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    Business

    The Advanced Selling Podcast

    Bill Caskey and Bryan Neale deliver practical, no-nonsense sales training through their signature blend of humor, real-world insights, and actionable frameworks. Each episode tackles the challenges you face daily: prospecting, overcoming buyer resistance, pricing strategies, cold calling, deal coaching, and building long-term client relationships.

    Whether you’re a sales professional, manager, or leader, you’ll discover how to shift your mindset, leverage your natural talents, and create sustainable sales success. From mastering sales communication and handling RFPs to understanding buyer psychology and effective positioning, Bill and Bryan cover everything that actually works in modern B2B sales.

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    Copyright: © ASP Enterprises LLC | http://www.advancedsellingpodcast.com | 450 East 96th St. Suite 500, Indianapolis, IN 46240 | 317.575.0057

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    Latest Episodes:
    New in Sales? 5 Modern Skills (Part 1 of 2) Jul 05, 2011
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    We get a fair number of questions about how to operate when you're new in sales. This just in: We're ALL new in sales in our current market conditions. Yes, we all need to be thinking like newbies. In this episode, Part 1 of a 2 part series, Bill and Bryan address two of five [...]

    What Every Salesperson Can Learn from John Wooden Jun 27, 2011
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    Our guest this week is Pat Williams, VP Orlando Magic. Pat shares with you some of the lessons he learned while writing his latest book called Coach Wooden: 7 Principles That Shaped His Life and Will Change Yours. Pat has written 70 books on leadership, sales, success and philosophy, and it’s our opinion that his [...]

    Inside Sales Tips Jun 20, 2011
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    We got a question from our ever-present mail bag about inside sales and what techniques to use as you respond. It could be an inbound lead, a lead from a trade show, or maybe from your website. Regardless, there are right ways and wrong ways to follow up. In this episode, Bill and Bryan address [...]

    Lessons Learned That Should Be Unlearned Jun 13, 2011
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    Think about your first years in sales - or in business. And think of how many lessons you learned over those first few years. Many of those lessons were intrinsic, meaning you didn't sit down with a teacher to learn them, Instead it was by "osmosis." You just picked them up from the culture you [...]

    Build Context to Build Sales Jun 06, 2011
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    "Building Context" might be one of the least understood and underused concepts we teach in our sales training work with companies. If you want to create an atmosphere for the truth, then you MUST build context with your prospect. Bill and Bryan give you some examples of when we can all blow it-and what to [...]

    The Illusion of Relationships May 31, 2011
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    Sounds a bit deep doesn't it? Are most relationships really an illusion? Well, probably not. But in this episode, Bill and Bryan talk about customer relationships in a way that helps you identify if you have good ones or not. And they go thru a simple checklist of actions you can take to raise the [...]

    Mailbag – When Should I Discount? May 23, 2011
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    We wish there was one simple answer to the question "How do I know when to discount?" Our first instinct is to, of course, say "NEVER!" But the answer is fully dependent upon the context in which you're asking. And then, what if the customer says, "You won't get the business if you don't discount"? [...]

    They Asked What? May 16, 2011
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    This week's podcast is the Q&A from the live podcast event we did at the end of April. Bill and Bryan answer some great questions from the audience on "scenario intelligence: if they say, then we say," abundance, and "where do I find the time?"

    They Asked What? May 16, 2011
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    This week's podcast features the Q&A from the live podcast event we did at the end of April. Bill and Bryan answer some great questions from the audience on "scenario intelligence: if they say, then we say," abundance, and "where do I find the time?"


    Email That Works May 09, 2011
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    In this episode, Bill and Bryan review a program the company did recently on 'tips for emails.' Email has eclipsed conversations as the preferred mechanism of communicating. While we suggest that personal conversations are better, the fact is that you must be able to communicate well in writing today. They give some "do's and don'ts" [...]


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