The Advanced Selling Podcast

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Latest Episodes:

#274: Fulfilling Sales Jobs Jan 19, 2015

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Why do people leave their sales job? What's the difference between doing the minimum expected behaviors and exceeding quotas and expectations? In this episode of the Advanced Selling Podcast, Bill and Bryan share the reasons why fulfillment is the most important aspect in high-performance sales. As a salesperson, you'll learn how to motivate yourself and create your own fulfillment. As a sales manager, you'll hear tactics for keeping your entire team fulfilled. Veteran sales trainers Bill Caskey and Bryan Neale offer expert recommendations to change the way you achieve excellence in sales and sales management.

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

Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

#273: Sales Relationship Building Jan 12, 2015

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It's a new year, which means everyone is busy setting sales goals. Usually we think about clients in terms of their numeric value. In this episode of the Advanced Selling Podcast, Bill and Bryan ask listeners to start thinking about their clients in terms of relationship value. It's the technique high-performing salespeople use to turn clients into raving fans. Veteran sales trainers Bill Caskey and Bryan Neale will share ideas you can implement to think about your client relationships at a higher level. Avoid being lulled into a transactional mindset, embrace a relationship mindset instead.

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

Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

#272: Sales Mindset Jan 05, 2015

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Happy New Year! What's the single greatest roadblock to your success in 2015?

It's your sales mindset. Veteran sales trainers Bill Caskey and Bryan Neale share some quick tips and strategies to evaluate your current mindset, update your thinking and change your sales beliefs. As you shape your outlook for the new year, you'll need to think hard about your role as a sales professional. Get this wrong and everything else will be wrong too. In this week's episode of the Advanced Selling Podcast, Bill and Bryan share examples from their clients and questions from podcast listeners to help you get perspective on your sales mindset.

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

Join the LinkedIn Group here http://advancedsellingpodcast.com/linkedin and you can always give us a call at 317.575.0057 ext. 10.

#271: How To Follow Up Without Being Desperate (Replay) Dec 29, 2014

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In this week's episode of the Advanced Selling Podcast, Bill and Bryan revisit one of the top rated podcasts of all time (in Advanced Selling Podcast history, at least). Enjoy it as you’re traveling or celebrating the holidays with loved ones.

Don’t forget to tell us what you think about it too— join the LinkedIn Group here http://advancedsellingpodcast.com/linkedin or call the rant line: 317.575.0057 ext. 10.

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

Here’s to you in 2015!

#270: The Habits of High Performers (Replay) Dec 22, 2014

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Be sure to join the LinkedIn Group here http://advancedsellingpodcast.com/linkedin or call the rant line: 317.575.0057 ext. 10.

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

Here’s to you in 2015!

#269: No Show Sales Appointments Dec 15, 2014

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There's nothing positive about cancelled appointments. Every salesperson has to deal with them. Veteran sales trainers Bill Caskey and Bryan Neale share super simple techniques you can use to prevent and manage cancelled appointments. How can you learn to trust your gut? Is it okay to push back? Does your time matter? In this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss whether cancellations are more common in certain industries. They'll uncover the warning signs prospects give. Finally, you'll understand how an upfront approach can help you win with prospects before and recover after a cancelled appointment.

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

Join the LinkedIn Group here http://advancedsellingpodcast.com/linkedin/ or give us a call 317.575.0057 ext. 10.

#268: Sales Self-Assessment Tools Dec 08, 2014

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Have you already had your annual sales review? Chances are you are being evaluated solely by your numbers. Your sales numbers are only part of the story. In this episode of the Advanced Selling Podcast, Bill and Bryan provide five self-assessments that can reveal your true sales performance. No matter your level of success this year, your ability to adequately self-assess will have a direct impact on your 2015 strategy. Veteran sales trainers Bill Caskey and Bryan Neale cover techniques for evaluating your mindset, technical skills and sales processes. It's the sales review you've been wishing for your entire career.

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

Join the LinkedIn Group here http://advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

#267: Holiday Sales Productivity Dec 01, 2014

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It's the most wonderful time of the year. Are you the type of sales person who uses the holidays to double down on your efforts? Do you use the holidays as an excuse to take a breather? Veteran sales trainers Bill Caskey and Bryan Neale share ideas for making the most of the holiday season. In this episode of the Advanced Selling Podcast, Bill and Bryan discuss planning strategies, deliver December's most important outbound sales technique, share the best sales gifts to give yourself and unveil the easiest way to be welcomed into the office of any client or prospect.

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

Join the LinkedIn Group here http://advancedsellingpodcast.com/linkedin/ or give us a call 317.575.0057 ext. 10.

#266: Sales Failure Nov 24, 2014

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Everyone needs a good hard failure, right? In this week's episode of the Advanced Selling Podcast, Bill and Bryan focus exclusively on sales failures. No sales person wins 100% of the time. By sharing lessons learned from failure, veteran sales trainers Bill Caskey and Bryan Neale demonstrate the power in growing from your mistakes. It doesn't matter if it’s gimmicky sales tactics, overconfidence or just plain bad luck that causes the failure. What truly matters is embracing the negative situations or outcomes and developing a process to avoid repeating the same mistakes in the future.

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

Join the LinkedIn Group here: http://advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

#265: Precision Selling Nov 17, 2014

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Are you using precision selling to win with your prospects? This week, the Advanced Selling Podcast looks at the tactics precision sellers use to outperform their competition. In this episode, veteran sales trainers Bill Caskey and Bryan Neale share six examples of precision selling techniques. From planning and preparation to language and mindset, you'll learn what you need to reach your peak selling abilities.

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

Also, be sure to join the LinkedIn Group here http://advancedsellingpdocast.com/linkedin/ or give us a call 317.575.0057 ext. 10.

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