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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

#621: Do You Schedule Practice Time?

9/28/2020
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...

Duration:00:12:08

#620: Morning Routines for Sales Professionals

9/21/2020
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...

Duration:00:19:50

#619: How Digital Are You?

9/14/2020
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...

Duration:00:19:58

#618: Lead Generation or Conversion? You Pick.

9/8/2020
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?...

Duration:00:15:56

#617: The High Cost of Being Resistant to Change

8/31/2020
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...

Duration:00:16:13

#616: Are You Hanging on to a Pre-COVID Strategy?

8/24/2020
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...

Duration:00:20:32

#615: How to Fix Your Closing Problem

8/17/2020
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...

Duration:00:29:05

#614: Don't Let Your Message Leave Your Prospects Cold

8/10/2020
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...

Duration:00:22:49

#613: How Should Your Customers Measure Your Value?

8/3/2020
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...

Duration:00:18:53

#612: How to Look for Your Ideal Client

7/27/2020
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 ========================================= Do you have a question you want...

Duration:00:18:18

#611: Is Sales Really For Me?

7/20/2020
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...

Duration:00:21:44

#610: What is Your High Concept?

7/13/2020
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...

Duration:00:22:52

#609: Crafting Your Post-Covid Sales Story

7/6/2020
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! ========================================= Do you have a question you want answered on the podcast?...

Duration:00:12:18

#608: Getting Back to Your "Why"

6/29/2020
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! ========================================= 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...

Duration:00:23:54

#607: What Not to Do on LinkedIn

6/22/2020
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...

Duration:00:16:13

#606: Confessions of a Sales Coach

6/15/2020
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...

Duration:00:17:51

#605: How Do I Handle crickets in the Sales Process?

6/8/2020
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...

Duration:00:13:39

#604: 4 Important Elements of Your Personal Business Plan

6/1/2020
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!...

Duration:00:16:54

#603: Do You Really Feel Free at This Time?

5/25/2020
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...

Duration:00:19:11

#602: Have You Built a Lead Traffic System?

5/19/2020
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...

Duration:00:19:59