The Advanced Selling Podcast

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Latest Episodes:

Productivity, Accessibility and Success with David Meltzer Sep 30, 2019

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On this week's episode of The Advanced Selling Podcast, Bryan had the chance to sit down with is a best-selling author, award-winning humanitarian, and CEO of Sports 1 Marketing, David Meltzer.

David shares some great ideas on how salespeople can obtain happiness and success in their profession. He also gives some ways to think differently about success and productivity.

This is one episode you definitely don't want to miss! Learn more about David and get a copy of his books at https://www.davemeltzer.com.

If you haven't yet signed up or downloaded The Ultimate Pregame - 7 Steps to Rock Your Sales Calls Every Time, what are you waiting for? It's yours free at ultimatepregame.com!

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Have you considering bringing Bill or Bryan into your sales retreat or meeting? Send them an email to listener@advancedsellingpodcast.com with the subject line "Come see us" and they'll get back with you!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

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#563: Getting a Fresh Start Sep 23, 2019

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On this episode of The Advanced Selling Podcast, Bill and Bryan take a CoVideo Mailbag question from Ted in the New England area.

Ted has recently had the opportunity to move locations at his company, but he's starting completely over from scratch and wants to know the best way to approach the situation.

New Manager, new team, new territory and new set of customers.

The guys give him some ideas that might give him a leg up when he gets started and some ways to think differently about this opportunity.

If you haven't yet signed up or downloaded The Ultimate Pregame - 7 Steps to Rock Your Sales Calls Every Time, what are you waiting for? It's yours free at ultimatepregame.com!

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Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

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#562: Are Your Unused Assets Holding you Back? Sep 16, 2019

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On this episode of The Advanced Selling Podcast, veteran sales trainers, Bill Caskey and Bryan Neale discuss the topic of underused or non-utilized assets by salespeople.

The guys give you a handful of categories to begin to evaluate yourself and help you determine what gifts you might have hiding away or skills you have that go unused.

We are all multidimensional creatures with different interests, passions, and skills. Unless we bring our entire selves to the table, we show up sub-optimized. Don't let this happen to you!

If you haven't yet signed up or downloaded The Ultimate Pregame - 7 Steps to Rock Your Sales Calls Every Time, what are you waiting for? It's yours free at ultimatepregame.com!

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Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

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#561: You Lost the Deal But You Are Not a Loser Sep 09, 2019

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In this episode, sales trainers Bill Caskey and Bryan Neale address one of the biggest heartaches in professional selling, when you lose a deal you thought you had.

All that work, all that preparation, all that emotional energy, and you've come up empty-handed.

The guys give you some thoughts on ways to prevent that from ever happening again and what to do when a deal slips through your grasp.

If you haven't yet signed up or downloaded The Ultimate Pregame - 7 Steps to Rock Your Sales Calls Every Time, what are you waiting for? It's yours free at ultimatepregame.com!

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Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

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Things a Sales Person Should Never Say Sep 02, 2019

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The guys are out for labor day but they still wanted to give you something valuable for this week. This is a replay of one of our most popular from 2018. Hope you enjoy!

Veteran sales trainers Bill Caskey and Bryan Neale share with you phrases and jargon that should never be said in sales today.

Most of these things serve to deposition you in the mind of the prospect, so that you appear to be operating from a place of weakness. Bill and Bryan will also give you some things that are okay to say and some replacements for these "bad words."

If you have a question that you'd like to get to the guys, send a voice memo to listener@advancedsellingpodcast.com.

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Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

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#560: Interviewing For A Sales Position Aug 26, 2019

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On this week's episode of The Advanced Selling Podcast, Bill and Bryan share the Ultimate Guide for anyone interviewing for a sales job. This topic was partially inspired by last week's episode "When You Are Calling on a CEO."

The guys share their tips on how to conduct yourself during the interview and some ways you might stand out from everyone else.

If you are considering making a job change or are getting ready to interview for a new position, you won't want to miss this episode!

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Get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

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#559: When You Are Calling on a CEO Aug 19, 2019

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On this week's episode of The Advanced Selling Podcast, Bill and Bryan address the interaction that you will have with CEOs and other top-level owners of companies that are prospects of yours.

The guys give you some tips on how you can wire your mind correctly so that you advance your deals and don't sabotage them. The fact is that in your niche, CEOs have trends and issues that are on their mind that you need to know about.

The better you can be able to understand the role that the CEO plays in leading their company, the better you will be able to assemble questions and observations that will help them see you as a guide along their path!

If you want to have one of the guys at your next sales retreat or kickoff meeting, send them a not to listener@advancedsellingpodcast.com with the subject line "Come see us" to get the conversation started!

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Get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

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#558: Myth Number 27: More Data is Better Aug 12, 2019

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On this episode, Bill Caskey and Bryan Neale address an issue that they've seen and witnessed inside their client companies. The issue is that these companies are providing the sales team with more and more data to use in their sales process and presentation, which can actually be a bad thing.

The guys caution you that while data is good and can be effective, don't forget about the emotional buying needs of your customers since the fact is that a big part of their decision process will be emotional and not intellectual.

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Get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

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#557: The #1 Skill of the Future: Your Ability to Transition Aug 05, 2019

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On this week's episode of The Advanced Selling Podcast, Bill and Bryan go out on the edge a little with a talk about one of the most critical skills that sales professionals and leaders need to master, the skill of transitioning your approach and reinventing yourself.

This idea came from a podcast Bill listened to recently called "The Capability Amplifier with Dan Sullivan and Mike Koenigs." https://capabilityamplifier.com

The guys believe that If we're to survive in the chaotic wild world of business today, we need to understand the skill of transitioning from one way of doing things to another. It will serve us well.

Want to have Bill or Bryan at your sales meeting? Send them an email at listener@advancedsellingpodcast.com with the subject line "Come see us" to get the conversation started!

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Get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

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#556: Getting Past the Fear of Social Media and What to Do When a Deal Stalls Jul 29, 2019

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In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale bring two separate issues that they've each had come up in the training programs that they do with their respective clients.

The first issue is the question of what to do when a deal is in legal or in procurement and seems to have stalled. Bryan has this happen with a couple of his clients who have a longer sales process.

The second issue Bill brought up was with a client who struggles with pulling the trigger on creating content for social media. The guys give their individual tips and ideas on these issues and what you can do if you are in a similar situation.

Have you ever considered bringing the guys in to your sales meeting? Send us an email at listener@advancedsellingpodcast.com with the subject line "Come see us" to get the conversation started!

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Get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

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