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

In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale bring two separate issues that they've each had come up in the training programs that they do with their respective clients. The first issue is the question of what to do when a deal is in legal or in procurement and seems to have stalled. Bryan has this happen with a couple of his clients who have a longer sales process.  The second issue Bill brought up was with a client who struggles with pulling the trigger on creating content for social media. The guys give their individual tips and ideas on these issues and what you can do if you are in a similar situation.  Have you ever considered bringing the guys in to your sales meeting? Send us an email at listener@advancedsellingpodcast.com with the subject line "Come see us" to get the conversation started! ========================================= Get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours!  Looking for more sale

In this episode of The Advanced Selling Podcast, Bill and Bryan riff on a recent online conversation between Jeffrey Haslett and Mike Weinberg, where they were talking about the importance of personal brand building in B2B sales. Jeffrey and Mike suggested in their conversation that we not look at Kim Kardashian and Gary Vaynerchuk as people that we want to replicate. Bryan and Bill have slightly different variations of opinion on that and they'll share those with you and give you some ideas on how you can build your personal brand to create more control in the sales process. Do you have an upcoming sales retreat or meeting that you'd like to have Bill or Bryan come to? Send us an email to listener@advancedsellingpodcast.com, with "Come see us" in the subject line and we will get the conversation started!   ========================================= Get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours!  Looking for more sales training like this po

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

In this episode, sales trainers, Bill Caskey and Bryan Neale, address a common question that they get from salespeople who are required to make hundreds of cold calls a week, "I'm sick and tired of cold calling and I can't keep doing it any longer." The guys go deep into the psychology of cold calls and discuss the need to find other methods of prospecting that won't result in burning out your people in a year. If you're a frontline seller and making thousands of cold calls is part of your routine, send this episode to your VP of sales or sales leader and see if this can prompt some other strategies and alternatives in your company.  Also, If you'd like for Bryan, Bill or both to come into your sales retreat, send them an email at listener@advancedsellingpodcast.com, with "Come see us" in the subject line. We'd love to hear about your event!   ========================================= Get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours!  Looking

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! ========================================= 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 Ad

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! ========================================= 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 Prog

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! ========================================= 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

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! ========================================= 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? Vis

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

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. ========================================= 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 m

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!    ========================================= 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

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

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

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! ========================================= 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,

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

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! ========================================= Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" b

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 PandaD

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 g

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

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