaching experience you might have.
By the way, we're doing a free LIVE Coaching Zoom call this Friday, May 1st at 4PM EST. We will be choosing listeners to do a coaching session and you could be one of them! You won't want to miss it, just click here to register now!
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If you haven't already checked our brand new coaching program, The ASP Insider, go to http://advancedsellingpodcast.com/insider to do it now!
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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What does the future hold for sales meetings? Will things go back to business as usual or will they be changed forever?
On this episode of The Advanced Selling Podcast, Bill and Bryan take a listen question they were unable to get to on the live coaching call.
Although both of the guys admit they don't actually know what the future holds for in-person sales meetings, they do offer their thoughts on how it might be and some ways to embrace whatever is to come.
If you haven't already checked our brand new coaching program, The ASP Insider, go to http://advancedsellingpodcast.com/insider to do it now!
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
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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We had a great turn out for our LIVE coaching on April 17th, but we were unable to get to everyone's questions. So, we decided to start answering them on the podcast.
On this episode, we discuss a question that we received from a sales manager who asked, "what can my reps do to better build rapport on a virtual meeting?"
Bill and Bryan give you their tips on building rapport and how you can do it virtually.
If you haven't already checked our brand new coaching program, The ASP Insider, go to http://advancedsellingpodcast.com/insider to do it now!
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
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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In this episode, the guys tackle the questions they were unable to get to on the last LIVE Zoom call on March 24th.
If you weren't able to join us then in March, don't worry! We are going to be doing another FREE LIVE Coaching Call on Friday, April 17th at 12PM EST. The topic is "Get Ready for the OPENING of the COUNTRY!"
To save to your spot, just go to https://bit.ly/2yik6k4
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
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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Have you considered what is going to change as a result of COVID-19? Well, that's exactly what Bill and Bryan discuss on this episode of The Advanced Selling Podcast.
This is a continuation of our series on the market disruption caused by the Corona Virus. The guys give you their guesses on how business will change and how it will affect you personally.
Want to attend our FREE Live Coaching Session? Just go to https://bit.ly/2yik6k4 to save your seat now!
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
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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On this episode of The Advanced Selling Podcast, Bill and Bryan continue their twice weekly series during the corona virus outbreak.
The guys share their personal lessons that they have learned during the disruption from normal and how we can benefit from them.
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
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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It’s nearly time to go back to work. In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale roll out for you the idea of planning for the next 30 days, which includes the “get back to work” strategy.
Now is the perfect time to get your affairs in order so that when the spigot (Bryan’s favorite word to hear and Bill’s favorite to say) gets turned on.
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
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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With COVID on everyone’s mind…at all times…(thanks media :), the question is ‘what do we do right now?’
Bill gives you some things to chew on here. Yes, it’s all unchartered territory, isn’t it?
Stay tuned for Tuesday and Thursday episodes during the craziness!
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
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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This is the second episode in our Corona Virus series.
In this episode, the guys talk about some specific actions to take and actually get a little mechanical with some tools that you can use to help continue the prospect experience at a high level.
They also talk about the obligation that we all have to continue to make calls and bring value to people.
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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?
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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In this episode, Bill Caskey and Bryan Neale address the COVID-19 crisis and the impact it could have on the sales profession.
The guys also give you some tips on how to keep proper mental and emotional perspective during these strange times.
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Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line!
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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In this episode, Bill and Bryan talk about how you can rethink time.
We all hear the refrain, "I don't have enough time to get this done," but what does that really mean?
In this episode, the guys each share some methods of filtering tasks that they have used in the past to help them generate revenue.
Would you like to visit the Deal Work Studio? Well it's now live! Go to advancedsellingpodcast.com and click on the green button on the homepage to get started.
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Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line!
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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In this episode, Bill Caskey and Bryan Neale jump around a little bit from a music video by a-ha, https://www.youtube.com/watch?v=djV11Xbc914, a model that we heard about from Terry Slattery called wimp junction, and then getting into some framework ideas for how you can build a story structure that helps you grow your business.
The guys also talk about programs that they're doing out in the field, including the Deal Work Studio and our one-day events.
Would you like to visit the Deal Work Studio? Well it's now live! Go to advancedsellingpodcast.com and click on the green button on the homepage to get started.
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Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line!
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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On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a common challenge they see in the market. The problem is, "how do I generate more leads with the proper attitude and mindset?"
The guys go through several scenarios and give you some proper mindsets that you can adopt that will make prospecting in business development so much easier for you.
Would you like to visit the Deal Work Studio? Well it's now live! Go to advancedsellingpodcast.com and click on the green button on the homepage to get started.
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Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line!
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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On this episode of The Advanced Selling Podcast, Bill and Bryan address an email from a listener who asks the question, "How do I handle it when my prospect says, 'We will be making a decision soon? Wait for our call.'"
As with most questions like this, there are two elements to it, one is prevention and one is remedy.
Bill and Bryan talk about both of these, but the primary focus of their work today on this question is how do we prevent this from happening in the first place?
Would you like to visit the Deal Work Studio? Well it's now live! Go to advancedsellingpodcast.com and click on the green button on the homepage to get started.
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Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line!
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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The guys are on the road this week on The Advanced Selling Podcast, so they decided to record a live episode on the way to the event.
They discuss the difficult decision to Opt-out of the deal. They give you the ways to handle the decision with the prospect and they give you some signs that it might be time to opt-out of your deal.
Would you like to visit the Deal Work Studio? Well it's now live! Go to advancedsellingpodcast.com and click on the green button on the homepage to get started.
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Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line!
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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In this episode, Bill and Bryan deal with the concept of subtexts.
This is the notion that there's always something going on underneath the surface and our ability to work that out might be one of the keys to our success in selling. This goes for our personal habits and attitudes, but it also goes back to prospect behavior and how we find out what the problems are that our prospect has.
The guys also discuss the lessons that we can learn from Kobe Bryant's life as well.
Would you like to visit the Deal Work Studio? Well it's now live! Go to advancedsellingpodcast.com and click on the green button on the homepage to get started.
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Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line!
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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In this episode, Bill and Bryan talk through a workshop they're going to be doing in front of a sales team of Advanced Selling Podcast listeners in the next couple weeks.
They go through the kinds of problems that the customer is facing, which you might relate to as well. They also talk through how to get the group engaged, which they believe is vital any time you're in front of a group of sales professionals.
If you want to know how to ask for the business or close more sales, this podcast is for you.
Would you like to visit the Deal Work Studio? Well it's now live! Go to advancedsellingpodcast.com and click on the green button on the homepage to get started.
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Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line!
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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Is it really possible to create the conditions where your prospect is asking you to sell them?
In this episode, Bill and Bryan give you the critical conditions that must be in place if you are to strike a balance between you selling your prospect and your prospect selling you.
We find that it typically moves in the direction of you taking on the burden of selling, and that doesn't allow you freedom. So we give you some hints at how to get your mind right and your actions right so that that can be a more balanced interchange.
Would you like to visit the Deal Work Studio? Well it's now live! Go to advancedsellingpodcast.com and click on the green button on the homepage to get started.
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Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line!
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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What separates the amateur from the pro?
In this episode, the guys go deep into the attributes that they see amateurs take with them to the market, and how that differs from the pro attributes. They discuss this in several different contexts; prospecting, managing the process, closing, and overall energy.
As you listen to this episode, have a pencil and paper with you so that you can mark on the spectrum where you fall between amateur and pro in these four areas.
Learn more about Kronlogic and sign up for a free trial at https://www.kronologic.ai.
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Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line!
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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In this episode, Bill Caskey and Bryan Neale kick the year off by talking about how to better button up your sales process so that your closing percentage goes sky high through the year!
The guys give you a couple examples from different disciplines that use the same kinds of tools that we as salespeople should use in our day-to-day world.
Learn more about Kronlogic and sign up for a free trial at https://www.kronologic.ai.
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Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line!
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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How much is each of your sales meetings worth?
If you don't know, then you are missing out on some extremely valuable information. On this week's episode, Bill and Bryan interview co-founders of the sales lead & calendar automation tool, Kronologic.
Learn more about Kronlogic and sign up for a free trial at https://www.kronologic.ai.
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Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line!
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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In the final episode of 2019, Bill Caskey and Bryan Neale review the past year of lessons from their individual coaching and training and from responses they have received from Podcast listeners.
The guys believe it’s always helpful to use this reflective time of year to see what you have learned and what lessons you can implement in 2020.
The guys have a couple of things that you might not expect to hear from them that they think makes this podcast episode worth listening to.
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Want to have Bill or Bryan at your next sales meeting? Send us an email to listener@advancedsellingpodcast.com or go to advancedsellingpodcast.com and click on the Come See Us button at the top!
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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In this holiday episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale outline 10 useful, practical, and maybe even comical gifts that you should ask for from your family for this holiday season.
If you haven't finalized your Christmas list, you should definitely listen up!
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Want to have Bill or Bryan at your next sales meeting? Send us an email to listener@advancedsellingpodcast.com or go to advancedsellingpodcast.com and click on the Come See Us button at the top!
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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In this episode of The Advanced Selling Podcast, Bill and Bryan interview Amit Bendov, the CEO and co-founder of Gong.
Amit shares some of the lessons from the Gong Sales Enablement Tool that every salesperson should pay attention to.
You can find out more about Gong and what they do on their LinkedIn page, https://www.linkedin.com/company/gong-io/.
If you'd like to have Bryan, Bill or both come visit you with one of your upcoming sales retreats or sales meetings, send us an email to listener@advancedsellingpodcast.com.
On this episode of The Advanced Selling Podcast, Bill and Bryan host a special LIVE recording in Indianapolis Indiana.
Have you ever wondered, why did I lose that deal I worked so hard to get? If so you're in luck! The guys give you a framework on how you can determine not only why you lost the deal, but why you you won a deal as well.
Also, Bill gives you his custom acronym, F.E.C.E.S., on why frameworks are so important to the sales process.
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Want to have Bill or Bryan at your next sales meeting? Send us an email to listener@advancedsellingpodcast.com or go to advancedsellingpodcast.com and click on the Come See Us button at the top!
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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This is Part 2 of a special LIVE Advanced Selling Podcast recording in Indianapolis Indiana.
On this episode, the guys take live questions from the audience and give them their best advice. They received some really good questions that you won't want to miss!
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Want to have Bill or Bryan at your next sales meeting? Send us an email to listener@advancedsellingpodcast.com or go to advancedsellingpodcast.com and click on the Come See Us button at the top!
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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On this episode of The Advanced Selling Podcast, Bill and Bryan each share one of their favorite sales success hacks and why it works.
While they don't typically like the word hack, because they believe it dilutes the power and importance of being a professional, there is still something magical about a simple thing you can do that will get you better results.
If you'd like to bring Bryan, Bill or both in during the first quarter of next year, send us an email to listener@advancedsellingpodcast.com or go to advancedsellingpodcast.com and click on the Come See Us button at the top!
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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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No kidding. There really is such a thing as success anxiety, or fear of success.
In this episode, Bill and Brian dig a little bit deeper than normal on what might really be happening. They share some personal stories of how it's affected them and how they see it impact their clients.
If you feel like for the last few years you've had one foot on the accelerator and one foot on the brake and have, listen up to this episode, it may be a life changer.
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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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On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss what the future will look like regarding selling skills.
The guys talk debate whether the skills used now in the sales process will be relevant in the future and they give you some ways to stay up to date with your skills.
If you are interested in bringing the guys in digitally, you can sign up for the Deal Work Studio by going to advancedsellingpodcast.com and click on the button in the banner.
The Deal Work Studio is a 60-minute deal coaching event for your sales team. Spots are filling up quickly, go there now!
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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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On this episode, Bill Caskey and Bryan Neale address something that they have seen plague sales teams and people over the years, adopting the right mindsets and actually going all in on them.
The guys talk about what happens when you dabble and what happens when you can go all in and get truly committed to getting our heads on straight.
If you are interested in bringing the guys in digitally, you can sign up for the Deal Work Studio by going to advancedsellingpodcast.com and click on the button in the banner.
The Deal Work Studio is a 60-minute deal coaching event for your sales team. Spots are filling up quickly, go there now!
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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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On this bonus episode of The Advanced Selling Podcast, Bill and Bryan discuss the Deal Work Studio and how it can benefit your team.
What if you could get Bill and Bryan to work with you and your team to review the specific deals you are working on or about challenges your team struggles with?
Well, now you can! It's called Deal Work Studio, and you can go to https://advancedsellingpodcast.com and click on the button in the banner to get started.
On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale continue their Deal Work series.
The guys give you the six most common mistakes that sales team make when they do Deal Strategy Work internally. They also give you their solutions to this mistakes and how you can avoid them.
What if you could get Bill and Bryan to work with you and your team to review the specific deals you are working on or about challenges your team struggles with?
Well, now you can! It's called Deal Work Studio, and you can go to https://advancedsellingpodcast.com and click on the button in the banner to get started.
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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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In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale talk about the value of sales meetings where deal work is done.
Bill and Bryan have both found that deal working is one of the most valuable components of any coaching or training program. The idea is taking deals that you're in the middle of, and that are not moving at the pace you'd like them to move, and strategizing on what you can do to create more momentum.
What if you could get Bill and Bryan to work with you and your team to review the specific deals you are working on or about challenges your team struggles with?
Well, now you can! It's called Deal Work Studio, and you can go to https://advancedsellingpodcast.com and click on the button in the banner to get started.
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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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On this week's episode of The Advanced Selling Podcast, Bryan had the chance to sit down with is a best-selling author, award-winning humanitarian, and CEO of Sports 1 Marketing, David Meltzer.
David shares some great ideas on how salespeople can obtain happiness and success in their profession. He also gives some ways to think differently about success and productivity.
This is one episode you definitely don't want to miss! Learn more about David and get a copy of his books at https://www.davemeltzer.com.
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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On this episode of The Advanced Selling Podcast, Bill and Bryan take a CoVideo Mailbag question from Ted in the New England area.
Ted has recently had the opportunity to move locations at his company, but he's starting completely over from scratch and wants to know the best way to approach the situation.
New Manager, new team, new territory and new set of customers.
The guys give him some ideas that might give him a leg up when he gets started and some ways to think differently about this opportunity.
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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On this episode of The Advanced Selling Podcast, veteran sales trainers, Bill Caskey and Bryan Neale discuss the topic of underused or non-utilized assets by salespeople.
The guys give you a handful of categories to begin to evaluate yourself and help you determine what gifts you might have hiding away or skills you have that go unused.
We are all multidimensional creatures with different interests, passions, and skills. Unless we bring our entire selves to the table, we show up sub-optimized. Don't let this happen to you!
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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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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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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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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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.
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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!
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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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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!
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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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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!
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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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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!
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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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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.
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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!
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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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On today's episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a LinkedIn Group question that neither of them has ever been asked before, "How Have You Changed In Your Sales Philosophy?"
The guys discuss some ways they've both changed in their philosophy and in the things that they train companies on in the sales process.
As you listen to this episode, think about your own process and whether you might be up for some reinvention in these eight areas!
Send us an email to listener@advancesellingpodcast.com, if you're interested in bringing Brian or Bill in for a retreat or sales meeting this year. And, be sure to put "Come See Us" in the subject line!
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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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In this episode of The Advanced Selling Podcast, Bill and Bryan address a common issue we hear from our both our sales and leadership coaching clients, what do I do when I'm stuck or in a slump or in a rut?
In this podcast we distinguish the difference between being in a slump and being stuck, and we focus on both of them. Bryan brings out his flow model to share some personal experiences about when he gets stuck, and Bill has some thoughts about visualization and a meditation practice that can help when you are.
If you want to bring Bryan or Bill into your sales retreat or workshop, send us an email at listener@advancedsellingpodcast.com, and in the subject line be sure to write, "Come see us" and we'll get the ball rolling!
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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? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.
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In this episode of The Advanced Selling Podcast, Bill and Bryan take a mailbag question from a listener, Damien, who has only been with a company for a short time and is responsible for displacing an incumbent vendor at one of their large prospects.
Damian is struggling with how to approach this situation when there are already 20 inside champions. Bill and Bryan give him some thoughts and advice around how to think about this project, and some tactical suggestions on how to get to work.
Are you thinking about bring in Bill or Bryan to your sales retreat or workshop?Send us an email to listener@advancedsellingpodcast.com and we'll 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? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.
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In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale receive a listener question from Julian, who is interested in how he proceeds to close a deal when he's not talking to the right people. The guys give him some advice on how to think differently about the problem and maybe ask the question in a different way so that you have hope of taking the next right step.
Sometimes when we get stuck answering a question or solving a problem, we need to re-ask ourselves or reframe the question so that we jar other ideas loose in our mind which gives us hope to solve it.
If you're interested in bringing Bill or Bryan in for a sales retreat, make sure you send us an email 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? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.
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On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale sit down with a long time friend, Bryan Gray, Author and CEO of Reveue Path Group.
They discuss the buyer’s brain and how their thinking affects the sales process.
Do you know how to get the limbic and reptilian brain to pay attention in any buying decision? Bryan has some tips on how to do just that.
Learn more about the Online Masterclass, Winning the Buyer's Brain at https://www.winningthebuyersbrain.com
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If you'd like to bring one or both of us into your national sales retreat or meeting, send us an email to listener@advancedsellingpodcast.com and we'll get the ball rolling.
Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.
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On this week's episode of The Advanced Selling Podcast, Bill and Bryan have the chance to sit down with Lee Salz, best selling author and sales expert.
Lee dives deep into the topic of Sales Differentiation and how to stand out from your competitors. He also gives some strategies on how to change your sales process and win more deals at the prices you want!
To get a copy of Lee's new book, Sales Differentiation and BONUS Videos, go to http://salesdifferentiation.com.
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If you'd like to bring one or both of us into your national sales retreat or meeting, send us an email to listener@advancedsellingpodcast.com and we'll get the ball rolling.
Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now!
Also, be sure to 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? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.
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On this week's episode of The Advanced Selling Podcast, Bill and Bryan sit down with Brooke Bachesta, SDR Manager at Outreach. Brooke tells the guys how Outreach can automate areas of the sales process so you can maximize your time.
If you're interested in learning more about Outreach and how it can help you reach your goals, go to https://www.outreach.io/asp.
Also, be sure to get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours!
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Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now!
If you'd like to bring one or both of us into your national sales retreat or meeting, send us an email to listener@advancedsellingpodcast.com and we'll get the ball rolling.
Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.
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On this episode of The Advanced Selling Podcast, Bill and Bryan both get a good laugh at an audio recording Bryan received from one of his friends imitating (or in this case mocking) the guys recording the podcast.
However, this recording actually inspired the topic of this episode. The guys discuss the idea of imitation, and who we, as sales professionals, imitate in order to achieve at higher levels.
They give some of their advice that they give their clients to help them model certain behaviors but stay true to themselves.
If you'd like to bring one or both of us into your national sales retreat or meeting, send us an email to listener@advancedsellingpodcast.com and we'll get the ball rolling.
=========================================
Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now!
Also, be sure to 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? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.
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On this episode of The Advanced Selling Podcast, veteran sales trainers and longtime podcast hosts, Bill Caskey and Bryan Neale review the idea of beliefs and how we think about them. The guys give you 8 beliefs that they think you should buy into in order to get maximum value out of the podcast.
They spend most of their time giving you tactical advice and strategies to help you grow your territory or your business. But, they're not sure they've ever looked at the core set of beliefs that we have about you and your potential in your markets. So here we go!
If you'd like to bring one or both of us into your national sales retreat or meeting, send us an email to listener@advancedsellingpodcast.com and we'll get the ball rolling.
=========================================
Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now!
Also, be sure to 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? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.
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How do I successfully move in to a sales career in midlife?
On this episode of The Advanced Selling Podcast, Bill and Bryan get a mailbag question from a listener, Matt in Arkansas, who's been in the telecom business for a while, but now is transitioning to sales.
The guys give him a handful of suggestions that as we thought about them, actually apply to virtually any of us who are in professional selling today. Not just to newbies.
If you’re interested in bringing one or both of the guys in for a sales retreat or sales meeting, send us an email at listener@advancedsellingpodcast.com, and if you’re a new listener, we’d love to hear about you. Send us an email telling us how you found the podcast and what you’d like to hear as you go down the journey with us to sales excellence!
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Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now!
Also, be sure to 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? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.
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On this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the key elements of writing a winning proposal, including making your proposal sing. It seems that we spend so much time in the sales process but then when we get to the proposal stage, we just fire it into a template.
There has to be a better way to do it. That's why, the guys decided to have Bethany Fagan from PandaDoc.com joins us on this episode. Bethany shares how to really make your proposal stand out from the crowd.
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Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now!
Also, be sure to 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? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.
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On this episode of the Advanced Selling Podcast, Bill and Bryan give you the eight-plus questions that, depending upon the circumstance, you need in your question bank.
These questions are generic in nature, but would apply to virtually any B2B sales meeting scenario. If you aren't using these, you are really missing out on finding the prospect's real pain.
The guys also want to give a big shout out to our sponsors, PandaDoc.com/ASP and Outreach.io/ASP. Great sponsors they are, and we thank them for their support!
If you're interested in bringing one or both of the guys in for a sales retreat or sales meeting, send us a email at listener@advancedsellingpodcast.com, and if you're a new listener, we'd love to hear about you. Send us an email telling us how you found the podcast and what you'd like to hear as you go down the journey with us to sales excellence!
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Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now!
Also, be sure to 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? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.
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Is discipline really necessary in professional selling today?
On this episode of the Advanced Selling Podcast, Bill and Bryan bring some alternative ideas about discipline and the art of accountability.
The question they have is: is discipline really the problem? Or is there something deeper?
They guys discuss the deeper motivations inside all of us and how we might look at discipline in a different way. They gives some ways to help us muster the courage to do what needs to be done every day.
If you're interested in bringing one or both of the guys in for a sales retreat or sales meeting, send us a email at listener@advancedsellingpodcast.com, and if you're a new listener, we'd love to hear about you. Send us an email telling us how you found the podcast and what you'd like to hear as you go down the journey with us to sales excellence!
=========================================
Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now!
Also, be sure to 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? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.
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On this week's episode of The Advanced Selling Podcast, Bill and Bryan address two pressing problems that sales organizations face. The first is how to scale the business and the second is whether the old elements of persuasion still work.
The guys go through some detail on each of these topics. One of the books mentioned is a book called Scale by Frank Bria.
If you're interested in bringing one or both of the guys in for a sales retreat or sales meeting, send us a email at listener@advancedsellingpodcast.com, and if you're a new listener, we'd love to hear about you. Send us an email telling us how you found the podcast and what you'd like to hear as you go down the journey with us to sales excellence!
=========================================
Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now!
Also, be sure to 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? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.
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On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a listener question from the mailbag from someone who wanted to know whether they should outsource their lead generation.
The guys talk about the three different types of lead generation, sales person directed, internally focused, or outside agency directed.
They also give some insight on how to look at these three areas of focus, depending upon where you are in your business.
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Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now!
Also, be sure to 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? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.
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Bill and Bryan talk about a topic today that is a lot less about sales and a lot more about emotional well being. They discuss emotional addictions and how they may enter into the sales process and the thinking process behind how we achieve. Bill mentions Gabor Maté, who is a Hungarian author, who's written a lot about addictions in the chemical field, but also has expanded to look at it from an entrepreneur and business standpoint. You can find out more about him at gabormate.com.
If you're interested in bringing one or both of the guys in for a sales retreat or sales meeting, send us a email at listener@advancedsellingpodcast.com, and if you're a new listener, we'd love to hear about you. Send us an email telling us how you found the podcast and what you'd like to hear as you go down the journey with us to sales excellence!
=========================================
Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now!
Also, be sure to 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? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.
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Like fingernails screeching against a chalkboard, these words create tremendous pain in the heart of a salesperson.
On this week's episode of The Advanced Selling Podcast, Bill and Bryan discuss the ways this insidious culmination happens and give you some ideas on what you can do to avoid it.
If you would like the guys to come see you at a retreat, sales meeting, or product launch, send an email to listener@advancesellingpodcast.com to get the ball rolling!
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Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now!
Also, be sure to download a 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? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.
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Bill and Bryan on the road going to a sales meeting with one of their clients, which made them think of a good episode topic, "how should I prepare for a sales meeting?"
The guys discuss the proper framework for a sales meeting, a presentation, or a speech at an event. This episode was recorded live on site in Durham, NC at an ASP listener sales conference, so they decided to give you a behind the scenes look at how they plan out an event like this.
If you're interested in having Bill or Bryan or both come to your upcoming sales meeting, send us an email. In the title line, put "Come see us" to listener@advancedsellingpodcast.com.
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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.
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In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss a questions they received from a psychologist in Brazil. Dr. G is struggling to get prospects in the door because he believes therapy is taboo in their culture.
They guys give Dr. G some ways of thinking about this problem differently and some ways he could flip his message and turn this opportunity in to a good thing.
If you're interested in having Bill or Bryan or both come to your upcoming sales meeting, send us an email. In the title line, put "Come see us" to listener@advancedsellingpodcast.com.
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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.
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On this episode of The Advanced Selling Podcast, Bill and Bryan read an email from one of their listeners, Jake in Cincinnati who just joined a company where there are a few young people and a few seasoned veterans and he is feeling lost.
The guys run through some mindsets and strategies of how young people can get started in sales, even if you're in a company that provides zero sales training.
If you're interested in having Bill or Bryan come see you at an upcoming sales retreat or meeting, send us an email to listener@advancedsellingpodcast.com with "Come see us" in the subject line and we'll get the conversation started.
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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
If you haven't already joined our LinkedIn Group, go to https://advancedsellingpodcast.com/linkedin to join.
If you want your question answered on the podcast, send us a voice memo to listener@advancedsellingpodcast.com!
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On this special episode of The Advanced Selling Podcast, Bill and Bryan call up our 10,000th LinkedIn Group Member, Brad from Australia.
The guys do a live coaching with Brad and help him prepare to make the change from B2C to B2B sales. He brought up some really good questions and they gave him some of the traits and advantages that he can bring from his 6 years in B2C selling to his new career.
If you haven't already joined our LinkedIn Group, go to https://advancedsellingpodcast.com/linkedin to join today!
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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
If you want your question answered on the podcast, send us a voice memo to listener@advancedsellingpodcast.com!
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On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale continue the listener mailbag series and take a call from Scott in Louisville who asks how to use LinkedIn better for his not-for-profit.
Bill and Bryan address the changing dynamic that is LinkedIn and how to see it as not just a connection tool but also a content publishing platform. They also give him some ways he can increase his reach by connecting to the right people.
We want to continue to hear from our listeners, so if you have a question, send us an audio recording to listener@advancedsellingpodcast.com, and we will answer on an upcoming episode!
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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.
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In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale continue the CoVideo Mailbag series and take a listener call from Cara who is a top performer at a Fortune 1000 company.
Cara just got her numbers for the next 12 months and she is feeling a bit of performance anxiety. Bill and Bryan break down the real issue and provide a handful of things to think about if you are in similar kind of circumstance.
If you're interested in having Bill or Bryan or both come to your upcoming sales meeting, send us an email. In the title line, put "Come see us" to listener@advancedsellingpodcast.com.
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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.
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You just made a new connection on LinkedIn that would be a great prospect, is it too soon to reach out?
On this episode of The Advanced Selling Podcast, Bryan Neale and Bill Caskey take on that very listener question from Jean-Pierre in the Netherlands. Too soon and you could ruin a connection, too late and you could miss an opportunity.
Bill and Bryan give some thoughts on this situation and they give some indicators they've noticed when it's the right time to reach out and when it's time to let it be.
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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.
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What should you do when your Sales Manager doesn't do things the way you would do them?
In this first episode of 2019, Bill Caskey and Bryan Neale address a question from the CoVideo mail bag from a listener, who brings up how his manager makes demands on him, referring to a very specific scenario.
Bill and Bryan take this question a little bit broader to the notion of how do you manage your manager, if that's even possible?
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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.
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Happy New Years ASP Listeners! We are so glad to have you in 2019.
On this episode Bill and Bryan were interviewed by Jeff Shore on his show, The Buyer's Mind Podcast. Jeff is talented Sales Trainer and Author and the guys had a great discussion about sales and what it takes to be successful today in the profession.
Bill and Bryan will be back to regular episodes next week! If you have a question you would like answered on an upcoming episode, email us at listener@advancedsellingpodcast.com. Bonus points if you send us an audio!
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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.
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In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale share some thoughts about "vacation anxiety" as we head into the holiday break. They give you a handful of ideas that you can implement prior to January 1st, so that by the time the work week hits, the first week of next year, you are ready to go mentally, physically and emotionally.
We will not be airing anymore live episodes until January 7th, so we hope all of our listeners and non-listeners, too, have a great holiday season. We've loved being with you during our 13th year at the podcast, and we will be back next year for another year of fun and a little wisdom!
Happy Holidays,
Bill & Bryan
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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.
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On the previous episode of The Advanced Selling Podcast, Bill and Bryan talked about some inhibitions that people have about podcasting and then gave you some examples of how to use your podcast to generate leads.
This episode they get into the gear and the possible formats you could use to make your podcast be successful. The guys give you a list of items that you will need if you want to go down the podcast path.
If you haven't enrolled in our live masterclass on December 13th, go to www.winningthebuyersbrain.com to learn more and to register!
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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.
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After 640 episodes and 13 years of podcasting, Bill and Brian finally decide to do a episode on the value of podcasting for sales professionals.
They talk about some of the inhibitions that might be getting in your way from starting a podcast and how to overcome that obstacles. The guys also give you some ideas on how to use a podcast in your business to build your personal brand and generate leads.
If you have ever considered starting a podcast, this episode is definitely for you.
Also, if you haven't enrolled in our live masterclass on December 13th, go to www.winningthebuyersbrain.com to learn more and to register!
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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.
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In this week's episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address the notion of courage.
They play a clip of Brené Brown, who was interviewed by Michael Gervais, on the Finding Mastery Podcast. Brené talks about the number one attribute that people are looking to leaders for, but we think the same thing applies to sales professionals, you have to have courage.
Bill and Bryan give you six areas that they believe courage can come in.
Also, if you haven't enrolled in our live masterclass on December 13th, go to www.winningthebuyersbrain.com to learn more and to register!
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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.
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Bill and Bryan are taking a break for Thanksgiving this week, but have no fear, they have something very special planned for you podcast listeners.
Bryan Gray stops by the studio to discuss a brand new Masterclass that the guy's have been working on with him. It's called "Winning the Buyer's Brain: Secrets to Carrying the Room and Winning the Deal" and it's coming to you live on December 13th!
Go to https://www.winningthebuyersbrain.com to learn more and to register for the Masterclass.
Don't waste time with centers of influence meetings, unless you do this...
On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale address some common misconceptions about "centers of influence" meetings.
This is where you identify people who might be able to pass referrals on to you and so you meet them and then, mess it up by not having the correct mindset and process when you go.
Bill and Bryan give you a handful of ideas on how to improve the outcomes of those meetings.
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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.
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On this episode of The Advanced Selling Podcast, Bryan brings up an observation that he has been seeing a lot, the generational differences in the workforce today.
Bill and Bryan discuss the differences and similarities between the generations and how they buy. They give you some tips on how you can interact with any of them, no matter what generation you might fall into.
If you have a question you want answered on the podcast, send us an email at listener@advancedsellingpdodcast.com. (We love audio if you can record your question!)
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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.
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In this Halloween themed episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale dive deep into the concept of FEAR in sales. They talk about the things that sales people are afraid of and they even share some things that they've struggled with over the years.
One thing that's always important when we talk about challenges and road blocks is to try to get to the bottom of why they are show stoppers for us and deal with some real issues.
Once we conquer our fear, we become unstoppable.
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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.
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Have you every wondered how you can differentiate yourself in the sales world?
In this episode of The Advanced Selling Podcast, Bill and Bryan talk with John Lefler, the outbound Sales Manager at cardsdirect.com. John gives some ideas on how you can use greeting cards to be unique in your market.
CardsDirect is a new partner with us and they have some very unique designs and approaches to helping you stand out from the crowd as you manage your clients and seek out new prospects. You can find out more at cardsdirect.com/ASP.
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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.
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In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale talk about a circumstance that lots of sales forces struggle with, the notion of who controls the sales process.
Bill and Bryan riff on such things as correct mindset, correct language, and what your ideal sales process is if you were to create it from scratch. This is definitely one area where most sales people fall short!
If you have a sales question you want answered, make sure you send a short voice memo question to listener@advancedsellingpodcast.com and we'll take it on in an upcoming episode.
In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale take on a mailbag question from a listener named Alyx. Alyx is in the Health and Wellness industry and her question was, "how does one communicate value in a market where there are fads and fixes that people opt for?"
Bill and Bryan discuss how a lot of this gets back to how you see the world of selling today, and are you part marketer and part seller, or just part seller? Many of the guys' tips and tactics around this question have to do with you putting a slightly different hat than you're used to when you facing this issue.
Do you have a question you'd like the guys to address? Send us a voice memo to listener@advancedsellingpodcast.com!
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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.
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In this episode of The Advanced Selling Podcast, Bill and Bryan begin the planning process for 2019, but they start in a completely different way than you're used to. The first step in preparation of next year is to take inventory of the beliefs that we might have in sales that hold us back. Then the next step is to begin to release those beliefs and in their place, insert beliefs that are more conducive to higher achievement.
If you're interested in bringing Bill or Bryan or both into your company for a year-end sales training, send us a note at listener@advancedsellingpodcast.com and we'll get back with you to discuss your team!
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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.
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On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address the topic of rejection, loss, and disappointment.
There is a myth that we have to just move on when we get disappointed, and not feel the feelings that comes along with that. But we think that's wrong.
Bill and Bryan give you some things to think about when it comes to preventing the feelings that come along with loss and disappointment, and what to what to do when it does happens.
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Looking for more sales training like this? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.
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On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Brayan Neale sit down with a long time friend, Bryan Gray, Author and CEO of Return Path Group.
They discuss the buyer's brain and how their thinking affects the sales process.
Do you know how to get the limbic and reptilian brain to pay attention in any buying decision? Bryan has some tips on how to do just that.
Download Bryan's FREE eBook titled, "Sales Is Broken" at https://advancedsellingpodcast.com/broken
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Looking for more sales training like this? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!
Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.
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What is your morning routine? And does it prepare you for anything?
In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale interview Benjamin Spall, author of a book titled "My Morning Routine: How Successful People Start Every Day Inspired."
Benjamin interviewed more than 60 successful people to find out what their morning routines are for the day. He shares a few of these with our podcast audience. This is definitely a book we suggest purchasing, mymorningroutine.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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In this week's episode of The Advanced Selling Podcast, 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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How do you win back business when you lose it?
On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale give you some tips on what you can do the instant you lose a sale or an account leaves you.
This is a listener mailbag question from Aaron in Colorado who had this exact thing happened where he was in charge of all business development, but out of the loop on client success and bad things started to happen.
Now it's up to him to go back and re-persuade people to do business with him.
If you want your question answered on the podcast, send us 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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In this episode, Bill Caskey and Bryan Neale take an email from a listener who has refined the art form of taking podcast content and turning it into usable mechanics to help him grow his income.
So the guys set off on a journey and give you seven ways that you can listen to podcasts, The Advanced Selling Podcast, or others, in a way that helps you implement some of the ideas that you hear.
One of the tips was, email the podcast host with a question, so this offer stands. Send your question to listener@advancedsellingpodcast.com and we will answer it on an upcoming episode.
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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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In this episode of The Advanced Selling Podcast, Bill and Bryan take a listener question from a police officer who is interested in getting into sales. The guys break down his question a little further and say, "are you ready for your next opportunity?" Whether it's sales to customer success, or sales to sales manager, or any number of other progressions, are you ready?
The guys give him some ideas on how to think about it, and some tips on what to do to prepare.
They would love to hear your thoughts on this topic, or if you have a question, please send us a voice memo to listener@advancedsellingpodcast.com.
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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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Are you to passive or too aggressive? How you get right in the middle?
In almost every sales process there is, "Controlled tension." This happens when there is stress around who's controlling the process, you or the prospect. The reason you should be in control is because you have the solution, but the prospect thinks they should be in control because they have the money. This control tension gives way to the question of, "how assertive should you be in guiding the prospect through the prospect?"
In this episode, Bill and Bryan talk about "Passivity" both from a mindset standpoint and a tactical standpoint.
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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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Think about how many prospects you've called on. Think about how many mistakes you've seen people make when they buy your product or your service. Think about how many questions you've been asked by interested prospects.
The fact is, you have enormous perspective on the industry you are in, yet I bet you, you don't use it very well.
In this episode of The Advanced Selling Podcast, Bill and Bryan discuss the notion of sharing your perspective with your prospects so that they can become a more educated and sophisticated buyer. Yes, they may buy from you or they may not, but you are doing your job by helping them make a better decision.
Have a sales question? Send us an email at listener@advancesellingpodcast and we'll get it on the air. Make it a voice memo question and you'll be even more famous!
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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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In their sales training businesses, Bill and Bryan are both often asked the question, "what is the best sales advice you can give me?"
This is usually a pretty difficult question because no one answer will fit every situation. And, with so many different sales methodologies out there, how can you know what's best?
On this week's episode of The Advanced Selling Podcast, they guys decided to step up to the challenge and put together their lists of the best advice they've either ever gotten or ever given.
If you have a sales question you want answered, send us a voice recorded message to listener@advancedsellingpodcast.com and we'll answer it on an upcoming episode!
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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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In this episode of the Advanced Selling Podcast, Bill and Bryan take a listener question from Lauren, who asks how she can navigate the sales process better if she is not the low bid. She also asks how to handle the "middleman" in the process who will not let her get to the end user.
The guys had some attitudinal and philosophical issues about how she was thinking about it, but they also gave her some thoughts on how she can remedy this difficult situation.
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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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In this episode of The Advanced Selling Podcast, hosts Bill Caskey and Bryan Neale walk you through a framework to help you build your own sales methodology. This is part 2 of last week's episode where Bill and Bryan talked about the big five sales training companies and they gave you some pluses and minuses about why you should or shouldn't have a philosophy/methodology.
In this week's episode, the guys go into detail about the eight things that you need to have as part of your new method.
if you have any questions be sure to send us a voice recorded message to listener@advancedsellingpodcast.com and we'll answer it on an upcoming episode!
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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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This week's topic came from a LinkedIn conversation from a VP of sales who asked the question, "What is the best sales methodology to use today?"
Veteran sales trainers, Bill Caskey and Bryan Neale discuss the largest five sales methodology training firms in the world, and share some thoughts on whether you even need a method, or not.
They guys offer their thoughts and on next week's episode, they will give you a framework you can use to build your own philosophy instead of using someone else's.
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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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In this episode of The Advanced Selling Podcast, veteran sales trainers and podcast hosts Bill Caskey and Bryan Neale discuss a question that came in that has rarely been discussed on the podcast, "How Can I Motivate My Team?" The guys walk through several different areas of motivation that can either inspire or hold back your sales team.
For you sales leader listeners this is a good opportunity for you to think about your team in a slightly different way and what truly motivates them.
If you're interested in getting some more information about how you can assess your team's motivational tendencies, send us an email to Listener@Advancedsellingpodcast.com with the word feedback in the subject line and we'll get in touch!
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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address a deeper subject of persistence. Often times we can become overly persistent, and it will cost us big money in the sale cycle.
The guys also realized they've been calling on the same prospect and they both lost the deal, which adds material for this topic. They discuss some ways to handle the rejection and possibly even learn from the experience.
If you'd like to get your question answered on the podcast, send us an email to listener@advancesellingpodcast.com with a voice memo attached, and we will get it on the air.
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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale take two separate CoVideo Mailbag listener questions.
One question has to do with, how should a sales professional deal with non-sales issues like collecting accounts receivables? The other question deals with, how do we modify our behavior and our thinking so that deals continue to flow after the initial contact?
We'd love to hear your question, so send us an email with a voice memo to, listener@advancedsellingpodcast.com, and we will get it on the air.
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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale take a letter from listener Greg who's in the Agricultural industry and is struggling to generate a funnel full of leads.
He's tried radio and newspaper advertising but nothing seems to be working. So, Bryan and Bill give him a handful of ideas and suggestions on how he can go about changing the way he thinks about lead generation and changing the results as well.
Are you interested in having your question answered on the podcast? Email Bill and Bryan your recorded question to listener@advancedsellingpodcast.com.
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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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This week's podcast was recorded live from the Indianapolis Motor Speedway prior to the Indy 500 in front of an audience. Bill Caskey and Bryan Neale discuss habits of the old school sales person that don’t make it in today's competitive market.
Bryan and Bill walked through a handful of items that you can test your self against to see if you’re thinking old or thinking new.
You won't want to miss this LIVE podcast recording!
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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the notion of relationship selling.
The question is not if relationships important in the sales cycle, we can all agree they are. The true question is what does a good relationship really mean with a prospect?
Bill and Bryan give you some filters through which you can look at your current client relationships to determine if they really are sound and what to do about it if they aren't.
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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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In this episode of The Advanced Selling Podcast, sales experts Bill Caskey and Bryan Neale address a common observation that they have when they're working with sales teams. There is a general lack of enthusiasm about following and listening to your instincts.
In every sales process there are issues that occur and if you are dialed in to your gut reaction you will take a certain course. On the other hand if you are blind to your instincts or you don't trust them, you might be in for long selling cycles.
Bill and Bryan give you some tips on how to listen and how to react.
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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale take a question from a listener and client, who asks about issues inside her company that aren't going well.
The listener explains that she constantly has to get involved in operational and account management issues, which gets her away from her true role, business development. She is also experiencing some burn out over this dilemma.
On this episode, Bill and Bryan give her some advice on all three areas and some takeaways you might be able to use in your business.
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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale take on two different questions sent in by podcast listeners.
The first question in is from Leon in Australia who asks about how to handle channel partners in his new sales role.
The second question is from a lady who has been working a prospect for the last few months and they've gone radio silent on her.
Bill and Bryan give her several encouraging and indignant ideas on what she can do from this point forward.
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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale discuss a concept they experience far too often with their own clients, Paradigm Blindness.
We all have a certain way we do things and we become locked in to those ways. We become blind to change and don't consider other ways to achieve greater success.
Bill and Bryan give you some tips on how to identify your own Paradigm Blindness and some ideas on how you might go about getting out of it.
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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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On this episode of Advanced Selling Podcast, Bill and Bryan take a listener call from Paula who poses the question of, "how we extract ourselves from the commodity dungeon with our pricing and our offer." The guys tackle Paula's question head on and acknowledge that it happens to virtually every company, and maybe even in every sales process.
The customer sees the same things from other vendors, but doesn't see the uniqueness and differences, and it's up to you to decide how to portray them.
The guys give several tips and exercises on things you can do to help get in touch with your true value, and then some ideas on how to communicate it.
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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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Bill and Bryan get this question a lot from clients: how do I keep the momentum rolling after I deliver the proposal, when a lot of times that's when things go silent?
On this week's episode of The Advanced Selling Podcast, the guys take on this very question. They approach it from the perspective of preventing it from happening in the first place and remedying it when it does occur.
Also, be sure to join our LinkedIn group. We will be posting some behind the scenes videos where we plan out each episode.
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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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In this episode of The Advanced Selling Podcast, Bill and Bryan take a note from a client in the Personal Brand Makeover Course, and work through his personal story.
Developing your personal story is very difficult to do alone, and we find that it helps to review it periodically to make sure that you are on track with it.
Bill and Bryan give you a handful of tips and improvement points on what he sent in and hopefully you can use some of these to improve your own story.
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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address a question from a listener that leads them into a discussion regarding what constitutes a good sales meeting.
If you have a sales manager or leader who does not listen to the podcast, make sure they get access to this! You can go into the Advanced Selling podcast app, click the share button, and text the episode to your sales manager.
In companies today, we seem to say there are too many meetings, but Bryan and Bill conclude that there are too many bad meetings, especially on the sales side. This episode is designed to give you eight tips on how to improve the quality of your sales meeting.
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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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In this episode of The Advanced Selling Podcast podcast, veteran sales trainers Bill Caskey and Bryan Neale answer a question sent in by a listener who is interested in getting into sales and wonders whether he should take the leap or not.
The guys expand this question a little bit away from the specifics of this to where are you going with your career?
What are some of your options moving forward?
Do you ever get down to the end of the day and say, "Is this what my life is going to look like forever?"
The guys give you some thoughts on how you can start thinking about advancing your career or the next stop for you, in case the one you're in isn't working out so well.
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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale dive into the CoVideo Mailbag to take a voice message from Kansas City. KC from KC's question revolves around the issue of how to handle territories that don't always lend themselves to clean delineation.
The guys have several ideas for how to avoid sales drama between salespeople, but they also give you some thoughts on how you can deal with territory alignment issues.
If you have a sales question you want answered on the podcast, email us a voice memo to listener@advancedsellingpodcast.com
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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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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 Bill Caskey and Bryan Neale provide some thoughts on how to avoid the victim mentality.
When we have a victim mentality, we limit our ability to be creative and to be successful. Bill and Bryan give you some indicators that you might have slipped into that mode and what to do about it if you have.
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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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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 that position but more importantly, they discuss ways to prevent yourself from getting into this position in the first place.
If you have a sales question you want answered on the podcast, email us a voice memo to listener@advancedsellingpodcast.com
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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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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 determine what the optimum behavior salespeople need to adopt for successful outcomes.
If you're interested in data-driven selling then Mike has statistics that might just blow your mind. Grab a pencil and paper and take copious notes on this podcast episode!
Find out more about Mike and RAIN Group at https://www.rainsalestraining.com.
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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com
Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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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 several episodes to it over the past few years, we think it's still important that we keep this in front of you.
The guys pick out seven observations that they made with their client and what you can learn about it.
Here are some other episodes on Your Personal Story:
#339: Better Stories = Better Selling with Bo Eason
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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com
Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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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 sales would be best.
If you've been in the profession over a year, it's likely you've had that feeling at some point, am I cut out for this? It's okay to have that feeling and Bryan and Bill talk you through how to deal with it.
Send your sales questions to listener@advancedsellingpodcast.com and make sure you include your physical address so that Bill and Bryan can send you a small gift.
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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com
Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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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 better enable the sales process, whether you have team or are a lone ranger.
Also, send us your question via a voice memo to listener@advancedsellingpodcast.com and Bill and Bryan will rush you out a sweet little gift just for you.
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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com
Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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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 evaluate the things you need to Start Doing, Stop Doing and Continue Doing to accomplish your goals.
On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale offer their opinion on some things to immediately stop doing and start doing. This technique is based on an old framework that's still extremely valuable today.
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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com
Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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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 is, “Should he be first or last to propose?”
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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com
Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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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 question and give you some thoughts on what cold calling should be used for and how to change your approach to it. They'll also give you some tips to use on your next cold call to get better results in the long run.
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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com
Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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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!
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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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 Brand Makeover Course - Personal Clarity.
What do you stand for?
What do you value?
If you don't truly know, it's time you get conscious of who you are.
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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com
Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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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 aware of what can be a difficult conversation, which is the exposing of those blind spots.
Also, be sure to check out their brand new product, The Personal Brand Makeover Course at www.personalbrandmakeovercourse.com.
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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com
Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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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 this episode of the Advanced Selling Podcast, Bill and Bryan list several to dos for December that will get you off to a quick start and help you to build momentum for your goals in 2018. They also introduce a product that they are going to be releasing in the next couple of weeks.
Be sure to get in our inner circle to get bonus content and be the first to be notified when it goes live! Go to https://advancedsellingpodcast.com to join our email list.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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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 yourself from being commoditized or extract yourself once you're in it.
They also talk about their new course, called The Personal Brand Makeover Course, which is coming soon!
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo.
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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!
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Does it really take 8 to 12 contacts to turn a prospect into a customer?
Bill Caskey and Bryan Neale address this very idea in today's episode. We had an awesome question from a listener in our co-video mailbag segment. She is a wardrobe and fashion expert, and is trying to figure out how to generate more clients.
Bill and Bryan give her some ideas that really anyone who's in sales and trying to generate more engagement with prospects can use.
We'd love to hear your feedback on their answers by going to the Facebook fan page and sharing your thoughts!
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo.
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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 has grown his business as a result.
Mike was involved in social work and psychotherapy and realized that if he was going to generate income in business, he was going to have to learn how to sell. That's when he found the Advanced Selling Podcast.
If you'd like to be in our Spotlight series, send us an email to Listener@AdvancedSellingPodcast.com and in the subject line write, "Spotlight," and we'll be back in touch to get you on the show. We'll be doing this about once a month for the next few months.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo.
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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 communicate your company story to your constituents.
If you're interested in having them coach you on your story, send an email to listener@advancedsellingpodcast.com and in the subject line put Message Makeover.
They'll select a handful of people to do a live coaching session to help you get clear on your message.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo.
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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 have done in the past, they break this topic down into prevention and remedy:
Prevention is what can you do to prevent this from happening again, and the guys give ten points of learning around that. Remedy is what do you do about it if somebody just, "Serves you the papers." They've got a couple of thoughts on that as well.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo.
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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 negotiation, the sales process itself or when we need to find other decision-makers to go call on.
Bill and Bryan give you some ideas on how to see yourself and your role to help you navigate through this tendency and temptation to self-deflate.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo.
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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 heightened sense of self-importance that was larger than reality.
In this first of a two part series, Bill and Bryan give you some ideas on how you can catch yourself if you start to slip into this "lack of self-awareness" around your role.
Part two, coming next week, is about how we often deflate our own self-importance, which is just as equally a problem.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo.
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What vibe do you give off when you're around others?
In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale talk about two words, commitment and energy, that will influence your success in professional selling.
The guys break down each of these words and talk about what they see when they go into companies and work with high achievers in these two areas.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo.
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Does it really take 8 to 12 contacts to turn a prospect into a customer?
Bill Caskey and Bryan Neale address this very idea in today's episode. We had an awesome question from a listener in our co-video mailbag segment. She is a wardrobe and fashion expert, and is trying to figure out how to generate more clients.
Bill and Bryan give her some ideas that really anyone who's in sales and trying to generate more engagement with prospects can use.
We'd love to hear your feedback on their answers by going to the Facebook fan page and sharing your thoughts!
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo.
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What kind of customer experience do you give your brand new customers?
In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale review the hazards of ignoring the customer experience. We all want more referrals and we all want to grow our current client business, but do we do all we can to make that experience with them such that they want to give us more referrals and more money?
Bill and Bryan give you six ideas that you can implement almost immediately, with little cost, that will help you rebuild or reconstruct your customer experience.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo.
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What is your relationship with practice?
In this week's episode, Bill Caskey and Bryan Neale introduce you to some new ways to practice the craft of selling. They give you five insights that you can use to better hone your skills when you are preparing for a call or a presentation.
Aristotle said, "We are what we repeatedly do. Excellence, then, is not an act, but a habit."
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo.
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In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale dive into the CoVideo mailbag once again and take a question from a listener.
The question had to do with how one brings up the topic of compensation with their manager.
Bill and Bryan take this in several directions as they process the compensation question, as well as the avoidance of important issues question. Everybody in their business life has some conversation that has remained unspoken.
It needs to be brought out and dealt with. In this episode, we'll help you do just that.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo.
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In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the ever important and common issue of what to do when a deal stalls.
But instead of telling you what to do, they have some suggestions of things you can do to avoid the problem in the first place, which is always an easier way to problem-solve.
Get your pen and paper out for the top seven things you can do starting today to avoid stalled deals!
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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YOU GUYS ARE INCREDIBLE!
We had more submissions for the Personal Brand Makeover series in August than we knew what to do with. Thank you to all of you who sent us your story and offered to be our "branding students" throughout the month.
If you missed an episode, now is the time to dive back in and catch up. We created a video to recap the last month and to give you brief preview of what's coming in September!
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Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo
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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In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale complete the last of the August Personal Brand Makeover Series. By the way, if you don’t have the Personal Brand Makeover Checklist yet, go to advancedsellingpodcast.com/makeover to download it.
Sherri is a Business English Trainer in Berlin Germany who is making the transition away from agencies and starting her own practice. With this new adventure comes new challenges and she is having some difficulty finding new clients. Bill and Bryan give her some tips on improving her online presence and how to get her story to be more compelling.
Have a question? Send it to us at listener@advancedsellingpodcast.com. Want to jump to the front of the line? Do it in a voice memo and send it on.
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Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo
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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In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale continue the August Branding Makeover episodes. By the way, if you don’t have the Personal Brand Makeover Checklist yet, go to advancedsellingpodcast.com/makeover to download it.
Sasha is a Dental Practice Marketing Consultant who is looking for more speaking engagements with the end goal of taking on more clients. Sasha's biggest challenge is how to best convey her story to prospects. Bill and Bryan give her some advice on how to improve her message and how to make that message clear in her online channels.
Have a question? Send it to us at listener@advancedsellingpodcast.com. Want to jump to the front of the line? Do it in a voice memo and send it on.
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Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo
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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In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale on on the second August Branding Makeover episodes. By the way, if you don’t have the Personal Brand Makeover Checklist yet, go to advancedsellingpodcast.com/makeover to download it.
Michael is an upcoming college graduate who has ambitions of being a business owner. The challenge for him is that there isn't a clear path for him to entrepreneurship. Bill and Bryan give him some tips on how he can improve his digital presence and some advice on how to get started on creating his own path.
Have a question? Send it to us at listener@advancedsellingpodcast.com. Want to jump to the front of the line? Do it in a voice memo and send it on.
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Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo
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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In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale dive into the first of four August Branding Makeover episodes. By the way, if you don’t have the Personal Brand Makeover Checklist yet, go to advancedsellingpodcast.com/makeover to download it.
Mia is a young sales professional in the talent recruiting business. The challenge for her is standing out among the vast number of fellow recruiters. Bill and Bryan give her some advice on how she can distinguish herself in the market and rebrand slightly to attract more clients.
Have a question? Send it to us at listener@advancedsellingpodcast.com. Want to jump to the front of the line? Do it in a voice memo and send it on.
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Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo
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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In this episode of The Advanced Selling Podcast, Bill and Bryan answer a CoVideo Mailbag question about the difference between being tenacious and being persistent. We always seem to laud the sales person who doesn't take no for an answer, and in so doing, can be annoying.
Nobody wants to be that person, however some of the training that we've gotten over the years encourages us to do that. But not so today!
Bill and Bryan go over some different ways to look at this whole tenacious and overbearing element, and give you some ideas on how to be effective without being somebody that you aren't.
Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale review a list of things to stop doing in the sales process that might cause friction, and actually stop your buyer from buying.
This came as a result of one of Bryan's clients asking him what they could do to reduce that buyer friction.
Check yourself against this list and see if you're doing any of these things, and if you are, stop right now!
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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One of the biggest mistakes salespeople make is not knowing how to talk about price and economic value with customers.
In this episode of The Advanced Selling Podcast, Bill Caskey reviews a coaching call he had with a brand new client who was struggling about how to combat the resistance, "I don't have money in the budget for this."
Bill and Bryan also give you a handful of ideas on how to change your thinking about money, pricing, and economics in the sales cycle. Bring your pen and notepad to this episode!
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss a situation with one of Bryan's clients who reacted to a client’s cancellation. -
Bill and Bryan also share some thoughts and strategies on how to NOT react emotionally in most scenerios.
Remember, August is MAKEOVER MONTH so if you want to be considered for our live makeover, send as email to listener@advancedsellingpodcast.com and tell us about yourself and your goal of personal branding makeover.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a common question that we're getting more and more frequently which is does my personal brand really matter? And, how do I align it with my company brand?
Bill had a situation with a current client where the VP of sales was intrigued about the concept of personal branding, rightfully so.
It should be on every sales manager's and every salesperson's radar right now. If your in B2B sales, your personal brand really does matter, so how do you build it?
In this episode Bill and Bryan give you a handful of tactics that can help you begin to build your personal brand and turn it into revenue.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a letter from a listener, Toby, who has to make sensitive calls to a number of prospects who were represented by two salespeople who recently left.
The guys give Toby a few things to think about and a few things to do in executing this task.
If you'd like to get your question read, send us an email to listener@advancedsellingpodcast.com, or do what Toby did, go to the Facebook group and post your question https://www.facebook.com/AdvancedSellingPodcast/
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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On this episode of the Advanced Selling Podcast, veteran and sometimes humorous sales trainers Bill Caskey and Bryan Neale, answer a voicemail bag question from Scott in Ohio.
OH-IO! (You'll have to hear the episode to know what that means).
The guys warn Scott about his thinking and then provide a handful of recommendations on how he can get more appointments in his markets.
This mailbag is sponsored by Covideo. You can go to advancedsellingpodcast.com/covideo to get a free trial started so that you can break through the clutter of your prospect's inbox.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale remaster an episode that is the number one downloaded podcast of all time in their library.
Here is a link to the episode from 2010: http://bit.ly/2renAdS
It's one of those issues that haunts people and there's a lot of drama and calories burned on what do I say to get the customer to call you back.
In this episode, Bill and Bryan give you a handful of tips on how to not only prevent the issue from occurring but what to do when it hits you.
Learn more about CoVideo at https://advancedsellingpodcast.com/covideo
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo
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In this episode, veteran sales trainers Bill Caskey and Bryan Neale take a CoVideo Mailbag questions from Brian in Colorado. Brian's question is about how to handle the dreaded, "I'll just take a brochure, and call you back" objection when he thought he was about to close the appointment.
Do you ever feel like your prospect is not taking action when you know they are ready?
Bill and Bryan turn the mirror back on Brian and question his mindset and how he is approaching the deal.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo
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In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the issues of beliefs and how we arrived at them.
The guys feel strongly that if you want to change your results long term or your actions short term, you really need to address the beliefs you have about selling, your value and yourself.
They give you seven examples that they hope you will write down and assess yourself with.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale bring a lesson from professional athletes and how they look at their performance.
Bill and Bryan go through eight different areas that you can begin to assess your performance in the sales process.
"That which is measured gets improved."
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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In this episode of The Advanced Selling Podcsat, veteran sales trainers Bill Caskey and Bryan Neale take a call from Brady who has been extremely successful over the last few years but all of a sudden has hit the wall.
His pipeline disappeared, his new calls have dwindled, and he's a bit nervous.
Bill and Bryan not only share some tips for him but also some philosophical ways to look at the issue to get him unstuck and back at the top of the leaderboard.
As usual, this comb through the old mailbag is sponsored by Covideo. You can go to advancedsellingpodcast.com/covideo to get a free trial started so that you can break through the clutter of your prospect's inbox.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a question from a listener in Sweden, who is overwhelmed with leads and responsibilities.
Their first reaction to that is, what a great thing that is, but as he said, "Sometimes that comes along with pitfalls and a feeling of overwhelmed."
If you are in a business where you have more tasks in front of you than time to complete them, you definitely need to listen to this episode.
Also, check out advancedsellingpodcast.com/covideo to get in on a free trial for the email video application sponsored by Covideo.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the concept of decision making.
How do your prospects make decisions?
How do you influence those decisions?
Can you influence those decisions?
They take a deep stab at nine components of the decision making process that you need to be aware of when you are communicating your value to your prospects and customers.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale give you an assignment.
But before you accept the mission, you've got to listen to Bryan's story about a septuagenarian that he knows who's still making cold calls, and what the result of one of his most recent calls was.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale play a clip from Kristin Zhivago, Author of Roadmap to Revenue, who explores the idea of the buyer process map.
She also talks about one of our favorite topics which is intention, and how intention matters and how it's often at odds with the customer's intention.
Learn more about Kristin’s book, Roadmap to Revenue: http://a.co/e0DvD0w
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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On this episode of The Advanced Selling Podcast, hosts Bill Caskey and Bryan Neale find themselves in a bit of a funk.
In fact, it was so bad they almost didn't do the episode.
But record they did and they discovered that there were a handful of things that we can do to get out of sales funks when we're in them.
Be sure to tune in if you too are feeling like you're in a funk!
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the never-ending importance of paying attention to the details in how you speak with prospects and clients.
You can build a lot of goodwill throughout the sales process but one false move and you'll be on the outside looking in.
In this podcast, Bill and Bryan go through some ways that you can start to identify the blind spots that other people see - and you're missing.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Have you ever had a customer that just doesn't see the value in what you do because they have a misconception of the entire product or category?
This happened to one of our listeners, Mark from UK. He battles this exact thing in his world and needs some advice.
Is your product considered nice to have or need to have?
And is there really such a thing as a need to have?
In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale give their best advice to Mark and his customer misperceptions.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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What to do when you can save the prospect money and they still don't buy?
In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale answer a question from a listener on how to better compete against their giant competitors.
They also discuss how to move people to action when you can save them money but they still won't purchase.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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You don't really think we are going to teach you new words for trash talking, do you? Of course not.
On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss how to compete.
They give you their thoughts on ways you can ratchet up your competitive skills so that maybe, just maybe, your competitor will be trash talking you.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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The sales world is full of convincers and persuaders, but what happens when you run up against someone who just absolutely will not move?
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale deal with two situations where this is the case.
The first is someone in procurement who doesn't want to take the necessary paperwork to their manager. The other is a manufacturer who sells through reps and is unable to move the rep to represent their product in a different way.
Listen closely as Bill and Bryan give you five ideas on how to rethink your strategy.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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In today's episode, veteran sales trainers Bill Caskey and Bryan Neale talk about one of the most common questions they get from their travels and training, how do you handle customers when they only buy on price?
Do you feel like your customers only buy from you if you're the lowest priced?
Do you often discount to make the deal?
On this Advanced Selling Podcast, Bill and Bryan give you some ideas on how to rethink that conclusion and how to ensure that you are empowering yourself to fix it.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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In today's episode, veteran sales trainers Bill Caskey and Bryan Neale take a call from Davis who is a digital media representative in North Carolina.
She finds herself uncertain about how to deliver a value proposition to multiple constituent levels within a company and also across market segments. Not to worry Davis!
On this episode of The Advanced Selling Podcast, Bill and Bryan share some advice that can be used across virtually any business when you are in pursuit of new customers.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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In today's episode, veteran sales trainers Bill Caskey and Bryan Neale take a call from AJ in Oklahoma who is fretting about her company's bad reputation in the market.
She now is the one, as the new salesperson, who has to go in and repair it. The question is how does she do so?
On this episode of The Advanced Selling Podcast, Bill and Bryan share five lessons that anyone can implement to accomplish the goal of repositioning their market impression.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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In today's episode, veteran sales trainers Bill Caskey and Bryan Neale address the skills required in the account development function.
If you have an account development team or manager, make sure you send this episode on to them.
Bill and Bryan get called in often to work with client success or account development teams and they've seen it all including the good, the bad, and the ugly.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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In today's episode, veteran sales trainers Bill Caskey and Bryan Neale take a mailbag call from a listener.
Sara ’Smile' sends us a voicemail about her concern that some of her prospects, after working her process, want something she us unwilling to sell - mainly because it won’t work AS WELL as another solution. It's a great question.
In this episode of the Advanced Selling Podcast, Bill and Bryan walk her and you through some ways to think through it.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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In today's episode, veteran sales trainers Bill Caskey and Bryan Neale take on the topic of process: but not in the usual sense. REMAPPING the sales process is the new idea.
What do you do when the process doesn’t go perfectly? (Because it never does.)
How do we tactically implement a process that is VALUABLE to the prospect even if they don’t buy from you?
In this episode of The Advanced Selling Podcast, Bill and Bryan give you tactical sales tools to answer these and other challenges when the way we want to sell (PROCESS) doesn’t go as planned….
The Best Laid Plans of Mice and Men …….(email us if you know the rest of the quote listener@advancedsellingpodcast.com)
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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It seems like most of our show topics are devoted to prospecting and selling, however there is an important part to account and relationship management, and that is how to deliver transitional news to your client.
This could be in the form of a price increase, a change in ordering structure, or something more significant like the buyout of your company. There is no news that's too small to at least pay attention to how you communicate it.
In this episode of The Advanced Selling Podcast, Bill and Bryan give you some tips on how to do just that.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Happy Holidays!
We're taking some time off here at The Advanced Selling Podcast. But, don't worry, we have something just for you. We're giving you the Best Of 2016.
Hope you enjoy it and see you in 2017!
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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How Do You Stand Out in the Middle of the Commodity Jungle?
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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In this episode, veteran sales trainers Bill Caskey and Bryan Neale discuss the most important things you can do in the next 10 days to finish up this year and start next year properly.
Do you feel stressed out during the holidays?
There is still time to get things done before the end of the year. It's a great time to think how you will jumpstart 2017. And, on this week's Advanced Selling Podcast, Bill and Bryan will give you some precise ideas on how you can do that.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Do you think “branding” as a salesperson is all about your company’s logo or your social media accounts?
In this episode, veteran sales trainers Bill Caskey and Bryan Neale talk to branding expert Tyler Borders to learn more about why brand matters so much in sales.
Do you know how you and your company want to be perceived by your prospects?
Have you ever asked the people who know you best how they describe your brand?
In today's episode of The Advanced Selling Podcast, Bill and Bryan dissect Tyler’s branding philosophy to give you a different way to think about building a brand of your own. Hint: It’s not just about what you say on your LinkedIn profile.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Are you feeling the year-end overwhelm?
Does your sales life feel crowded, chaotic or unintentional?
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale give you strategies to de-clutter and re-focus for 2017. Are you cold calling just because you think you’re supposed to? Are you aimlessly prospecting without a true strategy behind it?
In this episode of The Advanced Selling Podcast, Bill and Bryan share best practices and advice to help you engage in the best ways possible as you move into the new year.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Promotional products aren’t just cheap toys or plastic desk accessories… they can also be part of your sales strategy.
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale talk to promotional products expert August Wittenberg about tools you can use to get noticed and get in the door with your prospects.
Do you know what’s relevant to your recipients and their industries?
Are you using terminology to communicate with them that you know “speaks their language?”
In this episode of The Advanced Selling Podcast, you will learn how to use promotional products to increase your close rates and calculate your ROI. And don’t miss August sharing the biggest mistakes salespeople use when trying to use promotional products… he lets you in on a few secrets.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Has it happened to you? That moment when you decide you’re tired of doors slamming in your face, picking up the cold phone or feeling beat up on price.
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale help you realize and accept that there is a better way to do things than what you may be doing now.
Are you ready for today to be “The Day” when you stop hanging on to feelings and emotions that aren’t working for you in your sales career?
In this episode of The Advanced Selling Podcast, Bill and Bryan will coach you through how to recognize what’s happening and what you can do about it. They also issue the Epiphany Challenge: what’s yours?
If you’re ready to come alive and truly own your sales success, this episode is for you.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Are you nervously watching the days tick by to the end of the calendar year and wondering what in your funnel will close before the holidays? If this is you, today is your lucky day.
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale help you stop worrying and start taking action to close out deals before year end.
Are you honestly assessing what is realistic and what’s not?
Do you have a plan for how you’ll move opportunities to a Y or N?
In this episode of The Advanced Selling Podcast, Bill and Bryan help you amp-up your calendar based language with prospects and develop a system to know which deals to focus on more than others. Don’t wait until December for this one— the race to the end of the year is here.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Have you thought about what’s possible when you own your own platform?
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale focus on helping you own the platform from which you tell your story.
Are you producing your own content?
Or are you holding yourself back from putting something out in a blog or on LinkedIn because you’re afraid of failure or looking stupid?
In this episode of The Advanced Selling Podcast, Bill and Bryan help you understand what you can do to own the platform you’re using and how to make it worth your efforts. If you’ve ever wanted to be in a position where people call you instead of you calling them, you won’t want to miss this episode.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Budget. Prospect. Rapport. Value-add. Pain points.
Tired of the same words that may be contributing to old school thinking in the sales process?
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale dive into how the labels and words we use in sales may be negatively impacting the outcomes we achieve.
Are you still asking your prospects about their pain points?
Do people tell you your product/service doesn’t fit into their budget?
In this episode of The Advanced Selling Podcast, Bill and Bryan give you new alternatives to the same, tired language. They will help you modernize what you say and give you strategies to avoid using words that are overused and misunderstood. Learn how to update your sales language starting right now.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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It’s a two-part question Mailbag Monday at The Advanced Selling Podcast.
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale answer questions from Luke in Australia.
Are you looking for ways to help your prospect calls be more effective?
What if your prospect doesn’t talk or engage in your conversation?
Bill and Bryan will help you examine your messaging, context setting and your process. Are you bringing a “I hope they say yes in this meeting” energy to your conversations?
Learn how to focus on the right things and make your interactions more effective in this episode.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Would you like to know how to predict if your company can grow, and when?
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale talk with bestselling author Aaron Ross about lessons from his books Predictable Revenue and From Impossible to Inevitable.
Do you know the key things that will most dramatically impact how your company grows?
Do you understand sales specialization (hint: it means a new definition of prospecting for salespeople).
In this episode of The Advanced Selling Podcast, Aaron shares the best ways to retain top talent, how to divide the roles between lead responders and outside prospectors, and how to build the habits needed to be successful in predicting your sales success.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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They make it look easy in the movies: Closing deals on the golf course. How does it work in real life?
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale share their 5-step plan for conducting business while you entertain clients.
Are you taking prospects to sporting events, concerts, or a round of golf?
Are you wondering how to maximize those opportunities?
In this episode of The Advanced Selling Podcast, two non-golfers will give you their tips for managing expectations, knowing the appropriate etiquette and where/when to wine and dine your prospects in the sales process.
Don’t take Hollywood’s word for it— closing on the golf course isn’t as easy as it looks.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Are you on an island all alone? If you’re the lone salesperson or feel unsupported in your sales role, this episode is for you.
Veteran sales trainers Bill Caskey and Bryan Neale share tips and strategies you can use immediately to reduce the feeling that you’re all alone with nowhere to turn.
Are you a consumer of the knowledge around you?
Do you surround yourself with people who are like-minded?
In this episode of The Advanced Selling Podcast, Bill and Bryan will give you their checklist of things you can do to help feel like you’re a part of a community and fighting the sales battle with others around you. Be lonely no more. Listen in to find out how.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Are you intimidated by the idea of Search Engine Optimization (SEO)?
Are you looking for ways to make SEO more of a key part of your sales process?
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale talk with a longtime friend of the show, John Jantsch. John’s new book, SEO for Growth, is already helping make the principles of SEO accessible for everyone, not just the experts. A
re you struggling with lead generation?
Do you wish your marketing team was sending you higher quality leads?
In this episode of The Advanced Selling Podcast, John shares tips you can use to become your own content marketer and gives you his hit list of where to begin when you think about writing your own content. You may find a few things about SEO that surprise you in today's show too. It’s not as scary as you may think.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Picture it: You walk into a prospect’s office, exchange introductions and say, “So tell me about your business?”
The prospect looks at you, sighs and begins to tell you the same biographical information they’ve shared with every other salesperson who has walked through their door.
Has this happened to you?
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale interview a digital marketing agency CEO to learn more about how to not turn off your prospects before you’ve even started the conversation. Michael Reynolds, CEO of SpinWeb, a digital agency based in Indianapolis, shares his tips to help you prove you’ve done your research in advance.
Are you assuming things about your prospect’s situation?
Do you know how to balance your questions with sincere comments that aren’t “tactics” or seen as “salesy?”
In this episode, Bill and Bryan engage Michael in an insightful conversation that will help you build a much warmer prospecting list. Who wouldn’t mind a few less cold calls?
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Are you in a cold-calling business?
In this episode, veteran sales trainers Bill Caskey and Bryan Neale field a question from Blake in Texas that we know many listeners find challenging.
How do you engage with a prospect when you’re knocking on their door?
What can you do to soften the immediate feeling they have to tell you to go away?
In today's episode of The Advanced Selling Podcast, Bill and Bryan share strategies for effective and efficient cold-calling. Getting right with your belief about what you’re selling, approaching with good intent, and considering the impact of your words and approach will help you focus on what really matters in your interaction— providing a service to help the person who answers the door.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Are you using email as a prospecting technique and struggling to get responses?
In this episode, veteran sales trainers Bill Caskey and Bryan Neale take on the topic so many salespeople were never taught: how to write words that compel your reader to take action.
How are you crafting emails to the C-Suite?
Are you going out on a limb to reach out to people you don’t know?
In today's episode of The Advanced Selling Podcast, Bill and Bryan give you techniques you can use to increase the effectiveness of your prospecting emails. They also let you in on two secrets— the subconscious thing almost ALL salespeople do that gets in their way, and one of the most valuable skills of the sales pros of the future. Do you want to know the secrets? Listen in today to find out.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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It's that time of the year again! We are closing in on the final half of 2016 and it's this time that gets us thinking about next year and our goals.
In this episode, veteran sales trainers Bill Caskey and Bryan Neale discuss elements of a good sales or project plan and how you should look at anything you do as a project.
Are you tired of the old "SMART" Goal plan?
Are you wondering where to begin with you project?
In today's episode of The Advanced Selling Podcast, Bill and Bryan give you eight tips on creating a winning plan for anything you do. Whether your goal is to expand your territory, increase your income or up your revenue, this one is for you.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Have you ever struggled to figure out the right attire for a new prospect meeting?
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale take two listener questions for this Mailbag Monday.
Are you wondering how to get reacquainted with customers or prospects you haven’t talked to in a long time?
Are you looking for tips to know if you’re dressed appropriately for a sales call?
In this episode of The Advanced Selling Podcast, Bill and Bryan give you specific actions for both questions. And don’t worry— they aren’t giving fashion advice. Just good, solid things to think about before you walk out the door each day.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Are you staying up late every night mesmerized by the Olympics?
In this episode, veteran sales trainers Bill Caskey and Bryan Neale look to lessons sales people can learn from athletes competing at the top of their game.
How do you prepare yourself when something doesn’t go as planned in a sales call?
How can you detach from things around you that you can’t control?
In today's episode of The Advanced Selling Podcast, Bill and Bryan give you specific techniques to take your sales game all the way to Rio.
Are you ready to compete with the best of the best from around the world? Listen in today to find out.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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What do golf pros know about sales training? You may be surprised by the overlaps in inner game principles.
In this episode, veteran sales trainers Bill Caskey and Bryan Neale reflect on Donald Miller’s Storybrand podcast and an interview with Ben Crane, a PGA golf pro.
Do you struggle to avoid your subconscious taking over your inner game?
Are you practicing reps to help get your mind right?
In today's episode of The Advanced Selling Podcast, Bill and Bryan share tips to help you focus on mindfulness in the sales process. You will learn how to quiet your mind, set your own expectations and focus on your prospects instead of yourself.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Are you feeling sales pressure? (Don’t worry, you’re not alone.)
In this episode, veteran sales trainers Bill Caskey and Bryan Neale help managers and salespeople identify the differences between aspirational and desperate pressure.
Are you stressed about sales and struggling to think objectively about your pipeline?
Are you looking at the long term view or just short term wins?
In today's episode of The Advanced Selling Podcast, Bill and Bryan share techniques you can use to turn pressure into a motivating piece of your role in sales. You’ll learn where to focus, how to brainstorm new ideas more effectively and avoid the desperate movie that plays in your head when sales are in a slump.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Have you wondered what it’s like to be a fly on the wall of a recording session at The Advanced Selling Podcast?
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale are joined by a loyal listener who jumps into the conversation during a visit to the studio.
Are you a naturally curious person?
Are you looking for ways to keep growing your sales skills after decades in the business?
In this episode of The Advanced Selling Podcast, Bill and Bryan talk with Paul from Ontario, Canada about his experiences as a longtime listener. Paul even has a chance to ask a question on behalf of listeners around the world— what would you ask if you were in our studio?
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Have you gotten stuck in a back-and-forth email chain with a prospect that didn’t end well?
In this episode, veteran sales trainers Bill Caskey and Bryan Neale dissect an actual listener email and break down what worked (and didn’t work) in his exchange with a potential customer.
Are you reading your emails out loud before sending to check your tone?
Are you out of balance with your communication style and language?
In today's episode of The Advanced Selling Podcast, Bill and Bryan give tactical and specific guidance to help you polish your emails and avoid saying something that gets misunderstood by your prospect.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Calling all Sales Managers: there’s an art to coaching your team after the ride along. In this episode, veteran sales trainers Bill Caskey and Bryan Neale talk to Sales Managers with tips (and things not to do) when coaching after a ride along experience. This episode isn’t about the ride along itself— it’s about what happens when you get back in the car.
What makes a really good feedback session?
How do you help your team grow from the experience?
In today's episode of The Advanced Selling Podcast, Bill and Bryan give you actionable tips to you can use on your next ride along.
Hint: If you’re not a Sales Manager, you probably should forward this episode to them after you listen. You’ll be glad you did.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Is your sales funnel getting stale? Are you stuck in the rut of closed-loop prospecting?
In this episode, veteran sales trainers Bill Caskey and Bryan Neale share tips and techniques for stirring up your sales funnel to get better movement and momentum.
Are you using a ranking system to know which prospects deserve more focus and attention?
Are you activating opportunities you already have in your funnel or are you letting them sit there and stall out?
In today's episode of The Advanced Selling Podcast, Bill and Bryan give you five to-do’s that will keep your sales funnel active and stoked.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Pro athletes, musicians and artists practice their craft daily.
Do you practice your sales skills daily to get to the top of your game?
In this episode, veteran sales trainers Bill Caskey and Bryan Neale give you six practical ways you can practice your sales techniques and hone your skills.
Will you step up to the 10 Day Challenge? Are you part of a Power Triad?
In today's episode of The Advanced Selling Podcast, Bill and Bryan share things you can begin doing today to practice your skills and increase your sales success.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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What if you could practically guarantee your success in sales? Would you do what it takes?
In this episode, veteran sales trainers Bill Caskey and Bryan Neale give you insight into the characteristics of a successful salesperson.
Do you have your goals written down?
Are you willing to stay a few more minutes and make one more call at the end of the day?
In today's episode of The Advanced Selling Podcast, Bill and Bryan will share a how-to list that will help you know where to focus your efforts and achieve your greatest success.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Are you feeling a mid-year sales slump?
Are you looking for ways to modify your prospecting techniques for Q3-Q4?
In this episode, veteran sales trainers Bill Caskey and Bryan Neale give you an assessment to grade your prospecting behaviors in the first half of the year.
Are you using a true referral system to generate leads? Do you employ behavioral KPI’s (and stick to them)?
In today's episode of The Advanced Selling Podcast, you will learn the elements of healthy prospecting strategies and give yourself a mid-year grade. If you’re in the market to up your game for the second half of the year, don’t miss this episode.
Don’t forget to download the complete checklist on our website too. https://advancedsellingpodcast.com
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Do you feel like you have to win every deal? In this episode, veteran sales trainers Bill Caskey and Bryan Neale explore a listener question from Lauren in St. Louis.
Are you (or people on your team) motivated most by money?
Do you have an unhealthy balance between your base salary and commission structure?
In today's episode of The Advanced Selling Podcast, Bill and Bryan will help you identify what you’re attached to and why. You’ll be able to analyze if you are more interested in solving the problem than your customer is and what to do when it happens.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Do you have trouble talking about money with your prospects?
Does “budget” feel like a dirty word?
In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale take on the tough topic of “Economics.” Using a real scenario from one of Bill’s client sessions, they will walk you through steps to help make the money conversations less intimidating (for you and for your prospects).
Are you educating or persuading when you talk with a prospect?
Are you trying to convince yourself the sale is a good idea if it isn’t?
In this episode of The Advanced Selling Podcast, Bill and Bryan will help you manage your mindset and your mechanics when covering anything related to the economics of your deal. If you’ve ever been uncomfortable talking about money in a sales call, you must listen to this episode.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Are you managing a team that includes Millennials?
In the second part of our series on Millennials, veteran sales trainers Bill Caskey and Bryan Neale bring back Millennial coach and expert Lindsay Boccardo to talk with managers about how to maximize the value Millennials can bring to your team.
Are you giving them feedback more than once every six months?
Are you asking deeper questions to understand the real issues?
Are you helping your team understand how their contribution can impact the business and world around them?
If you’re a sales manager, you’ll want to listen to this episode with a pen and note paper by your side. If you’re a Millennial, you’re going to want to forward this episode to your manager (and you should). The Millennial generation is already making an impact on businesses around the world, and these strategies can help you make sure your business is one of them.
Learn more about Lindsay Boccardo at http://lindsayboccardo.com.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Have you noticed that some sales people just seem like they “get it” more than others? In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale explore what the top 5% do that make them stand out and have greater success than their peers.
What are they doing differently than everyone else?
Why are people afraid to ask those at the top for their advice?
In this episode of The Advanced Selling Podcast, Bill and Bryan dive into ways you can up your selling game, including tips for the tiny tweaks that make a big impact. The great news: the differences aren’t major. True sales pros know the growth is at the margin.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Were you born after 1982?
Do you work with people who were?
In this two-part series, veteran sales trainers Bill Caskey and Bryan Neale take on a topic that’s being talked about around the world— Millennials and their impact on today's workforce. They talk with Millennial coach and expert Lindsay Boccardo about ways sales people and their managers can work better together to maximize the benefits of having this generation on their team.
In Part I, the conversation focuses on Millennials as sales people. Does your manager know you’re hungry to learn? Are you looking for coaching or feedback in your role and struggling to get it?
In this episode of The Advanced Selling Podcast, Lindsay shares her best strategies for Millennials in a sales role. If you want to be an asset to your sales team and your manager, this episode can help.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Can account management and the principle of detachment work together? The very nature of the word “retention” may make you feel like you can’t be detached from your clients.
In this episode, veteran sales trainers Bill Caskey and Bryan Neale dive into the world of account management to give you strategies to increase your success in managing accounts.
Do you walk the halls and get to know people in other departments?
Are you focused on just what you’re currently doing for them or are you looking for opportunities to spread the word about other services you offer?
In today's episode of The Advanced Selling Podcast, Bill and Bryan give you tips and techniques to use to boost your account management game. Whether you’re a full-time AM, part of a retention team or a salesperson looking to grow current accounts, you will find this episode full of ideas you can implement right away.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Are you writing your own marketing/sales emails?
In this episode, veteran sales trainers Bill Caskey and Bryan Neale explore a listener question that everyone needs to hear.
Do you write emails to your prospects and struggle to make them feel personal?
Are you sending something of value to people when they connect with you on LinkedIn?
In today's episode of The Advanced Selling Podcast, Bill and Bryan dive into strategies you can use to bring valuable content to people you correspond with. They will help you see your buyers more as followers and share techniques to help you authentically connect through your communication.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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What are the attributes of a high performing sales person?
In this episode, veteran sales trainers Bill Caskey and Bryan Neale talk about developing a personal ethos that involves continuous self improvement.
To what degree do you carry a commitment to bettering yourself?
When things don’t go your way, do you look inward first or look around you to assess what others did wrong?
In today's episode of The Advanced Selling Podcast, Bill and Bryan share questions to ask and ideas to consider as you’re evaluating your own commitment to self improvement. They give you a list of common obstacles that prevent people from succeeding and share strategies you can use to ensure you show up with the attributes of a high performing sales pro.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Is youth helpful or harmful for salespeople?
How can you best control your pieces of the sales process and let go of the rest? In this episode, veteran sales trainers Bill Caskey and Bryan Neale take two mailbag questions from listeners— Ty in Texas and Shawn in Wisconsin.
Are you looking for ways to position yourself as an expert even when you’re young in age or new to your industry?
What can you do to see yourself as a solution provider and help your prospects see you that way as well?
In today's episode of The Advanced Selling Podcast, Bill and Bryan give insights and answers to questions we know are the same questions our listeners have all over the globe. Are you among them? Let us know what you think!
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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How do you ensure eternal sales success?
In this episode, veteran sales trainers Bill Caskey and Bryan Neale use Charles Duhigg’s concept of Keystone Habits to determine what salespeople need to do to increase their success. (If you want more on this idea, check out Duhigg’s book, The Power of Habit: Why We Do What We Do in Life and Business.)
Bill and Bryan share some of their own keystone habits— a blend of mental, physical and emotional strategies that you can use to improve your sales game. After you hear theirs, we’d love to know yours. Shoot us a note at listener@advancedsellingpodcast.com to share some of your keystone habits with us. We might just talk about you on an upcoming episode!
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Could the sales system be broken?
For both Buyers and Sellers, what if the process isn’t really working? In this episode, veteran sales trainers Bill Caskey and Bryan Neale analyze both viewpoints and consider areas where the system can be improved on both sides of the selling process.
Is the Buyer too focused on paying the least amount of money, not getting the best outcome?
Is the Seller in “get the deal” mentality more than they are trying to provide a helpful solution for their prospect?
In today's episode of The Advanced Selling Podcast, Bill and Bryan give you questions to ask and things to consider to analyze if your own sales system is broken. The good news— if it is, they also provide strategies to help you make it better.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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How is your process similar or different to the process for winning complex enterprise sales?
In this episode, veteran sales trainers Bill Caskey and Bryan Neale bring in an expert who has spent years winning big deals and teaching others how they can do it too.
Bud Suse spent 12 years with IBM before moving into sales management for a start-up, spending hours in well-known sales training programs along the way. He realized that the success in large deals comes from defining a process, testing it and repeating it.
How does your process stack up?
In today's episode of The Advanced Selling Podcast, Bud shares the best practices from his second (and just released) book, Winning Complex Enterprise Sales. If you’re looking to improve your success with the big whales, this episode is for you.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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What happens in a training session when Bill or Bryan doesn’t have the answer?
In a special episode of “Stumpology,” veteran sales trainers Bill Caskey and Bryan Neale bring their toughest client issues to each other to solve.
How do you handle it when the client can’t get away from selling features/functions? How can you create the space with your sales team to be able to educate them?
In today's episode of The Advanced Selling Podcast, the teachers become the students (of each other). They will help you look at your own process and messaging to determine if you’re communicating through your buyer’s eyes or your own, and how you can meaningfully influence those around you.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Are you looking for ways to generate more leads? (because who isn’t?)
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale respond to a specific request to provide four things sales people can do right now to generate leads.
Have you considered hosting a marketing event for your prospects (not a sales event, a marketing event)?
Are you using your current client’s words and testimonials to help you communicate what you do to your prospects?
In this episode of The Advanced Selling Podcast, Bill and Bryan give you four actionable things you can start working on immediately to help you increase your leads.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Standing out in a commoditized sales environment is tough. In today's episode, veteran sales trainers Bill Caskey and Bryan Neale explore the world of landscapers and the B2C marketplace.
How do you sell a premium priced product, service or experience when everyone around you is selling for less?
Are you creating a vision for your customer or having them help paint the vision with you?
In today's episode of The Advanced Selling Podcast, Bill and Bryan give you specific steps to take to help combat the issue of premium pricing, regardless of what you’re selling. You’ll learn how to teach your customer about the buying process and communicate the impact of your work without sounding “salesy.”
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Products or services— which do you think are easier to sell?
In today's Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale dive into a question from a listener in Sweden.
If you provide a service, how do you “productize” your service and make it something tangible?
If you sell a product, how can you “service-ize” your offering and not hide behind the item?
In this episode of The Advanced Selling Podcast, Bill and Bryan share their strategies to create powerful connections with what you’re selling through the story you tell. You’ll learn how to paint the picture of your service or product and help your prospect truly understand what you’re offering. We’d love to know which you think is easier and why— just post your thoughts in our LinkedIn Group or shoot us an email (listener@advancedsellingpodcast.com).
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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How do you create a sense of urgency for a prospect?
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale address one of their most frequently asked questions.
What is the true role of a sales professional?
Do you understand where your prospect is starting and where they are trying to go?
In this episode of The Advanced Selling Podcast, Bill and Bryan share how you can reframe the question and avoid manipulating or coercing your prospects. They will give you tips to help you evaluate your intent in the relationship and how you can see yourself as a guide in your prospect’s process. One of our most commonly asked questions isn’t actually about the language at all— it’s about how you THINK about the questions.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Do you believe that enthusiasm is really contagious?
In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale address the age-old attribute of enthusiasm. Bill relates a story of observing a struggling sales person trying to get one of his clients’ sales teams fired up to sell more stuff. It didn’t go well. Not because he wasn’t representing a valuable product. But because of “how” he decided to create enthusiasm with his audience. It derailed quickly.
Have you ever been in the position of getting your audience “pumped?” How do you portray genuine enthusiasm to your prospect or client?
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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Are you curious how The Advanced Selling Podcast came into existence?
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale get personal. They share how they began their careers in sales and how the podcast got its start.
Whether you’re a longtime listener or new to the Advanced Selling Podcast, you’ll find valuable lessons in hearing Bill and Bryan talk about busted sales calls, good and bad sales managers and their overarching philosophy that lead them to the work they do today.
Don’t miss their one piece of advice anyone in sales needs to hear.
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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.
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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A new set of eyes on anything can be valuable, even for the most seasoned pros.
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale capture best practices and strategies from a new listener to The Advanced Selling Podcast, Brittney Russo.
You’ll hear how Brittney has used Bill and Bryan’s training to close large deals, ramp up in her company faster and challenge her competitors.
In this episode of The Advanced Selling Podcast, Bill and Bryan share notes you can use right away to re-energize your sales game. If you’re new to sales and/or new to The Advanced Selling Podcast, this episode will be invaluable as you’re getting up to speed. If you’re a loyal listener and have had Bill and Bryan riding along with you for years, you will love Brittney’s fresh approach to learning.
Everyone will find takeaways in this episode— old dogs can always learn new tricks, right?!
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Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.
Do you have leaks in your sales bucket? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale are fired up— not just about leaks in your bucket, but about discovering a leak in their own bucket too.
Do you prospect when sales are good or only when things start to slow down?
Do you run a well-organized sales process?
Are you leveraging your training and knowledge as much as you can?
In this episode of The Advanced Selling Podcast, Bill and Bryan fight to prevent their ego from getting the best of them— a rant of this magnitude not frequently heard on the show. Passed over for a local news story about successful podcasters, Bill and Bryan put together some of their best content yet to help you identify leaks in your bucket and what you can do about it when you find them. You won’t want to miss this one.
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Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.
Do movie stars make good salespeople? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale put celebrity status to the test as they break down a sales call by Hugh Jackman to place his fair trade coffee in grocery stores around the United States.
You will learn a lot from Hugh’s approach, including how to ask questions that demonstrate your intent and language you can use to identify if you and your prospect share common goals in the conversation.
In this episode of The Advanced Selling Podcast, Bill and Bryan examine self awareness, authenticity and ego through the lens of one of Hollywood’s most famous stars.
Do you think Hugh Jackman is an ASP listener? He might just be! Click here to watch Hugh Jackman on CBS Sunday Morning.
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Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.
Why take one question from a listener when we can take three? In today's episode, sales trainers Bill Caskey and Bryan Neale respond to questions from listeners and give a shout out to US Military members around the world.
Are you looking for strategies on spec selling?
Have you considered paying for someone to develop content for you to use in developing your expert persona?
In this episode of The Advanced Selling Podcast, Bill and Bryan share techniques and strategies that will help you right away, even if someone else asked the question. You’ll love Bryan’s “Love – Hate – Rock – Suck” framework. Bill weighs in on the good and bad of being a veteran in an industry. Have your pen ready for this episode— wherever you are in the world as you listen, you’ll want to take notes.
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Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.
Are you preparing to sell to a group and not just one individual buyer?
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale share their strategies to help you master your sales experience in front of a panel, board or large group.
How can you vary your questions to speak to people individually and directly?
How can you use your story to help you create meaningful connections with everyone in the room?
In this episode of The Advanced Selling Podcast, Bill and Bryan give you specific language tools and action items that will ensure you make the impact you’re looking for on your group of buyers.
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Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.
Does your heart skip a beat when you get called into The Big Meeting?
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale dive into strategies to help you prepare when a client or prospect asks you to come in for a “we need to see you right away” discussion.
Are you in your head about what you assume the issue is?
Do you know how to set the context at the start of the meeting so you can maintain control of the conversation?
In this episode of The Advanced Selling Podcast, Bill and Bryan give you a checklist of best practices for managing stressful emergency meetings. Whether it’s good news because you’re in the final stage of winning a proposal, or it’s not-so-good news and there is an issue they’re calling about, you will be able to handle the conversation like a pro.
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Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.
Are you looking for an edge in your sales game? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale teach you a framework for preparation to knock your sales calls out of the park.
Do you focus on the process or the outcome?
Are you using the same verbiage with every audience or are you tweaking your message to match the situation?
In this episode of The Advanced Selling Podcast, Bill and Bryan help you master the fundamentals that lead to your success. Tune in to hear how beat sheets and Bill’s 10 minute P.I. Strategy will help you up your game right away. (The P.I. Strategy is so good even Bryan is stealing it).
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Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusivelistener sales tools and resources.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.
Who doesn’t want six-pack abs? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale become your trainers in the gym as you develop your sales muscles.
Do you know how to tear down the resistance?
Are you constantly looking for new ways to build and nurture your platform? (Hint: If you’re not, you should be.)
In this episode of The Advanced Selling Podcast, Bill and Bryan will share the core components to building your “sales six-pack.” You’ll know exactly what to focus on to strengthen your sales muscles— and the good news is you can start right away.
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Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.
Are you looking for a little pick-me-up as you dive into Q2? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale give you a little extra shot of motivation as they talk about the “life muscles” you should be working to build.
Are you a lifelong learner?
Are you aware of the vibe you give off when you enter a meeting, conversation or new relationship?
In this episode of The Advanced Selling Podcast, Bill and Bryan focus on you, the person… not just you, the salesperson. They give you a framework and six core muscles you can begin building right away.
Are you ready to hit the gym?
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Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.
How do you know when to be assertive and when to sit back? In today's Mailbag Monday: Thursday edition, veteran sales trainers Bill Caskey and Bryan Neale answer a question from Jason about finding the right balance in a deal.
Are you violating the principles of abundance and detachment if you are assertive with your prospects?
How do you monitor your own self awareness each step of the way to keep yourself in check?
In this episode of The Advanced Selling Podcast, Bill and Bryan will help you ask the right questions to better understand your buying groups. Only then will you be able to know when to push forward or pull back, giving you the best chance to build a true relationship with your prospect.
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Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.
How do you avoid the awkwardness of a lopsided meeting? We’ve all been there— you and three people from your team show up to meet with one buyer. The vibe at the table feels clunky and unbalanced.
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale help you structure a successful “three-headed meeting.”
What roles do you, the VP of Sales and anyone else play to help the meeting go smoothly?
How do you avoid losing control of your own sales call to technical jargon or poorly-timed data?
In this episode of The Advanced Selling Podcast, Bill and Bryan will teach you how to maintain your status as the ringleader. You’ll learn language to help everyone at the table know and communicate their role. Best of all, they will share best practices around using technicians in your sales call to your advantage. Don’t lose control of your meeting— this episode can help.
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Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.
It’s more than just a cliché— selling cars is big business. In today's episode, veteran sales trainers Bill Caskey and Bryan Neale explore what we all can learn from the world of auto sales.
What strategies can you use to help your buyer feel like they actually WANT your help?
Are you exerting pressure on your buyer without realizing it?
In this episode of The Advanced Selling Podcast, Bill and Bryan share real life lessons from buying and selling cars (Bryan really did his research and spent time a local auto dealer to learn this stuff). If you have elements of your sales process— credit apps, evaluations, qualifications— that may make your buyer uncomfortable, this is a must-listen episode for you.
You’ll learn how to evaluate your process and modify to create a better experience for your customers and prospects. Then we all win, right?
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Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call
Pain-finding is one of the oldest sales techniques in the book. Are you still selling that way?
In today's Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale respond to a question from a listener about selling opportunity vs. selling pain.
Do you quiz your prospects with questions to identify where they’re struggling the most?
Are you looking for things in their answers that will lead you to a deal?
In this episode of The Advanced Selling Podcast, Bill and Bryan focus on the new school way of selling— asking questions to determine if you and your prospect should work together. A whole new approach to a very old tactic can help you focus on what your prospect is moving toward, instead of what they’re running from. Do you think pain-finding is on the outs? We’d love to hear what you think too.
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Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.
Storytelling isn’t a new idea. But have you truly mastered your messaging? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale help you learn to blend your company’s story with your own to create your personal messaging.
How do you know what things to say and not say when sharing your story?
What elements of your story will help your customer better understand what you do?
In this episode of The Advanced Selling Podcast, Bill and Bryan walk you through how to improve your messaging around the edges by using their storytelling formula. Your story and your messaging can work for you or against you— listen in today to learn how mastering your messaging will allow you to stand out and differentiate yourself against your competition.
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Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.
In today's episode, sales coaches Bill Caskey and Bryan Neale take a question from a listener who just went 0-7 in the last week.
Her question underscored the element of ‘upstream actions.’ In other words, what happens in the beginning of the sales process (upstream), determines what happens at the end. If you’re 0-7, you’re doing something wrong upfront.
Listen as Bill and Bryan walk through how they might remedy a serious slump, both mechanically, and mentally.
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Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.
If you ARE a sales manager or you HAVE a sales manager, you must listen to this episode. Today, veteran sales trainers Bill Caskey and Bryan Neale sound off in an open letter to sales managers.
What if you’re listening to The Advanced Selling Podcast each week and you think your sales manager doesn’t buy into what you’re hearing?
How can you avoid the antagonistic relationship that frequently exists between player and coach (or sales manager and sales person)?
In this episode of The Advanced Selling Podcast, Bill and Bryan give you specific things to start doing and stop doing to help improve your relationships immediately. They believe the opportunity for sales managers right now is huge— if you know how to take advantage of it. You’ve probably heard the saying "people don’t leave companies… they leave managers.”
Bill and Bryan are here to help. Grab your team, sit down with your manager and listen to this one together. Right now. Really!
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Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.
Are you eager to find more ways to offer the next product to your client?
Do you have a generation gap in your company?
Do you have customers who take your relationship for granted?
In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale magnify Mailbag Monday by three. You will hear strategies to get out of a “product mentality” mindset. You will learn how to break down stereotypes about generations before and after you. You will learn to examine the movie you’re playing in your head and what to do about it.
In this episode of The Advanced Selling Podcast, you will walk away with answers to questions most sales people have been challenged by for years. Take advantage of this opportunity to learn from fellow listeners and dive into coaching from Bill and Bryan on how to improve your sales game.
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Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.
Are you looking for ways to increase the number of prospects you talk to? Are you struggling with gatekeepers who prevent you from reaching the right person?
In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale field a question from Blake to help him rethink an approach to getting in front of more prospects.
Do you feel like the front desk person’s job is to fend you off?
Does it frustrate you to know your product or service is better than a competitor and you can’t get more meetings?
In this episode of The Advanced Selling Podcast, Bill and Bryan break down elements of the Thinking bucket to help you master this challenge. By examining your inner game, you will be able to determine how your energy and language are helping — or hurting — your success and what you can do to change your approach.
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Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.
Looking for ways to get ahead of your sales competition?
In today’s Mailbag Monday edition, veteran sales trainers Bill Caskey and Bryan Neale respond to David’s question with advice about tactical things you can do to improve your effectiveness as a sales person.
How do you plan and prepare for your day, your week, your quarter?
Do you dig in head-first or do you methodically map out your time?
In this episode of The Advanced Selling Podcast, Bill and Bryan give you techniques you can use to seed your day to make it more productive and profitable. They’ll even share a secret about where to find the best sales people on a Friday afternoon… and be careful, their list just may surprise you.
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Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.
Do you struggle with creating a plan and sticking to it? How do you balance hyper-competitive DNA with the inner game principles?
In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale try to stump each other with “blind” questions (no pun intended on Bill’s eye!). They pose a question to the other person with no prep or filter, and you won’t believe the techniques they come up with when put on the spot.
In this episode of The Advanced Selling Podcast, Bryan gives you specific, actionable steps to take to develop your skills if you’re not a planner and want to improve. Bill shares his philosophy and step-by-step approach for coaching someone who is struggling with the balance between being highly-competitive and a healthy sense of detachment.
If you’re a fan of Bryan and Bill’s quick-thinking approach to tough questions, you’re going to love this episode.
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Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.
There’s only truly one thing you can control in the sales process— yourself. In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale dive into a question from Rocky about how to show up and be helpful in the sales process.
Do you regularly check in with yourself to think about your inner game?
Do you truly have pure intent when talking with clients and prospects?
What myths do you have in your mind that aren’t actually real at all?
In this episode of The Advanced Selling Podcast, Bill and Bryan share strategies for inserting yourself into the sales process while maintaining clean intent. They give you language-based tools to help you know the words to use to truly be intentionally helpful to your prospects. After all, you can’t control other people or what they think… you can only control you. Show up as your best self every single time and watch the world shift around you.
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Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
Have you noticed that some sales people just seem like they “get it” more than others? In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale explore what the top 5% do that make them stand out and have greater success than their peers.
What are they doing differently than everyone else?
Why are people afraid to ask those at the top for their advice?
In this episode of The Advanced Selling Podcast, Bill and Bryan dive into ways you can up your selling game, including tips for the tiny tweaks that make a big impact. The great news: the differences aren’t major. True sales pros know the growth is at the margin.
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Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
Are you utilizing all of your assets in your sales process? In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale explore a question from Chelsea about how to use your talents to strengthen your impact when opening doors in sales.
Do you have characteristics of your personality that you ignore when working your sales process?
Do you utilize your personal interests, skills and things you love to do to help you connect with others?
In this episode of The Advanced Selling Podcast, Bill and Bryan give you techniques you can use to insert more human elements into your process. They help you focus on the things you love to do outside of sales and put them into use in your sales career. If you’ve ever thought to yourself “What if they don’t like the real me?”, this episode is for you. The world needs more of the “real” person in every sales situation, and Bill and Bryan will tell you just how to do it in this episode.
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Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
Do you struggle knowing what to prioritize first on your to-do list? In this episode, veteran sales trainers Bill Caskey and Bryan Neale help you focus on working big to small on your list of priorities.
Do you find yourself saying “I don’t have time to do that”?
Can you (and the rest of your team) state your overall company sales philosophy?
In today’s episode of the Advanced Selling Podcast, Bill and Bryan share specific things you should be doing to help focus your efforts on the things that matter most. Learn to identify the big rocks you should start with and how to prioritize your time for most important outcomes.
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Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
When you hear “Broker,” do you think “Middle Man” or “Middle Woman?” In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale dive into two questions from Craig in Chicago.
Do you diminish an interaction because someone is “just the broker?”
If you ARE the broker, do you know how to communicate to your prospect that the sales process is better with you in it than it is without you?
In this episode of The Advanced Selling Podcast, Bill and Bryan give you tactical steps to help you redefine the role and opportunity of a broker relationship. They also look at Craig’s second question about renegotiating contracts. Bryan defines the best way for you to open a conversation with a prospect, and Bill gives you a huge idea to help you visually depict your value to a customer.
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Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
Religion and Sales— not heard together very often, right? Veteran sales trainers Bill Caskey and Bryan Neale bring in the expert on the topic today when they talk with Rabbi Daniel Lapin, known world-wide as “America’s Rabbi.”
The author of “Thou Shall Prosper” digs into challenges people have around the acceptance or demonization of making money. Were you raised to believe money is a good thing or a bad thing? How does this impact your mindset in your sales role now?
In this episode of The Advanced Selling Podcast, Bill and Bryan learn Rabbi Lapin’s thoughts about how to not feel guilty when you make money, and how to truly serve your customers in the sales process.
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Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
Are you a Learner or a Knower? In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale field a question from Jordan in Alabama. With all the talk about being an “Expert” on our show, Jordan wants to know how to demonstrate your expertise without sounding like a know-it-all.
Do you know how to communicate what you know without sounding like you’re running through your resume?
Do you want to know how to ask questions AND be an expert at the same time?
In this episode of The Advanced Selling Podcast, Bill and Bryan give you tactical strategies to up your Expert game and communicate your knowledge to your clients and prospects more effectively.
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Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
Welcome to Mailbag Monday… Thursday edition. Todays’s question is too good to wait until Monday. It’s a big one: Was anyone really, truly born to be a salesperson? Veteran sales trainers Bill Caskey and Bryan Neale explore how to implement ASP training with the non-sales people on your team.
How do you and your team define “sales?
Do you think it’s a dirty word and shy away from using it?
In this episode of The Advanced Selling Podcast, Bill and Bryan work through how to reframe the definition of the sales role in your company. You’ll learn how to help non-sales people on your team handle rejections and resistance. You’ll pick up a few good tips about how to create a system that works, regardless of your title and place on the team. Whether you’re a sales person or in ops/customer service/marketing/field technician, you can successfully utilize the principles from The Advanced Selling Podcast every day.
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Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
Have you wondered what it would like to be a fly on the wall at The Advanced Selling Podcast?
Veteran sales trainers Bill Caskey and Bryan Neale invite you in today as they blindly test each other on real sales strategy issues they’re working on with their clients.
You’ll hear Bill’s philosophy on negotiating price at the end of the deal and their discussion about the pros and cons of discounting. Bryan explores the rare and valuable skills every salesperson should have.
In this episode of The Advanced Selling Podcast, you’ll hear real scenarios from the training room with Bill and Bryan. Tune in to learn what it’s like to be in their classroom.
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Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
It’s another Mailbag Monday edition of The Advanced Selling Podcast. Veteran sales trainers Bill Caskey and Bryan Neale take a question from Matt, the owner of an IT company in Fort Wayne, IN.
Matt is looking for strategies to encourage customer loyalty and ways differentiate himself in the crowded technology marketplace. Do you have competitors nipping at your existing clients? Do you wake up in the middle of the night concerned about maintaining market share?
In today’s episode of The Advanced Selling Podcast, Bill and Bryan help you deal with competitors who offer similar services. They will show you how to identify if you’re making decisions for your customer or for your competitor and if you are really clear on what you want in a customer relationship. Learn to use competition to your advantage by stamping your personality onto what you sell.
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Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
Do you truly believe in the products you sell? Veteran sales trainers Bill Caskey and Bryan Neale give you the framework to know where you fall on the Belief Continuum.
Do you feel you have a deep obligation to tell the world about your products? Or are you afraid to shout it from the rooftops because maybe your products aren’t sexy, interesting or exciting?
In today’s episode of The Advanced Selling Podcast, Bill and Bryan walk you through the Belief Continuum and give you solutions to help you move from one end to the other. If you feel like you just sell boring widgets, this episode is for you.
If you’ve considered putting your company logo on your tombstone because you’re so proud of what you sell, this episode is for you too. The importance is knowing where you fall on the Belief Continuum… and what can you do about it.
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Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
How can we have people buy from us when they don’t even know we exist? Veteran sales trainers Bill Caskey and Bryan Neale go to the source today for the answer to that question (and many others). Grant Cardone, author of The 10X Zone, If You’re Not First, You’re Last and Sell or Be Sold, is the epitome of hustle and an expert salesman.
Do you want to know Grant’s secrets for success?
Are you curious why Grant believes salespeople are needed now more than ever?
In today’s episode of The Advanced Selling Podcast, Bryan and Grant dive deep into why salespeople have a unique opportunity in the new era of digital selling. Learn from the best of the best— hear a few stories, have a lot of laughs and get re-engergized about your career in sales from this thought leader and legendary salesman.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
Social Media Week at The Advanced Selling Podcast continues. Are you intimidated by using social media tools to help you sell? Today’s guest is breaking it down for you.
Veteran sales trainers Bill Caskey and Bryan Neale talk with successful entrepreneur and social junkie Nathan Latka about his favorite hacks to help you sell.
Do you think your customers aren’t on social media and therefore you don’t need to use it either?
How can your following on social media help you sell more?
In today’s episode of The Advanced Selling Podcast, Bill and Bryan learn some of Nathan’s best practices for not dropping the ball on follow-ups with clients, and thinking and acting like an entrepreneur. See the world of social media and digital tools through fresh eyes today and prepare to be afraid no more.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
It’s Social Media Week at The Advanced Selling Podcast! Sales Navigator, LinkedIn Premium, LinkedIn Pulse… does it all make your head spin? Veteran sales trainers Bill Caskey and Bryan Neale go to the expert source today to learn the best strategies all salespeople need to know when using LinkedIn for sales.
What kind of connector are you?
Are you using customized news feeds to nurture your relationships on social media?
How much time should you really be spending prospecting on LinkedIn?
In this episode of The Advanced Selling Podcast, Bill and Bryan talk with Brynne Tillman, founder of Social Sales Link, to learn how to effectively use LinkedIn. Are you maximizing what LinkedIn can do for you as a salesperson? (Don’t miss Brynne’s incredible bonus for listeners in this episode too!).
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
Have you ever used the saying “Be careful what you wish for?” Veteran sales trainers Bill Caskey and Bryan Neale welcome in the new year with a discussion around the all-too-common request from salespeople everywhere: a larger territory.
How do you build, support, manage and retain a bigger client base, especially when your resources or distance to the customer may not change as the territory expands.
Do you know who to call on most? How do you decide which accounts get more attention?
In today’s episode of The Advanced Selling Podcast, Bill and Bryan ask a longtime listener and podcast client for his best practices while sharing some of their own. Bill teaches you one of his client’s easiest ways to help keep the feeling of personalized attention when you have lots of clients to manage. Bryan shows you how to develop your own “balanced scorecard” to determine how to divide your time and attention.
Their guest, Craig, kicks it with an old-school (and still works) technique to make sure your customers know you’re thinking about them when you can’t drop in. Start your new year off right— and be ready to take notes.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
We're taking some time off at the Advanced Selling Podcast to spend time with our families, but here is one of our past favorite episodes from 2010 that we think you'll find beneficial. Enjoy the Holidays and we'll see you in 2016!
In this episode of the Advanced Selling Podcast, Bill and Bryan take a deep dive into the dark underworld of limiting beliefs. What are the negative, self-doubting thoughts that creep around in your head and sneak up to scare away a perfectly good sale? Veteran sales trainers Bill Caskey and Bryan Neale shine the light on limiting beliefs. In this episode, you'll understand that everyone deals with their own set of limiting beliefs. You'll hear examples of some of the most common ones in sales. Finally, you'll learn tactics for confronting these limiting beliefs and ways to shift your mindset into a positive state.
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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10. Send your questions to listener@advancedsellingpodcast.com
We're taking some time off at the Advanced Selling Podcast to spend time with our families, but here is one of our past favorite episodes from 2010 that we think you'll find beneficial. Enjoy the Holidays and we'll see you in 2016!
Why do so many people turn their noses up at “account management’? Is it just not sexy enough? Does it just not require the testosterone that we sales types are addicted to? Whatever it is, we miss a ton of business by not focusing on our current clients.
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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10. Send your questions to listener@advancedsellingpodcast.com
We're taking some time off at the Advanced Selling Podcast to spend time with our families, but here is one of our past favorite episodes from 2010 that we think you'll find beneficial. Enjoy the Holidays and we'll see you in 2016!
No one would ever admit that they did anything to stop a buyer from buying from them. Yet, salespeople do it all the time. We like to say there are things you do to “propel” the sale. And things you do to “repel” the sale. In this podcast, Bill addresses the very things most salespeople do.
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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10. Send your questions to listener@advancedsellingpodcast.com
We're taking some time off at the Advanced Selling Podcast to spend time with our families, but here is one of our past favorite episodes from 2010 that we think you'll find beneficial. Enjoy the Holidays and we'll see you in 2016!
What can we learn from sales people who are new to the profession…or from one who wants to reset his career? Simple. We can reach back into our experience as trainers of sales teams and review what the “habits” are of those high achievers. In this podcast, Bill Caskey and Bryan Neale discuss some of their observations.
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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10. Send your questions to listener@advancedsellingpodcast.com
We're taking some time off at the Advanced Selling Podcast to spend time with our families, but here is one of our past favorite episodes from 2010 that we think you'll find beneficial. Enjoy the Holidays and we'll see you in 2016!
Mike, a listener from Indianapolis, called in to ask a question about how he follows up with prospects who appear to have dropped off the radar screen. Bill and Bryan give Mike and listeners some ideas on how to do that – and how to prevent coming off desperate to your prospect.
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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10. Send your questions to listener@advancedsellingpodcast.com
We all know it— the old school “cookbook” model of selling is dead. Veteran sales trainers Bill Caskey and Bryan Neale explore a new model today— living in an “outbound” sales world.
Are you still chasing people around, burning a lot of calories and not getting the results you want?
Are you making 30 calls a day and reminding yourself “the action is on the 29th call”?
In this episode of The Advanced Selling Podcast, Bill and Bryan show you a different way focused on outbound, leveraged behaviors. They will help you learn how to shift your mentality from “how do I go get” to “how do I draw in” and why doing so will create more demand for your product. When people chase you, the process changes. You will go from selling people to helping people and never look back.
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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10. Send your questions to listener@advancedsellingpodcast.com
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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.
---------------------------------------------
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10. Send your questions to listener@advancedsellingpodcast.com
Do your prospects see you as a threat? Veteran sales trainers Bill Caskey and Bryan Neale explore the common “Threat Factor” that frequently occurs in sales situations.
Is there a chance that you or the product/service you’re selling can be a threat to your buyer?
Will buying from you ruffle any feathers in your prospect’s organization?
In today’s episode of The Advanced Selling Podcast, Bill and Bryan give you questions you can ask yourself to know how and if you’re being perceived as a threat… and what to do about it if you are. Bryan shares a real-life coaching conversation with one of his clients and Bill weighs in with suggestions of how to handle a situation where you could easily lose control of your message. They give you their best advice to help you avoid falling victim to the Threat Factor—and it all comes down to one word. Listen in to find out.
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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10. Send your questions to listener@advancedsellingpodcast.com
How do you handle a prompt “I’m not interested” from your prospect?
Veteran sales trainers Bill Caskey and Bryan Neale discuss a question that came in from Marcin in Eastern Europe on today’s Mailbag Monday episode. They talk about when you exert pressure on your prospect you cause the feeling of flight. As a salesperson, how do you overcome an instant NO? How do we avoid vaulting right to the sale?
In this episode of The Advanced Selling Podcast, Bill and Bryan provide some methods you can use to change the way you position yourself on the first call. Do you EMBRACE the “NO?” You will learn Bill and Bryan’s ways of examining what you’re saying and how you say it.
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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10. Send your questions to listener@advancedsellingpodcast.com
How do you stand out from the pack— at work, in the sales process, anywhere? Veteran sales trainers Bill Caskey and Bryan Neale talk to THE expert on high-stakes storytelling in today’s episode. Back to The Advanced Selling Podcast by popular demand, Bo Eason shares his best practices for learning to tell your personal story effectively.
• Where do you begin?
• What is the first step you can take to learn how to share your story?
• Why is it so important?
In this episode of The Advanced Selling Podcast, Bill and Bryan ask Bo for advice you can use right away. If you think your story is boring, won’t be compelling or is just like everyone else’s, this episode is for you. Bo reminds us that as humans, we all crave interaction and connection. Your personal story will allow you to connect with your prospects and clients at a level you haven’t before. The minute you start telling your story is the minute you stop selling a commodity… and increase the likelihood of your success in the deal. Sound crazy? Jump into this episode to find out more.
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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
To buy from a distributor or the manufacturer… that is the question. Veteran sales trainers Bill Caskey and Bryan Neale address the issue in this Mailbag Monday episode, inspired by a question from Greg.
Does the distributor truly add value to the chain? How does your prospect decide who to buy from when they have a choice?
In today’s episode of The Advanced Selling Podcast, Bill and Bryan explore specific tactics you can use the strengthen your position (regardless of which side you’re on). They also offer language advice to help you communicate your value in the process to your prospects. You will learn how to have the “Why’s” behind the “What’s” and how to message your response so prospects understand what you provide that the others do not.
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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
Do you think of yourself as a person of interest? Veteran sales trainers Bill Caskey and Bryan Neale interview bestselling author Coach Micheal Burt today as they explore how you can become the person everyone can’t live without.
Do you work with a coach? It may be a sales coach, a fitness coach, a team coach, even a therapist. How does your coach find the “X” factor in you that makes you unique?
In today’s episode of The Advanced Selling Podcast, Bill and Bryan talk with Coach Burt about traits of a good coach and characteristics of people who work with coaches (like you). What do you have that other people want? Your desire, your connectivity, your connections, your product or service? Coach Burt shares his best practices for becoming the person who has prospects chasing them, instead of the other way around.
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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
When you hear the word “ego,” do you cringe? Can ego be a helpful tool for salespeople? Veteran sales trainers Bill Caskey and Bryan Neale explore the blessings and curses of a powerful ego in today’s episode.
When does your ego get in the way of an interaction with a prospect? When can it help you actually do your job better?
In this episode of The Advanced Selling Podcast, Bill and Bryan will help you determine if your ego is helping or hurting you. They share their checklist of ways to know when ego is your friend and when it’s your enemy. They offer specific tactics Sales Managers can use with your teams, and they make recommendations to help you check in on your own self-awareness. You’ll also learn Bill’s secret assumption about clients that will change the way you look at your interactions from now on.
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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
Can salespeople really build their own personal brand while still representing their company or product? Veteran sales trainers Bill Caskey and Bryan Neale learn the power and impact of content marketing from one of the world’s best— fitness expert Ben Greenfield.
Ben offers his tips and strategies for building your personal brand using activities you’re probably doing every day. Do you like to write or draw? Create videos on your iPhone? Post to social media? Ben will teach you how he used his own favorite medium to become an international fitness expert, allowing him to build his brand without spending millions of dollars on marketing and advertising.
In today’s episode of The Advanced Selling Podcast, Bill and Bryan get a crash course from Ben on turning your content into your best marketing tool. Ben strives to make art every day— something that intrigues people and makes their life better. Learn how he does it and how you can too.
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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
Have you struggled in a sales call because your energy was low or your stomach was growling? Veteran sales trainers Bill Caskey and Bryan Neale dive into a caffeine-focused conversation today, and it’s not just about stopping at the nearest coffee shop for a pick-me-up.
They talk with Dave Asprey, founder of Bulletproof Coffee and certified bio-hacker, to learn how your physiology may be impacting your sales success. How is your health affecting your life path and career goals? Do you have days (or weeks) when you’ve been on the road, out late at client dinners, wishing you had more hours in the day to accomplish what you need to get done? Most salespeople have.
In this episode of The Advanced Selling Podcast, Bill and Bryan learn from Dave about ways to improve your ability to concentrate, your productivity and your inner game— all by what you put into your body each day. Dave shares his story about learning to control his biology and how you can too.
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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
Does your customer believe in what you’re selling? Veteran sales trainers Bill Caskey and Bryan Neale offer Julie from Grand Rapids, MI a few tips in today’s Mailbag Monday episode.
They talk about the “belief gap” — the space that exists between what you believe and what your customer believes. As a salesperson, how do you close the gap? How can you help guide them through the path to the sale, especially when that’s the part that makes your buyer the most nervous?
In this episode of The Advanced Selling Podcast, Bill and Bryan share questions you can ask and ways to think through your own beliefs. Do YOU truly believe in your product? You will learn Bill and Bryan’s “gut check” method to test the strength of your conviction in what you sell.
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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
How do you politely decline an RFP? Veteran sales trainers Bill Caskey and Bryan Neale field an emergency email from a listener who is stuck on the issue of how to say “no” to an existing client. They review the sticky situation from all angles, including corporate politics and regulation issues that may exist in any similar scenario. They walk through the Inner Game principles to determine which elements are at play and how to conquer them.
In this episode of The Advanced Selling Podcast, Bill and Bryan make recommendations and provide language you can use when you have to execute the soft let-down to an existing client. You will hear Bill’s trick for creating a mindmap to gain clarity and Bryan’s tips for avoiding possible miscommunication in an email. You’ll learn how to make yourself more comfortable in diagnosing the real issues and how to handle the situation like a sales expert.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
Every good story has a hero, right? Veteran sales trainers Bill Caskey and Bryan Neale discuss the varied roles of a salesperson, based on the concept of the Hero’s Journey. They examine possible roles you may play in the sales process and why those roles matter.
• Are you a teacher?
• A consultant?
• A space creator?
• A change agent?
In this episode of The Advanced Selling Podcast, Bill and Bryan share their list of the Top 7 roles salespeople play and also help you identify areas you may need to work on. Which roles are you good at, and which ones do you struggle with? Who is the hero in your sales story? (we’ll give you a hint— it’s YOU).
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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
What scares you the most in the sales process? Veteran sales trainers Bill Caskey and Bryan Neale celebrate their least favorite holiday by sharing aspects of the sales process that scare them the most. Conversations about money, making “the close,” knowing when to share and when to withhold… and of course, the dreaded cold call.
In this episode of The Advanced Selling Podcast, Bill and Bryan cover the spooky, the quirky and the creepy things that scare them and salespeople all over the world. To help make everything a little less scary, Bill shares his secret to remove your fear of cold calls forever. No tricks, only treats, for our loyal listeners.
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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
How much are your clients really worth to you?
Veteran sales trainers Bill Caskey and Bryan Neale dive into a philosophical discussion on pricing. They walk you through the important distinctions between “negotiating” and “discounting,” as well as help you find new words to use in the conversation that will likely lead to a different outcome.
• Do you truly know the lifetime value of your customers?
• If not monetary value, what other things can benefit you in the deal?
In this episode of The Advanced Selling Podcast, Bill and Bryan help you realize pricing isn’t just about percentages and discounts. Instead, they will give you tools and language to use when determining the value of your clients and techniques to help you shift your mind around the touchy subject of pricing.
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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
This doesn’t happen often on The Advanced Selling Podcast— make sure you listen in today. Veteran sales trainers Bill Caskey and Bryan Neale cover a blind topic with no prep at all. Bill shares a scenario he worked through recently with a client and gives Bryan a chance to act as sales coach through the discussion of the deal.
• Have you heard clients or prospects say, “Well, it’s not like it used to be” or something similar?
• Do you connect with your prospects at a deeper level than just being the product sales person?
In this episode of The Advanced Selling Podcast, Bill and Bryan work together to help you critically think through your interactions with customers and prospects to help you authentically maximize the relationship. If you’ve ever wondered if your role in sales is just about selling products or is part of a bigger puzzle, this episode is for you.
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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
What makes a salesperson a superstar? Veteran sales trainers Bill Caskey and Bryan Neale get into today’s Mailbag Monday episode with a conversation with Butch Bellah, author of Sales Management for Dummies and The 10 Essentials of Sales Superstars.
They discuss Butch’s recommendations for how salespeople can truly become superstars, including understanding that people buy what they want and not what they need. Do you walk your customers through a “Needs Analysis” or “Pain Finding” tool as part of your sales process? Butch says most salespeople are missing the opportunity in doing so.
Instead, he suggests a “Want Analysis” to help you understand what’s in your customer’s head. In this episode of The Advanced Selling Podcast, Bill and Bryan learn from Butch about mastering the art of problem finding, not just pain finding. Butch shares how there is much to be learned about sales from his experience with heart surgery, and you’ll walk away from this episode with a new outlook on offering solutions to your customers.
Download your free copy of Butch's first book, 10 Essential Habits of Sales Superstars by visiting: http://butchbellah.com/advancedselling/
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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
How are you planning your success for 2016? Today, veteran sales trainers Bill Caskey and Bryan Neale share one of their best strategies— a list of lists. They examine what possible lists you need to create in order to level-up in your sales career.
• Do you know which relationships are most helpful to you?
• Have you thought through who you know (or who you want to know) that will make you and your sales life even better?
In this episode of The Advanced Selling Podcast, Bill and Bryan assemble some of the lists they use to keep improving their game. Some will sound familiar and some will be brand new to you. We’re excited to hear your lists too. If you haven’t already, join our LinkedIn Group to participate more in the conversation.
Send all your sales questions to listener@advancedsellingpodcast.com and we might feature it on the show.
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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
In this installment of Mailbag Monday, we turn introspective. Veteran sales trainers Bill Caskey and Bryan Neale take a question and commentary from Paul in Canada, addressing challenges salespeople have when they get in their own way.
They share ways you can identify if this is happening to you and what to do about it, including shifting your mental framework to achieve a different outcome. Ask yourself:
• Do I proactively look for a solution or do I complain about the problem?
• Am I putting the whole issue on someone else or do I take responsibility for my part?
• Am I blaming Marketing for not giving me any new leads or have I taken ownership of my pipeline?
In this episode of The Advanced Selling Podcast, Bill and Bryan offer their suggestions to help you get out of your own way. They also throw in a few “hacks” to help you focus on things that are most meaningful to your success.
Send all your sales questions to listener@advancedsellingpodcast.com and we might feature it on the show.
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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.
---------------------------------------------
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
Send all your sales questions to listener@advancedsellingpodcast.com and we might feature it on the show.
---------------------------------------------
Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
How do you position your story so it’s relevant and authentic? Veteran sales trainers Bill Caskey and Bryan Neale love to talk about story development, and they dig into the topic with a question from Josh in Australia for today’s Mailbag Monday episode. They talk about the steps to take in creating your story, and also their best practices in how to deliver your story in a conversation with a prospect.
• How do you give voice to your story?
• Do you know how to leave room for discussion at the end?
In this episode of The Advanced Selling Podcast, Bill and Bryan share one of their favorite topics with you (and give you a sneak peek into a big guest interview they’re doing in a few weeks). Learn how to “come off the page” and share your story with your prospects in your own authentic way.
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Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
How do you create an atmosphere where the customer is selling you instead of the other way around? Veteran sales trainers Bill Caskey and Bryan Neale dive into an interesting topic from a listener today. Chelsea asked how to provide opportunities for the customer to come to her, and Bill and Bryan were excited to give her a few ideas.
• Do you truly believe what you’re selling is valuable, and also that each step of the sales process has value?
• How do you create a meaningful path for your prospect and provide value, regardless of the outcome of the sale?
In this episode of The Advanced Selling Podcast, Bill and Bryan share actionable ideas you can implement immediately if you recognize you aren’t providing value to your customer each step of the way. They’ll help you analyze when you’re the “hunter” and when you become “the hunted,” and how to make the sales process a great experience for you and your prospect.
Send all your sales questions to listener@advancedsellingpodcast.com and we might feature it on the show.
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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
Get excited— it’s Mailbag Monday! Veteran sales trainers Bill Caskey and Bryan Neale frequently receive insightful questions via email, audio recordings and the ASP LinkedIn group. Today, they’re answering an audio message from a listener in Australia. They’re talking about the common issue of “vaulting,” both at networking events and in sales calls.
• How do you resist the temptation to jump from first introduction to trying to close them on the first call?
• What do you say to someone when you meet them to help them understand your process?
In this episode of The Advanced Selling Podcast, Bill and Bryan share specific strategies for making the most of a networking event without falling into the trap of vaulting over your prospects.
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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
How do you know if you’re looking for the right prospective clients? Veteran sales trainers Bill Caskey and Bryan Neale have a few simple techniques for you to follow to assess and improve clarity around your ideal client. They discuss their recommendations, including specific things they’ve done with their own clients and that you can model in your business. Do your prospects truly understand the work you do? Do you know what your clients and prospects aspire to achieve? In this episode of The Advanced Selling Podcast, Bill and Bryan dig deep into their best practices to help you determine and communicate your Ideal Client profile in any conversation.
If you like this episode, make sure you check out All-In www.advancedsellingpodcast.com/products to pursue this topic even further.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
What does charm have to do with your sales success? More than you may think. Veteran sales trainers Bill Caskey and Bryan Neale dive deep into a conversation about the importance of creating real value for others with Jordan Harbinger, host of popular The Art of Charm podcast. They discuss Jordan’s recommendations for salespeople who want to get serious about incorporating real, meaningful interactions with others into their sales process. Are you thinking about how you show up in front of your prospects and how to demonstrate your personal value? Is your mindset helping or hurting you? Jordan says these are key to being charming (and successful) in your sales career and your personal life. In this episode of The Advanced Selling Podcast, Bill and Bryan take Jordan’s best practices and apply them to sales. You may be surprised just how similar the principles are to the “Inner Game” concepts you’ve heard Bill and Bryan discuss for years.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
How do your sales philosophies agree or disagree with Bill and Bryan’s experiences? Veteran sales trainers Bill Caskey and Bryan Neale go “point/counterpoint” with each other on their philosophies in sales. They ask each other a range of questions and discuss why they agree with or challenge each statement. Will Millenials make great salespeople? Is your Personal Business Plan the #1 factor in doubling your business? What is the single most important trait of a salesperson? In this episode of The Advanced Selling Podcast, Bill and Bryan share their viewpoints and encourage you to weigh in with yours too.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
You’ve seen it— successful companies and successful people who can’t seem to breakthrough to the next level, even when they’re working really hard. Why does that happen? Veteran sales trainers Bill Caskey and Bryan Neale dig into the answer with Greg McKeown, author of Essentialism: The Disciplined Pursuit of Less. They discuss Greg’s concept — the pursuit of only those things that are essential— and how it applies to successful salespeople. Are you prepared for the challenge to shift your brain from “doing lots” to “doing little”? In this episode of The Advanced Selling Podcast, Bill and Bryan share their suggestions about how to get your mindset ready for the shift, and Greg gives you his recommendation for the first step of how to begin focusing on only those things that are essential to your success.
Learn more about Greg and his book, Essentialism, at www.applyessential.com.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
Can you hire a sales culture or does it come from the sales leader? Veteran sales trainers Bill Caskey and Bryan Neale share their observations from working with different sales teams and cultures around the country. They discuss the signals they see that tell them a company’s sales culture is sound or challenged, and what indicators are present in most good sales environments. In this episode of The Advanced Selling Podcast, Bill and Bryan share their definitions of strong sales cultures and give you tactical exercises to implement with your team right away.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
It’s the age-old question about Sales and Operations: What can you do when they’re not working well together? Veteran sales trainers Bill Caskey and Bryan Neale share their thoughts on the internal and external strategies when you get pulled back into implementation of the deal you sold. They discuss the mental game elements to keep in mind so past issues don’t impact future deals. They also talk about how you can use your voice to address problems with the company's internal process. In this episode of The Advanced Selling Podcast, Bill and Bryan will help you identify if it’s a message issue or a process issue, and how to speak up about the real root cause.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
How do you keep your personality in an email exchange without negatively impacting the deal? Veteran sales trainers Bill Caskey and Bryan Neale share their strategies to incorporate your authentic characteristics into communication with your prospects. They discuss the challenges that arise when you don’t have a sounding board who will give you feedback, and ways to overcome anxiety about too much/too little content in an email exchange. In this episode of The Advanced Selling Podcast, Bill and Bryan will help you keep your personality in your communication while honoring the “4-inch screen rule” at the same time.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
You’ve heard it a million times— the small things make the biggest difference. Cliché? Maybe. And very true. Veteran sales trainers Bill Caskey and Bryan Neale share their list of the “little things” that they believe have the greatest impact. They share their best practices, and even include a few things they don’t do and know they should. In this episode of The Advanced Selling Podcast, Bill and Bryan will help you differentiate yourself as a salesperson based on the experience your customer has with you. From sending an agenda to sending flowers or a thank you note, they will give you ideas that are relevant, authentic and immediately actionable.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
What questions do sales people answer for their buyers before they even ask them? Veteran sales trainers Bill Caskey and Bryan Neale share the challenges that come from seeing the world through your own eyes and not through the eyes of your buyer. They discuss strategies to help you avoid common pitfalls— projecting, justifying and deciding for your buyer without truly allowing them to tell you. In this episode of The Advanced Selling Podcast, Bill and Bryan will help you think about how to put yourself in the buyer’s shoes and how to collaborate with them to decide what’s most valuable. They will walk you through a few ways to do a self-inventory to ensure you’re not projecting on behalf of your buyer without even knowing it.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
How do you know you’re on a path to professional growth? Veteran sales trainers Bill Caskey and Bryan Neale share their list of questions to ask yourself when assessing your own growth and development. They discuss strategies and reflection tools you can use, including ways to see your blind spots and how to implement feedback from your marketplace. In this episode of The Advanced Selling Podcast, Bill and Bryan will help you think about how to stretch, change behaviors and encourage your own growth. It can be uncomfortable or scary to push outside your comfort zone, and challenging yourself is an important factor in being a high performer.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
What is The Advanced Selling Podcast all about? If you are a new listener this episode will set the foundation for everything the podcast teaches. If you are a long-time listener this is an episode you can come back to often. In this episode, Bill and Bryan will walk through the core beliefs they use to frame all of their training and coaching. You'll gain a better understanding of these beliefs, why they are important and hear valuable real-world examples. Veteran sales trainers Bill Caskey and Bryan Neale will uncover the mindset of pro salespeople, the behaviors that govern success and the non-negotiable rules for working with your prospects.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
What trends are impacting sales environments? Veteran sales trainers Bill Caskey and Bryan Neale share their observations from working with companies and coaching salespeople. They discuss a handful of trends which are currently shaping or could shape your sales environment in the future. In this episode of The Advanced Selling Podcast, Bill and Bryan will help you think about what's important to your sales team and how to manage the changing employee/employer relationship. They will talk about sales mentality, generational blind spots, generating ideas and the evolution of the sales approach.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
Do you have a step-by-step process when you pursue new accounts? Or are you just winging it? In this episode of The Advanced Selling Podcast, Bill and Bryan give you ideas on how to successfully pursue new accounts. You'll need to make it your own, but the principles are universal. Veteran sales trainers Bill Caskey and Bryan Neale will walk you through the typical customer journey. You'll understand how your actions must align with your customers on progress. Most importantly, you'll hear the five key elements required for all successful new account prospecting.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
What can the co-author of Chicken Soup for the Soul and The Success Principles teach listeners of The Advanced Selling Podcast? Veteran sales trainers Bill Caskey and Bryan Neale sit down with New York Times best-selling author Jack Canfield for a powerful conversation. Jack shares his personal development philosophies and sales perspectives along with personal stories about his professional journey and career. In this episode of the Advanced Selling Podcast, you'll hear Jack's take on the changing world of professional development. You'll gather insights into Jack's thoughts on rejection and some of his training techniques around selling. Most importantly, Jack will share one of the key success principles leaders demonstrate.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
What does detachment really mean? In this episode of The Advanced Selling Podcast, Bill and Bryan tackle some of the criticism they receive about the concept of detachment. After hearing a conversation between a loyal podcast listener and his sales manager, they want to set the record straight. Veteran Sales trainers Bill Caskey and Bryan Neale clarify detachment isn't about not caring or sucking the passion out of your approach. It's about the power and freedom you can get when you don't allow your own emotions into the sales process. Detachment provides you with an opportunity to create more space for the right sales outcomes. This episode also includes tips for embracing detachment even when your manager or sales team doesn't.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
How can you demonstrate your expertise when you aren't actively selling to a prospect? Is it possible to build expertise outside of the sales process? In this episode of The Advanced Selling Podcast, Bill and Bryan provide some best practices for strengthening expertise in the second part of this two-part series. You'll hear specific examples of actions they've taken to help their clients. Veteran Sales trainers Bill Caskey and Bryan Neale provide simple ideas like aligning yourself with other experts and creating a peer group of like-minded people to gathering information and data from potential customers. It's an opportunity for you to stand out from your peers.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
What does it mean to be an expert during a sales call? Can you change the dynamic with prospects using a different approach? Veteran Sales trainers Bill Caskey and Bryan Neale will teach you how to position yourself as an expert in the first part of a two-part podcast series. You'll immediately understand what separates expert sales people from the rest of the pack. In this episode of the Advanced Selling Podcast, Bill and Bryan discuss how to be an expert questioner. They share examples of big picture questions versus precision questions. Finally, they will demonstrate how assertive recommendations and process driven conversations are other ways to demonstrate an expert position.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
How do prospects see you in your sales role? Is it possible to change how you are perceived? In this episode of the Advanced Selling Podcast, Bill and Bryan share philosophies and exercises you can implement today to strengthen how you are seen or change your perception with prospects. By looking internally at your mindset and seeking out others for feedback, you'll be able to begin to shape your perception. Veteran Sales trainers Bill Caskey and Bryan Neale give practical approaches like practicing your language and auditing your behaviors to help shape how others see you. Whether you are just settling into a new role or are a veteran, there's always an opportunity to influence how you are perceived by prospects.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
Can intent make or break a sale? Intent is the final piece of the Advanced Selling Podcast Inner Game Trinity. Veteran Sales trainers Bill Caskey and Bryan Neale share stories of how they came to embrace intent. They'll talk about being taught from an early age to focus on the wrong things, which translates into the wrong approach for sales. In this episode of the Advanced Selling Podcast, Bill and Bryan will give you a new way to think about your role in the sales process and how the right intent will improve your sales process significantly.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
Are you too attached to your sales opportunities? Attachment can wreck your sales process. Detachment is another critical element of the Advanced Selling Podcast Inner Game. In this episode, Bill and Bryan will help you identify if you are too attached. They will offer philosophies to help you be more detached from outcomes. Most importantly, they will illustrate the impact detachment can have when you interact with prospects. Veteran Sales trainers Bill Caskey and Bryan Neale will show you how detachment can take your sales game to the next level.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
Do you have an abundance or scarcity mindset? Abundance is one of the core pieces of the Advanced Selling Podcast Inner Game. Veteran Sales trainers Bill Caskey and Bryan Neale will take a deep-dive and walk through their own definition of abundance. They'll share their personal experiences in observing and overcoming a scarcity mindset. In this episode of the Advanced Selling Podcast, Bill and Bryan will give you the takeaways you need to start approaching your life and your profession from a place of abundance.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
Salespeople tend to focus most of their attention on closing the sale, but hardly ever celebrate the sales process itself. What happens when we go right to the close? We vault. In skipping critical pieces of the sales process you jeopardize the sale. Veteran Sales trainers Bill Caskey and Bryan Neale share the reasons why salespeople vault and ideas for enhancing your own sales process. Being too attached to the sale or receiving mixed messages from your manager can have a big impact on your success. In this episode of the Advanced Selling Podcast, Bill and Bryan will equip you with the ideas and approaches you need to win through every step of the sale.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
We talk a lot about upfront agreements controlling the sales process. What else should you include in your sales meetings? Acknowledgments. These are the truths, observations or appreciations you must share with others in the meeting to properly manage your process. In this episode of the Advanced Selling Podcast, Bill and Bryan will share categories of acknowledgments and the philosophies behind them. You'll get a clear picture of the what's and how's as well. Veteran Sales trainers Bill Caskey and Bryan Neale will make sure you understand what you need to do to include acknowledgments as part of your sales calls going forward.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
As a salesperson, how do you survive a sales scolding? It comes with the territory and can be delivered by sales managers, operations, marketing, even the CEO. The worst kind of scolding is one coming from a customer or prospect. Veteran Sales trainers Bill Caskey and Bryan Neale share the emotions around being scolded and the process for resolving the matter quickly. In this episode of the Advanced Selling Podcast, Bill and Bryan walk through a specific scolding incident and discuss how to turn a very public and unpleasant experience into a positive one. You'll understand how to recognize your own mindset when something like this happens. Most importantly, you'll see how you can effectively address the issue and move on.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
In sales there's always an emphasis on asking the right questions. Is there anything else you absolutely must do with a prospect? Yes! It's important to include key statements about your business as well. In this episode of the Advanced Selling Podcast, Bill and Bryan provide multiple ideas for the best statements you can make when sitting down with a prospect. This isn't about sharing features and benefits, it's about painting a picture of what you stand for, your ideal client and the processes you follow. Veteran Sales trainers Bill Caskey and Bryan Neale will provide you with the framework to craft powerful statements to help you win with your prospects.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
Your company has a brand new product or service. You're really excited to share it with clients. How do you avoid the hard pitch and effectively introduce it? In this episode of the Advanced Selling Podcast, Bill and Bryan will share a few ideas to help jumpstart the conversation. Your approach can be as simple as having the right intent and sharing your thinking with your prospect. Veteran Sales trainers Bill Caskey and Bryan Neale identify unconventional ways to engage at the right level and embrace the reality that not everyone is going to buy.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
How do you effectively manage your sales knowledge? It may seem unimportant compared to other aspects of your process. Have you ever been in a sales meeting where someone hammers you with features and benefits? How about the person who gives you a complete oral history of their company? Veteran Sales trainers Bill Caskey and Bryan Neale share their philosophies to manage what you know, so you can be effective with your prospects. You'll learn how to deliver your message, demonstrate the right type of knowledge and create space to allow productive sales conversations to happen. In this episode of the Advanced Selling Podcast, Bill and Bryan will help you understand why knowing less, not more can be an extremely powerful tool.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
What does it mean to be competent in sales? It's not just about knowing your industry well or loving the business. In this episode of the Advanced Selling Podcast, Bill and Bryan talk about what it means to be truly competent when it comes to selling. There's value in understanding your customer's challenges, being a "people expert" and taking the sales process to a higher level. Veteran Sales trainers Bill Caskey and Bryan Neale provide the skills, approaches and knowledge required to become a truly competent salesperson.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
Over the years, we've shared a lot about the idea of detachment. We’re also frequently asked about the difference between detachment and disengagement. Veteran Sales trainers Bill Caskey and Bryan Neale will share the importance of this distinction. If you practice a healthy sense of detachment, you and your prospects will both feel the difference in your interactions. In this episode of the Advanced Selling Podcast, Bill and Bryan will highlight the differences between the two, provide insights into how to shift your thinking and separate internal feelings from external approaches.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
We spend a lot of time talking about getting a "no" from a prospect. What do you do when it flips? How do you say "no" to a prospect? In this episode of the Advanced Selling Podcast, Bill and Bryan discuss some of the fears we have when it comes to saying "no." From there they cover the words and phrasing needed to say "no" and still be helpful and resourceful for your prospect. Veteran Sales trainers Bill Caskey and Bryan Neale offer the insights and tools needed to keep your prospect relationship intact. Whether you are dealing with a new prospect or a former/current client, you'll want to keep the opportunity in perspective.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
Bad sales presentations are the worst. Don't ruin your chances of sales success with a lousy presentation. Veteran Sales trainers Bill Caskey and Bryan Neale will give you the tools you need to deliver the best sales presentations every single time. Whether you are just starting to make sales presentations or you've been doing this for a long time, these insights can amplify your influence. In this episode of the Advanced Selling Podcast, Bill and Bryan share mental and tactical best practices they've used to win with their audience time after time.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
What are the most critical actions required for a successful sales call? Veteran Sales trainers Bill Caskey and Bryan Neale break down the typical sales call and create a framework for achieving success when speaking with a prospect. While there are hundreds of questions you can ask a prospect and many statements you can make about your company, there are only a handful that actually matter. In this episode of the Advanced Selling Podcast, Bill and Bryan reveal three questions and three statements that absolutely must be included in every successful sales call.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
How do you book a meeting when a client or prospect isn't ready to buy? In this episode of the Advanced Selling Podcast, Bill and Bryan share some clever ideas to generate interest today. Whether you want to book the meeting today or want a way to stay in touch, you'll have insights into methods that can turn a "no thanks" into something better. Veteran Sales trainers Bill Caskey and Bryan Neale will help you position your language and expertise to become a valuable asset to your clients.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
How do you grow and develop as a sales professional when you don't have the internal support? Veteran Sales trainers Bill Caskey and Bryan Neale guide you through a process for creating your own sales training plan. When you find yourself in a situation where you don't report directly to a sales manager, your company doesn't invest in sales training or you are worried you might plateau in your career, following these suggestions can make a huge difference. In this episode of the Advanced Selling Podcast, Bill and Bryan give you the power to put your sales success into your own hands.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
What do you do when someone you have to work with has a totally different approach to sales? In this episode of the Advanced Selling Podcast, Bill and Bryan share advice on dealing with colleagues, managers or partners who don't share the same sales philosophy. How do you prevent someone from sabotaging your sales call and how do you remedy the situation when it happens? Veteran Sales trainers Bill Caskey and Bryan Neale outline the steps you can take to establish the sales plan prior to a meeting. They also provide a super simple question you can ask a prospect if the sales meeting didn't go as planned.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
What do you do when someone asks for customer references? Whether you have a ton of satisfied customers or are just getting started, your answer can make a big impact. Veteran Sales trainers Bill Caskey and Bryan Neale provide a framework for making your referrals consistent and authentic. Your strategy in how you respond is critical. In this episode of the Advanced Selling Podcast, Bill and Bryan also share the ways you can handle references when you only have a few or none at all. Regardless of your situation you'll find common sense in their suggestions.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
Your customers know why you are valuable. How do you get prospects to see your value before they buy? In this episode of the Advanced Selling Podcast, Bill and Bryan share tips and ideas for communicating your value to prospects. It's not just about selling to the pain, it's about telling a prospect why their experience will be better with you. Veteran Sales trainers Bill Caskey and Bryan Neale provide strategies for telling your story and pointing out what makes you unique. It's about giving prospects the full picture and helping them understand what they can expect. Do that and you'll win in even the most competitive of markets.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
Is being good in sales just about being lucky? Veteran Sales trainers Bill Caskey and Bryan Neale make the case for bringing good karma into the sales process. It's not about luck, it’s about putting the right energy into your sales process. The karma you put out into the world comes back around almost every time. In this episode of the Advanced Selling Podcast, Bill and Bryan offer some unorthodox tips for accelerating your sales success. Whether it's cheering for your competition, embracing a giving mentality, or taking the time to appreciate those around you, you'll truly get back what you give.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
Melbourne Meet-up: https://advancedsellingpodcastmelbourne.eventbrite.com.au
Every single salesperson on the planet wonders how they can be better at closing. While there's no magic formula, our sales mindset and mechanics can have a big impact on our success. In this episode of the Advanced Selling Podcast, Bill and Bryan offer sales training and coaching during a Q&A call with a podcast listener. As part of the conversation, they highlight some of the mistakes made in the sales process, how to keep deals moving forward and the best ways to communicate to prospects. Veteran sales trainers Bill Caskey and Bryan Neale share some of their best insights while coaching on the fly in this special episode.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
Learn more about the meet up in Melbourne Australia here:
A lot of time is spent trying to keep young salespeople from crashing and burning early in their careers. In this episode of the Advanced Selling Podcast, Bill and Bryan talk about viewing youth as a gift rather than a curse. What lessons can you learn from young people? What principles can you apply in your own sales career? Veteran sales trainers Bill Caskey and Bryan Neale reveal some of their favorite gifts of youth. From overwhelming curiosity to fresh perspective, young people see the world in a unique way. Whether you are 25 or 65, the gifts of youth can make a big impact in your sales career.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
Download our brand new audio program, ALL IN: ALL IN: A Comprehensive Training Solution for Elite Salespeople. http://advancedsellingpodcast.com/products
The dreaded sales ride along. No one wants to talk about it…and honestly, no one really enjoys it. In this episode of the Advanced Selling Podcast, Bill and Bryan discuss how valuable a good ride along can be. They'll share tips for salespeople and sales managers to make a ride along meaningful, not stressful. Veteran sales trainers Bill Caskey and Bryan Neale identify how salespeople should structure the ride along and leverage their manager to build rapport. They also provide insight into the best way a sales manager can evaluate, coach and contribute in this process.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
What does it take to extend your sales philosophy outside of your organization? Are there simple tactics you can use to influence your peers, prospects and customers? In this episode of the Advanced Selling Podcast, Bill and Bryan discuss ways you can infuse your sales philosophy into people around you. From leveraging resources to creating informal groups of like-minded people, veteran sales trainers Bill Caskey and Bryan Neale will help you spread the word beyond your own company.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
Has your personal sales philosophy helped you grow and succeed? Are you having trouble getting others to embrace a different approach? Veteran sales trainers Bill Caskey and Bryan Neale share ideas for how to infuse your company with the ASP sales culture.
If you are a regular listener, you understand the principles of abundance, detachment and mindset. Now it’s your turn to share how you think with others. In this episode of the Advanced Selling Podcast, Bill and Bryan will help you build momentum for your approach and bring everyone onto the same page.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
Have you seen a salesperson come in and absolutely tank in their sales job? Veteran sales trainers Bill Caskey and Bryan Neale share the common traits of successful salespeople and reveal sure fire ways to underperform in your role. What are the differences between blowing out your sales expectations and blowing them up? It starts with philosophy, messaging and embracing your role. In this week's episode of the Advanced Selling Podcast, Bill and Bryan bring clarity to what is takes to be a high-achieving, successful sales professional.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
Why do people leave their sales job? What's the difference between doing the minimum expected behaviors and exceeding quotas and expectations? In this episode of the Advanced Selling Podcast, Bill and Bryan share the reasons why fulfillment is the most important aspect in high-performance sales. As a salesperson, you'll learn how to motivate yourself and create your own fulfillment. As a sales manager, you'll hear tactics for keeping your entire team fulfilled. Veteran sales trainers Bill Caskey and Bryan Neale offer expert recommendations to change the way you achieve excellence in sales and sales management.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
It's a new year, which means everyone is busy setting sales goals. Usually we think about clients in terms of their numeric value. In this episode of the Advanced Selling Podcast, Bill and Bryan ask listeners to start thinking about their clients in terms of relationship value. It's the technique high-performing salespeople use to turn clients into raving fans. Veteran sales trainers Bill Caskey and Bryan Neale will share ideas you can implement to think about your client relationships at a higher level. Avoid being lulled into a transactional mindset, embrace a relationship mindset instead.
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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
Happy New Year! What's the single greatest roadblock to your success in 2015?
It's your sales mindset. Veteran sales trainers Bill Caskey and Bryan Neale share some quick tips and strategies to evaluate your current mindset, update your thinking and change your sales beliefs. As you shape your outlook for the new year, you'll need to think hard about your role as a sales professional. Get this wrong and everything else will be wrong too. In this week's episode of the Advanced Selling Podcast, Bill and Bryan share examples from their clients and questions from podcast listeners to help you get perspective on your sales mindset.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group here http://advancedsellingpodcast.com/linkedin and you can always give us a call at 317.575.0057 ext. 10.
In this week's episode of the Advanced Selling Podcast, Bill and Bryan revisit one of the top rated podcasts of all time (in Advanced Selling Podcast history, at least). Enjoy it as you’re traveling or celebrating the holidays with loved ones.
Don’t forget to tell us what you think about it too— join the LinkedIn Group here http://advancedsellingpodcast.com/linkedin or call the rant line: 317.575.0057 ext. 10.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Here’s to you in 2015!
In this week's episode of the Advanced Selling Podcast, Bill and Bryan revisit one of the top rated podcasts of all time (in Advanced Selling Podcast history, at least). Enjoy it as you’re traveling or celebrating the holidays with loved ones. Don’t forget to tell us what you think about it too!
Be sure to join the LinkedIn Group here http://advancedsellingpodcast.com/linkedin or call the rant line: 317.575.0057 ext. 10.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Here’s to you in 2015!
There's nothing positive about cancelled appointments. Every salesperson has to deal with them. Veteran sales trainers Bill Caskey and Bryan Neale share super simple techniques you can use to prevent and manage cancelled appointments. How can you learn to trust your gut? Is it okay to push back? Does your time matter? In this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss whether cancellations are more common in certain industries. They'll uncover the warning signs prospects give. Finally, you'll understand how an upfront approach can help you win with prospects before and recover after a cancelled appointment.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group here http://advancedsellingpodcast.com/linkedin/ or give us a call 317.575.0057 ext. 10.
Have you already had your annual sales review? Chances are you are being evaluated solely by your numbers. Your sales numbers are only part of the story. In this episode of the Advanced Selling Podcast, Bill and Bryan provide five self-assessments that can reveal your true sales performance. No matter your level of success this year, your ability to adequately self-assess will have a direct impact on your 2015 strategy. Veteran sales trainers Bill Caskey and Bryan Neale cover techniques for evaluating your mindset, technical skills and sales processes. It's the sales review you've been wishing for your entire career.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group here http://advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
It's the most wonderful time of the year. Are you the type of sales person who uses the holidays to double down on your efforts? Do you use the holidays as an excuse to take a breather? Veteran sales trainers Bill Caskey and Bryan Neale share ideas for making the most of the holiday season. In this episode of the Advanced Selling Podcast, Bill and Bryan discuss planning strategies, deliver December's most important outbound sales technique, share the best sales gifts to give yourself and unveil the easiest way to be welcomed into the office of any client or prospect.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group here http://advancedsellingpodcast.com/linkedin/ or give us a call 317.575.0057 ext. 10.
Everyone needs a good hard failure, right? In this week's episode of the Advanced Selling Podcast, Bill and Bryan focus exclusively on sales failures. No sales person wins 100% of the time. By sharing lessons learned from failure, veteran sales trainers Bill Caskey and Bryan Neale demonstrate the power in growing from your mistakes. It doesn't matter if it’s gimmicky sales tactics, overconfidence or just plain bad luck that causes the failure. What truly matters is embracing the negative situations or outcomes and developing a process to avoid repeating the same mistakes in the future.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group here: http://advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.
Are you using precision selling to win with your prospects? This week, the Advanced Selling Podcast looks at the tactics precision sellers use to outperform their competition. In this episode, veteran sales trainers Bill Caskey and Bryan Neale share six examples of precision selling techniques. From planning and preparation to language and mindset, you'll learn what you need to reach your peak selling abilities.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Also, be sure to join the LinkedIn Group here http://advancedsellingpdocast.com/linkedin/ or give us a call 317.575.0057 ext. 10.
In the latest episode of the Advanced Selling Podcast, Bill and Bryan take a deep dive into the dark underworld of limiting beliefs. What are the negative, self-doubting thoughts that creep around in your head and sneak up to scare away a perfectly good sale? Veteran sales trainers Bill Caskey and Bryan Neale shine the light on limiting beliefs. In this episode, you'll understand that everyone deals with their own set of limiting beliefs. You'll hear examples of some of the most common ones in sales. Finally, you'll learn tactics for confronting these limiting beliefs and ways to shift your mindset into a positive state.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group here: http://linkd.in/1tQOWoZ or give us a call 317.575.0057 ext. 10.
In this week's episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale go back in time to examine old school sales behavior. Feel like you are trapped in the past? Not getting the outcomes you desire? Modern sales behavior is all about quality over quantity. Bill and Bryan share the present-day tactics you need to reach new prospects. The end of the year is approaching. Don't mail it in. Use these modern sales behaviors to sprint to the end and leave your competition in the dust.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join our LinkedIn Group by clicking here or give us a call 317.575.0057 ext. 10.
How do I get my prospects to trust me? Return my calls? Accept my pricing? Bill and Bryan get questions like this all the time and their answer isn't what you'd expect. When you find yourself asking these types of questions, you end up solving the wrong problems. There's no way to fix it with sales tactics or tools. In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale share the one question you should be asking yourself. They'll examine the behaviors that could be sabotaging your sales success and the ways you can overcome them.
Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.
Join the LinkedIn Group here or give us a call 317.575.0057 ext. 10.
In this week’s episode, Bill and Bryan discuss a first sales call experience Bill had with a vendor. It didn’t turn out well. The pair address what are 5 “must-dos” on every first sales call. When you hear these, they may sound obvious. Obvious, but seldom executed. You can also go to the LinkedIn group and comment on what you do on the first call.
Be sure to join our LinkedIn Group! It's a great place to start discussions and interact with other members of the Advanced Selling Podcast Community. Click Here To Join.
Visit our website at http://advancedsellingpodcast.com. There you can signup for our newsletter and download lot's of free resources.
You can also call us at 317.575.0057, ext. 10.
Buyer resistance is a fact of life for sales people. Our goal is always to prevent such resistance by doing all the right things upfront. In many past episodes we’ve addressed techniques to do just that.
But, resistance will happen. In this episode, Bill & Bryan discuss a new way to look at resistance and give you a formula for solving. Hint. Resistance is not something to overcome or knock down. It is something to “understand.” And by understanding it, you have a chance to move around it.
Have you ever had or are having a buyer who is resistant? Let us know about it on The LinkedIn Group, Click Here To Join!
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This week's episode of the Advanced Selling Podcast is a follow-up to last week's episode, "Are You Worth It?" It just so happened that Chicago Public Radio's podcast This American Life released a very similar topic called, "It's not the product, it's the person." This included a story about an 11 year old girl named Asia who could teach even the most experienced saleperson a thing or two.
Tune in every Monday for new episodes of the Advanced Selling Podcast!
Are you really worth it? On this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss what part of the value you offer your client or prospect is YOU vs. the actual product or service you're selling. Your worth can highly affect the outcome of your deals in exponential ways. They'll also provide you some ways to increase your worth to the customer. You'll want to listen to this episode a couple times!
Tune in every Monday for new episodes of the Advanced Selling Podcast!
This week on the Advanced Selling Podcast, Bill and Bryan discuss communication with your prospects. They address the myth that you must have an answer for every question. "No one wants to do business with a know it all." When your prospect asks a question, it's not a test, they genuinely want to know the answer and judge how you respond to the question. Find out how to optimize your communication on this episode!
As always, tune in every Monday for a new episode of the Advanced Selling Podcast!
On this week's Advanced Selling Podcast, Bill and Bryan discuss another client inspired topic. How do manage your inner game when your deal you've been working on is on unsteady ground? You know, when your client hasn't fully committed but you thought it was a done deal. This can be the most crucial time to control your mindset but it can also be the most difficult. Find out how to keep it together on today's episode.
Tune in every Monday for new episodes of the Advanced Selling Podcast!
This week on the Advanced Selling Podcast, Bill and Bryan comment on "Pain Points." This is basically summing up your customers pains in one word. Can you customer's needs and wants be simplified to one thing? Bill doesn't believe that it can be done. Find out your opinion on this episode.
Tune in every Monday for a new episode of the Advanced Selling Podcast!
On the podcast this week, Bill and Bryan take another great question from our folks over at our LinkedIn group. Linda has had a great career in sales. She recently changed jobs and wanted to get into sales at her new company, but the way they do things is not working for her. What can she do? Find on this episode.
Tune in every Monday for episodes of The Advanced Selling Podcast!
On this week's episode of the Advanced Selling Podcast, Bill and Bryan talk about part 2 of pricing. This week is all about the Mechanics. Pricing is one of the most important things to get right in the sales process.
If you missed part 1 last week on the inner game be sure to go back and listen. Bryan even suggests listening to it first!
Tune in every Monday for new episodes of the Advanced Selling Podcast!
On this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss a client inspired topic, Pricing. This is part 1 of a 2 part series. This week is all about the mentality side of pricing also know the Inner Game.
Be sure to tune in next week to hear part 2 which is all about the Mechanics!
On this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss an opportunity that Bill had to interview comedian, actor, writer, and radio host Jay Mohr. They talk about the fine line between egomania and high intent. During the interview Jay talks about how we are all show-off's and we have a desire to be the best.
He has some great perspectives on success and life that you won't want to miss.
Tune in every Monday for new episodes of the Advanced Selling Podcast!
On this week's episode of the Advanced Selling Podcast, Bill and Bryan provide sales advice to an intern in a very unique way, all through SONG LYRICS. There are a lot of great songs that provide some very valuable sales lessons. You won't want to miss this episode. Also be sure to listen to the songs on the website!
And as always, tune in every Monday for new episodes of the Advanced Selling Podcast!
After a couple weeks apart, Bill and Bryan are finally back in the studio together. This week's topic is all about Novak Djokovic and his Wimbledon victory. He has a lot of great lessons that can applied to many different areas of the sales process. You won't want to miss out on this week's episode.
Tune in every Monday for new episodes of the Advanced Selling Podcast!
Bryan Neale is all alone this week on The Advanced Selling Podcast. His topic is, "The 5 Things To Do Now." Bryan is really good at pushing people to take the first step, whether it is on their dreams, careers, etc. And on this episode he assigns everyone 5 tasks to complete. "The first action is always the most important action" so you have to take the first step!
Tune in every Monday for new episodes of the Advanced Selling Podcast!
Bill is flying solo is this week's episode of The Advanced Selling Podcast. The topic this week is The Future of Sales. This was the title of a speech that Bill gave as part of a fundraiser to help benefit The Shepherd's Center of Hamilton County. He highlights three of his favorite points of the speech. These are all great pieces of advice to help grow your business into the future.
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In this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss a recent interview that Bill had with Kristin Zhivago. Kristin is a revenue coach as well as an author. Bill and Kristin discussed the changing role of the sale person and the fact that a sales person is no longer a "pusher" but is more of a "collaborator." Kristin has some great ideas and you definitely don't want to miss this episode!
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On this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss an action that one of Bryan's clients decided to take. She acted as if she had "Nothing To Lose" at the close of the deal. Being bold can be a double-edged sword. Have you ever acted in this way? What were your results? What's Your BOLD?
Tune in every Monday for new episodes of The Advanced Selling Podcast!
In this week's episode of the Advanced Selling Podcast, Bill & Bryan discuss the good and bad things they have learned and seen from the Buyer's perspective. As business owners, they both have had many different experiences on the Buyer's side of the deal. These are all great examples of things you should change, avoid or use in your sales process. Seeing things from another perspective is one of the greatest ways to grow. You won't won't to miss this one!
Tune in every week for new episodes of the Advanced Selling Podcast!
In this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss a recent interview that Bill had with John Jantsch, author of the new book "Duct Tape Selling." One thing John talks about in his interview is a new sales approach. He says that if we are doing all the research we should, we should be finding problems that the client doesn't even see. Bill and Bryan discuss this process and their take on it.
Be sure to tune in every Monday for new episodes of The Advanced Selling Podcast!
On the podcast this week, Bill and Bryan address a call-in that they recieved regarding control. Everyone who has every sold anything in any industry has felt at one point or another that they are not in control. What have you done in that situation, what steps did you take to try and regain some ground? The truth is we are never in control, but what we do have control over is INFLUENCE.
Tune in every Monday for more episodes of the Advanced Selling Podcast!
On this week's podcast, Bill and Bryan tackle a Linkedin Question regarding the tactics taught by David Sandler. Sandler used to teach that at the end of the sales call your prospect was only allowed one of two answers, yes or no, there isn't a "Think it over" option. Bill and Bryan take a step back and break down the sales process. You won't want to miss it!
Tune in every Monday for new episodes of the Advanced Selling Podcast!
On this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss the concept of "Plotting Your Product." Every product has a place on a scale from Life and Death to Luxury. Where does your product lie? It is important to position your product but you also need to learn to change your positioning.
Be sure to tune in every Monday for new episodes of the Advanced Selling Podcast!
On this episode of the Advanced Selling Podcast, Bill and Bryan give out "free marriage therapy" for the salesperson/sales manager relationship. What makes for a healthy functional relationship? Typically it's a below average relationship, and both sides hold responsibility, so Bill and Bryan talk about getting that relationship above average and working better together.
Tune in to more episodes of the Advanced Selling Podcast!
On this week's episode of the Advanced Selling Podcast, Bill does an interview with Chris Wirthwein, author of "The People Powered Brand". Chris talks about what is it that causes a change in buyer behavior, and explain why "people" is the answer. Bill and Bryan then discuss some of the key points of Chris' ideas and how it relates to the end result of the sales process and training.
Tune in for more episodes of the Advanced Selling Podcast
In this episode of the Advanced Selling Podcast, Bill and Bryan discuss the similarities in attitudes and expectations amongst buyers and sellers from region to region across the globe. Many people focus on how to deal with the differences, but Bill and Bryan take a refreshing look at the subject and explain how the sameness can transcend regional differences and country differences. Plus a big announcement on how YOU can be a client of Bill and Bryan's regardless of where you're listening to the show.
Tune in for more episodes of the Advanced Selling Podcast!
This week on the Advanced Selling Podcast, Bill and Bryan talk about Pluckers Wing Bar. How does this exactly translate to the usual sales tips that are commonly discussed? You're just going to have to listen to find out!
Tune in for more episodes of the Advanced Selling Podcast.
In this episode of the Advanced Selling Podcast, Bill and Bryan once again go to the LinkedIn group to address some frequently asked questions. Some of the topics they cover are the best introductory call techniques, advice for sales newbies, and how to address Linkedin invites (sending and receiving). We have had a lot of great discussion on our LinkedIn group, so if you have anything you would like addressed on the podcast be sure to subscribe to the Advanced Selling Podcast LinkedIn Group!
Tune in every week for more episodes of the Advanced Selling Podcast!
The topic on this week's Advanced Selling Podcast is all about "Hustle." No, not the dance move from the 70's, it's the work you put in to your sales. Bryan's uncle has a quote above his desk that reads "Wealth without work is a sin." This couldn't ring any truer.
Tune in every week for more great episodes of The Advanced Selling Podcast!
This week's podcast is Part 3 of our Expert Positioning series. The topic is detraction or what are the things we do that take away from coming across as expert. It all has to do with how we get in our own way or what we do to undo our expert persona. These are the things we want to unlearn or untrain from our habits.
Tune in every week for more great sales tips on The Advanced Selling Podcast!
In this week's podcast, Bill and Bryan follow up on a topic that they started last week, Expert Positioning. In other words, how do you come off as an expert. Last week they discussed the inner game of Expert Positioning, this week it's all about the mechanics. What actions should you take to come off as an expert in your field.
If you missed last week's episode, be sure to catch up. Tune in every week to the Advanced Selling Podcast!
In this episode of Hot Tip Thursday, Bill travels to Hollywood, home of the Movie/Music Awards. People in Hollywood are desperate for approval, are you the same way in your sales? It's time to ditch your desperate longing for approval for something that will really improve your process, HIGH INTENT.
Join us every Thursday for more episodes of HOT TIP THURSDAY!
In part one of the two part series, Bill Caskey and Bryan Neale discuss what it takes to have an Expert Positioning Mindset. They discuss what the inner game/mental side of giving off an expert persona requires. The inner game is truly the most important part of coming off as an expert. If you want to be concieved as an expert, you don't want to miss this one.
Tune in every week for new episodes of The Advanced Sellling Podcast!
In today's Advanced Selling Podcast, Bill Caskey and Bryan Neale give their answers to some of our LinkedIn group member's submitted questions. Some of the topics they address are the inner game of cold calling, CRM (customer relationship management) systems, and strategies for dealing with a distant prospect.
If you have any questions you'd like addressed, contact us at the Advanced Selling Podcast LinkedIn Group today at Advancedsellingpodcast.com/linkedin
In the thirteenth episode of Hot Tip Thursday, Bill urges you to go against what you've been told. Sometime your feelings can be a great indication of what's really going on. When you FEEL something it's best to get it out in the open and SAY it. If you implement this tip in your calls, you wil improve your communication with the prospect.
Tune in every Thursday for More HOT TIPS!
In this Podcast, Bill Caksey and Bryan Neale discuss what makes a great intial phone call with the prospect. They give all of the essential components of a great first call, but it's up to you to implement them. Be sure to listen all the way to the end to hear a secret exercise to perfect your first call.
Listen in every Monday for new episodes of The Advanced Selling Podcast!
In the first episode of The Avanced Selling Podcast of 2014, Bill Caskey and Bryan Neale discuss their predictions for the upcoming year. They predict trends they believe we will see in Marketing, Sales, the Stock Market, and even some personal Advanced Selling Podcast predictions. Be sure to tune in, these predictions can add value to your sales.
We are looking forward to a great New Year at The Advanced Selling Podcast so be sure to listen every week!
In the final episode of 2013, Bill interviews marketing expert Jeffrey Rohrs. Author of "Audience: Marketing In The Age Of Subscribers, Fans & Followers," Jeff heads up ExactTarget's Marketing Insights Team. He has some great advice that applies to not only Marketing but also to the sales process. His advice is truly noteworthy. You really do not want to miss it!
From all of us The Avanced Selling Podcast, we would like to wish you Happy Holidays!
In the twelth episode of Hot Tip Thursday, Bill gives some great advice for going into the new year, "Know What's Next." This applies with every step in the sales process, when you send a proposal know what the next step is. Always know what's going to happen before you do something.
Tune in every Thursday for more HOT TIP THURSDAY!
In this week's Advanced Selling Podcast, Bill Caskey interviews Jeff Bell, creator of TheAdvertisingFormula.com. Jeff Bell is an expert in Lead Generation for sales. Jeff has some terrific advice for cold calling, for generating leads, and for following up with prospects in your industry.
This is a great episode, Don't miss it!
In the 11th episode of Hot Tip Thursday, Bill gives some advice for coming to the end of the year. His advice to to take 2 hours two different times and write out your world righ now, then write out what you want your world to look like. Then take the rest of the time and figure out the "How" to bridge those two.
Don't miss this episode and tune in every Thursday for more HOT TIP THURSDAY!
In this week's podcast, Bill and Bryan interview Bo Eason. Bo Eason is a former NFL player and an acclaimed broadway playwright and performer. He is now an international presence/story coach with clients worldwide. He is now dedicated to helping others tap the power of their personal story and become effective, persuasive communicators. "You are a once in a Lifetime Phenomenon." Bo Eason.
You do not want to miss this episode!
In the tenth episode of Hot Tip Thursday, Brooke discusses a term she has coined for her business, "Remarkable Reinvention." We all do things that don't work but yet we do them over and over again. Get out of your old ways by reading, writing, massages, etc. It's time to Remarkably Revinvent yourself.
Catch this episode and tune in every Thursday for more Hot Tips!
In this week's Advanced Selling Podcast, Bill and Bryan address one of the most common questions that most workers in America ask at one time or another and that is, "How do I ask for a raise?" This is one of the toughest stiuations to deal with and should be handled very carefully. If you are asking for a raise when you need more money, this is the wrong time to ask. Tune in now to find out more!
In this week’s episode Bill and Brooke cover a very common problem in the industry. As the end of the year approaches more and more sales people seem to resolve back to “Pixie Dust” to try and hit their goals. These are also known as quick fixes. Follow this 5 point system and not fall into the “Pixie Dust” trend.
In this week's podcast, Bill and Bryan catch up after Bryan's trip to London. The topic this week is regarding pulling focus from your prospect's narrow needs and learning their end goals. This can increase your sales dramatically and be one of the most important things to learn. Don't miss this episode!
In the eighth episode of Hot Tip Thursday, Bill gives some great advice on what to do when you see "Yellow Flags" from prospects. If something doesn't feel right, your next agenda should be to fix that. Find out how today!
In this week's Podcast, Bill and Brooke answer a LinkedIn Group member's submission. The question is in regards to how to succeed in a new position when it doesn't seem like things are going well. If you are not performing at the level that you believe you can and should, then you definitely don't want to miss this episode! They provide a lot of valuable advice.
In the seventh episode of Hot Tip Thursday, Bill gives a great tip to anyone who is looking to increase sales or even interviewing for a new postion. This tip is to "Be Curious" in all your conversations. There is nothing more attractive than curiosity. Don't miss this episode and be sure to tune in every week for more Hot Tip Thursday!
In this week's Avanced Selling Podcast, Brooke Green and Bill Caskey give an overview of what training and coaching lessons they have been working on lately with their clients. They go over what trends and issues they have been seeing more frequently as of recent and ways to overcome those pains. Be sure to catch this episode and come back every Monday for more episodes of The Advanced Selling Podcast!
In the sixth episode of Hot Tip Thursday, Bill reminds us to let your clients know, this is Why People Use Us. You should consider yourself a tool, appliance, or tactic that your clients can use to solve their problems or issues. Be sure to tune in every Thursday for more exciting HOT TIP THURSDAY!
This week's edition of The Advanced Selling Podcast once again features Bill Caskey, Brooke Green, and Bryan Neale. They discuss the inner game of pain finding or the mental side of questioning your prospects. Making sure of the correct fit is one of the most important parts of the sales process and can ultimately make or break you. You don't want to miss this one.
In this week's Hot Tip Thursday Brooke Green has a few things to say about Assumptions. "You know what they say about assumptions." Be sure to watch this weeks Hot Tip Thursday and tune in every Thursday for more Hot Tips!
Download the Advanced Selling Podcast Free App Today!
In today's Advanced Selling Podcast, Bill Caskey, Brooke Green and Bryan Neale answer another LinkedIn question. This time they address what to do when your marketing department misses the mark or fails you. This is great advice for anyone with marketing issues or anyone just wanting to learn to market themselves.
Make sure to join the Advanced Selling Podcast LinkedIn Group to have your sales questions answered.
In the fourth episode of Hot Tip Thursday, Bill Caskey gives his advice on handling customer or prospect objections. Be sure to tune in every Thursday for Hot Tip Thursday!
In today's podcast, Bill Caskey and Bryan Neale discuss handling good long term realtionships that start to go south and how to end things amicably. Their tips include ways to retain the relationship, having healthy attachment to relationships, and how to determine whether or not to cut ties. Don't miss this episode, this can be very useful in any business relationship.
In Today's Hot Tip Thursday, Bill's tip is to ask your prospect what one problem they would like to solve and one goal they would like to achieve in one year's time. Be sure to tune in every Thursday for Hot Tip Thursday!
In today's episode of the Advanced Selling Podcast Bill Caskey and Bryan Neale answer some questions sent in by members of the Advanced Selling Podcast LinkedIn Group. The two important questions answered were first off, "why are certain Challengers more likely to be the top sales people and are they the future of new business?" The other question is "do you need to have another reason to call your client or is it okay to just check in?"
Make sure to join the Advanced Selling Podcast Linkedin Group and post your questions today. We would love to hear from you.
In this podcast, Bill Caskey and Bryan Neale discuss ways to know you are calling on the right person when making deals. What are some indicators to let you know you are on track or off track? Does higher up in the company mean they are the right person to talk to? Find out in Today's Podcast.
Don't forget to search "Advanced Selling" in the iTunes store for your free download of the podcast app. We're mobile!
In the second episode of HOT TIP THURSDAY, Bryan Neale discusses how to make deals run smoother and how to set clear Calendar end dates.
In Today's Podcast Bill Caskey and Bryan Neale discuss ways to Find Your Own Voice in a sales situation. This is a very important step in improving many areas of your life. Find out the steps to take to finding yourself.
Visit avancedsellingpodcast.com for the entire library of past podcast releases, or search Advanced Selling in the app store for the free podcast app. Also be sure to tune in Thursday for another exciting Hot Tip Thursday.
In this first episode of Hot Tip Thursday Bill discusses ways to End a Sales Call. There are questions you must ask before ending the call.
In this podcast, Bill Caskey and Bryan Neale share their advice given to students at DePauw University's Sophomore Institute. Job seekers and the employed alike can benefit from this advice. To find success, you must have the ability to be yourself. To find your value, you must possess the grit to pursue your goals. Bill and Bryan found that in talking with students on the cusp of following their dreams and achieving their goals, they could learn a bit themselves. Take their reminder as encouragement to build yourself and your business stronger.
In this podcast, Bill Caskey and Bryan Neale discuss what it's like "working for the hammer" when your results don't match the work you're putting in. How do you manage your Inner Game and keep your motivation consistent when you have a sales manager or president driving the hammer down on you?
Bill and Bryan will provide some tips on how to approach this situation with ease and confidence. They will also share what's going on in your manager's head and explain why he may have become "the hammer" suddenly. Relief is out there... for sales people and managers alike.
Don't forget to search "Advanced Selling" in the iTunes store for your free download of the podcast app. We're mobile!
In this podcast, Bill Caskey and Bryan Neale propose new pillars of the Inner Game and run through tactics practiced by elite performers when it comes to interacting with clients.
Visit advancedsellingpodcast.com for the entire library of past podcast releases, or search Advanced Selling in the app store for the free podcast app.
In this podcast, Bill Caskey and Bryan Neale share the ways you should change your mindset in order to draw the right crowd to your prospecting events. It's not just about filling seats at the event. Bill and Bryan will tell you what else it's about to help you grow your business and your reputation.
In this podcast, Bill Caskey and Bryan Neale work through a client situation, coaching listeners how to deal with an incoming CFO who has decided to hault all current projects. Find out what they would do to handle the dilemna and hear a few antidotal stories along the way.
In this episode, Bill and Bryan share their top tips on how to prepare yourself for finding sales jobs, or simply to improve your current work ethic. In an ever-changing market, there is always room for improvement. Whether you're searching for a job or not, you can learn how to raise your value.
You will learn how you can get out of the 'pick me' society and change your mindset so you're the one making the choices. Make the proper changes and you will up your game.
Bill Caskey and Bryan Neale interview their accomplished client, Bob Poorman, on building your business rather than simply selling to your clients. The two podcast hosts found many strong points in Bob's interview they believe are book-worthy. If you wish to comment on Bob Poorman's business and selling philosophies, join the discussion in the LinkedIn group.
In this podcast, Bill and Bryan speak with Josaine Feigon who is the founder of TeleSmart Communications and recognized among the Top 25 Most Influential Inside Sales Professionals. She recently authored her second book, Smart Sales Managers, and understands the best approach when managing the Millennium Generation.
You will learn how to talk to, relate to and inspire your sales team of twenty-something's -- while learning about the future of inside sales. Where does Josaine think we will be by 2015? Go to our Linkedin group if you wish to share your thoughts and predictions.
In this podcast, Bill and Bryan interview John Doerr (http://www.rainsalestraining.com/) who just completed interviewing 700 buyers to find out what, exactly, they want in a vendor. There are two things you will learn from this podcast - that will change how you think about selling. (HINT: We've been talking about this for over a year). Go to our linkedin group if you have thoughts.
In this episode, Bill and Bryan tell about their trip to LA to work with their coach, Bo Eason on storytelling and delivering. They concur that most sales people are a bit weak at storytelling. Consequently, they take some of their lessons from their coaching and re-deliver them to you.
"If you want to change your results, then you MUST change the way you think"
What propels a salesperson to the far right tail of the bell curve? What is the "ONE THING" that the elite know that the good and average don't? For us the answer has become crystal clear. It's called the Inner Game.
In this week's podcast, Bryan flies solo and discusses this concept. He also explains the following four Inner Game mindset shifts:
1. Abundance
2. Detachment
3. Intent
4. Expert Positioning
It seems that we sales people are always on a mission to be influential. That could pertain to how we are with prospects and clients. And, it also relates to 'how we are' inside our companies. This podcast is a learning tool that can help you become more influential. Brooke Green and Bill Caskey share some tips on how they've seen high performing sales people do just that.
It seems that we sales people are always on a mission to be influential. That could pertain to how we are with prospects and clients. And, it also relates to 'how we are' inside our companies. This podcast is a learning tool that can help you become more influential. Brooke Green and Bill Caskey share some tips on how they've seen high performing sales people do just that.
Annually, we have John Jantsch on as a guest of the podcast. We like having him because he always, always gives sales people a fresh look at business development. This episode is no different as Bill interviews John on marketing tips for sales people. John also dives into some trends facing sales folks, and even slightly offends sales managers (all in good fun though).
Also mentioned in this podcast:
- John's blog - Duct Tape Marketing http://www.ducttapemarketing.com/blog/
- John's book - Referral Engine http://www.amazon.com/The-Referral-Engine-Teaching-Business/dp/1591844428
- Creativelive.com - Watch John LIVE! http://www.creativelive.com/
- Nimble.com - Social CRM http://www.nimble.com/
In this episode, Bill and Bryan review five tips that they find most salespeople are still NOT using when it comes to simple social media.
They work with hundreds of salespeople and executives and it bewilders them that some of the most basic tactics are still not employed. These five can be implemented within 24 hours, if you desire. Good luck.
Also mentioned in this podcast:
- The Forbes Article – Study: 78% Of Salespeople Using Social Media Outsell Their Peers (http://www.forbes.com/sites/markfidelman/2013/05/19/study-78-of-salespeople-using-social-media-outsell-their-peers/)
- Have a question for Bill and Bryan? Need a speaker for your next sales meeting? Send them an email at listener@advancedsellingpodcast.com
- Join the Advanced Selling Podcast LinkedIn Group
It seems there is ALWAYS price resistance. Seldom do you give the prospect the price and they say, "Is that all it is?" In business-to-business selling, there seems to always be a smidge of resistance. So what do you do? And more importantly, where does it come from?
Bill and Bryan dig into this important topic for sales people and sales managers in the episode. Afterwords, Brooke Green joins them to answer a question from a LinkedIn group member:
What is the best way to approach a referral source and ask for a testimonial of our service that we can use for online marketing? I'm new to this area and feel odd asking for a testimonial, but they must value our service, because they send clients!
Also mentioned in this podcast:
- Have a question you'd like Bill and Bryan to answer on an upcoming podcast? Send them a message at listener@advancedsellingpodcast.com
In this episode, Bryan and Bill address several sales issues…one of which is 'what do you do when the deal is going south?' Another issue they work on is 'what happens when you've done everything you're supposed to do and they STILL aren't calling you back?'
Bill and Bryan each have specific clients who've had these two very things occur. Listen as they play off of each other when solving them.
As sales people today, we must be conscious to 'think like marketers.' One way to do that is considering the tribe we are building that will be suspects or prospects for our services in the future. The days of "marketing when we need the business" are over. We had better be top-of-mind when THEY have problems.
Our guest expert today is Srinivas Rao, author of The Small Tribe Strategy. In this podcast, we ask him how he would go about building the tribe of prospects if he were in sales today.
Recently, an article was published by Steve Martin on the Harvard website called the Ten Reasons Sales People Lose Deals.
Bryan and Bill tear into the ten reasons and come up with solutions to three of them:
- What happens when you can't get to the decision maker?
- What if you have a "nice to have" product that isn't compelling for the prospect? and
- How do you penetrate new accounts?
Also, send us any thoughts you have about these three or the other seven at listener@advancedsellingpodcast.com
From the mailbag of listeners this week, two topics come up:
- 1) Call Reluctance. A listener seems to have a little bit of it and we have some thoughts (all good, of course) on what to do about it.
- 2) How Can I Demonstrate Value BEFORE the Sale? A listener struggles with this especially since his product is a premium product. Two great topics that affect virtually every sales and account manager.
If you have a question to submit to the mailbag, write us at listener@advancedsellingpodcast.com
Why is it that we spend so much time doing things that we think will shape other's perception of us - and yet those very things do nothing to shape it?
Drew Dudley, Nuance Leadership, was our guest this week. He's had some great TED Talks (The List) and deals with this very issue - how we are perceived. It's a must-listen for sales managers and company leaders in addition to top performing salespeople.
- Make sure you also consume his content on his blog at http://nuanceleadership.ca/
Recently, Bryan sat in on a capabilities presentation. He couldn't help but brainstorm ways to make this "dog and pony show" more interesting for the prospect.
In this week's episode, Bill and Bryan give six tips on what to do and what not to do during the capabilities presentation.
Afterwords, Brooke Green answers a question from an Advanced Selling Podcast LinkedIn Group member: What is the best strategy to sell recruitment services (for IT companies) in social networks? What is your opinion?
As trainers and coaches, when Bill and Bryan move into a new business they are on the lookout for whether this is a growing organization or stagnant one. In many ways, this informs and shapes how and what they teach as they begin training.
And so in this episode they lay out a handful of indicators that tell them whether the organization is growing or merely existing.
This podcast would be very beneficial for sales managers and leaders.
Also mentioned in this podcast:
1. "Live Your Life Above the Line" video by Bryan Neale
http://www.caskeyone.com/live-your-life-above-the-line-live-indianapolis-sales-training-with-bryan-neale/
2. Bon Knight's book "The Power of Negative Thinking"
http://www.amazon.com/The-Power-Negative-Thinking-Unconventional/dp/054402771X
In this episode, Thomas Gobeaux a listener from France, who is an online marketing consultant, came to us with a question that was very specific to his industry:
"I love doing complimentary bonuses when selling someone else's product. I'm selling a language product online now, but can't think of a bonus that would:
- be relevant to the niche
- not be available for free online
- be enticing enough to make it worth the purchase by itself"
At one point, we considered not airing this since it's application is somewhat limited. However, we decided to let YOU make that decision. It certainly will have the effect of opening your eyes to an entirely other world of online marketing. Thanks to Thomas for his question.
Bryan will be back next week!
You can learn more about Thomas Gobeaux by visiting http://www.tgbx.org/
We have a LinkedIn group member guest this week, Ali El Jishi from Bahrain. He is in the IT Placement business and he asks a question that is familiar to us: How do you handle it when a new buyer suddenly has it out for you? In Ali's description of the circumstance, a few things come out that he should have done - and that you can learn from - if / when this happens to you. It is suggested that over 40% of your database changes every year. So, that means that buyers and decision makers change as well. When that occurs, do you have a strategy to handle it?
Bryan is out this week (on Spring Break…or at least his kids are). He'll return next week.
Is that really possible? Think 'negatively'? Yep, that's what we're saying.
In this episode, we share a module that Bryan recently taught at a client where they prepared for the 'worst case scenario' in the sales process. Scenarios such as:
*How to handle a deal that has become stuck or stalled
*How to handle price resistance
Each tip Bill and Bryan give have both a market application and a mindset application. Some of this topic comes from Bob Knight's new book, The Power of Negative Thinking - An Unconventional Approach to Achieving Positive Results.
Also mentioned in this podcast:
*The Power of Negative Thinking: An Unconventional Approach to Achieving Positive Results by Bob Knight (http://www.amazon.com/The-Power-Negative-Thinking-Unconventional/dp/054402771X)
*Email It - 20 emails to tackle the most difficult situations sales professionals face. Simply copy and paste to get the ball rolling! (http://emailitsellersguide.com/)
*Want to hire Bill and Bryan for your next sales meeting? Send them an email at Listener@advancedsellingpodcast.com
In our podcasts, we've talked at length about The Inner Game and how vital it is for you to get your "mind right" if you are to excel in your profession. We talk about it in the context of how you talk to customers, how you talk economics and the types of questions you ask.
In this episode, Bill interviews Josh Matthews-Morgan who has written a book (partly inspired by this very podcast!) called "Deliver." It takes the idea of high performance and uses athletic stories and examples to hit home the point that your success begins in your mind.
Also mentioned in this podcast:
*Josh Matthews-Morgan book called Deliver: How To Perform Your Best When it Counts the Most on Amazon (http://www.amazon.com/Deliver-Perform-Your-Best-Counts/dp/0985775505)
*Connect with Josh on Linkedin (http://www.linkedin.com/in/joshmatthewsmorgan)
We're forever talking about how to motivate your prospect - to buy - to change - to do what you think they should do. But, what about YOUR motivation? That's important, too. In this episode, Bill and Bryan address some ways you can inspire yourself when you hit the skids.
Plus, Brooke Green joins us and answers a LinkedIn question: What should be your main aim at a first sales meeting with a prospect? It's a new series where we use questions generated by the LinkedIn Advanced Selling Podcast Group. If you haven't joined yet, scamper over and do so today. If you have a question or comment, make sure you ask it on the ASP LinkedIn group or send us private email at listener@advancedsellingpodcast.com.
It's one of the most common sayings about sales - always be closing. Common, yes. But it's wrong.
In this episode, Bill and Bryan deal with the idea of taking out that prevailing wisdom of always closing. And, in it's place, put in some other rules that fill the void.
And the next time you go to sales training and the trainer gives voice to that worn out phrase, "always be closing", you'll have some new frameworks to teach them.
Also mentioned in this podcast:
*Follow @bneale and @billcaskey on Twitter
*Join the Advanced Selling Podcast Linkedin group (http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772) for daily discussions and networking
Tons of books have been written about work-at-home habits, but in today's episode, we'll deal with them from the sales standpoint.
Some listeners might be a permanent work-at-home fixture. Others might work from there temporarily. Regardless, it can be your MOST productive place OR you worst nightmare.
Hear what Bill and Bryan have to say about the pluses and minuses.
Also mentioned in this podcast:
- Follow @billcaskey and @bneale on Twitter
- "Never Eat Alone: All Secrets to Success, One Relationship at a Time" by Keith Ferrazzi and Tahl Raz
In this episode, Bill and Bryan talk about how to tell your story so people see your distinction. There's a lot written today about the use of the resume, or the bio or the story in your messaging. We believe it's vital that you have your story down cold - and this podcast gives you a checklist to make sure you do.
**Check out http://www.caskeyone.com for articles, videos, podcasts, and free eBooks on sales and leadership development
**Join the Advanced Selling Podcast Linkedin Group! http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772
**Would you like to send us a testimonial or ask a question? Send it to Listener@AdvancedSellingPodcast.com
This is a rather odd situation you might say. But lately, we've had several of our clients bring up this very issue. In this episode, Bill and Bryan talk about the emotional issues that might go in to dealing with a prospect you don't like/respect or one that doesn't like you. Hopefully, you'll never have this, but if you do, this episode might help.
Join the Advanced Selling Podcast Linkedin group http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772
The answer to that question might cause you a little pain yourself. When you approach a prospect by asking them questions designed to find out what's bothering them so you can sell them a solution, you might miss TONS of opportunity. In this podcast, Bill and Bryan get into a model they use to help you know how to find problems the customer doesn't even know they have.
Keep the mail coming in…listener@advancedsellingpodcast.com
Not to be confused with an 'old flame' this podcast is about restarting a sales relationship that ended. It might have even ended badly as in the example in this episode.
Bill and Bryan give you a few tips on how to re-engage with people who have dropped off the earth.
Make sure you email us your questions for use on the show: listener@advancedsellingpodcast. And follow us on Twitter: @billcaskey and @bneale.
We come back to the two-part interview with WNBA championship coach Lin Dunn, who continues with the lessons she's learned about leadership and inspiring her team. Remember, even though some of you aren't basketball fans, we wanted to bring you successful people from all walks of life and learn what they know about inspiring people.
You can follow Lin on Twitter at https://twitter.com/Coach_Dunn
This is the first of a two-part series of our interview with Coach Lin Dunn of the Indianapolis Fever of the WNBA. Now, you're probably wondering, "What does the WNBA have to do with my business success?" Well, maybe nothing…however…if you haven't heard Lin Dunn speak before, you're in for a treat. She has been successful as a coach at every level of women's basketball. And her message with Brooke and Bill has little to do with basketball and a lot to do with the "attributes of success." Her style is folksy…but her message is poignant. You can follow Lin on Twitter at @Coach_Dunn
Bill Caskey, Bryan Neale and Brooke Green give voice to what their favorite things are in the business world. From software tools to training videos to food stuff (okay well that's not in the business world). The trio tell you what gets them juiced about this time of year!
We wish every Listener a happy holiday and a prosperous 2013!
In this episode, you can hear parts of the "2013 Goal Setting Guide," which you can download from http://www.AdvancedSellingPodcast.com in the Toolkit.
The fact is that fewer than 10% of people set goals. Now, that number might be slightly higher for sales people but our experience says not that much higher. Today, Bryan, Bill and Brooke relay a process they go through with their clients. They give you a handful of these now, then you can download the rest at the podcast site.
We're also wanting ideas for shows for next year, so make sure you get your request in by emailing us at listener@advancedsellingpodcast.com
What happens when you think the relationship is going great but, suddenly, out of nowhere BOOM! The customer lowers the boom on you? You can react (like we all want to do) and bring all your emotions out. BUT, that might not be the best strategy. In this episode, Bryan had a client who actually had this very thing happen with a so-called "satisfied client."
Also mentioned in this podcast:
Send us your thoughts, ideas on future episodes, or ask us any question at Listener@advancedsellingpodcast.com
Join our Linkedin Group for daily discussions and special offers! http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772
In this episode, Bill and Bryan answer questions from our listening audience. We took three in this episode, each of which can cause sales stumbles in virtually every industry. By the way, if you want your question answered, email us at listener@advancedsellingpodcast.com. And we'll get it 'on the air.'
*Restart that stalled deal! Partner with Email It and take advantage of our powerful email templates. http://www.emailitsellersguide.com/
Why not GO to an "expert" when we want to know how to BE an "expert?" Well, we've done just that this week when we interview Mike Koenigs. He is the founder of Traffic Geyser, the first internet video system to generate web traffic, and he's also the author of several books on positioning and video marketing. All of his work can be found at http://mikekoenigs.com/.
In this episode, Mike addresses many of the roadblocks that hold us back from higher performance, one of which is 'nervousness.' He has a unique way he characterizes nervousness and teaches us how to solve that problem. He also invites listeners to go to http://www.authorexpertmarketingmachines.com to grab your free ebook he just published on expert positioning.
It's that time of year--the time when we start to look back AND look forward. In this podcast, Bill, Bryan and Brooke, explore some best practices of goal setting for sales people. Some of these tips we'll call 'non-traditional' because they have little to do with the normal approach to setting goals. In subsequent episodes, we'll address some more tactical goal setting tips.
Also mentioned in this podcast:
*Join the Advanced Selling Podcast Linkedin Group for daily discussions and networking! http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772
*Today's podcast comes from a live podcast recording event at the Jazz Kitchen in Indianapolis, IN.
In today's podcast, Bryan shares with you an inspiring, life-changing idea. He believes this idea is powerful enough to help improve your personal, business and client relationships.
As you listen to this podcast, ask yourself: Am I living my life above the line?
*Today's podcast comes from a live podcast recording event at the Jazz Kitchen in Indianapolis, IN.
Let's face it… We all want more sales and more leads, but there is always ONE thing that's stopping us…our perspective on time.
Bill brings some new thinking to the idea of time…and the notion that how you think about time affects your sales results. He believes the first step to generating more leads and sales is to ask yourself: How do I spend my time?
*Today's podcast comes from a live podcast recording event at the Jazz Kitchen in Indianapolis, IN.
As sales professionals, we've always been taught to be enthusiastic. We've been told "enthusiasm is contagious." But we don't believe that to be the case. In this podcast, Brooke Green discusses the importance of staying psychologically behind your prospect and making sure you keep your inner game in check.
Also mentioned in this podcast:
*Listen to the last episode from the Jazz Kitchen with our client Stephanie http://www.caskeyone.com/how-to-learn-from-a-lost-deal-live-sales-training-indianapolis/
*Sign up to receive 3 free videos on how to communicate your expertise http://www.accidentalseller.com
Ever wonder how buyers think? What goes through their mind when they decide what vendor to use? Well, you're in luck today.
We have a very special guest on the podcast this week-Paul Rogers, a procurement expert from Australia. Paul has been in purchasing for over 30 years and works with procurement people to help them work better with vendor sales teams. He also works with sales teams as well helping them to position their value in a more compelling way.
We thought he'd be a great resource for our podcast listeners. So, in this episode, Bill and Bryan pose some very basic questions to him about how buyers see the world. If you call on professional procurement people, this is a great episode to hear. This is the first in an ongoing series with Paul. Would love to hear your feedback on our LinkedIn Group.
Also mentioned in this podcast:
Join the Advanced Selling Podcast Linkedin Group for daily discussions, networking, and future promotions on products and services. http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772
One of our most popular training modules is when we "dissect the deal." It's usually is done on a deal that is still live, meaning the client has not made a decision, "Yes" or "No."
But this episode is different, more of a post-mortem on a deal that one of our clients, Stephanie, lost. She was kind enough to volunteer to be in the spotlight at the recent Jazz Kitchen Event.
In this episode, Stephanie tells Bryan and Brooke about the situation and then fields questions from them and the audience.
If you don't have another person in your life that can help you sort through the sales deals you're in, then you'll learn how to do it (to yourself) here.
Also mentioned in the podcast:
- Join our Linkedin Group! http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772
- Have a question you'd like to ask Bill and Bryan? Email them at Listener@AdvancedSellingPodcast.com
What a great day we had at The Jazz Kitchen in Indianapolis! Thanks to all who came from far and wide to join us that day. We actually recorded three podcasts there and this is the first. It came from an audience question: How do I grow my service business?
Bill, Bryan and Brooke (Green) all gave that question a shot and in this episode you hear three good ideas (at least they thought so) to help you grow your business.
There will be video up of the event so make sure you listen in to future episodes. Dave Dugan, comedian, was our guest warm-up act. You can catch him on that video soon.
In this episode, Bill and Brooke, address a common issue: How do you improve your selling skills if you weren't cut out to be in sales?
The fact is that many technical people have ended up in the role of selling (in fact, many sales people end up there, too). So, how do you model your behavior? Must you really change who you are to be successful in the sales/business development role? Actually, no. But you need to have a plan of some kind. And we'll share some parts of that plan here.
Also, we are making available three training videos that go deeper into this subject. You can go to http://www.accidentalseller.com to get the three videos.
Today's podcast addresses a question from a listener who wanted to know how to begin the sales process when they had very little in terms of case studies, or customer experience. In his case, it was a start-up company in the IT space.
Bill and Bryan dished out some tips to use in beginning to position him in the market. The fact is that, in some ways, this is an excellent position to be in. The ability to create a position from scratch can be quite powerful.
However, if you already have a customer base and are a seasoned pro, there are still some ideas in this podcast that will help you re-think your position.
The fact is that even if we've been around for a while, there is always something new we're wanting to do - new products - innovative services - new ways to think about old problems. Consequently, "thinking like a beginner" is something we should do frequently.
**If you'd like your question to be featured in the next mailbag episode, then email your question to Bill and Bryan at Listener@AdvancedSellingPodcast.com
Also mentioned to the podcast:
- If you're in the Indianapolis area, then join us on October 12, 2012 for a LIVE podcast recording the Jazz Kitchen in Broadripple. Click here to register http://advancedsellingpodcast.com/live/
Bill and Bryan each had client experiences recently where their clients were being driven by their "bid boards." They talk about the hazards of poor business development technique. And, of course, they give you some new things to think about as you improve your business development skills. Those skills are vital for you building relationships that can sustain your business for the future…and it's something that should be a part of all of our strategy.
Also mentioned in the podcast:
- Back by popular demand... The Advanced Selling Podcast LIVE recording at the Jazz Kitchen in Broadripple, Indiana. Click here to register.
- The Advanced Selling Podcast Linkedin Group
Well, you probably know us by now and know that isn't our strategy. But the fact is that we get questions from listeners that often sound like that. This week, Bryan is off in his world of Big Ten Football Officiating…and Jill steps in (admirably, we might add) and poses some questions to Bill that come from our audience.
Mail us your thoughts and questions to listener@advancedsellingpodcast.com. Or, deliver your message personally by using our RANT LINE at 317.575.0057 EXT 20. Instructions are on the greeting when you call.
Little did Bryan Neale know, we were still recording the podcast. Listen as he gets carried away with a movie quote. Can you name that movie?
In this episode, Brooke Green joins Bill and Bryan to address the issue of how to sell if you’re an ‘accidental salesperson.’ Brooke works with quite a few companies and people, who don’t consider themselves salespeople, yet who are still responsible for new business development.
This includes accountants, engineers, subject matter experts, consultants, technical advisors, project managers, entrepreneurs or others who would be classified as ‘accidentals.’ Heck, even some sales people might put themselves in that position.
Also mentioned in the podcast:
- The Accidental Salesperson – Click here to join the waiting list to receive 3 free videos on how to communicate your expertise more effectively. http://www.accidentalsalespersoncourse.com/
- Are you in the Indianapolis area? Join us on October 12 for a LIVE recording of the Advanced Selling Podcast. Lunch will be served. Click here for more information. http://www.advancedsellingpodcast.com/live/
- The past podcast on ‘Ladyparts’
- The Advanced Selling Podcast Linkedin group
We've all received it - that email that comes, ominously, from someone you hoped to work with. It's the email that says, "Thanks, but no thanks." And it's like a punch to the gut.
Well, that all may be overly dramatic, but the fact is that we all have received the 'ding letter' whether it's an actual letter or not.
In this podcast, Bill and Bryan address, 'what to do' when you're about to be dinged.
Rant Line
In this episode, Bill and Bryan mentioned the addition of the RANT LINE for listeners of the podcast. Call us at 317.575.0057 EXT 20 if you'd like to leave a message, a rant, a question, or any other comment. They'll get it on the air quickly.
Also mentioned in this episode:
- Join the Advanced Selling Podcast Linkedin group for daily discussions and networking!
In this week's episode, Bill and Bryan address something you should always share with your prospects (and clients, too). It has to do with your "why" in business.
Recently, Bill wrote a blog called 3 Reasons You Should Share Your Why With Customers citing Simon Sinek's famous talk at TED on The Golden Circles. We think it applies directly to sales people - and this podcast explains how to share this with your clients and prospects.
Also mentioned in this podcast:
- The Bittersweetness of Sending Your Baby to College
- Sign up for the Caskey1 newsletter to get notified of recent articles, podcasts and videos.
- Ted Talk - Simon Sinek's video on The Golden Circle
- Blue Ocean Strategy
The title might make no sense BEFORE you listen to this episode, but Bill and Bryan interview Josh Hinds, who is not only a podcast listener but also an author.
Josh gives new meaning to the phrase 'double entrendre.' In this podcast, Josh shares some of the main concepts from his book, Live Big, including mistakes people make when they goal-set and some insight on how to live a richer life.
B & B pose some questions to Josh about some of their clients, too and he relates some sound advice.
Also mentioned in this podcast:
- Josh Hinds - Speaker, Author, Entrepreneur
- "It's Your Life, Live BIG" by Josh Hinds
- Join our Linkedin Group for daily discussions
There is a right answer to that. But it may not be what you've been taught. So in this podcast, Bill and Bryan will review the difference and what they new model of selling requires from you.
Here is the secret: Better positioning leads to less need for persuasion. Listen in and learn!
Also mentioned in the podcast:
- Want a second opinion on your slide deck? Bill and Bryan offer to help 2 people out! Send them your slide deck to listener@advancedsellingpodcast.com and we'll let you know if you've been chosen.
- The Golden Circle - How Great Leaders Inspire Action by Simon Sinek
- A clip from Vacation with Chevy Chase
There have been many entries on the ASP LinkedIN group about RFP (requests for proposals). So heated has been the discussion that we decided to devote an entire episode to RFP Strategy.
While not a step-by-step solution, Bill and Bryan offer some hints and techniques to think through as you answer (or don't answer) RFP's.
Also mentioned in this podcast:
- "The Golden Circle" by Simon Sinek
- Join the RFP discussion on the podcast's Linkedin Group
- Have questions for Bill and Bryan? Email them at Listener@AdvancedSellingPodcast.com
In this episode, Bill and Bryan take you behind the scenes on how they work through coaching with clients. They take an actual client they're working with, outline the problem and then work through how to coach that person.
*This will be useful for sales managers to understand better how to coach your team. But also good for front line people who have these issues.
In the first scenario, the discussion centers around how to achieve the feeling of 'abundance.' The second scenario deals with how to achieve the goals you set - and how you know if you're on the right path.
Also mentioned in this podcast:
- Klout - Discover and be recognized for how you influence the world
- The Advanced Selling Podcast Linkedin Group
How many times have you been surprised by prospect behavior? You think you're at Z and you come to find out you're only at D.
Here is a technique that Bill and Bryan give you that helps you know where you are with a prospect. The entire topic starts with a dating story (that's actually quite funny.) But ends with practical sales advice for where you are in the sales process.
Make sure you send us your sales problems to: listener@advancedsellingpodcast.com
Also don't forget to join the Advanced Selling Podcast Linkedin group for further discussions!
Do you have prospects in the sales funnel that just can't seem to make a decision? Thought so. Most sellers do. And most of us blame it on the prospect.
In this episode, Brooke and Bill address the problem that plagues most sales people--vagueness and ambiguity.
Are you really being a clear communicator when you're speaking with prospects and clients? Or, what about you leaders? Are you being perfectly clear in instructions to your team.
Bill and Brooke give you several areas that they find, in their coaching, are areas rife with ambiguity. The #1 area is your sales pipeline.
Also mentioned in the podcast:
- Join discussions and network with other podcast listeners in the Advanced Selling Podcast Linkedin Group.
We've been asked occasionally to share something about ourselves with our audience. After all, Bill and Bryan train and coach sales teams all over the US And as they would tell you, in order to be better at training and coaching, they also must be receptive to outside counsel as well.
So while they actually relate their training experiences throughout the podcasts, Bill and Bryan started thinking about what they could share with the audience that's important to them--that also might be of value to you. They came up with "Favorite Coaches." And these coaches gave advice...good advice. And in this podcast, you hear who the coaches were and what counsel they gave Bill and Bryan.
Also mentioned in this podcast:
- The Advanced Selling Podcast Linkedin Group
- Think and Grow Rich
- Outwitting the Devil by Napoleon Hill
Bill had a chance to go train a relatively new sales force recently.
After he was finished, he asked the group, "What's the biggest lesson you got from the training?" All lessons boiled down to two categories. And in this podcast, Bill and Bryan explore their take on the two lessons and how even the most advanced among us can learn from this exercise.
Quite often the sales manager or leader wants to make a joint sales
meeting call with one of his people on a prospect.
In theory, it all sounds good and plausible but sometimes the
execution of that joint call is a disaster.
In this podcast episode Bill and Brian address the mental game of
joint calls as well as the technical hurdles that present themselves.
And they also give you a bullet pointed checklist of how to prevent
disaster from occurring.
Go to the LinkedIn advanced selling podcast group to comment more on
this phenomenon.
All Caskey content now available at www.caskeyone.com!
Make sure you SUBSCRIBE to be notified of new content.
It seems that recently there has been much discussion in our client base about the difference between a business development person and a sales person. So what is the difference or is there any?
In this episode, Bill and Bryan dig deeper into the subject and find there are very specific differences in how each role performs. Listen in to see how you measure up.
Also mentioned in the podcast:
In this episode, Bill and Bryan invite Brooke Green in to give real life examples of crazy (and not so crazy) things that clients say. Then Bill and Bryan, in rapid fire format provide their counsel on what a good reaction would be from the sales person.
Also mentioned in this podcast:
In this episode, Bill and Bryan help you reverse engineer your sales funnel to maximize your results.
The fact is that most sales people get in a rut when in pursuit of people to put in their pipeline. And that rut is usually caused by not dissecting how someone gets into your funnel in the first place. So they give you 5 things to think about when re-engineering your sales pipeline.
Also mentioned in this podcast
- Have a burning question you'd like to ask Bill and Bryan? Email it to them at Listener@AdvancedSellingPodcast.com
- Join the podcast Linkedin group to interact with other listeners!
This episode is one of our frequent mailbag shows where we take questions from our audience and we’ve received great questions this week!
Bryan is out this week, so Bill and our producer, Jill Vanarsdall, answer these questions:
- How do I sell a premium product?
- How do I call higher?
- How do I stop from doing too much unpaid consulting when I’m in “expert mode”?
- What is your favorite book right now? What are you currently reading?
- Why does everyone have so much trouble with prospecting?
Also mentioned in this podcast:
- Have a question for Bill or Bryan? Email them at Listener@AdvancedSellingPodcast.com
- How To Sell A Premium Product in a Commodity Market webinar
- Blah, Blah, Blah: What To Do When Words Don’t Work by Dan Roam
- Platform: Get Noticed in a Noisy World by Michael Hyatt
- Seth Godin’s blog
- Reference USA - The premier source of business and residential information for reference and research
PODCAST ALERT: If you're a VP of Sales or sales manager, you MUST listen to this podcast.
We've all been through similar situations--you have a client who is buying a lot--and suddenly, without reason, they stop (or severely reduce purchases). This topic comes from our mailbag - a listener who had this very thing happen to him emailed us to ask for help.
In this episode, Bill and Bryan hand out a few tips on 'what to do' when buyers reduce purchasing. If you have a question that you'd like help with, email us at listener@advancedsellingpodcast.com. Let us know if we can use your first name in the podcast.
Also mentioned in the podcast
- Join the Advanced Selling Podcast Linkedin Group for daily discussions and networking! (http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772)
- Listen to the webinar "How To Sell A Premium Product In A Commodity Market" by Bill Caskey (http://www.caskeyone.com/seminar/how-to-sell-a-premium-product-in-a-commodity-market/)
OK, you've heard all of the statistics about how many Y'ers are in the workforce now. And you've also heard bits and pieces about their attitudes and attributes. Heck, maybe you ARE ONE! But what is the truth behind the clutter?
In our podcast this week, Lori Ermi (The Ermi Group) spends time with Bill acquainting him to the intricacies of that generation and how you can better work with them and sell to them. Or, if you are one of them, you'll enjoy her take on your generation.
Also mentioned in this podcast:
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 comes to thinking differently about business success.
John is also author of the book The Referral Engine (http://referralenginebook.com/).
If you'd like to hear the entire interview, go here (http://www.caskeyone.com/are-you-the-marketer-you-think-you-are).
Also mentioned in the podcast:
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 them together this year, high income awaits.
*******
Also mentioned in this podcast:
- This podcast was video tapped. You can view it by clicking here.
- Join our Linkedin Group!
- Download the free eBook 20 Rules for Modern Selling.
- Want more Bill and Bryan in your life? Take a look at their newest online sales magazine with videos, podcasts and articles for sales and leadership strategy.
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 (click here)
- Learn more about the Denver Metro Chamber of Commerce (click here)
- Join the Advanced Selling Podcast Linkedin Group (click here)
- Check out our newest site - CaskeyONE! Your single source for sales and leadership strategy.
- Take a look at our 2012 FREE eBooks 20 Rules For Modern Selling (click here) and The Truth About The Unspiring Leader (click here)
You’ve just written an email to a prospect who’s not calling you back. You get ready to hit SEND…but as you read it again, you realize it just doesn’t quite capture your thoughts. Here’s our advice: STOP – Don’t SEND! Instead, read EMAIL IT!, The Seller’s Guide to Emails That Work. (http://emailitsellersguide.com/)
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As sales pros and sales leaders, we're frequently in situations where we're either giving or getting "performance feedback." As with any business skill, there are right and wrong ways to look at feedback. In this episode, Dan Paulk, Senior Designer, Professional Development Programs at Hogan Assessments, discusses some 'feedback intelligence' that he has used as a psychotherapist and Hogan consultant.
For those of you who don't recognize Hogan Assessments, they are one of the fastest growing personality assessment companies in the US. Full disclosure: We use the Hogan Inventory of Personality tests as both selection and coaching instruments for our private client group. We recently attended a certification class on Hogan and Dan was the workshop leader. We felt his approach to feedback was worth you knowing about.
Well, this title might be a little presumptuous - that we can actually "get" someone to do what we want them to do. But the real issue is your frustration when prospects don't act as quickly as you'd like. So what's really going on in the prospect's mind on this one?
Join Bill and Bryan as they each give their opinions based on what some of their clients are doing to help the sales process move forward quicker.
~~~~~~~~~~~~~~
You've just written an email to a prospect who's not calling you back.
You get ready to hit SEND...but as you read it again, you realize
it just doesn't quite capture your thoughts.
Here's our advice: STOP - Don't SEND! Instead, read EMAIL IT!,
The Seller's Guide to Emails That Work.
http://emailitsellersguide.com/
This week's podcast features the Q&A from the live podcast event we did at the end of April. Bill and Bryan answer some great questions from the audience on "scenario intelligence: if they say, then we say," abundance, and "where do I find the time?"
In this episode, Bill and Bryan review a program the company did recently on 'tips for emails.' Email has eclipsed conversations as the preferred mechanism of communicating. While we suggest that personal conversations are better, the fact is that you must be able to communicate well in writing today. They give some "do's and don'ts" [...]
(CAUTION: This podcast is X-tra long: 27 minutes) For our listeners who are accustom to our 10 minute podcasts, this might be a shocker-a full 27 minutes of 10 components to revenue growth. Actually this is the audio from a live-audience event we did in Indianapolis last week. This is not a step-by-step process to [...]
From time to time we get emails from listeners who prefer to talk about their own internal corporate issues - and how these issues get in the way of the sale. So in this episode, Bill and Bryan address that very concern. They address it first as an inner game (mindset) issue and secondly as [...]
Well, aren't we always wanting to find a way to differentiate our selves - and our products - from others who do similar things? And we've read books and books on how to do that. Maybe even sat thru seminars that address the issue. But we find most traditional solutions to that problem leave people [...]
Bryan always accuses Bill of using terminology he doesn't understand. Well, in today's podcast, Bill is riding solo and discusses a concept called "problem proliferation." Actually, if the truth were known, it is the biggest "miss" salespeople experience when in persuasion mode. It's the understanding of what's going on inside the prospect's life absent your solution.
In this episode, Bill and Bryan complete their list of new ways of preparing for a sales call. If you missed Part I, go back and catch last week's podcast.
You're probably thinking, "You must not know who you're talking to here! I'm a seasoned veteran of sales wars. I know how to prepare!" Well, not so fast. What if there were new ways of preparing for the typical sales call that you hadn't thought of before? And what if one of those preparation points had to do with "your mental framework"? Well, it does. In this episode, Bill and Bryan cover part 1 (of 2) on the skill of 'call preparation.'
We speak of it often in our training with clients--and we refer to it on the Podcast--but in this episode, we take a longer, deeper look at the concept of DETACHMENT in the sales process.
The bottom line is that every sales problem you have is rooted in flawed thought--and this is the best place to begin to look. Are you 'attached' to the prospect saying, "Yes"? If so, listen up....
Also, we introduced a contest to help us create a Signature Sign-off. Email your ideas to listener@advancedsellingpodcast.com. Winner gets a 30-minute phone coaching session with both Bill and Bryan.
Kevin Eikenberry is our guest today. He just wrote a book called From Bud to Boss...where he addresses what it's like when one gets promoted from a peer to a manager. We address this in the sales realm.
So, if you're a sales manager who has recently been promoted from the field--or, if you're angling toward a promotion where you will lead your team, you will get great value out of this cast. He speaks of the three specific things you can consider as you lead teams or are led by a former peer.
You can order the book at www.frombudtoboss.com and find out more about Kevin at www.kevineikenberry.com
Today, Bill records a cold (voicemail) call from a vendor and dissects it with Bryan. The attempt here is NOT to disrespect the person making the call...but to use it for learning purposes. Listen as they analyze the process the caller goes thru...and then the recommendations they make to them--or anyone else if you MUST do cold calling.
We get great questions from our listeners. Today's episode actually references back a few episodes to an unfinished topic. Bill & Bryan will address, "How do you adopt the attitude of a business person vs a salesperson?" And, "How do you coach yourself so you will be clear to the buyer about what you do?"
They'd love to hear from you. You can ask your own questions by going to ASK BILL & BRYAN or email them at: listener@advancedsellingpodcast.com
What is there about it when a prospect brings up your competition that causes you to get fearful? I know...I know... you're not afraid, right? Well, maybe not, but I'll bet something goes through your mind when you hear someone mention your competitor.
In this episode, Bill and Bryan address that as well as how to handle it when it comes up.
This is the conclusion of a 2-Part Live Series recorded in Indianapolis in front of a studio audience. In this segment, Bill and Bryan took questions from the live audience and answered them as they came. In this podcast, the questions had to do with Cold Calling, Discussing Money, and Getting to the Decision Maker. Enjoy.
Bill and Bryan this week stop in at the Jazz Kitchen for ASP LIVE!, our first of many live events this year. In this podcast, they address the specific things salespeople do - inadvertently - to confuse the prospect and lead to a 'no sale.'
Next up on the LIVE! tour is San Jose, CA on March 17th at the
Sonoma Chicken Coop and then back in Indy for an April event at the Jazz Kitchen.
In this episode, Bill and Bryan address the search for sales talent and how most managers fail. To be clear, this is a podcast for sales managers BUT it's also an episode that might cause YOU to rethink your own talent. Ask yourself if you are good at these things - and where you might fall short.
Email us at:listener@advancedsellingpodcast.com if you have other opinions.
Well, of course you do. No one in their right mind would admit they didn't care. We used to say, "You can tell how much someone cares by the questions they ask." But is that all there is to it? And what is the intent of the set of questions you ask? This podcast will help you re-frame why you ask questions and what else you can do to differentiate your value.
Don't forget the ASP LIVE! event on January 28, 2011 (1130-100EST). Go to http://www.advancedsellingpodcast.com/live to register. ($12 includes lunch).
In this episode, Bill and Bryan plead with you - beg you - to take a broader view of customer objections rather than merely thinking "how am I going to overcome this?" The "broader view" is not for every sales person in every situation - but it is a way to change your thinking so that you no longer feel pressure to overcome objections.
In this week's episode, Bill and Bryan address a question that one of their clients had about their sales team--and the professionalism (or lack thereof) in their team. They detail the six characteristics of a highly skilled sales professional in this modern era.
Also, look for more information on the Advanced Selling Podcast Live event at the Jazz Kitchen in Indianapolis on January 28 (Friday) at 11:30. Lunch-$12.00. Podcast listening-Free.
There is an entire art to "call management" which is the study of how a sales call works, how it flows, how it ends...and what you can to do get the optimum outcome. In this episode, Bill and Bryan address "call management" and how you can start the call in the optimum way.
No one would ever admit that they're an "old school salesperson." It brings so much negative to mind. But that doesn't mean that there aren't some basics that you need to pay attention to. In this episode, Bill and Bryan each discuss a story of how they were approached by an OSS (old school seller) and what happened. They also give you some basic tips on how not to become an OSS.
Bill and Bryan address the biggest problem they get asked about from all the listener emails they get. They each took a current client they're working with and outlined a struggle they had with this exact issue--stalled deals--and worked thru it so listeners can learn what to do.
If you have a question, email them at listener@advancedsellingpodcast.com.
Do you use worthless buzzwords and vernacular that means nothing to prospects? Is it possible that your use of those actually stalls the sale? It seems like we are so impressed with our own terms and concepts, that we use them freely. But what if the customer doesn't understand what you're talking about--and they never tell you that? Can you make the prospect psychologically NOT OK by your use of buzzwords? We think the answer is "Yes."
Bill and Bryan address the hazards of buzzwords and how to avoid them.
Bill and Bryan take a look at how to react to upset, annoying, frustrating clients. This comes from an actual letter that one of Bryan's clients received from a customer. You may not experience this client behavior too often, but when you do, they reveal some ways to think through it prior to reacting.
We get the following questions all the time: "How do I generate more leads?" "How do I close more sales?" "How do I position my product so my customer sees my value?" So many of those questions...that we decided to answer them once and for all by telling you how we would operate your business if we were in your shoes.
In this episode, Bill and Bryan go through a few of these and then you can also download the full report on your iphone app.
Today, Bill and Bryan discuss an email that came in about a listener's sales manager who is rooted in the 'old way of selling' and he wonders how he can use the 'podcast content' in a way his sales manager accepts. The hosts also address the new rules of selling--and how every sales person can begin to adopt new ways to solve old sales problems.
We are forever talking about how we avoid being lied to by prospects...but what about the lies we tell ourselves? Yes, that's right. We lie to ourselves about many things. In this episode, Bill and Bryan detail four lies we tell ourselves and what impact that has on how we sell--and how people buy. As usual, you're encouraged to send us your comments at listener@advancedsellingpodcast.com.
What does it mean to be new in sales? And what can we learn from this? The answer is, "Telling Your Story." One thing we all struggle with is "standing out" or "differentiating" ourselves when in front of clients (or in front of prospective employers). In this episode, Bill and Bryan get into detail about how much of your "story" you should tell when in front of people who can hire you.
Mail questions to listener@advancedsellingpodcast.com and they'll handle them in future episodes.
There are some very distinct sales/achievement philosophies that Bill and Bryan have that inform all past episodes of the podcast. The two they address today are COMPETITION and PRICING, both controversial in the eyes of most sales observers.
It's their belief that if you want to make radical changes in your results, your mind has to change around some key portions of business. This is the first of a 'several part' series on the philosophies that will change your perspective on selling.
The power of this podcast is in the different perspectives that Bill and Bryan have in solving sales problems. They each work with different clients, and those clients have issues that need attention. In this episode, Bill shares one of his client’s problems and Bryan does the same. Then, you get two perspectives on how to solve sales problems.
As sales professionals and business owners you spend hours talking about the sales pipeline. But when was the last time you talked about why people are in it and what’s going to cause them to move forward? Today, Bill and Bryan address several issues that will help you get a better handle on what actions to take and what your behavior should be in the buyer-seller process to learn more about why people will buy from you.
Other than the second introduction to Whiteboard Wednesday, our bi-weekly web TV show for sales people all over the world, Bryan and Bill also address two common questions from The Sales Playbook: 1) What happens when a decision-maker has changed and now you must take up where the old buyer left off? and 2) How do you handle it when you’ve begged to get in the door and the buyer has “given” you an appointment? Bill and Bryan each offer their opinion on each question. That way, you get two perspectives on solutions to common sales problems.
Attitude is one of those terms thrown about that really has no meaning, in and of itself. In today’s podcast, Bill and Bryan address the correct Attitudes of Engagement to have prior to engaging with a prospect. It holds to their philosophy that EVERY SALES PROBLEM IS FIRST A “THINKING” PROBLEM on the part of the sales professional. Get these attitudes right, and the rest comes real easy.
Do you have a comment for the hosts? Go to www.advancedsellingpodcast.com and leave a message.
Is it possible that we can learn from our mistakes? Well, of course we can…but can we learn from someone else’s mistakes? Bill and Bryan test that theory out today by “coming clean” with some of their errors in past sales situations. You would NEVER admit to doing these things—or anything like these—but see if any of these resonate with you.
No one wants to hear that, do they? In this podcast, Bill and Bryan address the idea of "helping your customer buy" rather than "selling to him." Their belief is that when one does not make a sale, one has failed to do something very important in the process.
Have a comment on the show? Mail us at listener@advancedsellingpodcast.com.
Or you can call the show at 317.722.6299.
In this episode, Bryan interviews his favorite salesperson and favorite guest of all time and learns her secrets and insights into high-performance selling.
I’m sure there’s a name for this condition…but we’re wondering sometimes how disconnected salespeople are from the reality of the sales process—and the prospect. To us, there is a massive disconnect that begins almost immediately between salesperson and prospect. And to not address it is to abdicate control—and lose the sale. But there is a better way, and in this podcast, Bill and Bryan reveal it.
It seems that we all know “stuff.” Some of that stuff is useless and some is profoundly valuable. Recently, Bryan met an ex-NFL Offensive Coordinator who wants to publish a book called “S*** I Know That Works.” Bryan and Bill address “S*** They Know Works In The Pursuit Of A Sale.”
(Podcaster Notes: The decision process is one of those hard to teach skills in sales. We have found recently that the decision process for many companies has become more centralized--which brings with it additional trouble for sales people. It seems that every decision is reviewed, analyzed and audited. And if the purchase doesn't bring with it a cost savings or revenue growth, it's put off. So, as sales professionals, you MUST know how decisions are made and, when possible, be a part of them.)
Last week, one of Bill's clients was frustrated with a common sales issue, "How do I get the prospect to call me back?" Being asked the question many times, he provides one strategic approach in this vignette to help you get that call back that you've been waiting for.
Abundance is a concept we talk about often, but in this podcast Bill devotes an entire 20 minutes to the topic.
One of Bill’s clients had exactly such a situation—a 50% premium. Listen in on the coaching that Bill gave – with Bryan’s comments, of course—to advance the deal.
that cost salespeople and their companies millions of dollars. He reviews parts of his list of 20 sales blunders on today’s podcast—and gives you some new ways to think about old problems. Bryan Neale is absent this week (although we do know where he is).
By the way, if you have a sales problem you want them to review, go to www.askbillandbryan.com.
Bill Caskey and Bryan Neale address these topics and more in today’s episode.
Why? Because it is, bar none, the most popular topic clients come to us with. So, today, we'll talk about a cold call technique (even though Bill and Bryan HATE cold calls) that you can use to generate new discussions with prospects.
Also, you first time listeners--send us an email at listener@advancedsellingpodcast.com with FIRSTTIMER in the subject line. Let us know how you heard about us and pose a question to us!
Bill takes a 10-point-checklist look at the things you can be doing right now to build REAL relationships---not fake ones.
E-mail Noah at ngrayson@walkerinfo.com
One caution: Don’t wait until it’s too late. Begin now.
If you'd like the actual PDF of the assessment, email them at mailto:listener@advancedsellingpodcast.com - SUBJ: Behavior. Kathy will send the entire list so you can assess.
Managers, you can also use this PDF to assess your entire team.
It is our belief that all “great performers have great minds.” It doesn’t mean they’re smart. It means they are wired for success. So in the sales profession, what should you be thinking that allows you to DO the things you need to do? The hosts give you a few to chew on, then you can email them at listener@advancedsellingpodcast.com (“inner game” in subject line) for the rest.
You can email them at listener@advancedsellingpodcast.com (Subject line: Skills) to get all 10. In the document, you get a chance to rank yourself. If you’re sales manager/leader, there’s even space to assess your entire sales team.
If you have a question to put into the mix, go to
http://www.askbillandbryan.com
landed a large deal with a new customer. And much of what he used
he learned right here at The Advanced Selling Podcast. In this episode,
Jeff spends 15 minutes telling you exactly what sales strategies and tactics he used and how he executed the sales process to land the deal.
Happy Memorial Day!
This is a powerful topic. Bill and Bryan delve into the inner game of this--and give you some counsel if this is happening to you. They also answer the question of 'how do you handle it if your sales manager isn't aware of the "podcast teachings?"'
If you have a question, go to www.askbillandbryan.com and post it there. We'll get to it as we can.
So if you don’t have enough in your sales funnel, you may not be practicing the right Rules, Tools and Attitudes to fill it up.
While that’s understandable, we want to make sure we’re asking the right questions.
BUT WAIT-THERE'S MORE! You also get our inaugural "ASP Premium Content" offer. It's an idea that made one listener a lot of money. You'll have the chance to get the same advice.
http://www.2009salescompetencies.com
and pick up a copy. In this episode, Bill and Bryan address the second group of competencies which includes a) being a problem-finder; b) being a problem-solver; and c) being skilled at new business initiation.
Check out the competencies you'll need for
2009. Download your free E-Book at
www.2009SalesCompetencies.com
Question #1: How to change your mindset to get into prospecting mode. New business development is critical this year. So Bill and Bryan talk about this.
Also, if you had trouble downloading the “2009 Sales Competencies” e-book, then go to http://www.2009salescompetencies.com and you can download it there. (13:56)
Also, you’ll get access to a PDF report on blogging—just for our listeners. Email us at listener@advancedsellingpodcast.com. Put BLOGGING in subject line.
Check out Stephanie's blog at www.directmaildiva.blogspot.com.
Duration: (13:56)
A valuable episode on a problem coming up more frequently these days—how to handle it when the prospect makes crazy demands in the sales process. One in particular is when they want you to come in and spend an inordinate amount of time doing unpaid consulting. Bryan and Bill take an actual coaching example to talk about how to handle this. (14:52)
Ever wonder if you raise expectations too high for your prospects? So that when you do business with them, there’s no way they can be satisfied? Well, you might do it unknowingly. And this is what Bryan and Bill discuss in this week’s episode. (12:27)
On this episode of The Advanced Selling Podcast: Networking—The 10-Letter, 4-Letter Word. Love it or hate it, it's CRITICAL to a salesperson's success. Networking "diva" Julie Bauke provides a fresh approach to an old topic. (18:16)
Contact Julie Bauke at: www.congruitycareer.com
Do your presentations leave people cold? How would you know? Salespeople need to be good at presentations. Period.
And the rules are changing as well. You’ll need to stop selling and begin educating and connecting with people.
Here, Bill Caskey and Bryan Neale talk about some tips to use when doing a presentation. They cover a few. Then you can email them at listener@advancedsellingpodcast.com to get the PDF of the rest. (13:10)
Other blogs/podcasts mentioned in the podcast:
www.sethgodin.com
www.ultimatesaleschick.com
www.salesleadershipofindianapolis.com
You’ve heard the saying, “How you do anything is how you do everything.” Well, if you haven’t heard that, you just did, so consider this your lucky day. Well, we have a cousin saying: “How you show up, determines what shows up.” Sales trainers Bryan Neale and Bill Caskey discuss the notion of how you show up on sales calls. And they help you get your mind right to do so properly. (12:28)
Sales managers, have you ever wondered if in your process of motivating people—you actually demotivate them? Hard to fathom, isn’t it? In this episode, Bryan and Bill review an actual email memo sent out from a sales manager to his team at the end of the quarter. And through their discussion of that, you’ll learn a new, more effective approach to how to movitate your team to get results.
(15:56)
Sales managers—ever wonder why your sales meetings put people to sleep? Well, Bill and Bryan help you by giving you some ideas on what to do at your next sales meeting.
Sales / account people? Listen closely to this podcast and then suggest to your manager that these things be covered.
