The Advanced Selling Podcast: Sales Training | Leadership Coaching | B2b Sales Strategy | Prospecting Tips

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.  ========================================= 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 =========================================

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. ========================================= 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 =========================================

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. ========================================= 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 =========================================

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. ========================================= 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 =========================================

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. ========================================= 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 =========================================

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. ========================================= 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 =========================================

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. ========================================= 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! =========================================

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. ========================================= 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! =========================================

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. ========================================= 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. =========================================

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 ========================================= 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. =========================================

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. ========================================= 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. =========================================

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. ========================================= 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. =========================================

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. ========================================= 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. =========================================  

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. ========================================= 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. =========================================

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! ========================================= 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. =========================================

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! ========================================= 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. ==================================

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! ========================================= 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. =========================================

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! ========================================= 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. ================

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! ========================================= 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. =========================================