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

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

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

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

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

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

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

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

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

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

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

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

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

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

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. ========================================= 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 sale

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: #371: Master Your Messaging #339: Better Stories = Better Selling with Bo Eason ========================================= 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 li

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.  ========================================= 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.adva

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

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.  ========================================= 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 t

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?” As you might guess, Bill & Bryan take the question and bend it all sorts of ways to come up with some good suggestions for John. This is really less about the SAas space, and more about how to handle the ever-occurring stall of “not now.”   Contact us at listener@advancedsellingpodcast.com. Send a clever question in and if we play it, we’ll send you a treat. Make sure you put your mailing address in your email.    ========================================= 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

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