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

You probably couldn't help but think of Roberta Flack (Killing Me Softly With...) but that's not what this podcast is about. Bill and Bryan address the recurring problem of 'inadequate message' when you are communicating your ideas to prospects. Their intent in this cast is to help you expand your thinking about what you do-so [...]

Our guest this week on the Advanced Selling Podcast is Marshall Goldsmith who cut his 'expert teeth' in the Management and Leadership areas of business. But recently, he published a book called What Got You Here Won't Get You There. Bill had a chance to ask him some questions about what it takes to be [...]

We have watched the threads on the LinkedIn Advanced Selling Podcast group uptick toward an interest in prospecting and lead generation for sales people. Consequently, this podcast gives you some ideas on prospecting and attitudes around that. Bryan Neale is gone this week but we have two listeners who call in for some thoughts on [...]

Bill and Bryan address an email question they received from a listener who is being asked by his manager to keep contacting people even though they said, "No" the first time. What do you do? Which brings up an even bigger question: How to follow up with people without being a pest? Bill and Bryan [...]

As you look at your opportunities, it's our guess that over one half of them have problems. No, not problems with the prospects themselves. But problems with the process you've taken them through. In this episode, Bryan and Bill break down one of the most frequent problems we see when we coach sales people: the [...]

Sales people work too hard. They do so in the name of 'aggressiveness'. We're all proud of our TYPE A behavior. But, wait a minute...why do we insist on working too hard when there is a huge potential right in front of us and we fail to see it? In this podcast episode, Bill and [...]

A podcast listener asked us to take her through the best sales process-the one we suggest you use. There are tons of sales processes and methods in the world but, we like to keep things simple so we give you what we recommend to our clients. Much of what you hear here can be found [...]

Often, we get so myopic in our view of our customer relationships, we totally miss added value we can bring to that relationship. Bryan talks about a sales deal where his client took a different approach-and created a long term partner. PLUS, that client avoided the 'commodity element' of most traditional customers where they put [...]

In this episode, Bill and Bryan address the ever-emotional topic of money. Many facets to money like: Cost of problem Money in customer budget Money they're willing to spend to change Your belief in your own value They have addressed this recently in the area of "positioning." How you are positioned will determine the fees [...]

In this episode, Bill and Brian discussed the secrets of tradeshow selling since this is the trade show season coming up But whether you participate in tradeshows or not this episode will help you become a better networker. The same skills apply. ******* Also mentioned in this podcast: Email It! A Seller's Guide To Emails [...]

Sales specialists Bill Caskey and Bryan Neale address an issue that happens to ALL sales professionals, whether they know it or not: are prospects telling you the truth? In this sales podcast, Bill and Bryan address an actual client who struggled with the upfront agreement in the sales cycle. She felt like it was a [...]

Since we missed the Christmas episode, we thought we'd begin the year by making a few wishes for our fellow sales professionals. Our listeners seem to be dialed in to new skills and approaches. Therefore, we thought we'd hit you with a few advanced suggestions to help you make 2012 a Crushingly Big Year. As [...]

Since we missed the Christmas episode, we thought we'd begin the year by making a few wishes for our fellow sales professionals. Our listeners seem to be dialed in to new skills and approaches. Therefore, we thought we'd hit you with a few advanced suggestions to help you make 2012 a Crushingly Big Year. As pieces, none of these sound like much. But if you can string them together this year, high income awaits. ******* Also mentioned in this podcast: This podcast was video tapped.  You can view it by clicking here. Join our Linkedin Group! Download the free eBook 20 Rules for Modern Selling. Want more Bill and Bryan in your life? Take a look at their newest online sales magazine with videos, podcasts and articles for sales and leadership strategy.

  We decided to interview one of our Linkedin group members today, Rachael Lyman. She has taken much of what we talk about on the podcast and actually implemented it in her selling cycle. In this episode, she gives some advice on how to be more effective in prospecting mode.     Also mentioned in [...]

We decided to interview one of our Linkedin group members today, Rachael Lyman.She has taken much of what we talk about on the podcast and actually implemented it in her selling cycle. In this episode, she gives some advice on how to be more effective in prospecting mode. Also mentioned in this podcast (plus other things we think you should know): Connect with Rachael on Linkedin (click here) Learn more about the Denver Metro Chamber of Commerce (click here) Join the Advanced Selling Podcast Linkedin Group (click here) Check out our newest site - CaskeyONE! Your single source for sales and leadership strategy. Take a look at our 2012 FREE eBooks 20 Rules For Modern Selling (click here) and The Truth About The Unspiring Leader (click here)

Our guest for this episode is a friend of the firm, Terry Daniel, who has a vast background in psychotherapy and specializes his work around personal growth and learning. Terry introduces our listeners to some rather deep subject matter, including a discussion around self-esteem, the comfort zones we're all in and a tip on how [...]

In this episode Bill and Bryan talk about their favorite things, no not software or organizers or websites but content. They go through things that they teach their clients that they find are the most useful and helpful to them and I think you will learn a lot from these six concepts that have worked [...]

In this episode Bill and Bryan address a rarely discussed concept - Meaningful Conversations.  We all think we have them with people but upon further reflection they may not be as meaningful as we hoped.  Bill and Bryan give you some tips on how to think about the kinds of conversations you are having with [...]

In this episode, Bill and Bryan will continue to entertain you (at least that's what they think they're doing) with a discussion on a very practical topic: how do you sell more to existing clients? 'Closing and running' is not a good long term growth strategy-yet we all do it. We can use the excuse [...]

In this episode, Bill and Bryan do an "in the room" sales training where it becomes a stream of consciousness training from their experiences in the field. They address topics such as: What questions should I ask when asking for prospect revelation? How to refrain from the attitude of 'how do I get someone to [...]