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

There’s only truly one thing you can control in the sales process— yourself. In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale dive into a question from Rocky about how to show up and be helpful in the sales process. Do you regularly check in with yourself to think about your inner game? Do you truly have pure intent when talking with clients and prospects? What myths do you have in your mind that aren’t actually real at all?   In this episode of The Advanced Selling Podcast, Bill and Bryan share strategies for inserting yourself into the sales process while maintaining clean intent. They give you language-based tools to help you know the words to use to truly be intentionally helpful to your prospects. After all, you can’t control other people or what they think… you can only control you. Show up as your best self every single time and watch the world shift around you.   ==================== Want more sales training like this? Visit www.advancedsellingpodcast.com for acces

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 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 ext. 10.

Are you utilizing all of your assets in your sales process? In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale explore a question from Chelsea about how to use your talents to strengthen your impact when opening doors in sales. Do you have characteristics of your personality that you ignore when working your sales process? Do you utilize your personal interests, skills and things you love to do to help you connect with others?   In this episode of The Advanced Selling Podcast, Bill and Bryan give you techniques you can use to insert more human elements into your process. They help you focus on the things you love to do outside of sales and put them into use in your sales career. If you’ve ever thought to yourself “What if they don’t like the real me?”, this episode is for you. The world needs more of the “real” person in every sales situation, and Bill and Bryan will tell you just how to do it in this episode.    ===================== Want more sales training like this? Visi

Do you struggle knowing what to prioritize first on your to-do list? In this episode, veteran sales trainers Bill Caskey and Bryan Neale help you focus on working big to small on your list of priorities.   Do you find yourself saying “I don’t have time to do that”?   Can you (and the rest of your team) state your overall company sales philosophy?   In today’s episode of the Advanced Selling Podcast, Bill and Bryan share specific things you should be doing to help focus your efforts on the things that matter most. Learn to identify the big rocks you should start with and how to prioritize your time for most important outcomes.   ==================== 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 ext. 10.

When you hear “Broker,” do you think “Middle Man” or “Middle Woman?” In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale dive into two questions from Craig in Chicago.   Do you diminish an interaction because someone is “just the broker?”   If you ARE the broker, do you know how to communicate to your prospect that the sales process is better with you in it than it is without you?   In this episode of The Advanced Selling Podcast, Bill and Bryan give you tactical steps to help you redefine the role and opportunity of a broker relationship. They also look at Craig’s second question about renegotiating contracts. Bryan defines the best way for you to open a conversation with a prospect, and Bill gives you a huge idea to help you visually depict your value to a customer.   ========================= Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ========================= Join the LinkedIn Group 

Religion and Sales— not heard together very often, right? Veteran sales trainers Bill Caskey and Bryan Neale bring in the expert on the topic today when they talk with Rabbi Daniel Lapin, known world-wide as “America’s Rabbi.” The author of “Thou Shall Prosper” digs into challenges people have around the acceptance or demonization of making money. Were you raised to believe money is a good thing or a bad thing? How does this impact your mindset in your sales role now?   In this episode of The Advanced Selling Podcast, Bill and Bryan learn Rabbi Lapin’s thoughts about how to not feel guilty when you make money, and how to truly serve your customers in the sales process.   ====================== 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 ext. 10.

Are you a Learner or a Knower? In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale field a question from Jordan in Alabama. With all the talk about being an “Expert” on our show, Jordan wants to know how to demonstrate your expertise without sounding like a know-it-all. Do you know how to communicate what you know without sounding like you’re running through your resume?   Do you want to know how to ask questions AND be an expert at the same time?   In this episode of The Advanced Selling Podcast, Bill and Bryan give you tactical strategies to up your Expert game and communicate your knowledge to your clients and prospects more effectively.   =================== 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 ext. 10.

Welcome to Mailbag Monday… Thursday edition. Todays’s question is too good to wait until Monday.  It’s a big one: Was anyone really, truly born to be a salesperson? Veteran sales trainers Bill Caskey and Bryan Neale explore how to implement ASP training with the non-sales people on your team.   How do you and your team define “sales?   Do you think it’s a dirty word and shy away from using it?   In this episode of The Advanced Selling Podcast, Bill and Bryan work through how to reframe the definition of the sales role in your company. You’ll learn how to help non-sales people on your team handle rejections and resistance. You’ll pick up a few good tips about how to create a system that works, regardless of your title and place on the team. Whether you’re a sales person or in ops/customer service/marketing/field technician, you can successfully utilize the principles from The Advanced Selling Podcast every day.   ====================== Want more sales training like this? Visit www.advancedsellingpodcast.com fo

  Does your marketing department actually help you generate leads? Veteran sales trainers Bill Caskey and Bryan Neale take on the challenge of lead generation… whether you have a full marketing department or none at all.   What do you do when you’re a high-level sales pro without a marketing department?     Does your marketing department spend most of their time doing promos and not really generating any actual leads for you?     In today’s episode of The Advanced Selling Podcast, Bill and Bryan walk you through building your own marketing plan— even if you DO have a marketing department to support you. They teach you what it means to “think inbound” and how to establish your own Voice of a Customer series. If you’ve been frustrated by marketing support (or lack thereof), be ready to take notes and brush up on your mad marketing skills.     =========================   Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.   ========

Have you wondered what it would like to be a fly on the wall at The Advanced Selling Podcast? Veteran sales trainers Bill Caskey and Bryan Neale invite you in today as they blindly test each other on real sales strategy issues they’re working on with their clients.   You’ll hear Bill’s philosophy on negotiating price at the end of the deal and their discussion about the pros and cons of discounting. Bryan explores the rare and valuable skills every salesperson should have.   In this episode of The Advanced Selling Podcast, you’ll hear real scenarios from the training room with Bill and Bryan. Tune in to learn what it’s like to be in their classroom. ========================= 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 ext. 10.

It’s another Mailbag Monday edition of The Advanced Selling Podcast. Veteran sales trainers Bill Caskey and Bryan Neale take a question from Matt, the owner of an IT company in Fort Wayne, IN.   Matt is looking for strategies to encourage customer loyalty and ways differentiate himself in the crowded technology marketplace. Do you have competitors nipping at your existing clients? Do you wake up in the middle of the night concerned about maintaining market share?   In today’s episode of The Advanced Selling Podcast, Bill and Bryan help you deal with competitors who offer similar services. They will show you how to identify if you’re making decisions for your customer or for your competitor and if you are really clear on what you want in a customer relationship. Learn to use competition to your advantage by stamping your personality onto what you sell. ======================  Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ===

Do you truly believe in the products you sell? Veteran sales trainers Bill Caskey and Bryan Neale give you the framework to know where you fall on the Belief Continuum.   Do you feel you have a deep obligation to tell the world about your products? Or are you afraid to shout it from the rooftops because maybe your products aren’t sexy, interesting or exciting? In today’s episode of The Advanced Selling Podcast, Bill and Bryan walk you through the Belief Continuum and give you solutions to help you move from one end to the other. If you feel like you just sell boring widgets, this episode is for you. If you’ve considered putting your company logo on your tombstone because you’re so proud of what you sell, this episode is for you too. The importance is knowing where you fall on the Belief Continuum… and what can you do about it. ========================= Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. =========================

How can we have people buy from us when they don’t even know we exist? Veteran sales trainers Bill Caskey and Bryan Neale go to the source today for the answer to that question (and many others). Grant Cardone, author of The 10X Zone, If You’re Not First, You’re Last and Sell or Be Sold, is the epitome of hustle and an expert salesman.   Do you want to know Grant’s secrets for success?   Are you curious why Grant believes salespeople are needed now more than ever?   In today’s episode of The Advanced Selling Podcast, Bryan and Grant dive deep into why salespeople have a unique opportunity in the new era of digital selling. Learn from the best of the best— hear a few stories, have a lot of laughs and get re-engergized about your career in sales from this thought leader and legendary salesman.   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.

Social Media Week at The Advanced Selling Podcast continues. Are you intimidated by using social media tools to help you sell? Today’s guest is breaking it down for you.   Veteran sales trainers Bill Caskey and Bryan Neale talk with successful entrepreneur and social junkie Nathan Latka about his favorite hacks to help you sell. Do you think your customers aren’t on social media and therefore you don’t need to use it either?   How can your following on social media help you sell more?   In today’s episode of The Advanced Selling Podcast, Bill and Bryan learn some of Nathan’s best practices for not dropping the ball on follow-ups with clients, and thinking and acting like an entrepreneur. See the world of social media and digital tools through fresh eyes today and prepare to be afraid no more.   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

It’s Social Media Week at The Advanced Selling Podcast! Sales Navigator, LinkedIn Premium, LinkedIn Pulse… does it all make your head spin? Veteran sales trainers Bill Caskey and Bryan Neale go to the expert source today to learn the best strategies all salespeople need to know when using LinkedIn for sales.   What kind of connector are you?   Are you using customized news feeds to nurture your relationships on social media?   How much time should you really be spending prospecting on LinkedIn?   In this episode of The Advanced Selling Podcast, Bill and Bryan talk with Brynne Tillman, founder of Social Sales Link, to learn how to effectively use LinkedIn. Are you maximizing what LinkedIn can do for you as a salesperson?  (Don’t miss Brynne’s incredible bonus for listeners in this episode too!).   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 3

Have you ever used the saying “Be careful what you wish for?” Veteran sales trainers Bill Caskey and Bryan Neale welcome in the new year with a discussion around the all-too-common request from salespeople everywhere: a larger territory. How do you build, support, manage and retain a bigger client base, especially when your resources or distance to the customer may not change as the territory expands. Do you know who to call on most? How do you decide which accounts get more attention? In today’s episode of The Advanced Selling Podcast, Bill and Bryan ask a longtime listener and podcast client for his best practices while sharing some of their own. Bill teaches you one of his client’s easiest ways to help keep the feeling of personalized attention when you have lots of clients to manage. Bryan shows you how to develop your own “balanced scorecard” to determine how to divide your time and attention.   Their guest, Craig, kicks it with an old-school (and still works) technique to make sure your customers know y

We're taking some time off at the Advanced Selling Podcast to spend time with our families, but here is one of our past favorite episodes from 2010 that we think you'll find beneficial. Enjoy the Holidays and we'll see you in 2016! In this episode of the Advanced Selling Podcast, Bill and Bryan take a deep dive into the dark underworld of limiting beliefs. What are the negative, self-doubting thoughts that creep around in your head and sneak up to scare away a perfectly good sale? Veteran sales trainers Bill Caskey and Bryan Neale shine the light on limiting beliefs. In this episode, you'll understand that everyone deals with their own set of limiting beliefs. You'll hear examples of some of the most common ones in sales. Finally, you'll learn tactics for confronting these limiting beliefs and ways to shift your mindset into a positive state. --------------------------------------------- Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour t

We're taking some time off at the Advanced Selling Podcast to spend time with our families, but here is one of our past favorite episodes from 2010 that we think you'll find beneficial. Enjoy the Holidays and we'll see you in 2016! Why do so many people turn their noses up at “account management’? Is it just not sexy enough? Does it just not require the testosterone that we sales types are addicted to? Whatever it is, we miss a ton of business by not focusing on our current clients.  --------------------------------------------- Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan. --------------------------------------------- Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10. Send your questions to listener@advancedsellingpodcast.com

We're taking some time off at the Advanced Selling Podcast to spend time with our families, but here is one of our past favorite episodes from 2010 that we think you'll find beneficial. Enjoy the Holidays and we'll see you in 2016! No one would ever admit that they did anything to stop a buyer from buying from them. Yet, salespeople do it all the time. We like to say there are things you do to “propel” the sale. And things you do to “repel” the sale. In this podcast, Bill addresses the very things most salespeople do. --------------------------------------------- Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan. --------------------------------------------- Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10. Send your questions to listener@advancedsellingpodcast.com

We're taking some time off at the Advanced Selling Podcast to spend time with our families, but here is one of our past favorite episodes from 2010 that we think you'll find beneficial. Enjoy the Holidays and we'll see you in 2016! What can we learn from sales people who are new to the profession…or from one who wants to reset his career? Simple. We can reach back into our experience as trainers of sales teams and review what the “habits” are of those high achievers. In this podcast, Bill Caskey and Bryan Neale discuss some of their observations. --------------------------------------------- Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan. --------------------------------------------- Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10. Send your questions to listener@advancedsellingpodcast.com