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

A new set of eyes on anything can be valuable, even for the most seasoned pros. In today's episode, veteran sales trainers Bill Caskey and Bryan Neale capture best practices and strategies from a new listener to The Advanced Selling Podcast, Brittney Russo.   You’ll hear how Brittney has used Bill and Bryan’s training to close large deals, ramp up in her company faster and challenge her competitors.   In this episode of The Advanced Selling Podcast, Bill and Bryan share notes you can use right away to re-energize your sales game. If you’re new to sales and/or new to The Advanced Selling Podcast, this episode will be invaluable as you’re getting up to speed.  If you’re a loyal listener and have had Bill and Bryan riding along with you for years, you will love Brittney’s fresh approach to learning.  Everyone will find takeaways in this episode— old dogs can always learn new tricks, right?!    ===================================== Want more sales training like this? Visit www.advancedsellingpodcast.com for acces

Do you have leaks in your sales bucket? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale are fired up— not just about leaks in your bucket, but about discovering a leak in their own bucket too.   Do you prospect when sales are good or only when things start to slow down?   Do you run a well-organized sales process?   Are you leveraging your training and knowledge as much as you can?   In this episode of The Advanced Selling Podcast, Bill and Bryan fight to prevent their ego from getting the best of them— a rant of this magnitude not frequently heard on the show. Passed over for a local news story about successful podcasters, Bill and Bryan put together some of their best content yet to help you identify leaks in your bucket and what you can do about it when you find them. You won’t want to miss this one.  =================================== Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ================

Do movie stars make good salespeople? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale put celebrity status to the test as they break down a sales call by Hugh Jackman to place his fair trade coffee in grocery stores around the United States.   You will learn a lot from Hugh’s approach, including how to ask questions that demonstrate your intent and language you can use to identify if you and your prospect share common goals in the conversation.   In this episode of The Advanced Selling Podcast, Bill and Bryan examine self awareness, authenticity and ego through the lens of one of Hollywood’s most famous stars.   Do you think Hugh Jackman is an ASP listener?  He might just be! Click here to watch Hugh Jackman on CBS Sunday Morning. ======================================== Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ======================================== Join the LinkedIn Group www.advancedsellingpo

Why take one question from a listener when we can take three? In today's episode, sales trainers Bill Caskey and Bryan Neale respond to questions from listeners and give a shout out to US Military members around the world. Are you looking for strategies on spec selling?   Have you considered paying for someone to develop content for you to use in developing your expert persona?   In this episode of The Advanced Selling Podcast, Bill and Bryan share techniques and strategies that will help you right away, even if someone else asked the question.  You’ll love Bryan’s “Love – Hate – Rock – Suck” framework. Bill weighs in on the good and bad of being a veteran in an industry.  Have your pen ready for this episode— wherever you are in the world as you listen, you’ll want to take notes.   ================================== Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ================================== Join the LinkedIn Group www

Are you preparing to sell to a group and not just one individual buyer? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale share their strategies to help you master your sales experience in front of a panel, board or large group. How can you vary your questions to speak to people individually and directly? How can you use your story to help you create meaningful connections with everyone in the room?   In this episode of The Advanced Selling Podcast, Bill and Bryan give you specific language tools and action items that will ensure you make the impact you’re looking for on your group of buyers.   ================================= Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ================================= Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.

Does your heart skip a beat when you get called into The Big Meeting? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale dive into strategies to help you prepare when a client or prospect asks you to come in for a “we need to see you right away” discussion. Are you in your head about what you assume the issue is?   Do you know how to set the context at the start of the meeting so you can maintain control of the conversation?   In this episode of The Advanced Selling Podcast, Bill and Bryan give you a checklist of best practices for managing stressful emergency meetings. Whether it’s good news because you’re in the final stage of winning a proposal, or it’s not-so-good news and there is an issue they’re calling about, you will be able to handle the conversation like a pro.   ================================= Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ================================= Join the LinkedIn

Are you looking for an edge in your sales game? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale teach you a framework for preparation to knock your sales calls out of the park.   Do you focus on the process or the outcome?   Are you using the same verbiage with every audience or are you tweaking your message to match the situation?   In this episode of The Advanced Selling Podcast, Bill and Bryan help you master the fundamentals that lead to your success. Tune in to hear how beat sheets and Bill’s 10 minute P.I. Strategy will help you up your game right away. (The P.I. Strategy is so good even Bryan is stealing it).  ====================================== Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusivelistener sales tools and resources. ====================================== Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.

Who doesn’t want six-pack abs? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale become your trainers in the gym as you develop your sales muscles.   Do you know how to tear down the resistance? Are you constantly looking for new ways to build and nurture your platform? (Hint: If you’re not, you should be.)   In this episode of The Advanced Selling Podcast, Bill and Bryan will share the core components to building your “sales six-pack.” You’ll know exactly what to focus on to strengthen your sales muscles— and the good news is you can start right away.    ============================================== Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ============================================== Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.  

Are you looking for a little pick-me-up as you dive into Q2?  In today's episode, veteran sales trainers Bill Caskey and Bryan Neale give you a little extra shot of motivation as they talk about the “life muscles” you should be working to build.   Are you a lifelong learner?   Are you aware of the vibe you give off when you enter a meeting, conversation or new relationship?   In this episode of The Advanced Selling Podcast, Bill and Bryan focus on you, the person… not just you, the salesperson.  They give you a framework and six core muscles you can begin building right away.   Are you ready to hit the gym?   ========================================= Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ========================================= Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.  

How do you know when to be assertive and when to sit back? In today's Mailbag Monday: Thursday edition, veteran sales trainers Bill Caskey and Bryan Neale answer a question from Jason about finding the right balance in a deal.   Are you violating the principles of abundance and detachment if you are assertive with your prospects?   How do you monitor your own self awareness each step of the way to keep yourself in check?   In this episode of The Advanced Selling Podcast, Bill and Bryan will help you ask the right questions to better understand your buying groups. Only then will you be able to know when to push forward or pull back, giving you the best chance to build a true relationship with your prospect.   ====================================== Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ====================================== Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;

How do you avoid the awkwardness of a lopsided meeting?  We’ve all been there— you and three people from your team show up to meet with one buyer. The vibe at the table feels clunky and unbalanced. In today's episode, veteran sales trainers Bill Caskey and Bryan Neale help you structure a successful “three-headed meeting.”   What roles do you, the VP of Sales and anyone else play to help the meeting go smoothly?   How do you avoid losing control of your own sales call to technical jargon or poorly-timed data?   In this episode of The Advanced Selling Podcast, Bill and Bryan will teach you how to maintain your status as the ringleader. You’ll learn language to help everyone at the table know and communicate their role. Best of all, they will share best practices around using technicians in your sales call to your advantage. Don’t lose control of your meeting— this episode can help. ======================================== Want more sales training like this? Visit www.advancedsellingpodcast.com for access to ex

It’s more than just a cliché— selling cars is big business. In today's episode, veteran sales trainers Bill Caskey and Bryan Neale explore what we all can learn from the world of auto sales. What strategies can you use to help your buyer feel like they actually WANT your help? Are you exerting pressure on your buyer without realizing it? In this episode of The Advanced Selling Podcast, Bill and Bryan share real life lessons from buying and selling cars (Bryan really did his research and spent time a local auto dealer to learn this stuff). If you have elements of your sales process— credit apps, evaluations, qualifications— that may make your buyer uncomfortable, this is a must-listen episode for you. You’ll learn how to evaluate your process and modify to create a better experience for your customers and prospects. Then we all win, right?   ==================================== Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. =

Pain-finding is one of the oldest sales techniques in the book. Are you still selling that way? In today's Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale respond to a question from a listener about selling opportunity vs. selling pain.   Do you quiz your prospects with questions to identify where they’re struggling the most?   Are you looking for things in their answers that will lead you to a deal?   In this episode of The Advanced Selling Podcast, Bill and Bryan focus on the new school way of selling— asking questions to determine if you and your prospect should work together. A whole new approach to a very old tactic can help you focus on what your prospect is moving toward, instead of what they’re running from. Do you think pain-finding is on the outs? We’d love to hear what you think too.   ===================================== Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ==================

Storytelling isn’t a new idea. But have you truly mastered your messaging? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale help you learn to blend your company’s story with your own to create your personal messaging.   How do you know what things to say and not say when sharing your story?   What elements of your story will help your customer better understand what you do?   In this episode of The Advanced Selling Podcast, Bill and Bryan walk you through how to improve your messaging around the edges by using their storytelling formula. Your story and your messaging can work for you or against you— listen in today to learn how mastering your messaging will allow you to stand out and differentiate yourself against your competition.   ================================== Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ================================== Join the LinkedIn Group www.advancedsellingpodcast.com/

In today's episode, sales coaches Bill Caskey and Bryan Neale take a question from a listener who just went 0-7 in the last week. Her question underscored the element of ‘upstream actions.’ In other words, what happens in the beginning of the sales process (upstream), determines what happens at the end. If you’re 0-7, you’re doing something wrong upfront. Listen as Bill and Bryan walk through how they might remedy a serious slump, both mechanically, and mentally.  ====================================== Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ====================================== Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.

If you ARE a sales manager or you HAVE a sales manager, you must listen to this episode. Today, veteran sales trainers Bill Caskey and Bryan Neale sound off in an open letter to sales managers. What if you’re listening to The Advanced Selling Podcast each week and you think your sales manager doesn’t buy into what you’re hearing? How can you avoid the antagonistic relationship that frequently exists between player and coach (or sales manager and sales person)? In this episode of The Advanced Selling Podcast, Bill and Bryan give you specific things to start doing and stop doing to help improve your relationships immediately. They believe the opportunity for sales managers right now is huge— if you know how to take advantage of it. You’ve probably heard the saying "people don’t leave companies… they leave managers.” Bill and Bryan are here to help.  Grab your team, sit down with your manager and listen to this one together. Right now.  Really! ====================================== Want more sales training like

Are you eager to find more ways to offer the next product to your client? Do you have a generation gap in your company? Do you have customers who take your relationship for granted? In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale magnify Mailbag Monday by three. You will hear strategies to get out of a “product mentality” mindset. You will learn how to break down stereotypes about generations before and after you. You will learn to examine the movie you’re playing in your head and what to do about it. In this episode of The Advanced Selling Podcast, you will walk away with answers to questions most sales people have been challenged by for years. Take advantage of this opportunity to learn from fellow listeners and dive into coaching from Bill and Bryan on how to improve your sales game. =================================== Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ==================================

Are you looking for ways to increase the number of prospects you talk to? Are you struggling with gatekeepers who prevent you from reaching the right person?  In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale field a question from Blake to help him rethink an approach to getting in front of more prospects. Do you feel like the front desk person’s job is to fend you off? Does it frustrate you to know your product or service is better than a competitor and you can’t get more meetings? In this episode of The Advanced Selling Podcast, Bill and Bryan break down elements of the Thinking bucket to help you master this challenge. By examining your inner game, you will be able to determine how your energy and language are helping — or hurting — your success and what you can do to change your approach. ==================================== Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. =============================

Looking for ways to get ahead of your sales competition? In today’s Mailbag Monday edition, veteran sales trainers Bill Caskey and Bryan Neale respond to David’s question with advice about tactical things you can do to improve your effectiveness as a sales person. How do you plan and prepare for your day, your week, your quarter?   Do you dig in head-first or do you methodically map out your time?   In this episode of The Advanced Selling Podcast, Bill and Bryan give you techniques you can use to seed your day to make it more productive and profitable. They’ll even share a secret about where to find the best sales people on a Friday afternoon… and be careful, their list just may surprise you.   ====================================== Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ====================================== Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.

Do you struggle with creating a plan and sticking to it? How do you balance hyper-competitive DNA with the inner game principles? In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale try to stump each other with “blind” questions (no pun intended on Bill’s eye!). They pose a question to the other person with no prep or filter, and you won’t believe the techniques they come up with when put on the spot.   In this episode of The Advanced Selling Podcast, Bryan gives you specific, actionable steps to take to develop your skills if you’re not a planner and want to improve. Bill shares his philosophy and step-by-step approach for coaching someone who is struggling with the balance between being highly-competitive and a healthy sense of detachment. If you’re a fan of Bryan and Bill’s quick-thinking approach to tough questions, you’re going to love this episode.   =================================== Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive lis