The Advanced Selling Podcast

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Latest Episodes:

Handling Sales Conflict Dec 20, 2007

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So, how do you handle conflict with a prospect—yet still preserve their dignity? This happens a lot when your buyer has a distinct impression of your value or an opinion of their pain—and you know it’s wrong. If you mess this up, you’ll lose rapport. If you handle it right, you can get past it and move on. Caskey and Neale talk about being right versus being rich.

Funny Stories Dec 13, 2007

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Ready to take a walk down memory lane-and laugh your (you know what) off? This episode of The Advanced Selling Podcast recounts some of Bill and Bryan's funniest, most embarrassing, stupidest experiences as salespeople. They take you through their own personal TRUE stories that many of you will likely relate to and hopefully can laugh about. Be ready to send them your story after you hear theirs.

The 2008 Sales Manager Growth Kit Dec 06, 2007

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Your role as a sales manager/leader should be to ELEVATE YOUR TEAM. Yes, you can show them how to sell, and mentor them in the sales process—but your one overriding objective is to make them self-sufficient. This podcast gives you five things you can do immediately to help you growand help your team grow as well. If you’re struggling to grow your team, then maybe you’re looking at it all wrong. This podcast will help change your mind—just a little.

The Inner Game Behind The Sales Process Nov 29, 2007

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This episode reveals the secret behind elite performers and good performers and examines the one core difference Bill and Bryan's process has over all others out there. The good news is - it doesn't matter what process you use: Miller Heiman, SPIN, PSS, Sandler - Bill and Bryan's philosophies shared in this episode can dramatically change your results.

Repurposing Content Nov 20, 2007

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Lead generation continues to come up as one of the most important issues facing sales people today. There just never seems to be enough in the funnel.Today, Bryan Neale and Bill Caskey talk about a new strategy that you can use to help bolster leads—and help you generate marketing content from your intellectual capital.One of the perspectives here is you must stop acting like a sales person—and start acting like a business owner/marketer. Begin thinking of yourself as a “go to resource” for solutions.If you can get there mentally, this podcast will make tons of sense.

The Multi-Million Dollar Deal Nov 08, 2007

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Ever had a huge account you were pursuing (or are pursuing)? And you get so wrapped up in the pursuit that you forget the fundamentals of selling? Well, it may not happen to you, but it does happen often. This week's sales training podcast is an interview with Brooke Green, one of our consultants who recently coached one of her clients helping them win a multi-million dollar deal. Brooke talks about what went into the coaching and how it might help listeners who have large accounts they are pursuing.

The Sales Force Of The Future Nov 01, 2007

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We have been thinking about what the future sales force will look like lately. Why? Well, there are a ton of trends that are beginning to impact sales forces and sales people – globalization – googlization – commodity pricing – readily available information on the web - etc.So we went out and looked for someone who had studied this from the perspective of: what do customers want from the seller? We found Ben Ball (Senior VIce President, Dechert-Hampe & Co.).So in this interview, you’ll hear what his study told us about what the sales person of the future might look like – act like. Sales managers/leaders: listen carefully.

Proposals Oct 25, 2007

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Bill Caskey and Bryan Neale share a "how to" for proposal writiing and discuss what components every good proposal should (and shouldn't) contain.

Mental Rocks Oct 18, 2007

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In keeping with the fact that 80% of sales success has to do with how you think and your selling strategy, Bill Caskey and Bryan Neale take on the issue of “How Do You Need To Think?” in order to be successful.

For Sales Managers Only Oct 10, 2007

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This is the initial voyage of the Sales Managers episode which we’ll releasethe first Thursday of the month. If you’re not a sales manager, forward this on to those appropriate for this.The premise for this episode is that most sales teams don’t work - or at least they aren’t optimized. We’ll talkabout how to look at, and assess, your sales team so you know where to focus your attention – and how to grow your business. This is for Sales VP’s, Sales Managers, Regional Managers or anyone who manages/overseesa sales team.

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