The Advanced Selling Podcast

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Latest Episodes:

#403: Mid-Year Prospecting Checklist Jul 18, 2016

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Are you feeling a mid-year sales slump?

Are you looking for ways to modify your prospecting techniques for Q3-Q4?

In this episode, veteran sales trainers Bill Caskey and Bryan Neale give you an assessment to grade your prospecting behaviors in the first half of the year.

Are you using a true referral system to generate leads? Do you employ behavioral KPI’s (and stick to them)?

In today's episode of The Advanced Selling Podcast, you will learn the elements of healthy prospecting strategies and give yourself a mid-year grade. If you’re in the market to up your game for the second half of the year, don’t miss this episode.

Don’t forget to download the complete checklist on our website too. https://advancedsellingpodcast.com

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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.

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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#402: Commission Detachment Jul 14, 2016

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Do you feel like you have to win every deal? In this episode, veteran sales trainers Bill Caskey and Bryan Neale explore a listener question from Lauren in St. Louis.

Are you (or people on your team) motivated most by money?

Do you have an unhealthy balance between your base salary and commission structure?

In today's episode of The Advanced Selling Podcast, Bill and Bryan will help you identify what you’re attached to and why. You’ll be able to analyze if you are more interested in solving the problem than your customer is and what to do when it happens.

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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.

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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#401: Talking Economics Doesn't Have To Be Scary Jul 11, 2016

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Do you have trouble talking about money with your prospects?

Does “budget” feel like a dirty word?

In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale take on the tough topic of “Economics.” Using a real scenario from one of Bill’s client sessions, they will walk you through steps to help make the money conversations less intimidating (for you and for your prospects).

Are you educating or persuading when you talk with a prospect?

Are you trying to convince yourself the sale is a good idea if it isn’t?

In this episode of The Advanced Selling Podcast, Bill and Bryan will help you manage your mindset and your mechanics when covering anything related to the economics of your deal. If you’ve ever been uncomfortable talking about money in a sales call, you must listen to this episode.

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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.

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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#400: Managing Millennials in Sales - Lindsay Boccardo Jul 07, 2016

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Are you managing a team that includes Millennials?

In the second part of our series on Millennials, veteran sales trainers Bill Caskey and Bryan Neale bring back Millennial coach and expert Lindsay Boccardo to talk with managers about how to maximize the value Millennials can bring to your team.

Are you giving them feedback more than once every six months?

Are you asking deeper questions to understand the real issues?

Are you helping your team understand how their contribution can impact the business and world around them?

If you’re a sales manager, you’ll want to listen to this episode with a pen and note paper by your side. If you’re a Millennial, you’re going to want to forward this episode to your manager (and you should). The Millennial generation is already making an impact on businesses around the world, and these strategies can help you make sure your business is one of them.

Learn more about Lindsay Boccardo at http://lindsayboccardo.com.

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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.

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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#363: Margin: Secrets of the Pros Jul 04, 2016

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Have you noticed that some sales people just seem like they “get it” more than others? In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale explore what the top 5% do that make them stand out and have greater success than their peers.

What are they doing differently than everyone else?

Why are people afraid to ask those at the top for their advice?

In this episode of The Advanced Selling Podcast, Bill and Bryan dive into ways you can up your selling game, including tips for the tiny tweaks that make a big impact. The great news: the differences aren’t major. True sales pros know the growth is at the margin.

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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.

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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#399: Millennial Salespeople - Lindsay Boccardo Jun 30, 2016

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Were you born after 1982?

Do you work with people who were?

In this two-part series, veteran sales trainers Bill Caskey and Bryan Neale take on a topic that’s being talked about around the world— Millennials and their impact on today's workforce. They talk with Millennial coach and expert Lindsay Boccardo about ways sales people and their managers can work better together to maximize the benefits of having this generation on their team.

In Part I, the conversation focuses on Millennials as sales people. Does your manager know you’re hungry to learn? Are you looking for coaching or feedback in your role and struggling to get it?

In this episode of The Advanced Selling Podcast, Lindsay shares her best strategies for Millennials in a sales role. If you want to be an asset to your sales team and your manager, this episode can help.

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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.

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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#398: Account Management Strategies Jun 27, 2016

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Can account management and the principle of detachment work together? The very nature of the word “retention” may make you feel like you can’t be detached from your clients.

In this episode, veteran sales trainers Bill Caskey and Bryan Neale dive into the world of account management to give you strategies to increase your success in managing accounts.

Do you walk the halls and get to know people in other departments?

Are you focused on just what you’re currently doing for them or are you looking for opportunities to spread the word about other services you offer?

In today's episode of The Advanced Selling Podcast, Bill and Bryan give you tips and techniques to use to boost your account management game. Whether you’re a full-time AM, part of a retention team or a salesperson looking to grow current accounts, you will find this episode full of ideas you can implement right away.

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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.

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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#397: Writing Sales/Marketing Emails Jun 23, 2016

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Are you writing your own marketing/sales emails?

In this episode, veteran sales trainers Bill Caskey and Bryan Neale explore a listener question that everyone needs to hear.

Do you write emails to your prospects and struggle to make them feel personal?

Are you sending something of value to people when they connect with you on LinkedIn?

In today's episode of The Advanced Selling Podcast, Bill and Bryan dive into strategies you can use to bring valuable content to people you correspond with. They will help you see your buyers more as followers and share techniques to help you authentically connect through your communication.

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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.

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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#396: Attributes of High Performing Sales People Jun 20, 2016

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What are the attributes of a high performing sales person?

In this episode, veteran sales trainers Bill Caskey and Bryan Neale talk about developing a personal ethos that involves continuous self improvement.

To what degree do you carry a commitment to bettering yourself?

When things don’t go your way, do you look inward first or look around you to assess what others did wrong?

In today's episode of The Advanced Selling Podcast, Bill and Bryan share questions to ask and ideas to consider as you’re evaluating your own commitment to self improvement. They give you a list of common obstacles that prevent people from succeeding and share strategies you can use to ensure you show up with the attributes of a high performing sales pro.

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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.

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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#395: Mailbag Mash-up: Thursday Edition Jun 16, 2016

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Is youth helpful or harmful for salespeople?

How can you best control your pieces of the sales process and let go of the rest? In this episode, veteran sales trainers Bill Caskey and Bryan Neale take two mailbag questions from listeners— Ty in Texas and Shawn in Wisconsin.

Are you looking for ways to position yourself as an expert even when you’re young in age or new to your industry?

What can you do to see yourself as a solution provider and help your prospects see you that way as well?

In today's episode of The Advanced Selling Podcast, Bill and Bryan give insights and answers to questions we know are the same questions our listeners have all over the globe. Are you among them? Let us know what you think!

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Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10.

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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