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The Advanced Selling Podcast

Business

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.

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.

Location:

United States

Description:

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.

Language:

English


Episodes

#702: Are You Struggling with Discipline?

5/23/2022
Do you ever catch yourself struggling to find the discipline you need to do the things required to grow your business? In this episode, Bill and Bryan discuss how to take control of your actions and regain the discipline you need to be successful. Make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin. If you haven't commented in a while, please do so. That's where we get ideas for our episodes. ================================= The Insider program is open...

Duration:00:20:49

#701: Questions You Should Be Asking Yourself

5/16/2022
Ever wondered what questions the guys ask prior to working with a brand new client? Well, you're in luck, because that's exactly what Bill and Bryan discuss in this episode. Be sure to take notes, because these are questions you should definitely be asking yourself. Make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin. If you haven't commented in a while, please do so. That's where we get ideas for our episodes. ================================= The...

Duration:00:23:05

#700: Could This Unlock Your Potential?

5/9/2022
As coaches, we are always looking for the master key to riches. While we admit there is never ONE thing, in this episode Bryan and Bill talk about one thing that they have seen high achievers master. What do you think it is? OK, you have to listen to find out :-) Make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin. If you haven't commented in a while, please do so. That's where we get ideas for our episodes. ================================= The Insider...

Duration:00:19:20

#699: Closing the Sales Execution Gap with Scott Barker

5/5/2022
Every revenue team suffers a Sales Execution Gap — the ever-growing gap between an organization’s potential revenue and the actual revenue it achieves. As the Sales Execution Gap expands, organizations miss more deals, waste more time, and lose more reps. How did we get here? How do we prevent the Sales Execution Gap? And, how do we close the Gap to execute at our full potential? In this episode, Scott Barker gives us some ways you can close the gap and solve this ever-growing issue in...

Duration:00:37:44

#698: “Awareness” Might Be a Key to Sales Growth

5/2/2022
In this episode, Bill and Bryan address the etheric notion of awareness in the sales process. When we are unaware of what is happening to us, we will respond in error. They discuss "awareness" from the aspect of “how to interact with prospects” and also, “how we interact with ourselves.” Be sure to save your spot for this week's LIVE RECORDING on May 4 “The Sales Execution Gap” with Scott Barker from Outreach! Go to http://advancedsellingpodcast.com/outreach to register...

Duration:00:21:38

#697: When You're Not Living up to Your Potential

4/25/2022
The guys see it all the time. They start working with a new sales team and see enormous potential in certain people who just quite aren't living up to it. The good news is, that what's stopping them is usually something that can be solved. In this episode, Bill and Bryan give you some ways to overcome the blockage that might be holding you back. Save your spot for our upcoming LIVE RECORDING on May 4 “The Sales Execution Gap” with Scott Barker from Outreach! Go to...

Duration:00:21:42

#696: Sales Forecasting Creating Drama?

4/18/2022
As a lead-up to our LIVE RECORDING on May 4th, Closing the Sales Execution Gap, Bryan and Bill talk about some things you can consider as you put people into your pipeline. If you’re interested in how to make your prospecting and sales process management more efficient, join us on May 4th for “The Sales Execution Gap” with Scott Barker from Outreach! Go to http://advancedsellingpodcast.com/outreach to register now. ================================= The Insider program is open for...

Duration:00:21:02

#695: How to Effectively Manage Deals in the Pipeline

4/11/2022
In this episode Bill and Bryan address “deal management”, which is another word for how to control and lead the sales process. They also give you some thoughts on how to best build momentum at the start of the process. It is one of the three biggest challenges we find companies have in executing to achieve great sales results. This month’s episodes are part of a lead-up to a LIVE RECORDING on May 4 “The Sales Execution Gap” with Scott Barker from Outreach! Go to...

Duration:00:16:06

#694: Are You Efficient at Prospecting?

4/5/2022
In this week's episode Bill and Bryan, in a lead-up to a killer live recording we’re doing on May 4th, talk about testing for efficient prospecting. Obviously, a facet of your business is new business development, and you can waste a lot of time doing things that are totally inefficient. This is a good episode if you are in a prospecting role at least 30% of the time in your current job. Also, make sure you save you spot for our upcoming LIVE RECORDING on May 4 “The Sales Execution Gap”...

Duration:00:16:43

#693: Is Our Economy Doomed?

3/28/2022
Our economy has been solid or growing for years, but with the current situation, things aren't looking so optimistic. Bill and Bryan give you some perspective on how to better reflect on what's really happening around us and how to look at your personal skills so you can continue to thrive. ================================= The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join...

Duration:00:15:00

#692: Your Assets = Your Future

3/21/2022
One thing that we find is that people lack a complete understanding of the assets they already possess. The guys give you some ways to identify your particular assets and how you can leverage those assets in your process. This is a brief preview of our upcoming ASP Insider group coaching on April 1st. If you aren't already apart of the group, go to http://advancedsellingpodcast.com/insider to join today! ================================= Do you have a question you want to be answered on...

Duration:00:21:12

#691: How to Properly Frame Your Value

3/14/2022
One area we commonly see sales professionals getting wrong is their value statement. How do you communicate your value at the beginning so the prospect can decide whether or not you are a good fit? In this episode, Bill and Bryan give you some ways you can better articulate your value and how to create a more compelling and properly framed value statement. ================================= The Insider program is open for enrollment. If you have not checked out our version of a small...

Duration:00:18:16

#690: How to Avoid Burnout

3/4/2022
With everything going on around us and managers and companies demanding more, more, more, it's easy to see why so many people are feeling burnt out. In this episode, Bill and Bryan discuss how to deal with performance pressure & anxiety in the sales role and how to avoid it before it rears its head. ================================= The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider...

Duration:00:21:15

#689: Operating Rules for Your Sales Life

2/21/2022
Do you have a set of rules & boundaries that you adhere to while selling? In this episode, Bill and Bryan challenge you to create 3 rules for your sales life. They give you some examples of rules and some ways you can get started creating your own. ================================= The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today! Do you have a question you want to...

Duration:00:18:47

#688: Should You Build Your Platform?

2/14/2022
In this episode of The Advanced Selling Podcast, Bill and Bryan discuss the motive behind what drives you in sales. The guys discuss whether everyone should build their brand and the advantages of social selling using your platform. ================================= The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today! Do you have a question you want to be answered on...

Duration:00:17:07

#687: What's Your Super Bowl?

2/7/2022
In this episode, Bryan makes a huge announcement regarding his side-gig referring in the NFL. Also, during this Super Bowl celebration week, the guys discuss how everyone has a "Super Bowl" in their goals and how we can work to achieve it. ================================= The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today! Do you have a question you want to be...

Duration:00:19:14

#686: What Makes You Unique

1/31/2022
In the ASP Insider program and in some of our episodes we have devoted time to the importance of clarifying your message. But, in this episode, Bill and Bryan get deeper into how you are unique in the market — both as a company or as an individual performer. We all have our uniquenesses but do we communicate them effectively? The guys give you an exercise on how to determine what makes you unique and special. ================================= The Insider program is open for enrollment. If...

Duration:00:20:37

#685: Are We Really This Bad at Emails?

1/24/2022
In this episode, Bill and Bryan review a message thread where a salesperson is pitching one of our listeners. He forwarded us the message as an example of what not to do and the guys dissect it. If you have an email that is a train wreck that has come from someone wanting to do business with you, forward it on to listener@advancedsellingpodcast.com. We will dissect it on the air. Don't worry, completely anonymous. We won't use your name nor the sender‘s. Let’s see if we can fix this...

Duration:00:21:08

#684: What to Say When You Can't Ship

1/17/2022
We’ve gotten a lot of questions recently given the supply chain disruptions. It truly is a difficult issue right now. Most of the time we hear, "how do I handle customers who have open orders but I can’t deliver the goods?" In this podcast episode, Bill and Bryan give you some thoughts on how to handle this very difficult dilemma that you might find yourself in. ========================================= The Insider program is open for enrollment. If you have not checked out our version...

Duration:00:16:25

#683: Drop the Rock

1/10/2022
In this episode, the guys get into the deep work of assessing your limiting beliefs. Where are your limiting beliefs holding you back from your success? This comes from the work that Bill and Bryan do with individual performers and corporate clients. It’s where half the group moves to higher levels of success but the rest of the group does not. It’s always a belief issue. ========================================= The Insider program is open for enrollment. If you have not checked out our...

Duration:00:21:18