The Advanced Selling Podcast

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Latest Episodes:

700 Buyers Tell You How To Sell Jul 15, 2013

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In this podcast, Bill and Bryan interview John Doerr (http://www.rainsalestraining.com/) who just completed interviewing 700 buyers to find out what, exactly, they want in a vendor. There are two things you will learn from this podcast - that will change how you think about selling. (HINT: We've been talking about this for over a year). Go to our linkedin group if you have thoughts.

Vulnerability, Creating Your Vision and Owning The List Jul 08, 2013

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These are the three core topics that Bill, Bryan and Brooke Green delivered in the Caskey & Friends event in Indianapolis last month. Since most of our listeners couldn't make it, we thought we'd do a brief recap on each talk. The idea behind this event was to have each of our coaches speak on topics that have been important in their lives - and the lives of their clients. In this podcast, Bill and Brooke weigh in on some lessons they got from each address.

Tips on Telling Your Story to Prospects Jul 01, 2013

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In this episode, Bill and Bryan tell about their trip to LA to work with their coach, Bo Eason on storytelling and delivering. They concur that most sales people are a bit weak at storytelling. Consequently, they take some of their lessons from their coaching and re-deliver them to you.

What Is The Inner Game? Jun 24, 2013

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"If you want to change your results, then you MUST change the way you think"

What propels a salesperson to the far right tail of the bell curve? What is the "ONE THING" that the elite know that the good and average don't? For us the answer has become crystal clear. It's called the Inner Game. In this week's podcast, Bryan flies solo and discusses this concept. He also explains the following four Inner Game mindset shifts:

1. Abundance2. Detachment3. Intent4. Expert Positioning

Are You Being Influential? Jun 17, 2013

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It seems that we sales people are always on a mission to be influential. That could pertain to how we are with prospects and clients. And, it also relates to 'how we are' inside our companies. This podcast is a learning tool that can help you become more influential. Brooke Green and Bill Caskey share some tips on how they've seen high performing sales people do just that.

Are You Being Influential? Jun 17, 2013

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John Jantsch Gives Sales People A Lesson In Marketing Jun 10, 2013

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Annually, we have John Jantsch on as a guest of the podcast. We like having him because he always, always gives sales people a fresh look at business development. This episode is no different as Bill interviews John on marketing tips for sales people. John also dives into some trends facing sales folks, and even slightly offends sales managers (all in good fun though).

Also mentioned in this podcast:

John's blog - Duct Tape Marketing http://www.ducttapemarketing.com/blog/
John's book - Referral Engine http://www.amazon.com/The-Referral-Engine-Teaching-Business/dp/1591844428
Creativelive.com - Watch John LIVE! http://www.creativelive.com/
Nimble.com - Social CRM http://www.nimble.com/

More Tips on How Salespeople Should Use Social Media Jun 06, 2013

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In this episode, Bill and Bryan review five tips that they find most salespeople are still NOT using when it comes to simple social media.They work with hundreds of salespeople and executives and it bewilders them that some of the most basic tactics are still not employed. These five can be implemented within 24 hours, if you desire. Good luck.

Also mentioned in this podcast:

The Forbes Article – Study: 78% Of Salespeople Using Social Media Outsell Their Peers (http://www.forbes.com/sites/markfidelman/2013/05/19/study-78-of-salespeople-using-social-media-outsell-their-peers/)
Have a question for Bill and Bryan? Need a speaker for your next sales meeting? Send them an email at listener@advancedsellingpodcast.com
Join the Advanced Selling Podcast LinkedIn Group

Two Topics: Price Resistance And How To Ask For A Testimonial May 27, 2013

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It seems there is ALWAYS price resistance. Seldom do you give the prospect the price and they say, "Is that all it is?" In business-to-business selling, there seems to always be a smidge of resistance. So what do you do? And more importantly, where does it come from?

Bill and Bryan dig into this important topic for sales people and sales managers in the episode. Afterwords, Brooke Green joins them to answer a question from a LinkedIn group member:What is the best way to approach a referral source and ask for a testimonial of our service that we can use for online marketing? I'm new to this area and feel odd asking for a testimonial, but they must value our service, because they send clients!Also mentioned in this podcast:

Have a question you'd like Bill and Bryan to answer on an upcoming podcast? Send them a message at listener@advancedsellingpodcast.com

Potpourri of Modern Sales Problems May 20, 2013

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In this episode, Bryan and Bill address several sales issues…one of which is 'what do you do when the deal is going south?' Another issue they work on is 'what happens when you've done everything you're supposed to do and they STILL aren't calling you back?'

Bill and Bryan each have specific clients who've had these two very things occur. Listen as they play off of each other when solving them.

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