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

Are you feeling a mid-year sales slump?   Are you looking for ways to modify your prospecting techniques for Q3-Q4?   In this episode, veteran sales trainers Bill Caskey and Bryan Neale give you an assessment to grade your prospecting behaviors in the first half of the year.   Are you using a true referral system to generate leads? Do you employ behavioral KPI’s (and stick to them)?   In today's episode of The Advanced Selling Podcast, you will learn the elements of healthy prospecting strategies and give yourself a mid-year grade.  If you’re in the market to up your game for the second half of the year, don’t miss this episode. Don’t forget to download the complete checklist on our website too. https://advancedsellingpodcast.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

Do you feel like you have to win every deal?  In this episode, veteran sales trainers Bill Caskey and Bryan Neale explore a listener question from Lauren in St. Louis.   Are you (or people on your team) motivated most by money?   Do you have an unhealthy balance between your base salary and commission structure?  In today's episode of The Advanced Selling Podcast, Bill and Bryan will help you identify what you’re attached to and why.  You’ll be able to analyze if you are more interested in solving the problem than your customer is and what to do when it happens. ========================================= 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. =========

Do you have trouble talking about money with your prospects?   Does “budget” feel like a dirty word? In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale take on the tough topic of “Economics.”  Using a real scenario from one of Bill’s client sessions, they will walk you through steps to help make the money conversations less intimidating (for you and for your prospects).   Are you educating or persuading when you talk with a prospect?   Are you trying to convince yourself the sale is a good idea if it isn’t?   In this episode of The Advanced Selling Podcast, Bill and Bryan will help you manage your mindset and your mechanics when covering anything related to the economics of your deal.  If you’ve ever been uncomfortable talking about money in a sales call, you must listen to this episode. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us

Are you managing a team that includes Millennials?   In the second part of our series on Millennials, veteran sales trainers Bill Caskey and Bryan Neale bring back Millennial coach and expert Lindsay Boccardo to talk with managers about how to maximize the value Millennials can bring to your team.   Are you giving them feedback more than once every six months?   Are you asking deeper questions to understand the real issues?   Are you helping your team understand how their contribution can impact the business and world around them? If you’re a sales manager, you’ll want to listen to this episode with a pen and note paper by your side. If you’re a Millennial, you’re going to want to forward this episode to your manager (and you should). The Millennial generation is already making an impact on businesses around the world, and these strategies can help you make sure your business is one of them. Learn more about Lindsay Boccardo at http://lindsayboccardo.com. ========================================= Want to have

Have you noticed that some sales people just seem like they “get it” more than others?  In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale explore what the top 5% do that make them stand out and have greater success than their peers. What are they doing differently than everyone else? Why are people afraid to ask those at the top for their advice? In this episode of The Advanced Selling Podcast, Bill and Bryan dive into ways you can up your selling game, including tips for the tiny tweaks that make a big impact. The great news: the differences aren’t major. True sales pros know the growth is at the margin. ========================================= 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

Were you born after 1982?   Do you work with people who were? In this two-part series, veteran sales trainers Bill Caskey and Bryan Neale take on a topic that’s being talked about around the world— Millennials and their impact on today's workforce. They talk with Millennial coach and expert Lindsay Boccardo about ways sales people and their managers can work better together to maximize the benefits of having this generation on their team.   In Part I, the conversation focuses on Millennials as sales people. Does your manager know you’re hungry to learn? Are you looking for coaching or feedback in your role and struggling to get it?   In this episode of The Advanced Selling Podcast, Lindsay shares her best strategies for Millennials in a sales role.  If you want to be an asset to your sales team and your manager, this episode can help. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a

Can account management and the principle of detachment work together? The very nature of the word “retention” may make you feel like you can’t be detached from your clients. In this episode, veteran sales trainers Bill Caskey and Bryan Neale dive into the world of account management to give you strategies to increase your success in managing accounts.   Do you walk the halls and get to know people in other departments?   Are you focused on just what you’re currently doing for them or are you looking for opportunities to spread the word about other services you offer?   In today's episode of The Advanced Selling Podcast, Bill and Bryan give you tips and techniques to use to boost your account management game. Whether you’re a full-time AM, part of a retention team or a salesperson looking to grow current accounts, you will find this episode full of ideas you can implement right away. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at

Are you writing your own marketing/sales emails?   In this episode, veteran sales trainers Bill Caskey and Bryan Neale explore a listener question that everyone needs to hear.   Do you write emails to your prospects and struggle to make them feel personal?   Are you sending something of value to people when they connect with you on LinkedIn?   In today's episode of The Advanced Selling Podcast, Bill and Bryan dive into strategies you can use to bring valuable content to people you correspond with. They will help you see your buyers more as followers and share techniques to help you authentically connect through your communication. ========================================= 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 Pod

What are the attributes of a high performing sales person?   In this episode, veteran sales trainers Bill Caskey and Bryan Neale talk about developing a personal ethos that involves continuous self improvement. To what degree do you carry a commitment to bettering yourself? When things don’t go your way, do you look inward first or look around you to assess what others did wrong?   In today's episode of The Advanced Selling Podcast, Bill and Bryan share questions to ask and ideas to consider as you’re evaluating your own commitment to self improvement. They give you a list of common obstacles that prevent people from succeeding and share strategies you can use to ensure you show up with the attributes of a high performing sales pro. ========================================= 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.

Is youth helpful or harmful for salespeople?   How can you best control your pieces of the sales process and let go of the rest?  In this episode, veteran sales trainers Bill Caskey and Bryan Neale take two mailbag questions from listeners— Ty in Texas and Shawn in Wisconsin.   Are you looking for ways to position yourself as an expert even when you’re young in age or new to your industry?   What can you do to see yourself as a solution provider and help your prospects see you that way as well?   In today's episode of The Advanced Selling Podcast, Bill and Bryan give insights and answers to questions we know are the same questions our listeners have all over the globe. Are you among them? Let us know what you think! ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to

How do you ensure eternal sales success?   In this episode, veteran sales trainers Bill Caskey and Bryan Neale use Charles Duhigg’s concept of Keystone Habits to determine what salespeople need to do to increase their success. (If you want more on this idea, check out Duhigg’s book, The Power of Habit: Why We Do What We Do in Life and Business.)   Bill and Bryan share some of their own keystone habits— a blend of mental, physical and emotional strategies that you can use to improve your sales game. After you hear theirs, we’d love to know yours. Shoot us a note at listener@advancedsellingpodcast.com to share some of your keystone habits with us. We might just talk about you on an upcoming 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 listene

Could the sales system be broken?   For both Buyers and Sellers, what if the process isn’t really working?  In this episode, veteran sales trainers Bill Caskey and Bryan Neale analyze both viewpoints and consider areas where the system can be improved on both sides of the selling process.   Is the Buyer too focused on paying the least amount of money, not getting the best outcome?   Is the Seller in “get the deal” mentality more than they are trying to provide a helpful solution for their prospect?   In today's episode of The Advanced Selling Podcast, Bill and Bryan give you questions to ask and things to consider to analyze if your own sales system is broken.  The good news— if it is, they also provide strategies to help you make it better.   ========================================= 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.advancedsell

How is your process similar or different to the process for winning complex enterprise sales?   In this episode, veteran sales trainers Bill Caskey and Bryan Neale bring in an expert who has spent years winning big deals and teaching others how they can do it too. Bud Suse spent 12 years with IBM before moving into sales management for a start-up, spending hours in well-known sales training programs along the way.  He realized  that the success in large deals comes from defining a process, testing it and repeating it.   How does your process stack up?   In today's episode of The Advanced Selling Podcast, Bud shares the best practices from his second (and just released) book, Winning Complex Enterprise Sales.  If you’re looking to improve your success with the big whales, this episode 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

What happens in a training session when Bill or Bryan doesn’t have the answer?   In a special episode of “Stumpology,” veteran sales trainers Bill Caskey and Bryan Neale bring their toughest client issues to each other to solve.   How do you handle it when the client can’t get away from selling features/functions?  How can you create the space with your sales team to be able to educate them?   In today's episode of The Advanced Selling Podcast, the teachers become the students (of each other). They will help you look at your own process and messaging to determine if you’re communicating through your buyer’s eyes or your own, and how you can meaningfully influence those around 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

Are you looking for ways to generate more leads? (because who isn’t?)   In today's episode, veteran sales trainers Bill Caskey and Bryan Neale respond to a specific request to provide four things sales people can do right now to generate leads.   Have you considered hosting a marketing event for your prospects (not a sales event, a marketing event)?   Are you using your current client’s words and testimonials to help you communicate what you do to your prospects?   In this episode of The Advanced Selling Podcast, Bill and Bryan give you four actionable things you can start working on immediately to help you increase your leads. ========================================= 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 Podcas

Standing out in a commoditized sales environment is tough. In today's episode, veteran sales trainers Bill Caskey and Bryan Neale explore the world of landscapers and the B2C marketplace.   How do you sell a premium priced product, service or experience when everyone around you is selling for less?   Are you creating a vision for your customer or having them help paint the vision with you?   In today's episode of The Advanced Selling Podcast, Bill and Bryan give you specific steps to take to help combat the issue of premium pricing, regardless of what you’re selling. You’ll learn how to teach your customer about the buying process and communicate the impact of your work without sounding “salesy.”     ========================================= 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 liste

Products or services— which do you think are easier to sell?   In today's Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale dive into a question from a listener in Sweden. If you provide a service, how do you “productize” your service and make it something tangible?   If you sell a product, how can you “service-ize” your offering and not hide behind the item?   In this episode of The Advanced Selling Podcast, Bill and Bryan share their strategies to create powerful connections with what you’re selling through the story you tell. You’ll learn how to paint the picture of your service or product and help your prospect truly understand what you’re offering. We’d love to know which you think is easier and why— just post your thoughts in our LinkedIn Group or shoot us an email (listener@advancedsellingpodcast.com).     ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give u

How do you create a sense of urgency for a prospect? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale address one of their most frequently asked questions.   What is the true role of a sales professional? Do you understand where your prospect is starting and where they are trying to go?   In this episode of The Advanced Selling Podcast, Bill and Bryan share how you can reframe the question and avoid manipulating or coercing your prospects. They will give you tips to help you evaluate your intent in the relationship and how you can see yourself as a guide in your prospect’s process.  One of our most commonly asked questions isn’t actually about the language at all— it’s about how you THINK about the questions.   ========================================= 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.

Do you believe that enthusiasm is really contagious?  In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale address the age-old attribute of enthusiasm. Bill relates a story of observing a struggling sales person trying to get one of his clients’ sales teams fired up to sell more stuff. It didn’t go well. Not because he wasn’t representing a valuable product. But because of “how” he decided to create enthusiasm with his audience. It derailed quickly.  Have you ever been in the position of getting your audience “pumped?” How do you portray genuine enthusiasm to your prospect or client?  ========================================= 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.advan

Are you curious how The Advanced Selling Podcast came into existence? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale get personal.  They share how they began their careers in sales and how the podcast got its start.   Whether you’re a longtime listener or new to the Advanced Selling Podcast, you’ll find valuable lessons in hearing Bill and Bryan talk about busted sales calls, good and bad sales managers and their overarching philosophy that lead them to the work they do today.  Don’t miss their one piece of advice anyone in sales needs to hear.   ========================================= 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. =