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

Celebrating 15 years of podcasts!! Bill and Bryan started the advanced selling podcast long before podcasting was a household word like it is today. Over those 15 years, the guys have recorded over 700 episodes. And have over 12 million downloads. We also honor all of those listeners who have been with us over the years, including those who started with us 15 years ago. Thank you!

You’ve heard the old saying…  “Giving is better than receiving because giving starts the receiving process.” But does it work when it comes to sales prospecting? Absolutely.  Studies show the ROI on gifting a prospect is high – and gifting a current client usually ends up in a longer-term relationship, repeat business, and more referrals.   So… if you want to make an impact, differentiate, be remembered, and build goodwill, consider gifting.  Spice up your prospecting efforts with creativity, thoughtfulness, and personalization. The key is to give without expectation. Whether it’s a welcome kit or free content – a podcast episode, a download, a handwritten note – it’s impossible to forget someone who’s gone out of their way to help.  To learn more about the art of business gifting, check out the conversation with Kris Rudeegraap, CEO and Co-founder of Sendoso, the leading sending platform.  AFTER YOU LISTEN:  Check out the Sendoso platform and lunch is on the guys! https://sendoso.com/demo-request/

For lack of a better cliché…sales is a rollercoaster. Highs. Lows. We’ve all been there. Building momentum is key. We’re usually so concerned with reaching the next peak that we forget to recognize the smaller wins along the way. And the worse culprits are oftentimes our managers This week, Kris Rudeegraap, CEO and CO-founder of Sendoso, the leading gifting platform, joins us to talk about putting the wind back in your sales, driving the momentum through the ups and downs – and why the proverbial pat on the back is critical. After you listen: Check out the Sendoso platform and lunch is on the guys! https://sendoso.com/demo-request/

We are not in the new normal - it's the next normal. Bill and Bryan believe that in this next normal, you have to humanize your brand.  Kris Rudeegraap, CEO of Sendoso, joins the show for a special four-part series exploring innovative ideas to help you stand out. In this first episode, he shares how he went from SDR to tech founder, raising a $100 million Series C fund while highlighting one key tactic for creating differentiation.  After you listen:  BE SURE to register for a special live event focusing on trust  How to build it, nurture it, and sustain it. Sendoso’s CONNECTED Conference is October 13 from 11am to 3pm (EST). And as an Advanced Selling podcast listener lunch is on Sendoso if you CLICK HERE and reserve your spot now! Joing an all-star assembly of some of the best minds in marketing as they focus on TRUST, the key to better prospect and customer relationships, a better pipeline, and repeat business. It begins with credibility and ends when you stand out from the crowd.  These 4 hours could ch

After analyzing 300,000 cold emails, the folks at Gong have debunked one of sales’ greatest mysteries - "what is the most effective cold email CTA?" If we’ve learned anything from the series Opinion vs. Reality with Devin and Sheena from Reveal - the Revenue Intelligence Podcast, it’s that sales isn’t binary. Except for this specific question. The winner is two times more effective than second place. To help you craft the perfect cold email, go here to find 43 emails proven highly effective by Gong’s research team, https://pages.gong.io/highly-effective-email-ctas To listen to the Reality, subscribe to Reveal: The RI Podcast here: https://podcast.gong.io

How do you get your deal unstuck when you’re nearing the end? In this episode, Bill and Bryan complete their three-part series on getting unstuck in the sales process. The guys address the end of the sales process when drama occurs and deals get stuck. They each give a few hints of how you can make this happen elegantly and organically with a minimum amount of drama. ========================================= The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today! Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =========================================

Should you use slides on a discovery call? Choose wisely because it impacts your chances of booking the next meeting by 17%. On this episode of Opinions vs. Reality, we are joined once again by Devin and Sheena from Reveal - the Revenue Intelligence Podcast. We give you our opinion on the impact of using slide decks. And, for when it’s the right decision, check out this cheat sheet for crafting sales decks that sell: https://pages.gong.io/crafting-sales-decks-checklist To listen to the Reality, subscribe to Reveal: The RI Podcast here: https://link.chtbl.com/i6UODNbY

How committed are you to personal growth?  This episode was inspired by one of Bryan's clients, Mike, who has had a 30+ year career in sales but is still one of the most eager to learn ways and grow. The guys give you some ways you can be like Mike, and some way to stay motivated in your personal growth. ========================================= The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today! Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =========================================

“I need to think about it” is the objection that makes every salesperson's skin crawl. But is it really the reason your deal didn’t close? In this special Opinions vs Reality, Bryan and Bill are joined once again by Devin and Sheena from Reveal: The Revenue Intelligence Podcast. Learn how to address any potential roadblock your seller might have. (Spoiler: It’s time to shift from sales to strategic advisor.) To listen to the Reality, subscribe to Reveal: The RI Podcast here: https://bit.ly/2VKDe6j

In this episode, Bill relays a story of one of his new clients who has asked for help on messaging. They sell a very complex solution to a large group of people in a long selling cycle. He is struggling with how to craft his message so that it’s compelling to the prospect. Bill and Bryan give you a handful of ideas on what to do and what not to do in this episode. ========================================= The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today! Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =========================================

Do you know the impact cursing has on your sales calls? In this special Opinions vs Reality episode, Bryan and Bill are joined by the hosts of Reveal: The Revenue Intelligence Podcast, Devin Reed and Sheena Badani. The guys give their best opinion on whether cursing hurts or helps the sale and then Devin and Sheena give them a hint on whether they are right. To listen to the Reality, subscribe to Reveal: The RI Podcast here: https://podcast.gong.io/

In this episode, Bill and Bryan talk about how to keep your sales process from getting stuck as you head into the center of it. This usually centers around people and processes not behaving properly. The guys give you some clues on what's going to help you navigate when you are stuck in the middle.  ========================================= The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today! Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =========================================

We recently did a poll with our LinkedIn group to find out what topics were of the most interest to you. The number one response was “how do I keep myself from getting stuck somewhere in the sales process?“ We decided to break it down into three areas, beginning, middle, and end. Today’s episode is on the beginning of the process. Bill and Bryan give you tips on how to avoid getting stuck and what to do when you have that happen.  ========================================= The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today! Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =========================================

The topic of coaching seems to be on a lot of people's minds today. But there are two ways to get coaching: one is in a one-to-one environment and the other is in a small group assembly. Today, Bill and Bryan go through what a small group coaching environment might look like, some pros and cons, and some tips if you are considering starting your own small group. The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today! ========================================= Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =========================================

In this episode, Bill Caskey and Bryan Neale address a LinkedIn post that came from Jeffrey. D where he talked about the role automation and AI has in the sales process. We did an episode a few weeks ago on automation, but here they dive a little bit deeper. The guys give you some other ways to think about how to use AI in your process without taking away the emotion that comes from having a human being with your prospect. ========================================= If you're not part of our ASP Insider, go to http://advancedsellingpodcast.com/insider to join today! Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =========================================

In this episode, Bill and Bryan answer a question from Karen B. about the "Omnichannel approach" to personal marketing and brand building. The guys dish out a couple of suggestions for you on ways to build your brand using a multi-channel approach without driving yourself nuts. ========================================= If you're not part of our ASP Insider, go to http://advancedsellingpodcast.com/insider to join today! Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =========================================

Bill and Bryan discuss sensitive topics in this week's episode. These topics all start with questions like, "What is enough? What does success mean for me? How hard do I have to work to achieve it?" The guys riff on ways you can ask yourself these questions and come up with good answers that apply to you. ========================================= If you're not part of our ASP Insider, go to http://advancedsellingpodcast.com/insider to join today! Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =========================================

You just made a new connection on LinkedIn that would be a great prospect, is it too soon to reach out? In this episode of The Advanced Selling Podcast, Bryan Neale and Bill Caskey take on that very listener question from Jean-Pierre in the Netherlands. Too soon and you could ruin a connection, too late and you could miss an opportunity.  Bill and Bryan give some thoughts on this situation and they give some indicators they've noticed when it's the right time to reach out and when it's time to let it be. ========================================= If you're not part of our ASP Insider, go to http://advancedsellingpodcast.com/insider to join today! Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =========================================

In this episode all about mindset and mentality, Bill and Bryan reveal some of their struggles with certain aspects of how we think. If you'd like to get more tactical in this area of Mindset, we invite you to join us on Friday, August 6 for our ASP Insider program. We will dive much deeper into how we can improve our mindset and our thinking to succeed wildly in the world. Go to http://advancedsellingpodcast.com/insider to join today! ========================================= Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =========================================

On this episode of the Advanced Selling Podcast, Bill and Bryan give you the eight-plus questions that, depending upon the circumstance, you need in your question bank. These questions are generic in nature, but would apply to virtually any B2B sales meeting scenario. If you aren't using these, you are really missing out on finding the prospect's real pain. ========================================= If you're not part of our ASP Insider, go to http://advancedsellingpodcast.com/insider to join today! Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =========================================