The Advanced Selling Podcast

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Latest Episodes:

Proclaim Your Sales Process, But Don't Control It May 09, 2024

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In this solo episode, Bill Caskey shares a counterintuitive approach to controlling the sales process more effectively.

He emphasizes the importance of having a clearly defined sales process to guide prospects throughout, but advocates against trying to forcefully control or push prospects through the process.

He provides practical insights on when to disengage from unresponsive prospects and focuses on attracting customers who value and respect the sales process.

Ready to Challenge the limits of your income? Join the Million Dollar Seller 5-Day Challenge Today! http://milliondollarsellerchallenge.com

#795: Breaking Through the Fear of Change May 06, 2024

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In this insightful episode, Bill and Bryan dive deep into the challenges salespeople and businesses face when trying to implement new strategies and make meaningful changes. They emphasize the importance of examining one's mindset and recognizing the underlying fears that often hinder progress.

They discuss how defensive mechanisms and attachments to old ways of thinking can prevent individuals from embracing new behaviors and ideas, even when those changes could lead to better results.

The guys encourage listeners to question their own resistance to change and explore what they might be afraid of, whether it's fear of failure, fear of success, or fear of judgment.

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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The Pre-Game Mental Routine for Sales Success May 02, 2024

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In this solo episode, Bill Caskey dives into the critical mental and physical preparation needed before any important sales call, presentation, or client interaction.

He emphasizes the importance of getting your mind in the right state by focusing on the proper intention - which is never to "sell them something."

Bill provides practical tips on clarifying your intention to serve the client's needs and having a clear plan for executing the first 30-60 seconds to start interactions powerfully. He stresses that nailing the opening sets the tone for the entire engagement.

Ready to Challenge the limits of your income? Join the Million Dollar Seller 5-Day Challenge Today! http://milliondollarsellerchallenge.com

#794: Escaping the Sales Funk Apr 29, 2024

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In this episode, Bryan and Bill address the general "funk" or malaise they're sensing across the sales landscape as the first quarter of the year comes to a close.

With many companies missing their goals, leadership teams applying undue pressure, and salespeople making excuses, the guys offer advice for overcoming this negative mindset. They emphasize taking individual responsibility, adopting new prospecting behaviors and strategies, and avoiding the trap of "old thinking" that leads to stagnation.

Whether feeling stuck in a funk or open to change, listeners will get a motivating kick to break out of unproductive routines and position themselves for success in any market conditions.

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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How to Get Past Fear and Anxiety Apr 25, 2024

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In this solo episode, Bill Caskey addresses a common challenge faced by professionals: the nagging feeling of fear, anxiety, or doubt that can creep up unexpectedly. Drawing from his extensive experience, Bill shares a simple yet powerful strategy to overcome these mental hurdles.

By adopting a mindset centered on genuinely helping the customer, regardless of whether they ultimately choose to work with you, the fear and anxiety dissipate.

Ready to Challenge the limits of your income? Join the Million Dollar Seller 5-Day Challenge Today! http://milliondollarsellerchallenge.com

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

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#793: The Freedom of Detachment Apr 22, 2024

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In this episode, Bill and Bryan explore the concept of detachment from outcomes, inspired by insights from renowned thinker Seth Godin.

The guys discuss the importance of embracing the journey itself rather than being overly attached to specific results. Using examples from their own experiences, they delve into how letting go of outcome fixation can open up new pathways for growth, creativity, and fulfillment.

This thought-provoking episode encourages listeners to find joy in the process and not get caught up in chasing externally defined markers of success. It's a refreshing reminder to stay present and enjoy the ride, wherever it may lead.

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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#792: Embracing Objections in the Sales Process Apr 15, 2024

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In this episode, Bill and Bryan explore how salespeople's natural optimism and positive outlook can sometimes hinder their ability to effectively handle objections and resistance from prospects.

Drawing parallels to the highly anticipated solar eclipse, they discuss the importance of shifting into an "emotionally neutral" mindset to approach objections as opportunities for collaboration and learning, rather than obstacles to overcome.

The guys delve into the concept of "yellow flags" - proactively identifying potential roadblocks with clients - and the benefits of this transparent approach. Tune in to discover how embracing the "eclipse" of objections can ultimately lead to stronger relationships and more successful sales outcomes.

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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#791: Seek Clarity, Find Confidence Apr 01, 2024

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In this episode, Bill and Bryan discuss one of the bold moves from Bill's new book "12 Bold Moves" - the idea that clarity yields confidence.

The guys explore how getting clear on intentions, roles, structures, and agendas can boost confidence in various situations, whether it's giving a presentation, handling a difficult client call, or creating video content. They share personal examples and insights on how seeking clarity, rather than just trying to muster up confidence, can position you for success.

Whether you're in sales, performing on stage, or pursuing any endeavor, this episode highlights the transformative power of clarity in building true confidence.

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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#790: Game the Plan: Compensation Strategies with Xactly's Taylor Wilding Mar 25, 2024

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Bill and Bryan are joined by Taylor Wilding, VP of Sales at Xactly, to discuss key principles around effective sales compensation plan design.

Taylor shares insights on motivating the right behaviors, balancing corporate goals with individual incentives, the importance of pipeline accuracy, and how reps can take an intentional approach to achieving their own income goals.

They also cover warning signs that your compensation plan may need an overhaul and provide details on Xactly's upcoming Upside user conference in San Francisco.

Struggling to design a sales compensation plan that actually works? Check out Xactly, xactlycorp.com, and see how their AI-powered platform can help optimize your commissions, motivate your team, and drive growth - be sure to mention The Advanced Selling Podcast!

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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#789: Unlocking Your Inner Accountability Mar 18, 2024

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In this thought-provoking episode, Bryan and Bill explore the concept of accountability in sales. They challenge the traditional notion of leaders holding sales teams accountable, arguing that true accountability stems from within.

Through insightful discussions and real-life examples, they provide a practical framework for salespeople to assess their strengths, identify areas for improvement, and find joy in the process.

Discover how embracing self-accountability can unlock greater motivation, discipline, and ultimately, better sales results. Whether you're a salesperson seeking personal growth or a leader looking to foster a culture of ownership, this episode offers valuable insights to help you reinvent your approach to accountability.

=================================

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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