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

Budget. Prospect. Rapport. Value-add. Pain points. Tired of the same words that may be contributing to old school thinking in the sales process? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale dive into how the labels and words we use in sales may be negatively impacting the outcomes we achieve. Are you still asking your prospects about their pain points? Do people tell you your product/service doesn’t fit into their budget? In this episode of The Advanced Selling Podcast, Bill and Bryan give you new alternatives to the same, tired language. They will help you modernize what you say and give you strategies to avoid using words that are overused and misunderstood. Learn how to update your sales language starting right now. ========================================= 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.advancedsel

It’s a two-part question Mailbag Monday at The Advanced Selling Podcast.  In today's episode, veteran sales trainers Bill Caskey and Bryan Neale answer questions from Luke in Australia.   Are you looking for ways to help your prospect calls be more effective?   What if your prospect doesn’t talk or engage in your conversation?   Bill and Bryan will help you examine your messaging, context setting and your process. Are you bringing a “I hope they say yes in this meeting” energy to your conversations?   Learn how to focus on the right things and make your interactions more effective in this episode. ========================================= 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. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedse

Would you like to know how to predict if your company can grow, and when? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale talk with bestselling author Aaron Ross about lessons from his books Predictable Revenue and From Impossible to Inevitable.  Do you know the key things that will most dramatically impact how your company grows? Do you understand sales specialization (hint: it means a new definition of prospecting for salespeople).   In this episode of The Advanced Selling Podcast, Aaron shares the best ways to retain top talent, how to divide the roles between lead responders and outside prospectors, and how to build the habits needed to be successful in predicting your sales success. ========================================= 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 exclu

They make it look easy in the movies: Closing deals on the golf course. How does it work in real life? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale share their 5-step plan for conducting business while you entertain clients.   Are you taking prospects to sporting events, concerts, or a round of golf?   Are you wondering how to maximize those opportunities?   In this episode of The Advanced Selling Podcast, two non-golfers will give you their tips for managing expectations, knowing the appropriate etiquette and where/when to wine and dine your prospects in the sales process.   Don’t take Hollywood’s word for it— closing on the golf course isn’t as easy as it looks. ========================================= 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 t

Are you on an island all alone? If you’re the lone salesperson or feel unsupported in your sales role, this episode is for you.   Veteran sales trainers Bill Caskey and Bryan Neale share tips and strategies you can use immediately to reduce the feeling that you’re all alone with nowhere to turn.   Are you a consumer of the knowledge around you?   Do you surround yourself with people who are like-minded?   In this episode of The Advanced Selling Podcast, Bill and Bryan will give you their checklist of things you can do to help feel like you’re a part of a community and fighting the sales battle with others around you. Be lonely no more. Listen in to find out how. ========================================= 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. Be sure

Are you intimidated by the idea of Search Engine Optimization (SEO)? Are you looking for ways to make SEO more of a key part of your sales process? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale talk with a longtime friend of the show, John Jantsch. John’s new book, SEO for Growth, is already helping make the principles of SEO accessible for everyone, not just the experts.  A re you struggling with lead generation?   Do you wish your marketing team was sending you higher quality leads?   In this episode of The Advanced Selling Podcast, John shares tips you can use to become your own content marketer and gives you his hit list of where to begin when you think about writing your own content. You may find a few things about SEO that surprise you in today's show too. It’s not as scary as you may think. ========================================= 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

Picture it: You walk into a prospect’s office, exchange introductions and say, “So tell me about your business?” The prospect looks at you, sighs and begins to tell you the same biographical information they’ve shared with every other salesperson who has walked through their door. Has this happened to you?   In today's episode, veteran sales trainers Bill Caskey and Bryan Neale interview a digital marketing agency CEO to learn more about how to not turn off your prospects before you’ve even started the conversation. Michael Reynolds, CEO of SpinWeb, a digital agency based in Indianapolis, shares his tips to help you prove you’ve done your research in advance.   Are you assuming things about your prospect’s situation?   Do you know how to balance your questions with sincere comments that aren’t “tactics” or seen as “salesy?”   In this episode, Bill and Bryan engage Michael in an insightful conversation that will help you build a much warmer prospecting list.  Who wouldn’t mind a few less cold calls? ==========

Are you in a cold-calling business?   In this episode, veteran sales trainers Bill Caskey and Bryan Neale field a question from Blake in Texas that we know many listeners find challenging.   How do you engage with a prospect when you’re knocking on their door?   What can you do to soften the immediate feeling they have to tell you to go away?   In today's episode of The Advanced Selling Podcast, Bill and Bryan share strategies for effective and efficient cold-calling. Getting right with your belief about what you’re selling, approaching with good intent, and considering the impact of your words and approach will help you focus on what really matters in your interaction— providing a service to help the person who answers the door. ========================================= 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

Are you using email as a prospecting technique and struggling to get responses?   In this episode, veteran sales trainers Bill Caskey and Bryan Neale take on the topic so many salespeople were never taught: how to write words that compel your reader to take action.   How are you crafting emails to the C-Suite?   Are you going out on a limb to reach out to people you don’t know?   In today's episode of The Advanced Selling Podcast, Bill and Bryan give you techniques you can use to increase the effectiveness of your prospecting emails.  They also let you in on two secrets— the subconscious thing almost ALL salespeople do that gets in their way, and one of the most valuable skills of the sales pros of the future.  Do you want to know the secrets? Listen in today to find out. ========================================= 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

It's that time of the year again! We are closing in on the final half of 2016 and it's this time that gets us thinking about next year and our goals. In this episode, veteran sales trainers Bill Caskey and Bryan Neale discuss elements of a good sales or project plan and how you should look at anything you do as a project. Are you tired of the old "SMART" Goal plan? Are you wondering where to begin with you project?  In today's episode of The Advanced Selling Podcast, Bill and Bryan give you eight tips on creating a winning plan for anything you do. Whether your goal is to expand your territory, increase your income or up your revenue, this one is for you.  ========================================= 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. Be sure to joi

Have you ever struggled to figure out the right attire for a new prospect meeting? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale take two listener questions for this Mailbag Monday.  Are you wondering how to get reacquainted with customers or prospects you haven’t talked to in a long time?   Are you looking for tips to know if you’re dressed appropriately for a sales call?   In this episode of The Advanced Selling Podcast, Bill and Bryan give you specific actions for both questions.  And don’t worry— they aren’t giving fashion advice.  Just good, solid things to think about before you walk out the door each day. ========================================= 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. Be sure to join the Advanced Selli

Are you staying up late every night mesmerized by the Olympics?   In this episode, veteran sales trainers Bill Caskey and Bryan Neale look to lessons sales people can learn from athletes competing at the top of their game.   How do you prepare yourself when something doesn’t go as planned in a sales call?   How can you detach from things around you that you can’t control? In today's episode of The Advanced Selling Podcast, Bill and Bryan give you specific techniques to take your sales game all the way to Rio.   Are you ready to compete with the best of the best from around the world? Listen in today to find out. ========================================= 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. Be sure to join the Advanced Selling Podcast LinkedIn Group

What do golf pros know about sales training? You may be surprised by the overlaps in inner game principles.   In this episode, veteran sales trainers Bill Caskey and Bryan Neale reflect on Donald Miller’s Storybrand podcast and an interview with Ben Crane, a PGA golf pro. Do you struggle to avoid your subconscious taking over your inner game?   Are you practicing reps to help get your mind right?   In today's episode of The Advanced Selling Podcast, Bill and Bryan share tips to help you focus on mindfulness in the sales process.  You will learn how to quiet your mind, set your own expectations and focus on your prospects instead of yourself. ========================================= 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. Be sure to join the Advanced

Are you feeling sales pressure? (Don’t worry, you’re not alone.)   In this episode, veteran sales trainers Bill Caskey and Bryan Neale help managers and salespeople identify the differences between aspirational and desperate pressure.   Are you stressed about sales and struggling to think objectively about your pipeline?   Are you looking at the long term view or just short term wins?   In today's episode of The Advanced Selling Podcast, Bill and Bryan share techniques you can use to turn pressure into a motivating piece of your role in sales.  You’ll learn where to focus, how to brainstorm new ideas more effectively and avoid the desperate movie that plays in your head when sales are in a slump. ========================================= 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

Have you wondered what it’s like to be a fly on the wall of a recording session at The Advanced Selling Podcast? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale are joined by a loyal listener who jumps into the conversation during a visit to the studio. Are you a naturally curious person?   Are you looking for ways to keep growing your sales skills after decades in the business?   In this episode of The Advanced Selling Podcast, Bill and Bryan talk with Paul from Ontario, Canada about his experiences as a longtime listener.  Paul even has a chance to ask a question on behalf of listeners around the world— what would you ask if you were in our studio? ========================================= 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 resource

Have you gotten stuck in a back-and-forth email chain with a prospect that didn’t end well?   In this episode, veteran sales trainers Bill Caskey and Bryan Neale dissect an actual listener email and break down what worked (and didn’t work) in his exchange with a potential customer.   Are you reading your emails out loud before sending to check your tone?   Are you out of balance with your communication style and language? In today's episode of The Advanced Selling Podcast, Bill and Bryan give tactical and specific guidance to help you polish your emails and avoid saying something that gets misunderstood by your prospect. ========================================= 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. Be sure to join the Advanced Selling Podcast Linke

Calling all Sales Managers: there’s an art to coaching your team after the ride along. In this episode, veteran sales trainers Bill Caskey and Bryan Neale talk to Sales Managers with tips (and things not to do) when coaching after a ride along experience. This episode isn’t about the ride along itself— it’s about what happens when you get back in the car.   What makes a really good feedback session?   How do you help your team grow from the experience?   In today's episode of The Advanced Selling Podcast, Bill and Bryan give you actionable tips to you can use on your next ride along.   Hint: If you’re not a Sales Manager, you probably should forward this episode to them after you listen. You’ll be glad you did. ========================================= 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 excl

Is your sales funnel getting stale? Are you stuck in the rut of closed-loop prospecting?   In this episode, veteran sales trainers Bill Caskey and Bryan Neale share tips and techniques for stirring up your sales funnel to get better movement and momentum.   Are you using a ranking system to know which prospects deserve more focus and attention?   Are you activating opportunities you already have in your funnel or are you letting them sit there and stall out?   In today's episode of The Advanced Selling Podcast, Bill and Bryan give you five to-do’s that will keep your sales funnel active and stoked. ========================================= 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. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advanceds

Pro athletes, musicians and artists practice their craft daily. Do you practice your sales skills daily to get to the top of your game?   In this episode, veteran sales trainers Bill Caskey and Bryan Neale give you six practical ways you can practice your sales techniques and hone your skills. Will you step up to the 10 Day Challenge? Are you part of a Power Triad?   In today's episode of The Advanced Selling Podcast, Bill and Bryan share things you can begin doing today to practice your skills and increase your sales success. ========================================= 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. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

What if you could practically guarantee your success in sales? Would you do what it takes?   In this episode, veteran sales trainers Bill Caskey and Bryan Neale give you insight into the characteristics of a successful salesperson.   Do you have your goals written down?   Are you willing to stay a few more minutes and make one more call at the end of the day? In today's episode of The Advanced Selling Podcast, Bill and Bryan will share a how-to list that will help you know where to focus your efforts and achieve your greatest success. ========================================= 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. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =====================================