The Advanced Selling Podcast

Stop the Jargon: A Conversation with Content Expert Erik Deckers Oct 17, 2024

In this entertaining episode, Bill Caskey speaks with content marketing veteran Erik Deckers about the plague of corporate jargon in today's business world. Deckers, owner of a content marketing agency and longtime humor columnist, shares his insights on why phrases like "let's double click on that" and "value prop" are undermining clear communication in business. The conversation explores why professionals fall into using corporate buzzwords, how it affects their message clarity, and practical ways to communicate more effectively. Whether you're guilty of "circling back" or building planes while flying them, this episode offers a refreshing take on the importance of straightforward business communication and the power of writing like you're talking to your mom. Learn more about Erik and follow his blog at http://erikdeckers.com. You can also see some of his work at https://problogservice.com/. Want to break free and soar to new heights? "12 Bold Moves" is your gateway to a fearless reinvention of self and unlocking unprecedented sales success. Get your copy now at http://12boldmoves.com.

The Empathy Edge in Sales with Liesel Mertes Oct 09, 2024

In this solo episode, Bryan talks with empathy consultant Liesel Mertes about the transformative power of empathy in sales. Liesel shares how the loss of her daughter Mercy led her to help companies build empathetic cultures.

They explore how empathy helps salespeople understand their customers beyond the immediate problem, creating deeper, more meaningful connections. For sales leaders, fostering empathy means building trust and psychological safety within teams.

Liesel stresses that empathy is an ongoing practice, essential for driving better sales outcomes.

Curious what the Blind Zebra Sales Operating System is all about? You can learn more here.

And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Sales Success Simplified With Will Barron Oct 02, 2024

In this solo episode, Bryan is joined by special guest Will Barron to discuss the critical role of a well-defined, systematic sales process. They stress that true sales success comes from mastering fundamentals like booking meetings and communicating value, rather than relying on quick-fix tactics or gimmicks.

Will highlights the importance of a repeatable, reliable sales process backed by precise metrics—understanding how many activities lead to meetings, proposals, and closed deals. He also points out that sales training often overemphasizes product knowledge at the expense of process-driven success.

Listen now for great advice on systematizing the sales process to achieve efficiency and financial freedom.

Curious what the Blind Zebra Sales Operating System is all about? You can learn more here.

And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.

#812: Yellow Flags: Turning Objections into Opportunities Oct 01, 2024

In this episode, Bryan and Bill continue their conversation about the concept of authenticity in sales and the critical importance of "backstage" work.

They explore how the unseen majority of a salesperson's efforts shapes their public persona and performance. The guys discuss the value of clearly defining an ideal customer profile and propose a fresh approach to objection handling through "Yellow Flag" meetings.

The conversation also touches on discovering one's noble purpose in sales and how internal work leads to more authentic and effective client interactions. This episode is a must-listen for sales professionals seeking to enhance their authenticity and effectiveness in the field.

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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Trust, Credibility and CRM with Matt Wittlief Sep 25, 2024

In this solo episode, Bryan is joined by Zinc Partners' Matt Wittlief to dive deep into the world of Customer Relationship Management systems, focusing on how salespeople and sales leaders can leverage CRM to drive better results.

For many sales professionals, platforms like Salesforce are seen as glorified rolodexes and just another task on their to-do list. But Matt and Bryan challenge that notion and encourage a different perspective. They discuss how to make your CRM work for you by understanding the essential information that can enhance your daily workflow, prioritize your tasks, and guide your decision-making.

The guys also explore the art and science of forecasting, from analyzing opportunities and deal stages to evaluating historical trends. They share practical strategies for creating reliable forecasts that empower your team and influence organizational decisions.

Curious what the Blind Zebra Sales Operating System is all about? You can learn more here.

And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.

#811: Authenticity vs. Sales Tactics Sep 24, 2024

In this episode, Bill and Bryan discuss authenticity in sales. They explore the tension between being genuine and using learned sales tactics, questioning whether certain techniques compromise a salesperson's authenticity.

The guys talk about the evolution of sales practices, the importance of unlearning outdated methods, and the need for salespeople to adapt to the present and future of selling. They challenge listeners to reconsider traditional closing techniques and instead focus on building trust through consistent, value-driven interactions.

This episode offers fresh perspectives on maintaining integrity in sales while still achieving results in today's rapidly changing business landscape.

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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Authenticity Matters with Andy Mork Sep 18, 2024

In this solo episode, Bryan is joined by Andy Mork, owner of Mork Productions and BrandSlap.

Bryan and Andy talk about the ongoing struggle salespeople face to capture buyers' attention and stay relevant. And while they agree that short form video is one of the best ways to do that, they also remind us that the key to creating good content is authenticity.

Bryan and Andy offer some great advice for getting started with video, embracing your own imperfection and what to do if you simply don't know what to say.

Curious what the Blind Zebra Sales Operating System is all about? You can learn more here.

And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.

#810: Bad Advice and How to Avoid It Sep 16, 2024

In this episode, Bryan and Bill dive into the tricky topic of dealing with bad advice. Whether it comes from managers, family members, or even ourselves, not all advice is created equal.

The guys discuss strategies for critically evaluating advice, emphasizing the importance of critical thinking in sales and business. They explore how to frame questions to get more specific, useful advice and evaluate the source and motivations behind guidance.

They also tackle the challenge of balancing respect for authority with trusting your own judgment. And, when it might be time to consider a career change due to poor leadership.

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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#809: How Change Can Be a Competitive Edge Sep 09, 2024

In this episode, Bill and Bryan dive into the ever-present topic of change, both in sales and in life. They discuss how to approach shifts in your career, from minor territory redesigns to major life transitions.

The guys offer valuable insights on reframing your mindset around change, getting ahead of industry trends, and finding your way into new situations rather than resisting them. With practical tips and thoughtful perspectives, this episode equips sales professionals and leaders with strategies to thrive in an evolving business landscape.

Whether you're facing a small adjustment or a significant transformation, tune in for guidance on embracing change and driving personal growth.

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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Standing Out in a Noisy World with Jon Barcellos Sep 04, 2024

In this solo episode, Bryan is joined by Jon Barcellos, Head of Solutions at Postal.

Bryan and Jon talk about how difficult it can be to get buyers' attention and consider strategies to help sellers stand out in a noisy world. They also discuss the one critical element you must employ as part of any gifting program.

Want to meet Bryan and Jon in person? Join us for Huddle on Thursday, September 12!

Curious about the Blind Zebra Sales Operating System? You can learn more here.

#808: Building Genuine Connections in the Digital Age Aug 26, 2024

In this episode, Bill and Bryan dive into the concept of "LinkedIn citizenship" and how to effectively use the platform without falling into the trap of constant self-promotion.

They discuss the importance of balancing giving and getting on LinkedIn, sharing practical tips on how to create valuable content, make meaningful connections, and avoid common pitfalls. Whether you're a seasoned LinkedIn user or just getting started, this episode offers insights on how to be a good "digital citizen" while leveraging the platform for professional growth.

Learn how to stand out among the 3% of content creators on LinkedIn and escape the obscurity that comes with inactivity.

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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Level Up Your Sales Process Aug 21, 2024

In this solo episode, Bryan breaks down how to optimize your sales process by timestamping two critical elements.

Whether you've already got a sales process or are starting from scratch, you'll learn you how to set up clear, efficient timelines that make life easier for you and your prospect.

Listen now to make your sales process smoother and more effective!

See you at Huddle? Get tickets here.

If you're ready to learn more about the Blind Zebra Sales Operating System, you can get the details here.

#807: The Journey from Stuck to Thriving Aug 19, 2024

In this episode, Bill and Bryan discuss the journey from point A (current reality) to point B (desired outcome) in sales and personal growth. They explore the concept of being stuck in a comfortable but limiting situation and provide practical strategies for breaking out of complacency.

The guys delve into recognizing and embracing the "twinges" of desire for growth, identifying and reframing obstacles that hold you back, and seeking insight from successful peers in your desired role.

They also emphasize the importance of changing your mindset when pursuing new opportunities.

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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#806: The Price is Right - Overcoming Resistance Aug 12, 2024

In this episode, Bill and Bryan tackle the timely issue of price resistance in sales. As inflation rises and budgets tighten, salespeople are facing increased pushback on pricing.

Bill and Bryan share valuable insights on how to handle these objections effectively. They discuss recognizing when "price" is masking a deeper issue of perceived value, and the importance of reframing the conversation from "price" to "economics."

The guys also provide tips for focusing on the full economic picture and ROI. Whether you're dealing with budget constraints, increased cost sensitivity, or prospects looking to negotiate, this episode provides practical advice for sales professionals navigating today's challenging economic landscape.

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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Cold Calling Sucks: An Eye-Opening Convo with 30 Minutes to President's Club Aug 07, 2024

In this solo episode, Bryan engages in a dynamic conversation with Armand Farrokh and Nick Cegelski, co-hosts of the 30 Minutes to President's Club podcast.

The duo shares insights from their new book, "Cold Calling Sucks, and That's Why It Works," which challenges common misconceptions about cold calling and provides data-backed strategies for success.

Discover surprising statistics on voice mails, objections, and the power of multithreading in sales and unlock a wealth of other practical advice to revolutionize your cold calling game!

If you're ready to learn more about the Blind Zebra Sales Operating System, you can get the details here.

#805: Sales Lessons From Prince and Peyton Manning Aug 05, 2024

In this episode, Bill and Bryan draw unexpected parallels between sales excellence and two legendary figures: musical icon Prince and NFL quarterback Peyton Manning. They explore how the dedication, work ethic, and interpersonal skills of these superstars can inspire sales professionals to elevate their game.

The guys discuss the importance of a relentless commitment to mastery, consistent practice, and staying grounded while connecting with your team and customers. They also delve into the value of personal development, continuous improvement, and the crucial role of passion in achieving long-term success.

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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#804: Breaking Free From Business Blinders Jul 29, 2024

In this episode, Bill and Bryan delve into the critical issue of recognizing and addressing blind spots in business and sales. They explore how business owners can become too entrenched in their thinking, missing obvious solutions to their problems.

The guys discuss the impact of stress on decision-making and offer techniques for identifying personal stress indicators. They emphasize the importance of challenging assumptions and listening to instincts, providing valuable strategies for improving self-awareness and decision-making in high-pressure business environments.

Bill and Bryan offer practical advice for salespeople and business leaders on how to pull focus, overcome fixed mindsets, and remain open to new perspectives.

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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#803: Why Sales Training Doesn't Work Jul 22, 2024

In this episode, Bill and Bryan challenge conventional wisdom by arguing that traditional sales training is no longer effective in today's business landscape.

Drawing from their decades of experience, they discuss why common sales methodologies fall short and why focusing solely on "getting to yes" is a flawed approach. The guys explore why companies default to sales training when results are lacking, the limitations of one-size-fits-all training programs, and how younger generations like Millennials and Gen Z are changing the sales game.

They emphasize the need for a more holistic, authentic approach to sales achievement and explain why running your sales territory "like a business" is crucial but rarely taught. And offer fresh perspectives on what truly drives sales success in the modern era, suggesting it's time for a paradigm shift in how we approach sales development and training.

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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Live from Indianapolis Jul 17, 2024

In this solo episode, Bryan is at the Blind Zebra World Headquarters in Indianapolis, in front of a live audience. As we reach the midpoint of 2024, the first half has been challenging for some of us and outstanding for others, but everyone is eager to finish the year strong.

Bryan is joined by John Geter, Regional Sales Manager at Partners Personnel, to discuss the outlook for the back half of '24. They explore John’s plans for the next six months and emphasize the importance of shifting from annual planning to a six-month business strategy. This approach allows for a much-needed reset, considering all the changes experienced in the first half of the year.

If you're ready to learn more about the Blind Zebra Sales Operating System, you can get the details here.

#802: The Choices That Shape Your Success Jul 15, 2024

In this episode, Bill Caskey and Bryan Neale explore critical career dilemmas faced by sales professionals.

They discuss pivotal choices such as staying in a comfortable job versus seeking new opportunities, breaking through income plateaus, and embracing personal branding. They emphasize how recognizing these moments and making intentional decisions can significantly impact career growth.

The guys offer advice on approaching these challenges, highlighting that even small choices can lead to substantial long-term success.

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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Live from Kansas City Jul 02, 2024

In this solo episode, Bryan comes to you from Lonnie’s Reno Club at the Ambassador Hotel in Kansas City. Bryan and a live audience are joined by a longtime listener, Chad Waldo.

Bryan and Chad reflect on their early careers in sales, from pressure to panic, and tell some personal stories that will likely resonate with anyone who’s ever been new to sales. They also discuss the math of sales, the importance of patience, and remind us to focus on controllable behaviors.

Want to learn more about the Blind Zebra Sales Operating System? Let's go!

#801: Diagnosing Your Way to More Deals Jun 24, 2024

In this episode, Bill and Bryan dive into the critical skill of sales diagnostics. Drawing insights from Bill's recent health experience, they explore how thorough "lab work" in sales can uncover compelling reasons for prospects to change.

The guys discuss the importance of intention, assertiveness, and detachment in the sales process, emphasizing the need for salespeople to become skilled diagnosticians rather than order-takers.

They also offer practical tips on improving your diagnostic game, including how to use data effectively and when to walk away from opportunities.

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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#800: The Wake-up Call: Taking Stock of Your Habits and Behaviors Jun 17, 2024

In this episode, Bill shares his personal story of a recent health scare that served as a wake-up call, prompting him to reevaluate his habits and behaviors.

The guys delve into the importance of self-awareness, taking inventory of our actions, and the outcomes they produce. They discuss how easily we can fall into complacency, letting unproductive habits and outdated thinking hold us back from achieving our full potential.

This episode challenges listeners to take a hard look at their own habits, behaviors, and thought patterns, and consider what changes might be necessary to break through plateaus and reach new levels of success.

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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#799: Future-Proofing Yourself Through Personal Branding Jun 03, 2024

In this episode, Bill and Bryan discuss the importance of actively building and maintaining your personal brand, even when you aren't actively looking for a new job. They emphasize how potential employers almost always review candidates' online presence, especially on LinkedIn, even before looking at resumes.

They guys share strategies for optimizing your LinkedIn profile, creating content that showcases your expertise, and nurturing your network consistently. They also propose the powerful idea of building your own email list of friends, family, acquaintances and past clients to share valuable content and insights with - making you top of mind when opportunities arise.

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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Attributes of a Great Sales Operating System May 29, 2024

In this solo episode, Bryan talks about the characteristics of a great sales operating system, including a "duh" factor and seriously quick speed to value.

He also teaches you how to use a BZSOS tool called CRM Clean-Up to help take some of the pressure off yourself - and get your CRM data so clean you can eat off of it

Want to learn more about the Blind Zebra Sales Operating System? Let's go!

#798: Overcoming Resistance to Change May 27, 2024

In this episode, Bill and Bryan Neale delve into the common resistance people face when trying to implement new approaches or strategies, particularly in the sales world.

The guys discuss the underlying reasons for this reluctance, often rooted in fear, and how to overcome it. Drawing from personal experiences and insights, they provide practical tips on recognizing self-limiting beliefs, embracing a growth mindset, and taking calculated risks to break through stagnation.

Whether you're a seasoned professional or just starting out, this episode offers valuable perspectives on embracing change and continuous improvement for long-term success.

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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Who Is BZ and What Is the Blind Zebra Sales Operating System? May 22, 2024

Please allow Bryan to introduce himself.

In this solo episode, Bryan shares a little bit about his personal and professional life.

You'll hear the backstory of his firm got such an interesting name. He also shares details about the evolution of the Blind Zebra Sales Operating System and explains the difference between a sales process and a sales operating system.

Ready to learn more about the Blind Zebra Sales Operating System? Let's go!

#797: The Lost Art of Questioning in Sales May 20, 2024

In this episode, Bill and Bryan discuss what they see as the lost art of asking effective, insightful questions during sales discovery and qualification.

Many salespeople rush through this stage by asking leading questions rather than using open-ended queries to genuinely understand the prospect's situation.

The guys argue that failing to properly qualify through skillful questioning leads to cluttered pipelines full of unqualified deals. And they emphasize relearning the art of questioning to have more honest, productive sales conversations that expose the right opportunities.

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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Reframing the Money Conversation May 16, 2024

In this solo episode, Bill shares a powerful strategy for having more effective and comfortable conversations about pricing, ROI, and the financial implications of your product or service.

He explains why salespeople often struggle with money conversations and avoid bringing up pricing until the last minute. His key advice is to reframe the pricing discussion to look at the full "economic picture" surrounding the prospect's investment decision.

By expanding the dialogue to encompass all of these financial elements, you can have a deeper, more thoughtful discussion that the prospect will appreciate.

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

#796: Uncovering Your Blind Spots May 13, 2024

In this episode, Bill and Bryan delve into the importance of self-reflection for salespeople. They share thought-provoking questions that every salesperson should ask themselves to identify their true purpose, uncover limiting beliefs, and unlock their full potential.

From understanding your "why" to recognizing your unique abilities and desired future, this episode provides a roadmap for self-examination and personal growth. Gain valuable insights to help you break through ceilings, align your career with your deeper motivations, and achieve greater success in sales and in life.

Don't miss this inspiring conversation that will challenge you to look inward and strive for continuous improvement.

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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Proclaim Your Sales Process, But Don't Control It May 09, 2024

In this solo episode, Bill Caskey shares a counterintuitive approach to controlling the sales process more effectively.

He emphasizes the importance of having a clearly defined sales process to guide prospects throughout, but advocates against trying to forcefully control or push prospects through the process.

He provides practical insights on when to disengage from unresponsive prospects and focuses on attracting customers who value and respect the sales process.

Ready to Challenge the limits of your income? Join the Million Dollar Seller 5-Day Challenge Today! http://milliondollarsellerchallenge.com

#795: Breaking Through the Fear of Change May 06, 2024

In this insightful episode, Bill and Bryan dive deep into the challenges salespeople and businesses face when trying to implement new strategies and make meaningful changes. They emphasize the importance of examining one's mindset and recognizing the underlying fears that often hinder progress.

They discuss how defensive mechanisms and attachments to old ways of thinking can prevent individuals from embracing new behaviors and ideas, even when those changes could lead to better results.

The guys encourage listeners to question their own resistance to change and explore what they might be afraid of, whether it's fear of failure, fear of success, or fear of judgment.

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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The Pre-Game Mental Routine for Sales Success May 02, 2024

In this solo episode, Bill Caskey dives into the critical mental and physical preparation needed before any important sales call, presentation, or client interaction.

He emphasizes the importance of getting your mind in the right state by focusing on the proper intention - which is never to "sell them something."

Bill provides practical tips on clarifying your intention to serve the client's needs and having a clear plan for executing the first 30-60 seconds to start interactions powerfully. He stresses that nailing the opening sets the tone for the entire engagement.

Ready to Challenge the limits of your income? Join the Million Dollar Seller 5-Day Challenge Today! http://milliondollarsellerchallenge.com

#794: Escaping the Sales Funk Apr 29, 2024

In this episode, Bryan and Bill address the general "funk" or malaise they're sensing across the sales landscape as the first quarter of the year comes to a close.

With many companies missing their goals, leadership teams applying undue pressure, and salespeople making excuses, the guys offer advice for overcoming this negative mindset. They emphasize taking individual responsibility, adopting new prospecting behaviors and strategies, and avoiding the trap of "old thinking" that leads to stagnation.

Whether feeling stuck in a funk or open to change, listeners will get a motivating kick to break out of unproductive routines and position themselves for success in any market conditions.

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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How to Get Past Fear and Anxiety Apr 25, 2024

In this solo episode, Bill Caskey addresses a common challenge faced by professionals: the nagging feeling of fear, anxiety, or doubt that can creep up unexpectedly. Drawing from his extensive experience, Bill shares a simple yet powerful strategy to overcome these mental hurdles.

By adopting a mindset centered on genuinely helping the customer, regardless of whether they ultimately choose to work with you, the fear and anxiety dissipate.

Ready to Challenge the limits of your income? Join the Million Dollar Seller 5-Day Challenge Today! http://milliondollarsellerchallenge.com

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

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#793: The Freedom of Detachment Apr 22, 2024

In this episode, Bill and Bryan explore the concept of detachment from outcomes, inspired by insights from renowned thinker Seth Godin.

The guys discuss the importance of embracing the journey itself rather than being overly attached to specific results. Using examples from their own experiences, they delve into how letting go of outcome fixation can open up new pathways for growth, creativity, and fulfillment.

This thought-provoking episode encourages listeners to find joy in the process and not get caught up in chasing externally defined markers of success. It's a refreshing reminder to stay present and enjoy the ride, wherever it may lead.

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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#792: Embracing Objections in the Sales Process Apr 15, 2024

In this episode, Bill and Bryan explore how salespeople's natural optimism and positive outlook can sometimes hinder their ability to effectively handle objections and resistance from prospects.

Drawing parallels to the highly anticipated solar eclipse, they discuss the importance of shifting into an "emotionally neutral" mindset to approach objections as opportunities for collaboration and learning, rather than obstacles to overcome.

The guys delve into the concept of "yellow flags" - proactively identifying potential roadblocks with clients - and the benefits of this transparent approach. Tune in to discover how embracing the "eclipse" of objections can ultimately lead to stronger relationships and more successful sales outcomes.

=================================

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

=================================

#791: Seek Clarity, Find Confidence Apr 01, 2024

In this episode, Bill and Bryan discuss one of the bold moves from Bill's new book "12 Bold Moves" - the idea that clarity yields confidence.

The guys explore how getting clear on intentions, roles, structures, and agendas can boost confidence in various situations, whether it's giving a presentation, handling a difficult client call, or creating video content. They share personal examples and insights on how seeking clarity, rather than just trying to muster up confidence, can position you for success.

Whether you're in sales, performing on stage, or pursuing any endeavor, this episode highlights the transformative power of clarity in building true confidence.

=================================

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

=================================

#790: Game the Plan: Compensation Strategies with Xactly's Taylor Wilding Mar 25, 2024

Bill and Bryan are joined by Taylor Wilding, VP of Sales at Xactly, to discuss key principles around effective sales compensation plan design.

Taylor shares insights on motivating the right behaviors, balancing corporate goals with individual incentives, the importance of pipeline accuracy, and how reps can take an intentional approach to achieving their own income goals.

They also cover warning signs that your compensation plan may need an overhaul and provide details on Xactly's upcoming Upside user conference in San Francisco.

Struggling to design a sales compensation plan that actually works? Check out Xactly, xactlycorp.com, and see how their AI-powered platform can help optimize your commissions, motivate your team, and drive growth - be sure to mention The Advanced Selling Podcast!

=================================

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

=================================

#789: Unlocking Your Inner Accountability Mar 18, 2024

In this thought-provoking episode, Bryan and Bill explore the concept of accountability in sales. They challenge the traditional notion of leaders holding sales teams accountable, arguing that true accountability stems from within.

Through insightful discussions and real-life examples, they provide a practical framework for salespeople to assess their strengths, identify areas for improvement, and find joy in the process.

Discover how embracing self-accountability can unlock greater motivation, discipline, and ultimately, better sales results. Whether you're a salesperson seeking personal growth or a leader looking to foster a culture of ownership, this episode offers valuable insights to help you reinvent your approach to accountability.

Struggling to design a sales compensation plan that actually works? Check out Xactly, xactlycorp.com, and see how their AI-powered platform can help optimize your commissions, motivate your team, and drive growth - be sure to mention The Advanced Selling Podcast!

=================================

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

=================================

#788: Removing the Guesswork from Sales Mar 11, 2024

Accurate sales forecasting is a consistent struggle for many organizations. In this episode, Bill and Bryan dive deep into the root causes behind this prevalent issue.

They explore how leadership's pressure for inflated pipelines can lead to inaccurate forecasts, as well as the inherent unpredictability of human nature that impacts both buyers and sellers.

The guys discuss the importance of extreme objectivity in the sales process, addressing lagging closed dates and the need for a true partnership mindset between buyers and sellers.

Struggling to design a sales compensation plan that actually works? Check out Xactly, xactlycorp.com, and see how their AI-powered platform can help optimize your commissions, motivate your team, and drive growth - be sure to mention The Advanced Selling Podcast!

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

=================================

#787: Motivating Beyond Money Mar 04, 2024

In this episode, Bill and Bryan discuss best practices for motivating sales teams through compensation.

The guys explain why overly complex commission structures often backfire by eroding trust between sales reps and management. They share real world examples of commission plans gone wrong, and advise simplifying compensation to focus on customer needs instead of maximizing rep pay.

They also emphasize striking a balance between company goals and rep motivations. Listen for tips on creating commission plans that incentivize integrity and service.

Struggling to design a sales compensation plan that actually works? Check out Xactly, xactlycorp.com, and see how their AI-powered platform can help optimize your commissions, motivate your team, and drive growth - be sure to mention The Advanced Selling Podcast!

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

=================================

#786: Thinking Outside the Sales Box Feb 26, 2024

In this episode, Bill and Bryan discuss some of their unconventional and counterintuitive sales tactics that go against the grain of traditional sales training.

They talk about focusing on quality over quantity in your sales pipeline, how more income doesn't necessarily require more work, keeping your intentions pure when prospecting, and how transforming your mindset is key to boosting your sales and income.

Tune in for a fresh perspective on selling that challenges sales coaching orthodoxy.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

=================================

#785: Mid-Quarter Checkup on Your 2024 Goals Feb 19, 2024

We're about 6-7 weeks into the new year. How are you tracking against your 2024 goals so far?

In this episode, Bill and Bryan discuss the importance of taking inventory and making any necessary course corrections at this stage. Learn tips on capitalizing on a strong start or regaining momentum from a slower beginning.

They'll also cover the power of consistent behaviors and starting small to build sustainable growth.

Whether you're firing on all cylinders or need a spark, this timely mid-quarter checkup will get you focused on finishing 2024 strong.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

=================================

#784: Inner Reflection for Outer Connection Feb 12, 2024

In this introspective episode, Bill and Bryan discuss the importance of being aligned with your true self in order to build rapport with others. They talk about examining your own limitations, beliefs, and patterns of self-sabotage that may be holding you back from living your purpose.

Bill shares how it's difficult to love others if you don't love yourself first. Bryan stresses the importance of telling yourself the truth and not beating yourself up.

The guys also recommend the book "Love Yourself Like Your Life Depends On It" by Kamal Ravikant for anyone struggling with low self-worth.

Tune in for an insightful discussion on getting in touch with your authentic self in order to improve relationships and success.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

=================================

#783: Building Trust and Rapport in the Digital Age Feb 05, 2024

In this episode, Bill and Bryan discuss how to build genuine rapport and trust with prospects in a digital selling world.

They talk about why rapport starts from within and how to have an authentic intention to understand clients. They also share tips on using tools like Zoom more effectively and ways to create rapport digitally.

They guys explore what real trust means, how it's granted, not earned, and why trying too hard to "build rapport" can backfire. They emphasize being sincerely interested in learning about clients as individuals to foster genuine connections.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

=================================

#782: The Courage to Speak Your Truth Jan 29, 2024

In this episode, Bill and Bryan have an honest discussion about finding the courage to speak your truth in business and sales situations. They talk about times when we hold back from saying what we really think or feel, and why it's important to push past the fear and share truthful feedback and opinions even when it feels uncomfortable or risky.

The guys share stories and examples from their own careers about difficult conversations with clients and colleagues where they ultimately decided to speak up.

They explore the personal growth that can come from expressing your authentic perspective, and the positive impact it can have on relationships and outcomes when done with care and good intent.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

=================================

#781: The Art of the First Call Jan 22, 2024

In this episode, hosts Bill and Bryan share their best tips and strategies for nailing your first sales call. They discuss how to prepare mentally, set the right context, use an agenda, tell relevant stories, and research your prospect.

The guys emphasize having the right mindset of curiosity and fun rather than pressuring for the sale. They give actionable advice for building rapport quickly and exploring whether there should even be a second call.

Tune in to pick up tactics that will transform your cold calls into warm, engaging conversations.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

=================================

#780: Quick Hacks to Level Up Your LinkedIn Videos Jan 15, 2024

In this quick episode, Bill and Bryan provide some tactical tips to help you get started creating high-quality LinkedIn video content in 2024.

The guys discuss how to frame your video around solving a specific problem, finding leverage like hiring an intern to help edit and repurpose your videos, being consistent with your process and format, and offering a clear call-to-action.

Whether you're new to LinkedIn video or want to step up your game in the new year, this episode will help set you on the path to success.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

=================================

#779: Can One Word Boost Your Sales in Q1? Jan 08, 2024

In this episode, Bill and Bryan discuss the power of choosing a single word to focus on each quarter of the year.

The guys explain how picking an intentional word like "process" or "leverage" can help salespeople stay focused, make better decisions, and achieve their goals.

They give you their strategies for selecting meaningful words of the quarter and putting them into practice in both business and life. They also share real examples of using these words to filter choices and actions.

Join our upcoming Insider session! Go to http://advancedsellingpodcast.com/insider to join today.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

=================================

#778: If You Had $1,000 to Invest, Where Would You Put It? Dec 18, 2023

In this Holiday episode of The Advanced Selling Podcast, Bill and Bryan discuss an interesting question - if you had $1,000 to invest in your business or career in 2023 with the goal of generating more revenue in 2024, what would you spend it on?

The guys share ideas like investing in LinkedIn Premium, sales enablement software, creating opt-in lead generation assets, and hosting events to position yourself as a thought leader.

Tune in for their recommendations on how to leverage a small investment into bigger sales success.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

=================================

#777: Expanding Beyond Your Comfort Zone Dec 11, 2023

As 2023 draws to a close, Bill and Bryan reflect on key lessons and changes from this year that they aim to carry with them into 2024. This includes maintaining a steadfast mindset that "everything will be okay" even amidst challenges, focusing more on purpose over profits, and perfecting their sales processes for optimal results.

Looking ahead, they preview a future episode where they will explore the self-image dilemma - how our subconscious beliefs about ourselves can inadvertently limit our ability to reach our full potential, even when presented with clear opportunities for growth.

The guys plan to take a deeper dive into understanding and overcoming this self-sabotaging phenomenon.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

=================================

#776: A Rockstar Game Plan to Start the New Year Strong Dec 04, 2023

As 2023 winds down, Bill and Bryan share practical advice for sales professionals to hit the ground running on January 2nd.

The guys discuss the power of planning ahead, calendaring key activities, and using the holidays to create assets like webinars. Even if your plans feel like a pipe dream now, put them on the calendar and work backwards.

Gain momentum going into the new year so you're fired up, focused, and ready to crush it!

Is it time for you to get serious about your 2024 goals? If so, join our 2024 Personal Business Planning Masterclass on December 6th. To learn more go to http://billcaskey.com/personalbusinessplanning

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

=================================

Make Video Work for You Nov 29, 2023

We’re back in your feed with a bonus episode! Bryan Neale is joined by Margaret Henney, Director of Marketing at Covideo.

The two chat about the new regulations being placed on email and what that means for sales & marketing. Margaret also shares some best practices for incorporating video into your sales process.

To learn more about Covideo and see an example of how it can help you grow your business, visit https://www.covideo.com.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

=================================

#775: Marketing in the Age of Authenticity Nov 27, 2023

In this episode, Bill and Bryan explore how the tide is turning against inauthentic marketing outreach. With major email providers restricting spam, sales professionals now need marketing plans centered around value and relevance.

How can you leverage existing social media habits to be more active on LinkedIn? What marketing behaviors should you commit to consistently?

Tune in as Bill and Bryan discuss why sales and marketing success in 2024 will require embracing personalization and eschewing mass outreach spray and pray approaches of the past. Learn how to craft marketing that cuts through the noise by leading with authenticity.

Is it time for you to get serious about your 2024 goals? If so, join our 2024 Personal Business Planning Masterclass on December 6th. To learn more go to http://billcaskey.com/personalbusinessplanning

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

=================================

#774: Identifying Your Unique Gifts and Talents Nov 20, 2023

In this episode, Bill and Bryan discuss the importance of identifying and utilizing your unique gifts and talents in business and sales. They talk about how natural talents can often be overlooked because they come so easily to us.

The guys provide examples of skills that are in their "zone of genius" versus skills that are a struggle. They emphasize leveraging your gifts and spending less time trying to improve weaknesses.

Whether you believe your gifts come from a higher power or are developed over time, they encourage you to reflect on and better utilize your unique abilities.

Is it time for you to get serious about your 2024 goals? If so, join our 2024 Personal Business Planning Masterclass on December 6th. To learn more go to http://billcaskey.com/personalbusinessplanning

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

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

=================================

#773: Avoiding Common Year-End Sales Mistakes Nov 13, 2023

Bill and Bryan discuss some of the most common mistakes sales teams make when trying to close out the year strong. They talk about the dangers of discounting to hit quota, warning that this can train customers to always expect a deal.

The guys emphasize starting with the intention to help prospects truly, not just make the numbers look good. They advise against putting too much pressure on prospects to close deals by year-end when there may not be a good reason and the importance of having a vision for both the next 30-45 days and the coming year so you don't lose momentum.

Time for you to get serious about your 2024 goals? If so join our 2024 Personal Business Planning Masterclass on December 6th. To learn more go to http://billcaskey.com/personalbusinessplanning

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

=================================

System of Action vs. System of Record Nov 08, 2023

This week we’re bringing you a bonus episode of ASP! Host Bryan Neale sat down with Bill Johnson, CEO of Salesvue.

The two discuss the stark difference between sales when they started their career and sales in 2023. They also dig into how to make your CRM your system of action vs. just your system of record.

To learn more about Salesvue and whether it can help grow your business, visit https://salesvue.com.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

=================================

#772: Evaluating What Truly Matters Nov 06, 2023

In this episode, Bill and Bryan have an important conversation about fulfillment and meaning beyond just hitting sales targets and revenue goals. They introduce the concept of the Thriving and Fulfillment Inventory (TFI), encouraging listeners to take stock of what activities and parts of their work truly light them up versus simply going through the motions.

The guys share personal examples from their own careers about times they've chased validation or followed a certain path just because it led to more money, but didn't actually bring joy or meaning. They also stress the importance of having supportive people in your life who will encourage you to pursue your passions. Even if it doesn't immediately make sense on paper, sometimes it's those less obvious ideas that end up thriving and leading to fulfillment.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

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

=================================

#771: The Invisible Forces Holding Your Back Oct 30, 2023

In this episode, Bill and Bryan discuss the invisible forces that hold us back from reaching our full potential. They talk about how we can get comfortable with a certain level of achievement or income, and then stop pushing ourselves to grow once we reach that threshold.

The guys explore the roots of this "invisible pole" that anchors many of us from ascending to the next level in our careers and lives. They share motivating stories of public figures who have walked away from fame and fortune in pursuit of a simpler, more meaningful life.

They also delve into the power of choice - how we can consciously choose our path and change course at any time. If you struggle with an invisible force holding you back, this episode will give you perspective and tools to break free.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

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

=================================

#770: Finding Passion, Purpose and Performance in Sales Oct 23, 2023

In this episode, Bill and Bryan tackle the common pressure for salespeople to make their passion their job and income source. They offer perspective around looking deeper to find fulfillment in elements of your current sales role, while also pursuing side projects and passions outside of work that can boost energy, creativity and performance.

Drawing from their own experiences, they share stories and tips to help salespeople and other professionals nurture their interests and find deeper purpose, both within and outside of their primary career.

Tune in for an engaging dialogue and practical wisdom around achieving fulfillment both in and out of your sales job. Discover ways to love what you do, while also making time for the things you love.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

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

=================================

#769: Leveraging Your Assets to Achieve More Oct 16, 2023

In this episode, Bill and Bryan discuss how high achievers and experienced sales professionals can get to the next level, not by necessarily learning new skills, but by better leveraging the skills and assets they already have.

The guys talk about how our mindset of "more work and effort" often holds us back from identifying and utilizing key leverage points like time, relationships, talent, and technology. They also share examples and perspectives on how to inventory your unique assets and think creatively about maximizing them to improve your income, impact, and fulfillment in selling.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

=================================

#768: Death By Data: When Numbers Kill the Sales Mojo Oct 09, 2023

In this episode, Bill and Bryan debate the pros and cons of relying too heavily on data in sales. They discuss common sales metrics like funnel velocity, win rates, and lead response times.

While data can provide useful insights, the guys argue overusing statistics can drain the human creativity, relationships, and instinct needed to close deals.

They'll help give you some perspectives on keeping data in its place so it doesn't kill the sales mojo. They also tell you how to leverage numbers to complement rather than replace sales skills and emotional intelligence.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

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

=================================

#767: Maximizing Potential in Sales Oct 02, 2023

In this episode, Bill and Bryan discuss the critical role of sales leadership in helping teams reach their full potential.

The guys highlight the need for sales leaders to lead by example and invest in their own growth. The hosts also emphasize the importance of self-improvement for sales professionals and how taking ownership of your development can lead to breakthroughs in your career.

If you're looking for insights on sales leadership, personal growth, and maximizing your potential in sales, tune in for valuable tips and inspiration.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

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

=================================

#766: Is It Time to Make a Career Transition? Sep 25, 2023

Are you in the job market or planning to make a move soon?

In this episode, Bill and Bryan discuss tips for job seekers in the current market and share strategies for finishing the year strong in sales.

The guys offer valuable advice on standing out and positioning yourself effectively to land your dream sales job. They also emphasize the importance of being visible and leveraging your personal brand through platforms like LinkedIn.

As we celebrate our 17 years of podcasting, we want to hear from you! Send us your well-wishes, questions, or any thoughts you'd like to share. Email us at listener@advancedsellingpodcast.com. We appreciate your support and look forward to the next 17 years with you!

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

=================================

#765: Old School Techniques That Still Work Sep 18, 2023

In this episode, Bill and Bryan continue their birthday celebration by revisiting some old school sales techniques that still pack a punch in the modern world of selling.

The guys share insights on picking up the phone for personal outreach, getting in the game by attending events and networking, asking for help, and the power of inviting prospects to meaningful events.

These timeless strategies are a reminder that successful sales is about building genuine connections and leveraging them for business growth. Don't miss this episode filled with practical tips that can reinvigorate your sales efforts.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

=================================

#764: Lessons from 17 Years at The Advanced Selling Podcast Sep 11, 2023

Join Bill Caskey and Bryan Neale in this special episode as they celebrate their 17th birthday on the Advanced Selling Podcast.

The guys reflect on their journey, share behind-the-scenes insights into podcasting, and answer questions from their listeners. They'll share how they consistently find topics, the platform they use, the gear they recommend, and the valuable lessons they've learned along the way.

This episode is not just a celebration of their podcast but a glimpse into the power of consistency, camaraderie, and the global reach of podcasting.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

=================================

#763: What Your Team Needs but Doesn't Have Sep 05, 2023

In this episode, Bill and Bryan tackle a unique challenge: creating a video for sales leaders, VPs, CEOs, and presidents. The goal is to explore crucial yet often overlooked sales skills.

Discover how advanced LinkedIn proficiency, the ability to convey complex ideas clearly, belief as a skill, and effective planning can transform your team's performance. Get practical tips and insights to enhance your sales abilities and stay ahead in the ever-changing world of sales.

Don't miss this opportunity to elevate your team's game. Stay tuned for the upcoming video on the Advanced Selling Podcast website, and start mastering these essential skills today.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

=================================

#762: How to Navigate Economic Uncertainty in Sales Aug 28, 2023

In this episode of the Advanced Selling Podcast, hosts Bill Caskey and Bryan Neale discuss the challenges salespeople face with constant economic news bombardment. They offer strategies to cut through the noise, stay focused, and serve clients.

The guys emphasize the value of personal observation over media narratives and share insights on dealing with AI-driven content. Tune in for actionable tips to remain centered and productive in uncertain times.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

=================================

#761: To Cadence or Not to Cadence Aug 21, 2023

In this episode, hosts Bill Caskey and Bryan Neale tackle the age-old question of sales cadences – the structured outreach sequences used by many salespeople.

They discuss the merits of using a cadence while emphasizing the need for authenticity and value delivery. Bill and Bryan share insights into crafting meaningful interactions, rather than relying on automated templates.

They challenge the idea of a one-size-fits-all approach, suggesting that offering valuable tools and advice can be more effective in building relationships.

Tune in to gain a fresh perspective on sales cadences and discover how to strike the right balance between science and authenticity in your sales efforts.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

=================================

#760: Navigating the Journey from Unseen to Desired Aug 14, 2023

In this episode, Bill and Bryan dive into a candid conversation about a common frustration they share when coaching clients – the challenge of convincing clients to create valuable content that bridges the gap between being unknown and becoming a trusted partner in the eyes of their prospects.

The guys explore the journey from initial unawareness to eventual engagement and how offering a "gesture of value" at the start of this journey can be a game-changer for clients. They share insights on overcoming resistance, letting go of attachment to outcomes, and embracing the 80/20 principle to identify and nurture clients who are truly aligned with growth.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

=================================

#759: Mastering the Fundamentals of Sales Aug 07, 2023

In this episode, Bill and Bryan return to the bedrock of successful sales: Prospecting and Active Listening. The guys reflect on the enduring power of these two fundamental skills.

Bill shares a pivotal lesson from his past, shifting his prospecting mindset from self-gain to problem-solving for clients. Bryan highlights the art of active listening with genuine intention, building deeper connections.

They draw insights from Steve Jobs' storytelling and Apple's timeless strategies, reminding us that core principles never fade. Discover how these ageless techniques can redefine your sales approach.

=================================

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

=================================

#758: Boosting Your Income in Sales Jul 31, 2023

Are you ready to shatter the limits on your income potential? In this episode, Bill and Bryan explore the secrets of achieving exponential income growth in sales and leadership roles.

Drawing from their Insider program's insights, the guys demystify the concept of "exponential income," going beyond linear percentages. They challenge you to ask the right questions about your income goals, encouraging you to envision a world where extraordinary earnings are possible.

By adopting a mindset of attracting abundance and opportunities, rather than constantly chasing money, you'll unleash your earning potential and pave the way for unparalleled growth.

=================================

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

=================================

#757: Navigating Sales Cutbacks Jul 24, 2023

In this episode, Bill Caskey and Bryan Neale discuss the challenges sales professionals face during tough economic times marked by cutbacks and budget reductions.

Drawing inspiration from their coach David Meltzer, they discuss valuable strategies for sales professionals to remain indispensable to both existing and new clients. The guys emphasize the importance of proactive communication, reevaluating offerings to meet market needs, and demonstrating exceptional value to clients.

=================================

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

=================================

#756: The Value of Unsolicited Coaching Jul 17, 2023

In this episode, Bill and Bryan discuss the concept of offering coaching to individuals who may not have explicitly sought it. They share scenarios where providing unsolicited advice can be impactful, whether it's within your family, team, or professional circle.

They delve into the significance of conscious communication, highlighting the influence of verbal tics and how they can diminish one's effectiveness. Through personal stories and practical tips, they guide listeners on navigating coaching conversations and fostering self-awareness.

=================================

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

=================================

#755: What's Really Going On? Jul 10, 2023

In this episode, Bill and Bryan delve into the hidden factors that often hinder sales professionals from taking necessary actions. They shed light on the blind spots that can cloud judgment and impede success.

By asking the crucial question, "What's really going on?", Bill and Bryan encourage listeners to explore the underlying fears and mindset obstacles that prevent them from reaching their full potential. They also discuss how reframing problems and embracing a contrarian perspective can lead to breakthroughs in both personal and professional growth.

Tune in to uncover the truth and unlock your sales potential.

=================================

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

=================================

#754: Removing Friction From the Sales Process Jul 03, 2023

In this episode, Bill and Bryan discuss the idea of removing friction in the sales process.

Drawing inspiration from a conversation with movement specialist Dr. Kelly Sterrett, they explore the importance of setting up processes that are easy to adhere to. While discussing the parallels between fitness and sales, they highlight the challenges faced in executing the sales process and provide insights on how to overcome them.

They examine various barriers that hinder the smooth execution of the sales process, such as discomfort, fear, attachment to outcomes, and lack of clarity regarding the problems they solve for clients.

Additionally, they address the resistance to ending a sales process that has lingered without progress. Tune in to this episode for an engaging discussion on identifying and eliminating friction points in the sales process, ultimately paving the way for more effective and successful selling.

=================================

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

=================================

#753: Are You Suffering From LinkedIn Fatigue? Jun 26, 2023

In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale dive into the topic of LinkedIn fatigue. They candidly discuss their personal experiences and explore ways to overcome burnout and find meaningful engagement on the platform.

If you've been experiencing LinkedIn fatigue or want to optimize your engagement on the platform, this episode offers valuable advice and actionable tips to help you find renewed energy and meaningful connections on LinkedIn.

=================================

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

=================================

#752: Unlocking Sales Potential with AI Jun 12, 2023

In this episode, Bill Caskey and Bryan Neale delve into the world of AI and Chat GPT. As sales professionals themselves, Bill and Bryan share their perspectives on how these emerging technologies can be harnessed to enhance the sales process and boost productivity.

They both share their own experiences with Chat GPT and address common fears and misconceptions. They also discuss the importance of embracing new technologies rather than succumbing to resistance or anxiety.

Tune in to this episode to gain a fresh perspective on AI and Chat GPT, and learn how these tools can empower you as a sales professional in the ever-evolving business landscape.

=================================

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

=================================

#751: Avoid Deal-Ending Surprises By Preempting Them Jun 05, 2023

In this episode, Bill and Bryan dive into a common sales challenge: dealing with unexpected surprises in the sales process.

They discuss a recent situation faced by one of Bill's clients, where a seemingly promising deal suddenly took a sharp turn in another direction. Bill seeks Bryan's feedback on how to handle such situations and explores the concept of preemption to prevent future shell shocks.

Listen in to learn the importance of resilience, perspective, and the power of detachment in navigating sales surprises.

=================================

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#750: Creating a Stellar Customer Experience May 30, 2023

In this episode of The Advanced Selling Podcast, Bill and Bryan dive into the importance of customer experience beyond the sales process.

Bryan shares a nerve-wracking car buying experience, highlighting the significance of every touchpoint a customer encounters. From the initial sales interaction to the onboarding process and beyond, the guys discuss the impact of consistent and thoughtful customer experience.

Tune in to discover how exceptional customer experiences can lead to increased referrals and long-term customer loyalty.

=================================

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#749: Embracing a Sales Philosophy for Transformation May 23, 2023

In this episode, Bill and Bryan discuss the challenge of getting individuals who are only dabbling in new information to fully commit and embrace a new way of thinking.

They explore the root causes of resistance to change and going all in, highlighting fear and comfort as major factors. They also share some ways to take a rigorously honest look at one's sales approach and suggest codifying a sales philosophy as a starting point for change.

Discover how going all in on a sales philosophy can lead to profound transformation and success in the world of sales.

=================================

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#748: Engaging the C-Suite May 15, 2023

In this episode, Bill Caskey and Bryan Neale of The Advanced Selling Podcast delve into the importance of engaging top-level executives, particularly CEOs, in the sales process.

They discuss how involving CEOs can significantly increase closing rates and share their insights on why this is beneficial for both the salesperson and the customer.

Listeners will gain valuable strategies for engaging the C-suite and improving their overall sales success.

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#747: Avoiding Burnout in Sales May 08, 2023

In this episode, sales experts Bill Caskey and Bryan Neale discuss the concept of burnout and the impact it can have on salespeople in today's environment.

They address the self-imposed and other factors contributing to burnout and explore strategies for avoiding burnout and maintaining mental and emotional health. And emphasize the importance of managing personal well-being while continuing to grow and build in the sales industry.

The guys also touch on the concept of reorienting and reinventing one's sales process to achieve desired outcomes without compromising personal health and well-being. Tune in to gain valuable insights on how to avoid burnout and sustain a healthy and successful sales career.

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#746: Finding Your Ideal Client - Part 2 May 01, 2023

In part 2 of our series, the guys take you beyond theory and into action.

Last week, Bill and Bryan equipped you with a practical framework and actionable tactics to help you identify your ideal client.

This week, we're diving deeper and sharing tips on how to successfully implement your framework and proactively seek out your ideal client. Get ready to elevate your client acquisition game and take your business to new heights!

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#745: Finding Your Ideal Client Apr 24, 2023

In this episode of the Advanced Selling Podcast, Bill and Bryan discuss practical frameworks and tactics you can use to find your ideal client and the importance of scoring clients based on their fit with the ideal client framework and offer a simple scoring system.

The guys emphasize the importance of rethinking what your ideal client looks like in the current market and give you a framework to figure out what yours might look like.

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#744: Shifting Your Ideal Client Apr 17, 2023

In this episode of the Advanced Selling Podcast, Bill and Bryan discuss the trend of sales resistance in certain markets and the need to retool the ideal client.

The guys address the fear of change that often comes with deciding to pivot even slightly and offer strategies to overcome it. They also talk about the importance of getting back to the problem and solution alignment, exploring new departments or markets, and facilitating the retooling process with the sales team, marketing, and product.

Tune in to learn how to shift your ideal client and overcome sales resistance to drive sales success.

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#743: Navigating the Current Trends in B2B Sales Apr 10, 2023

In this episode of The Advanced Selling Podcast, Bill and Bryan dive into the current trends and changes happening in B2B selling.

As the world of sales continues to evolve, it's crucial for sales professionals to stay up-to-date on the latest strategies and tactics.

Whether you're a seasoned sales veteran or just starting out, this episode is a must-listen for anyone looking to stay ahead of the curve in B2B selling.

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#742: Hunter vs. Farmer Mar 27, 2023

Do you consider yourself a hunter or a farmer? And is one better than the other?

In this episode, Bill and Bryan discuss this old debate that keeps coming up and give their opinions on hunters vs. farmers. They also give some tips to the sales leaders out there who feel like they don't have enough of either of these traits in their sales team.

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#741: Sales vs. Marketing Mar 20, 2023

Is your marketing department working with you or against you?

In this episode, Bryan and Bill talk about a problem they see in many companies: sales and marketing not working together. They discuss how the two speak different languages, but they don't have to be at odds.

And they'll give you some ways to better work with your marketing team.

If you have a marketing department, be sure to forward this episode to them!

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#740: Resistance to Change Mar 13, 2023

When the guys start working with a new client, they often see the same thing. Some of the people are completely open to coaching, but some are very resistant to new ideas or change.

Where does this resistance come from, and is it hurting or helping us?

In this episode, Bill and Bryan discuss reticence and resistance and how they might hold us back. They also give you ways to overcome this resistance to help you succeed.

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#739: People Buy From People They... Mar 06, 2023

You've probably heard the saying, "people buy from people they know, like and trust." But, do you believe that's true?

In this episode, Bryan and Bill discuss what they believe the true reason is why people buy and whether it has anything to do with us.

They also discuss how they think the sales profession will be changing in the very near future.

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#738: Old School vs. New School Selling Feb 27, 2023

Are you still using outdated sales strategies? Today, you might just find out.

In this episode, Bill and Bryan discuss old-school selling techniques that no longer work and their new school alternatives.

They'll also give you some ideas that you can use to modernize your sales process.

—Copy and paste this in and send it to people who do bad outreach :)—Thanks for your outreach. Not interested at this time, but may I offer some unsolicited advice? This is a guide for outreach that we use for our sales team. The templates are unique and seem to get action. It's called "EmailIt: A Seller's Guide" ($20). https://resources.billcaskey.com/emailitsellersguide The author is Bill Caskey. He also has a podcast specifically for B2B sales teams he does with Bryan Neale, called The Advanced Selling Podcast. You can find it here:www.advancedsellingpodcast.com I hope these ideas are of some value.

#737: What We're Seeing That Works Feb 20, 2023

As you probably already know, Bill and Bryan have their own sales coaching practices, but it's been a while since they discussed what's working for them.

In this episode, the guys each share a few things that they are currently seeing to be successful in the sales world. They'll give you some ideas you can implement right away.

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#736: Metamorphosis of the Salesperson Feb 06, 2023

Do you think the salesperson's reputation has regressed, and it's all about the numbers?

The idea for this episode was inspired by Anthony Iannarino in one of his recent blog posts. https://www.thesalesblog.com/newsletter

The guys discuss what they are seeing in the sales profession, and they give you some ways that you can focus more on the customer and their needs. It just might make you a better sales professional.

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#735: Feeling the Pressure of Layoffs? Jan 30, 2023

We are seeing it more and more in every news outlet. Are all the recent layoffs making you nervous, or are you safe?

In this episode, Bryan and Bill address the increasing amount of layoffs in most industries. They also give you some things you can do as a sales professional to try and ensure you don't get blindsided by a layoff.

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#734: Rethinking Your Resolutions Jan 23, 2023

It's about that time in January when most people fail at accomplishing their New Year's resolutions.

In this episode, Bryan and Bill discuss rethinking your resolutions and creating more meaningful goals.

If you've failed, don't worry; you're not alone. And hopefully, this episode will help you create better resolutions you can accomplish!

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#733: Is the Selling Game Rigged? Jan 16, 2023

Welcome back ASP listeners! We are so excited to be back and recording for 2023.

In this episode, Bill and Bryan discuss whether they believe the selling game is rigged against the salesperson. This answer can vary depending on who you ask.

The guys have an interesting take that you won't want to miss.

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#732: How Ready Are You? Dec 19, 2022

As we connect with new prospects or work on new deals, have you ever asked yourself, "how ready am I to meet with them?"

As a sales professional, one important thing to do is assess your comfort level when meeting with decision-makers at different levels.

In this episode, Bill and Bryan will help you mentally prepare yourself and hopefully increase your readiness!

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#731: Is Fear Holding You Back? Dec 12, 2022

In this episode, the guys discuss a diagram that Bill recently created. He argues that everyone falls into one of three categories.

Where do you fall in this diagram? Is fear holding you back from reaching the next rung?

Listen now to find out how you can take the leap and overcome your fear!

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#730: Selling to Millennial Buyers Dec 05, 2022

In this episode, Bill and Bryan take a listener question from the LinkedIn Group.

The question is on selling to millennial b2b buyers and how they handle the buying process differently than generations before.

The guys give some personal experience they've had with millenial buyers. They also give some tips on how to update your approach to become more modern.

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#729: Finding Your Motivation Nov 28, 2022

During this time of year, it can be easy to lose motivation. Not to mention other not-so-positive things going on around us, they can compound that feeling.

But we don't think you should give in.

In this episode, Bill and Bryan give you some practices that you can do to find your motivation and start next year strong.

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#728: Bill's Mystery Topic Nov 21, 2022

In this episode of the Advanced Selling Podcast, Bill gives Bryan a mystery topic, and he has no clue what's coming.

The topic is based on an idea that Bill heard recently, "as a salesperson, what would you do if you couldn't make outbound calls?"

Tune in now to find out what Bryan comes up with!

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#727: How Can We Plan Differently? Nov 14, 2022

Well, the time is now to start planning out your 2023 Business Plan. Will you keep doing the same thing over and over?

In that last episode, we discussed how to rethink your thinking. In this episode, we'll talk about how to rethink your planning.

We want 2023 to be a banner year for your business. But that's going to require a completely different plan than before. We'll tell you how!

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#726: Thinking About Your Thinking Nov 07, 2022

As we approach the end of the year, we all start to think about how we want to plan out the following year. But before you go plan it out, we think there are things you need to work out.

In this episode, Bill and Bryan discuss what needs to happen before creating your 2023 Business Plan. They take you through a process of reflection so you can get in the right headspace to create your plan.

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#725: The Gremlins of Sales Oct 31, 2022

In this Halloween episode of The Advanced Selling Podcast, Bill and Bryan discuss the gremlins of sales!

These are things that can throw us off or get in our way from doing what needs to be done in the sales process.

Join us to find out how you can vanquish these gremlins for good!

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#724: Can Preparation Get in the Way? Oct 24, 2022

How prepared should you be for a meeting or event? And, can preparation actually hinder a deal?

In this episode Bill plays a clip from a podcast he recently listened to where they redefine the meaning of preparation.

They guys discuss their thoughts on how prepared you should be prior to a call.

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#723: Is It Too Late to Meet Your Year-End Goals? Oct 17, 2022

As we approach the end of October, do you think it's too late to meet your year-end goals?

In this episode, Bill and Bryan give you their thoughts on selling in Q4 and whether they think it's too late.

They also give you some ways you can still prospect as the year-end approaches without sounding needy and desperate.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#722: Bill & Bryan's Toolbox Oct 10, 2022

Ever wonder what Bill is currently reading? Or, maybe what tech Bryan is using to communicate with his clients? Well, this is the episode for you!

In this episode, the guys give you their list of favorite tools, tech, reading, and resources that you can use to succeed.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#721: Will You Outperform Yourself in 2023? Oct 03, 2022

As the 2022 year-end is approaching, have you started to prepare for the next year of business? Maybe you're starting to think about how to make the next year even better than this one.

In this episode, Bill and Bryan give you some ways you can start to prepare to outperform yourself in 2023.

They also give you some ways to avoid underperforming yourself as well.

If you're a sales leader, forward this one on to your team!

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#720: Are Big Deals Unique? Sep 26, 2022

Do you suffer from "Bigdealitis?" Where you get really attached to a big deal, and your normal sales process goes out the window.

In this episode, Bill and Bryan break down some of the elements of a large-size deal, and they discuss how it might be different from a normal deal. They'll give you some ways you can keep focused if a big deal comes along and maybe just cure your "Bigdealitis" :)

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#719: The Importance of Inspection Sep 19, 2022

Are you inspecting your deals after they are done?

We get it, your first instinct when you hear this topic is probably, No, thank you!

But, in this episode, the guys give you the reasons why you should be inspecting your deals at a deep level. You might just find the areas that are most underdeveloped and, in turn, close more deals.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#718: How To Become Your Self-Coach Sep 12, 2022

Let's face it, most of our time is spent alone, but that doesn't mean we can't grow on our own.

In this episode of The Advanced Selling Podcast, Bill and Bryan discuss self-coaching. They also give you some strategies on how you can reflect on your performance and improve without outside help.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#717: Are Your Expectations Realistic? Sep 05, 2022

In this episode, Bill and Bryan discuss where your expectations fit in your current situation.

When things are going great, it's easy to set your expectations extremely high. But what about when things aren't going so well? That's when expectations can become unrealistic.

The guys give you some ways you can get your expectations back in check.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#716: What Does Your Sales Culture Look Like? Aug 29, 2022

In this episode, Bill and Bryan discuss Sales Culture. They share some of the better cultures that they've experienced as well as some bad ones they've seen.

They'll challenge you to ask the question, "how am I contributing to our team's culture?" If you're not contributing in a positive way, how can you change that?

They'll also give you some ways you can improve your culture and in turn your results.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#715: Are We Ever Done Growing? Aug 22, 2022

In this episode, Bill and Bryan challenge you to self-reflect to see if you're still pushing yourself to grow.

Have you become complacent or are you open to learning new skills and techniques?

The guys give you some ways you can get back into growth mode and how to look at learning in a new light.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#714: Finding Your Inspiration Aug 15, 2022

In this episode, Bill and Bryan revisit the poll that they discussed in the last episode. They decide to take the third response and devote an entire episode, all about inspiration.

Over the last couple of years with the pandemic and the impending recession, it can easy to lack inspiration.

The guys give you some ways you can look at your life in a different way and draw the inspiration you need to stay focused.

They'll be running more polls in the LI group soon so if you're not part of it, join now! http://advancedsellingpodcast.com/linkedin

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

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

=================================

#713: Your LinkedIn Poll Results Aug 08, 2022

In this episode of The Advanced Selling Podcast, Bill and Bryan share the results they received from a recent poll they ran in the ASP LinkedIn group.

The question was, "As you look to last half of '22, what is the ONE THING that you want help with?"

They discuss not having enough leads, sales processes that last too long, and they will be devoting an entire episode all about inspiration next week.

They'll be running more polls in the LI group soon so if you're not part of it, join now! http://advancedsellingpodcast.com/linkedin

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

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

=================================

#712: Are We In a Recession? Aug 01, 2022

In this episode of The Advanced Selling Podcast, Bill and Bryan discuss whether they think we are on the verge of a recession and what it could mean for your business.

Most businesses have been in steady growth mode for over a decade now but things might not be looking so great in the next year or so.

The guys talk through how to handle the impact and Bill even challenges you to think about what part of your business could actually benefit from being in a recession.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#711: Our List of Gurus Jul 25, 2022

In this episode of the Advanced Selling Podcast, Bill and Bryan share their list of gurus that they personally follow.

Whether you're looking for inspiration, advice, or just needing to reset, having a guru to follow can be incredibly useful.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#710: When Your Manager Doesn't Agree... Jul 18, 2022

Have you ever had a sales method or technique that your manager didn't agree with? Well, that's exactly what this episode is all about.

Bryan and Bill discuss what to do when you are not supported by your leadership. It can be a delicate situation, and they want to help you navigate it.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#709: Conquering Your Limiting Beliefs Jul 11, 2022

In this episode of The Advanced Selling Podcast, Bill is flying solo.

He plays a clip from the most recent ASP Insider coaching call all about disempowering beliefs.

He also challenges you to think about the biggest roadblocks in your life and how they might be tied to a limiting belief.

If you're not already an ASP Insider member, you can join now to get access to this call and all the upcoming calls as well! Go to http://advancedsellingpodcast.com/insider to join now.

=================================

Join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#708: Your Discipline Action Plan Jul 04, 2022

In this episode of The Advanced Selling Podcast, Bill and Bryan finish their 2 part series all about discipline.

In part 1 the guys discuss how to evaluate your discipline level in all areas of your life. The idea here is to find the gaps where you might be lacking the necessary discipline to help you succeed.

In part 2 the guys give you a method of developing an action plan to fill in those gaps and work on building the discipline you need.

If you haven't already listened to part 1, be sure to go back and take a listen!

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#707: Evaluating Your Discipline Jun 27, 2022

In this episode of The Advanced Selling Podcast, Bill and Bryan start a 2 part series all about discipline.

In part 1 the guys discuss how to evaluate your discipline level in all areas of your life. The idea here is to find the gaps where you might be lacking the necessary discipline to help you succeed.

In part 2 the guys will give you a method of developing a plan to fill in those gaps and work on building the discipline you need. Be sure to listen in next week!

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#706: Is Your Sales Coaching All Wrong? Jun 20, 2022

Recently, Bill was in a coaching session with another sales trainer, and he was astounded by what he heard. The coach was teaching the group how to persuade the customer to do business with you and ways to manipulate them into getting your way.

These techniques haven't changed since the 60s and '70s.

In this episode, Bill and Bryan discuss what's wrong with these techniques and how you can create a modern sales process that doesn't contain any sleazy gimmicks.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#705: Are You Sales Ready? Jun 13, 2022

Let's face it, for the last 10 years or more, we've been in somewhat of a tailwind. All things have been easier than ever to sell.

But, things might not be so easy in the coming months or years.

In this episode, Bill and Bryan help you to take inventory of your current skills and challenge you to evaluate what skills you'll need to become truly Sales Ready for any market!

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#704: How to Construct a Compelling Offer Jun 06, 2022

Usually “offers” which we define as everything that you will deliver to your customer, are prepared by the marketing department.

But we also have seen marketing departments being lax in this area. So you may have to deconstruct or reconstruct the offer so that it speaks to your customer.

In this episode, we give you 5 elements of a great offer that you can use starting immediately so that when you communicate that offer to your prospects and customers, they are clear about how you will solve their problems or get them to their land of opportunity.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#703: Getting Your Pivot Point Right May 30, 2022

With any sales process, there is a pivot point that happens where you stop talking about their issues, pains, and problems and begin talking about how you can bring value to their circumstance.

That is what we call the “pivot point.”

In this episode, Bill and Bryan give you some ideas on making this pivot seamless so that it’s not clunky and awkward.

This is part one of a two-part series on how to make your offer and talk about it. Next week we will address Offer Construction.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

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

=================================

#702: Are You Struggling with Discipline? May 23, 2022

Do you ever catch yourself struggling to find the discipline you need to do the things required to grow your business?

In this episode, Bill and Bryan discuss how to take control of your actions and regain the discipline you need to be successful.

Make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin. If you haven't commented in a while, please do so. That's where we get ideas for our episodes.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

=================================

#701: Questions You Should Be Asking Yourself May 16, 2022

Ever wondered what questions the guys ask prior to working with a brand new client?

Well, you're in luck, because that's exactly what Bill and Bryan discuss in this episode.

Be sure to take notes, because these are questions you should definitely be asking yourself.

Make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin. If you haven't commented in a while, please do so. That's where we get ideas for our episodes.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

=================================

#700: Could This Unlock Your Potential? May 09, 2022

As coaches, we are always looking for the master key to riches. While we admit there is never ONE thing, in this episode Bryan and Bill talk about one thing that they have seen high achievers master.

What do you think it is? OK, you have to listen to find out :-)

Make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin. If you haven't commented in a while, please do so. That's where we get ideas for our episodes.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

=================================

#699: Closing the Sales Execution Gap with Scott Barker May 05, 2022

Every revenue team suffers a Sales Execution Gap — the ever-growing gap between an organization’s potential revenue and the actual revenue it achieves.

As the Sales Execution Gap expands, organizations miss more deals, waste more time, and lose more reps.

How did we get here? How do we prevent the Sales Execution Gap? And, how do we close the Gap to execute at our full potential?

In this episode, Scott Barker gives us some ways you can close the gap and solve this ever-growing issue in your business.

To learn more about how Scott and the Outreach team can help, go to http://outreach.io

#698: “Awareness” Might Be a Key to Sales Growth May 02, 2022

In this episode, Bill and Bryan address the etheric notion of awareness in the sales process.

When we are unaware of what is happening to us, we will respond in error. They discuss "awareness" from the aspect of “how to interact with prospects” and also, “how we interact with ourselves.”

Be sure to save your spot for this week's LIVE RECORDING on May 4 “The Sales Execution Gap” with Scott Barker from Outreach! Go to http://advancedsellingpodcast.com/outreach to register now.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

=================================

#697: When You're Not Living up to Your Potential Apr 25, 2022

The guys see it all the time. They start working with a new sales team and see enormous potential in certain people who just quite aren't living up to it.

The good news is, that what's stopping them is usually something that can be solved.

In this episode, Bill and Bryan give you some ways to overcome the blockage that might be holding you back.

Save your spot for our upcoming LIVE RECORDING on May 4 “The Sales Execution Gap” with Scott Barker from Outreach! Go to http://advancedsellingpodcast.com/outreach to register now.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

=================================

#696: Sales Forecasting Creating Drama? Apr 18, 2022

As a lead-up to our LIVE RECORDING on May 4th, Closing the Sales Execution Gap, Bryan and Bill talk about some things you can consider as you put people into your pipeline.

If you’re interested in how to make your prospecting and sales process management more efficient, join us on May 4th for “The Sales Execution Gap” with Scott Barker from Outreach! Go to http://advancedsellingpodcast.com/outreach to register now.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

=================================

#695: How to Effectively Manage Deals in the Pipeline Apr 11, 2022

In this episode Bill and Bryan address “deal management”, which is another word for how to control and lead the sales process.

They also give you some thoughts on how to best build momentum at the start of the process.

It is one of the three biggest challenges we find companies have in executing to achieve great sales results.

This month’s episodes are part of a lead-up to a LIVE RECORDING on May 4 “The Sales Execution Gap” with Scott Barker from Outreach! Go to http://advancedsellingpodcast.com/outreach to register now.

If you are a sales producer, manager, VP of sales, or CEO, you should consider attending this complimentary one-hour live session.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

=================================

#694: Are You Efficient at Prospecting? Apr 05, 2022

In this week's episode Bill and Bryan, in a lead-up to a killer live recording we’re doing on May 4th, talk about testing for efficient prospecting.

Obviously, a facet of your business is new business development, and you can waste a lot of time doing things that are totally inefficient.

This is a good episode if you are in a prospecting role at least 30% of the time in your current job.

Also, make sure you save you spot for our upcoming LIVE RECORDING on May 4 “The Sales Execution Gap” with Scott Barker from Outreach! Go to http://advancedsellingpodcast.com/outreach to register now.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

=================================

#693: Is Our Economy Doomed? Mar 28, 2022

Our economy has been solid or growing for years, but with the current situation, things aren't looking so optimistic.

Bill and Bryan give you some perspective on how to better reflect on what's really happening around us and how to look at your personal skills so you can continue to thrive.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

=================================

#692: Your Assets = Your Future Mar 21, 2022

One thing that we find is that people lack a complete understanding of the assets they already possess.

The guys give you some ways to identify your particular assets and how you can leverage those assets in your process.

This is a brief preview of our upcoming ASP Insider group coaching on April 1st. If you aren't already apart of the group, go to http://advancedsellingpodcast.com/insider to join today!

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Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

=================================

#691: How to Properly Frame Your Value Mar 14, 2022

One area we commonly see sales professionals getting wrong is their value statement.

How do you communicate your value at the beginning so the prospect can decide whether or not you are a good fit?

In this episode, Bill and Bryan give you some ways you can better articulate your value and how to create a more compelling and properly framed value statement.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

=================================

#690: How to Avoid Burnout Mar 04, 2022

With everything going on around us and managers and companies demanding more, more, more, it's easy to see why so many people are feeling burnt out.

In this episode, Bill and Bryan discuss how to deal with performance pressure & anxiety in the sales role and how to avoid it before it rears its head.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

=================================

#689: Operating Rules for Your Sales Life Feb 21, 2022

Do you have a set of rules & boundaries that you adhere to while selling?

In this episode, Bill and Bryan challenge you to create 3 rules for your sales life. They give you some examples of rules and some ways you can get started creating your own.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

=================================

#688: Should You Build Your Platform? Feb 14, 2022

In this episode of The Advanced Selling Podcast, Bill and Bryan discuss the motive behind what drives you in sales.

The guys discuss whether everyone should build their brand and the advantages of social selling using your platform.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

=================================

#687: What's Your Super Bowl? Feb 07, 2022

In this episode, Bryan makes a huge announcement regarding his side-gig referring in the NFL.

Also, during this Super Bowl celebration week, the guys discuss how everyone has a "Super Bowl" in their goals and how we can work to achieve it.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

=================================

#686: What Makes You Unique Jan 31, 2022

In the ASP Insider program and in some of our episodes we have devoted time to the importance of clarifying your message.

But, in this episode, Bill and Bryan get deeper into how you are unique in the market — both as a company or as an individual performer.

We all have our uniquenesses but do we communicate them effectively? The guys give you an exercise on how to determine what makes you unique and special.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

=================================

#685: Are We Really This Bad at Emails? Jan 24, 2022

In this episode, Bill and Bryan review a message thread where a salesperson is pitching one of our listeners. He forwarded us the message as an example of what not to do and the guys dissect it.

If you have an email that is a train wreck that has come from someone wanting to do business with you, forward it on to listener@advancedsellingpodcast.com.

We will dissect it on the air. Don't worry, completely anonymous. We won't use your name nor the sender‘s. Let’s see if we can fix this epidemic of terrible emails!

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

=================================

#684: What to Say When You Can't Ship Jan 17, 2022

We’ve gotten a lot of questions recently given the supply chain disruptions. It truly is a difficult issue right now. Most of the time we hear, "how do I handle customers who have open orders but I can’t deliver the goods?" In this podcast episode, Bill and Bryan give you some thoughts on how to handle this very difficult dilemma that you might find yourself in.

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

=========================================

#683: Drop the Rock Jan 10, 2022

In this episode, the guys get into the deep work of assessing your limiting beliefs. Where are your limiting beliefs holding you back from your success?

This comes from the work that Bill and Bryan do with individual performers and corporate clients. It’s where half the group moves to higher levels of success but the rest of the group does not.

It’s always a belief issue.

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

=========================================

#682: Bill and Bryan's Predictions for 2022 Jan 03, 2022

Happy new year all! Our mission this year is to provide you with great content so you can continue to grow your business and your income. We are so glad you’re with us.

In the first episode of the year, the guys go through their six predictions for 2022.

And, they ask you to make sure you hold them accountable for this one year from today.

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

=========================================

#681: A December to Remember - Week 3 Dec 20, 2021

Well, here we are, the last week of 2021!

In this episode, Bill and Bryan give you your very short assignment for the week of December 20th.

You should be able to get this done in a few hours and enjoy the rest of your week.

We want to wish our loyal listeners happy holidays, merry Christmas, and a happy new year! We will see you the first Monday in January.

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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#680: A December to Remember - Week 2 Dec 13, 2021

Continuing the "A December to Remember" series, Bill and Bryan give you your assignments for the week of December 13th.

This is a time at the end of the year where people start to check out so make sure that you listen to this podcast and start to think through how you’re going to make this week productive!

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

=========================================

#679: A December to Remember - Week 1 Dec 06, 2021

In this podcast, Bill and Bryan give you your agenda for the week of December 6th.

This is part one of a three-part series called, "A December to Remember," where we take the weeks in December that are often filled with cocktail hours and parties, and remind you that there’s still work to be done.

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

=========================================

The Best Sales Advice I Ever Received with Keenan Dec 02, 2021

Continuing the series, "The Best Sales Advice," Bill and Bryan invited master sales disruptor, Keenan https://www.asalesguy.com, to join them in this episode.

Keenan is the author of the best-selling book, Gap Selling, and the CEO and president of A Sales Guy, Inc. For the past ten years, he’s ranked in the Top 50 Most Influential Salespeople by Top Sales World magazine.

The guys have been following him for years. And, after hearing this episode, you will, too!

#678: Crafting a Crystal Clear Business Plan for 2022 Nov 29, 2021

In preparation for our December ASP Insider Personal Business Planning event this Friday, Bill and Bryan go through some most common mistakes people make when crafting their plan and some tips on how to do it the right way.

The guys give you their Do's and Don'ts for a crystal clear business plan for next year.

If you haven't already assembled your personal plan for next year, Bill and Bryan invite you to participate in the ASP insider program this Friday, December 3. Go here to find out more http://advancedsellingpodcast.com/insider

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Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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#677: The 11th Hour Quagmire, How to Prevent It Nov 22, 2021

We’ve all had this happen to us; we’re in the 11th hour, we’ve delivered a proposal, and the prospect tells us to hang tight and wait.

This question came in from our LinkedIn group, Daniel, who has had this happen several times. Listen to this episode if you want clear concise prevention strategies so this doesn’t happen to you again.

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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The Best Sales Advice I Ever Received with John Barrows Nov 18, 2021

When you want great advice, you go to a great source. So, we went to one of the best.

John Barrows built an empire based on his passion for sales. He believes sales is the greatest profession in the world when done right – and the worst when done wrong.

In this episode, John gives us the best sales advice he's received in his career. Learn more about John at https://jbarrows.com.

#676: Is Sales Broken? Nov 15, 2021

Is sales really broken? In many ways it is.

This episode was inspired by an email Bill received from Anthony Iannarino discussing why sales is broken. Anthony lists the stats that he's uncovered from both the seller and the buyer that backs up his belief.

In this episode, Bill and Bryan start to break down the areas where they think sales is broken and they give you some ways you can reframe your thinking to accommodate the new ways of selling.

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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The Best Sales Advice I Ever Received with Mark Hunter Nov 11, 2021

In this exclusive series called "The Best Sales Advice I Ever Received," Bill and Bryan are handpicking some of the industry's top leaders to have them share the best advice that they've gotten in their careers.

Sales legend, author, and speaker Mark Hunter joins Bill and Bryan in the studio this week with some simple yet profound advice: stay focused, stay consistent. These two foundational principles touch on every aspect of the sales process from your motivation level to your customer interactions to your learning. Tune in to this inspiring episode with the master “hunter” and guru of high-profit prospecting.

To learn more about Mark, go to https://thesaleshunter.com.

#675: The Best Sales Advice Bill and Bryan Have Ever Received Nov 08, 2021

In this episode, Bill and Bryan kick off a series that they will be releasing throughout the weeks on The Best Sales Advice Ever — coming from authors and sales experts in our space.

The guys thought there was no better way to kick it off than to have them share the best advice that they’ve received in their careers about sales and goal achievement.

If you haven't already, go to advancedsellingpodcast.com/linkedin and join our group so that you can also weigh in on the best advice you’ve ever gotten on selling!

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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#674: How important is the customer experience when it comes to sales? with Kris Rudeegraap, Sendoso Nov 01, 2021

A business is made or slayed along the customer journey.

Think US Airways. Blockbuster.

When businesses fail, it’s usually due to a lack of empathy with their customers. Automated phone service, long wait times, Draconian return policies. The list goes on and on.

The competitive advantage goes to companies who get it right.

Think Apple. Wayfair. Trader Joe’s.

You have to map out the customer’s journey and manage every single touchpoint along the way. For the salesperson, the customer experience doesn’t end when the deal is signed. The best salespeople keep coming around, maintaining that rapport over time.

In this episode of The Advanced Selling Podcast, Kris Rudeegraap, CEO and Co-founder of Sendoso, shares his tips on enhancing the customer journey through empathy, energy, and generosity.

He explains why account-based marketing (ABM) is like fishing with a spear instead of a fishing net. You won’t want to miss this one. AFTER YOU LISTEN:

Check out the Sendoso platform and lunch is on the guys! https://sendoso.com/demo-request/

The ASP 15 Year Anniversary! Oct 28, 2021

Celebrating 15 years of podcasts!!

Bill and Bryan started the advanced selling podcast long before podcasting was a household word like it is today.

Over those 15 years, the guys have recorded over 700 episodes. And have over 12 million downloads.

We also honor all of those listeners who have been with us over the years, including those who started with us 15 years ago. Thank you!

#673: Gifting. Sales gimmick or great move? with Kris Rudeegraap, Sendoso Oct 25, 2021

You’ve heard the old saying…

“Giving is better than receiving because giving starts the receiving process.”

But does it work when it comes to sales prospecting?

Absolutely.

Studies show the ROI on gifting a prospect is high – and gifting a current client usually ends up in a longer-term relationship, repeat business, and more referrals.

So… if you want to make an impact, differentiate, be remembered, and build goodwill, consider gifting. Spice up your prospecting efforts with creativity, thoughtfulness, and personalization.

The key is to give without expectation.

Whether it’s a welcome kit or free content – a podcast episode, a download, a handwritten note – it’s impossible to forget someone who’s gone out of their way to help.

To learn more about the art of business gifting, check out the conversation with Kris Rudeegraap, CEO and Co-founder of Sendoso, the leading sending platform.

AFTER YOU LISTEN:

Check out the Sendoso platform and lunch is on the guys! https://sendoso.com/demo-request/

#672: Celebrating the small sales wins leads to the big ones with Kris Rudeegraap, Sendoso Oct 18, 2021

For lack of a better cliché…sales is a rollercoaster. Highs. Lows. We’ve all been there. Building momentum is key.

We’re usually so concerned with reaching the next peak that we forget to recognize the smaller wins along the way. And the worse culprits are oftentimes our managers This week, Kris Rudeegraap, CEO and CO-founder of Sendoso, the leading gifting platform, joins us to talk about putting the wind back in your sales, driving the momentum through the ups and downs – and why the proverbial pat on the back is critical.

After you listen: Check out the Sendoso platform and lunch is on the guys! https://sendoso.com/demo-request/

#671: How can you stand out? with Kris Rudeegraap Oct 11, 2021

We are not in the new normal - it's the next normal. Bill and Bryan believe that in this next normal, you have to humanize your brand.

Kris Rudeegraap, CEO of Sendoso, joins the show for a special four-part series exploring innovative ideas to help you stand out. In this first episode, he shares how he went from SDR to tech founder, raising a $100 million Series C fund while highlighting one key tactic for creating differentiation.

After you listen:

BE SURE to register for a special live event focusing on trust How to build it, nurture it, and sustain it.

Sendoso’s CONNECTED Conference is October 13 from 11am to 3pm (EST). And as an Advanced Selling podcast listener lunch is on Sendoso if you CLICK HERE and reserve your spot now!

Join an all-star assembly of some of the best minds in marketing as they focus on TRUST, the key to better prospect and customer relationships, a better pipeline, and repeat business. It begins with credibility and ends when you stand out from the crowd.

These 4 hours could change your business.

Hosted by Trevor Noah, of The Daily Show, and Shola Richards, from Go Together Global.

Opinions vs Reality with Gong: Which CTAs book more meetings? Oct 06, 2021

After analyzing 300,000 cold emails, the team at Gong has debunked one of sales’ greatest mysteries — and unlocked a strategy to DOUBLE the amount of meetings you book.

We are joined once again by the Devin and Sheena from Reveal: The Revenue Integillance Podcast. And, as you know, sales usually is not binary, typically nuances play into every situation.

However, this is the exception. The CTA (call to action) you use at the end of your email, matters more than you think.

To craft the perfect cold email, tune in to the episode then follow this link, https://pages.gong.io/highly-effective-email-ctas to find 43 emails proven highly effective by Gong’s research team.

To listen to the Reality, subscribe to Reveal: The RI Podcast here: https://link.chtbl.com/i6UODNbY

#670: Getting Unstuck at the End Oct 04, 2021

How do you get your deal unstuck when you’re nearing the end?

In this episode, Bill and Bryan complete their three-part series on getting unstuck in the sales process. The guys address the end of the sales process when drama occurs and deals get stuck.

They each give a few hints of how you can make this happen elegantly and organically with a minimum amount of drama.

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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Opinions vs Reality with Gong: Selling with slides? Sep 29, 2021

Should you use slides on a discovery call?

Choose wisely because it impacts your chances of booking the next meeting by 17%.

On this episode of Opinions vs. Reality, we are joined once again by Devin and Sheena from Reveal - the Revenue Intelligence Podcast. We give you our opinion on the impact of using slide decks.

And, for when it’s the right decision, check out this cheat sheet for crafting sales decks that sell: https://pages.gong.io/crafting-sales-decks-checklist

To listen to the Reality, subscribe to Reveal: The RI Podcast here: https://podcast.gong.io

#669: Be Like Mike Sep 27, 2021

How committed are you to personal growth?

This episode was inspired by one of Bryan's clients, Mike, who has had a 30+ year career in sales but is still one of the most eager to learn ways and grow.

The guys give you some ways you can be like Mike, and some way to stay motivated in your personal growth.

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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Opinions vs Reality with Gong: I need to think about it Sep 22, 2021

“I need to think about it” is the objection that makes every salesperson's skin crawl. But is it really the reason your deal didn’t close?

In this special Opinions vs Reality, Bryan and Bill are joined once again by Devin and Sheena from Reveal: The Revenue Intelligence Podcast.

Learn how to address any potential roadblock your seller might have. (Spoiler: It’s time to shift from sales to strategic advisor.)

To listen to the Reality, subscribe to Reveal: The RI Podcast here: https://link.chtbl.com/i6UODNbY

#668: Your Message Might Need Some Work Sep 20, 2021

In this episode, Bill relays a story of one of his new clients who has asked for help on messaging. They sell a very complex solution to a large group of people in a long selling cycle.

He is struggling with how to craft his message so that it’s compelling to the prospect.

Bill and Bryan give you a handful of ideas on what to do and what not to do in this episode.

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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Opinions vs Reality with Gong: Do you curse in sales? Sep 15, 2021

Do you know the impact cursing has on your sales calls?

In this special Opinions vs Reality episode, Bryan and Bill are joined by the hosts of Reveal: The Revenue Intelligence Podcast, Devin Reed and Sheena Badani.

The guys give their best opinion on whether cursing hurts or helps the sale and then Devin and Sheena give them a hint on whether they are right.

To listen to the Reality, subscribe to Reveal: The RI Podcast here: https://bit.ly/2VKDe6j

#667: Stuck in the Middle With You Sep 13, 2021

In this episode, Bill and Bryan talk about how to keep your sales process from getting stuck as you head into the center of it.

This usually centers around people and processes not behaving properly. The guys give you some clues on what's going to help you navigate when you are stuck in the middle.

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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#666: Getting Unstuck at the Beginning Sep 06, 2021

We recently did a poll with our LinkedIn group to find out what topics were of the most interest to you. The number one response was “how do I keep myself from getting stuck somewhere in the sales process?“

We decided to break it down into three areas, beginning, middle, and end. Today’s episode is on the beginning of the process.

Bill and Bryan give you tips on how to avoid getting stuck and what to do when you have that happen.

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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#665: Can Group Coaching Be a Ticket for Success? Aug 30, 2021

The topic of coaching seems to be on a lot of people's minds today. But there are two ways to get coaching: one is in a one-to-one environment and the other is in a small group assembly.

Today, Bill and Bryan go through what a small group coaching environment might look like, some pros and cons, and some tips if you are considering starting your own small group.

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

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Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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#664: Salespeople Will Never Be Extinct, But... Aug 23, 2021

In this episode, Bill Caskey and Bryan Neale address a LinkedIn post that came from Jeffrey. D where he talked about the role automation and AI has in the sales process. We did an episode a few weeks ago on automation, but here they dive a little bit deeper. The guys give you some other ways to think about how to use AI in your process without taking away the emotion that comes from having a human being with your prospect.

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If you're not part of our ASP Insider, go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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#663: Should You Be "Everywhere" in Your Personal Brand? Aug 16, 2021

In this episode, Bill and Bryan answer a question from Karen B. about the "Omnichannel approach" to personal marketing and brand building. The guys dish out a couple of suggestions for you on ways to build your brand using a multi-channel approach without driving yourself nuts.

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If you're not part of our ASP Insider, go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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#662: Are You Addicted to Success? Aug 09, 2021

Bill and Bryan discuss sensitive topics in this week's episode. These topics all start with questions like, "What is enough? What does success mean for me? How hard do I have to work to achieve it?" The guys riff on ways you can ask yourself these questions and come up with good answers that apply to you.

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If you're not part of our ASP Insider, go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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[Best of ASP] How Soon Should I Reach Out? Aug 06, 2021

You just made a new connection on LinkedIn that would be a great prospect, is it too soon to reach out?

In this episode of The Advanced Selling Podcast, Bryan Neale and Bill Caskey take on that very listener question from Jean-Pierre in the Netherlands. Too soon and you could ruin a connection, too late and you could miss an opportunity.

Bill and Bryan give some thoughts on this situation and they give some indicators they've noticed when it's the right time to reach out and when it's time to let it be.

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If you're not part of our ASP Insider, go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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#661: Do You Have Mindset Deficiencies? Aug 02, 2021

In this episode all about mindset and mentality, Bill and Bryan reveal some of their struggles with certain aspects of how we think.

If you'd like to get more tactical in this area of Mindset, we invite you to join us on Friday, August 6 for our ASP Insider program. We will dive much deeper into how we can improve our mindset and our thinking to succeed wildly in the world. Go to http://advancedsellingpodcast.com/insider to join today!

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Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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[Best of ASP] Building Your Question Bank Jul 29, 2021

On this episode of the Advanced Selling Podcast, Bill and Bryan give you the eight-plus questions that, depending upon the circumstance, you need in your question bank.

These questions are generic in nature, but would apply to virtually any B2B sales meeting scenario. If you aren't using these, you are really missing out on finding the prospect's real pain.

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If you're not part of our ASP Insider, go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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6 Months of Sales Momentum Jul 26, 2021

On this episode of The Advanced Selling Podcast, the guys give you a preview of a recent webinar call "6 Months of Sales Momentum."

They discuss the upcoming 6 Months of curriculum inside The ASP Insider Membership group and how you can jump-start the last half of 2021.

To join the group, go to http://advancedsellingpodcast.com/insider

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Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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[Best of ASP] Preparing For a Meeting, ASP Style Jul 22, 2021

Bill and Bryan on the road going to a sales meeting with one of their clients, which made them think of a good episode topic, "how should I prepare for a sales meeting?"

The guys discuss the proper framework for a sales meeting, a presentation, or a speech at an event. This episode was recorded live on-site in Durham, NC at an ASP listener sales conference, so they decided to give you a behind-the-scenes look at how they plan out an event like this.

If you're interested in having Bill or Bryan or both come to your upcoming sales meeting, send us an email. In the title line, put "Come see us" to listener@advancedsellingpodcast.com.

#660: 3 Questions on the Power of Being Detached Jul 12, 2021

In our last ASP Insider session, we discussed the concept of detachment and how it’s a secret element of empowerment for sales professionals.

On this episode, we take three questions that came from insiders that we did not have a chance to answer during the program. We wanted to share some of these with all of our listeners.

To save you spot for our FREE "6 Months of Sales Momentum" webinar, go to http://advancedsellingpodcast.com/momentum!

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Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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[Best of ASP] Morning Routines with Benjamin Spall Jul 08, 2021

What is your morning routine? And does it prepare you for anything?

In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale interview Benjamin Spall, author of a book titled "My Morning Routine: How Successful People Start Every Day Inspired."

Benjamin interviewed more than 60 successful people to find out what their morning routines are for the day. He shares a few of these with our podcast audience. This is definitely a book we suggest purchasing, mymorningroutine.com.

To save you spot for our FREE "6 Months of Sales Momentum" webinar, go to http://advancedsellingpodcast.com/momentum!

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Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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#659: The One Mindset Shift We Must All Make Jul 05, 2021

In this episode, Bill and Bryan go a little bit deeper into the concept that they have found is the most helpful for their coaching clients when it comes to growing their income.

You’ve heard the guys talk about it before: Detachment.

The July 9th ASP Insider training is a much deeper dive into ways you can become detached so you can experience a heightened potential in your future. Go to http://advancedsellingpodcast.com/insider to join now!

To save you spot for our FREE "6 Months of Sales Momentum" webinar, go to http://advancedsellingpodcast.com/momentum!

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Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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[Best of ASP] When Cold Calls Get the Best of You Jul 01, 2021

In this episode, sales trainers, Bill Caskey and Bryan Neale address a common question that they get from salespeople who are required to make hundreds of cold calls a week, "I'm sick and tired of cold calling and I can't keep doing it any longer."

The guys go deep into the psychology of cold calls and discuss the need to find other methods of prospecting that won't result in burning out your people in a year.

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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#658: How to Earn More Money Without Killing Yourself Jun 28, 2021

In this episode, Bill and Bryan talk about a topic that came from one of our ASP Insider members. He was wondering how he could bump his income without needing to find an enterprise sales position and having to travel all over the country.

The guys discuss some psychological concepts to money and the idea of how our beliefs limit our income.

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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[Best of ASP] Managing Your Manager Jun 24, 2021

What should you do when your Sales Manager doesn't do things the way you would do them? Bill Caskey and Bryan Neale address a question from the CoVideo mailbag from a listener, who brings up how his manager makes demands on him, referring to a very specific scenario.

Bill and Bryan take this question a little bit broader to the notion of how do you manage your manager if that's even possible?

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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#657: 5 New Skills Required for You to Compete Jun 21, 2021

We are in a new world, and it’s been said frequently that we must change our thinking about that new world so that we can succeed in it. In this episode, Bill and Bryan discuss changes you need to make in your thinking and skillsets if you are to flourish with all the new rules of virtual business.

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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[Best of ASP] Standing Out From the Crowd Jun 17, 2021

Have you ever wondered how you can differentiate yourself in the sales world?

In this episode of The Advanced Selling Podcast, Bill and Bryan talk with John Lefler, the outbound Sales Manager at cardsdirect.com. John gives some ideas on how you can use greeting cards to be unique in your market.

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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#656: The Coming Job Shift Tsunami Jun 14, 2021

In this episode Bill and Bryan share a conversation they had prior to recording where they realized this massive job shift chaos is occurring in businesses around the world.

The guys give some ways to handle the tsunami from both the VP of sales/sales leader standpoint and the sales professional standpoint. If you are getting restless in your current career, it’s not unusual at all. The pandemic has forced us to think about things in a different way and the guys give you some thoughts on how you can capitalize on this.

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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[Best of ASP] Discipline in Sales Jun 10, 2021

Is discipline really necessary in professional selling today?

On this episode of the Advanced Selling Podcast, Bill and Bryan bring some alternative ideas about discipline and the art of accountability.

The question they have is: is discipline really the problem? Or is there something deeper?

They guys discuss the deeper motivations inside all of us and how we might look at discipline in a different way. They gives some ways to help us muster the courage to do what needs to be done every day.

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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#655: How Do I Effectively Communicate My Value Proposition? Jun 07, 2021

This question comes from our ASP LinkedIn group. Liz asks, "what is the best way to communicate her value to prospects when they may not want to hear it straight on?"

Her messaging is about a product that is a little sensitive to people and she feels like they become resistant too quickly.

The guys give some ideas on how she can rework her messaging to make it more effective.

We will start taking more questions from our LinkedIn group so if you’re not already a member make sure you go to advancedsellingpodcast.com/LinkedIn to join today!

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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[Best of ASP] Overcoming "Passivity" in the Sales Process Jun 03, 2021

Are you to passive or too aggressive? How you get right in the middle?

In almost every sales process there is, "Controlled tension." This happens when there is stress around who's controlling the process, you or the prospect. The reason you should be in control is because you have the solution, but the prospect thinks they should be in control because they have the money. This control tension gives way to the question of, "how assertive should you be in guiding the prospect through the prospect?" In this episode, Bill and Bryan talk about "Passivity" both from a mindset standpoint and a tactical standpoint.

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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#654: When a Key Person Leaves the Buying Process May 31, 2021

On this episode, the guys take questions from the LinkedIn group, one of which is "how do you handle it when a key influencer leaves the buying team?" The second question is "how do you navigate through 'off-the-shelf' solutions when you are a custom solutions provider?"

We will start taking more questions from our LinkedIn group so if you’re not already a member make sure you go to advancedsellingpodcast.com/LinkedIn to join today!

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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[Best of ASP] 5 LinkedIn Hacks You Should Be Using May 27, 2021

On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale continue the listener mailbag series and take a call from Scott in Louisville who asks how to use LinkedIn better for his not-for-profit.

Bill and Bryan address the changing dynamic that is LinkedIn and how to see it as not just a connection tool but also a content publishing platform. They also give him some ways he can increase his reach by connecting to the right people.

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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#653: How Automated Should Your Sales Process Be? May 24, 2021

On this weeks episode Bill Caskey and Bryan Neale address a question that came in from a listener, "how much automation should I design into the sales process?"

The guys each give some examples of good automation and bad automation so that you can determine how much more efficient you can be with technology.

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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[Best of ASP] Understanding the Buyer's Brain May 20, 2021

On this "Best Of" episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Brayan Neale sit down with a long time friend, Bryan Gray, Author and CEO of Return Path Group.

They discuss the buyer's brain and how their thinking affects the sales process.

Do you know how to get the limbic and reptilian brain to pay attention in any buying decision? Bryan has some tips on how to do just that.

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Looking for more sales training like this? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

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

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#652: Savvy Lead Generation May 17, 2021

Being savvy with lead generation does not mean throwing up tons of content on tons of platforms. It means being much more mindful and intentional about how to craft your message so that you catch people where they are in the consideration process.

Very important for sales people to understand that today. You have to be part seller, part marketer.

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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[Best of ASP] Things a Sales Person Should Never Say May 13, 2021

In this week's episode of The Advanced Selling Podcast, 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."

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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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#651: The Art of Practice May 10, 2021

Bill Caskey and Bryan Neale take a look at the role practice plays in your sales results.

They break down how both the sales leader and the sales professional several can execute practice sessions so that when you are about to walk on stage, you are ready!

If you want FREE access to our Personal Brand Makeover Course, join The ASP Insider group at http://advancedsellingpodcast.com/insider and it's yours instantly!

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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#650: 5 More Reasons to Build Your Personal Brand May 03, 2021

Bill and Bryan have been talking about the importance of building your personal brand for several years. But, the pandemic has shifted that need into overdrive.

The guys give you some reasons why you should build yours and some immediate tips that you can implement right now to begin that process.

If you want FREE access to our Personal Brand Makeover Course, join The ASP Insider group at http://advancedsellingpodcast.com/insider and it's yours instantly!

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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#649: You Should Appreciate What Has Shaped You Apr 26, 2021

Have you ever thought about your experiences in business and how they have shaped your career?

In this episode Bill and Bryan share two circumstances that they went through when they were young in sales and how it shaped a lot of who they are today.

It’s quite easy to focus totally on the future and your goals and aspirations. But sometimes it’s useful to reflect the past to see your accomplishments in a slightly different light. We believe it gives you confidence and presence to succeed to even greater heights in the future.

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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#648: What Caused You to Lose the Deal? Apr 19, 2021

When you lose a deal, do you know the cause?

In this episode Bill and Bryan talk about causes of temporary failure in sales and goal achievement. The fact is there is the cause of the situation but there are always micro causes that influence that.

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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#647: Is Your Sales World Lonely? Apr 12, 2021

In all of our conversations with our clients and even advanced selling podcast listeners, we have heard this frustration of isolation and loneliness coming up more and more. This is a serious issue that could lead to mental health problems. And, we don’t want that for you.

If you would like to join to like a group of like minded sales professionals, go to http://advancedsellingpodcast.com/linkedin.

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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#646: One Thing That Influences All Sales Results Apr 05, 2021

In this episode Bill Caskey and Bryan Neale address the existential issue of how to achieve higher results in sales. It’s something they’ve spoken about before but they dive a little bit deeper into the concept of having high intention.

From the time we wake up in the morning till the time we hit the pillow at night If we keep our intention high good things happen. Plus the fear evaporates.

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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#645: The Most Common Questions We Receive Mar 29, 2021

In this episode, Bill and Bryan reveal the most common questions they get from their clients about sales success and achievements.

One question has to do with the sales process. Another question has to do with what to post on LinkedIn. And the third has to do with how we command a premium price for our products and services.

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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#644: What Is the Future for Salespeople? Mar 22, 2021

In this episode, Bill and Bryan talk about the future of the salesperson in the entire sales process. They give you some things that you should probably start thinking about as the world continues to shift away from a person-to-person, face-to-face mode to a more digital mode.

No, we do not believe the salesperson is going anywhere, but the roles might change significantly.

Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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#643: The Curse of the High Performer Mar 15, 2021

In this episode Bill and Bryan explore their observation of high performers becoming complacent when things are really good. We’re in an economy now where the market is strong and yet they still see people who are doing things the old way. The guys want to make sure that you don’t get complacent about your strategies.

Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

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#642: ASP's Favorite Things Mar 08, 2021

On this episode, the guys get inspired by Oprah and give you a list of their favorite tools, tech and software they think will help you be the most productive you can be.

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

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#641: Why Is It So Hard to Change? Mar 01, 2021

Have you ever had a coach or trainer who told you what to do, but you find yourself falling back into the old habits? You're not alone.

On this episode Bill and Bryan discuss the internal and external factors of change and how you can better implement the coaching your receive in your life.

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

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#640: Personal Responsibility and Your Results Feb 22, 2021

Generally sales people have a good sense of the notion of personal responsibility when it comes to results. You know you need to make a certain number of calls and do certain behaviors in the market.

But is there another level of personal responsibility that has to do with how you think about your role? We think there is and in this episode we discuss some of those elements.

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

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#639: Is Consistency the Master Key To Sales Riches? Feb 15, 2021

In this episode bill and Brian talk about some core attributes that we think are important for you to embrace as you pursue sales excellence.

We discuss consistency, passion, and discipline as well as the joy of prospecting, which is probably the first time you’ve ever heard that.

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

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#638: I'm a Loser Baby... Feb 08, 2021

An email came in from one of our longtime listeners who is not feeling all that eager and inspired in his current sales position. He was questioning whether he has the commitment to stay the course or whether he needs a new opportunity.

We hear this from a lot of people today. Our listeners are in constant growth mode and sometimes the companies don’t want to grow at the pace you want to grow up.

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

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#637: Are You Investing Enough in Yourself? Feb 01, 2021

In this episode, Bill Caskey and Bryan Neale address the idea that most sales professionals and BUSINESS owners don’t invest nearly enough in their own personal asset. They talk about why that is, what stops us, and how to get started in a quick way to begin to get a return on that investment.

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

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#636: How to Promote Your Business and 3 New In Sales Tips Jan 25, 2021

If you have not joined a LinkedIn group, go to http://advancedsellingpodcast.com/linkedin so that you can be a part of our Q&A series this year.

This weeks episode deals with an audio company looking to get into the podcast and editing business. We give them some ideas on how they can promote their business.

Another comes from a young man who is new in sales and wants to know three lessons to help him grow his business quickly.

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode!

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

Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

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#635: What You Wish You Could Say to Your Manager Jan 18, 2021

In this episode Bill Caskey and Bryan Neale address seven things that are probably on most sellers minds that they would like to tell their leaders.

Chances are If we don’t have time in the office to connect with someone face-to-face it becomes harder to do virtually. We suggest you send this on to your sales manager if any of these fit for you.

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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

Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

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#634: What Makes an Ideal Sales Person in 2021? Jan 11, 2021

This episode was done for both sales leaders/managers and sales professionals. The topic is how do you size up your own skills or the skills of a potential candidate to determine whether they will be successful or not in your company. If you’re a sales person who has a sales manager who might benefit from listening to this, be sure to forward it to them.

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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

Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

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#633: 6 Must-Have New Years Resolutions Jan 04, 2021

Bill and Bryan have grown weary of the last few years telling you to come up with your New Year’s business resolutions. So this year, they are doing it for you!

They guys give you six resolutions they think it will change your business life in 2021.

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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

Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

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#470: From Prospect to Client Dec 28, 2020

Does it really take 8 to 12 contacts to turn a prospect into a customer?

Bill Caskey and Bryan Neale address this very idea in today's episode. We had an awesome question from a listener in our co-video mailbag segment. She is a wardrobe and fashion expert, and is trying to figure out how to generate more clients.

Bill and Bryan give her some ideas that really anyone who's in sales and trying to generate more engagement with prospects can use.

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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

Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

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#508: The Best Sales Advice Ever Dec 21, 2020

In their sales training businesses, Bill and Bryan are both often asked the question, "what is the best sales advice you can give me?"

This is usually a pretty difficult question because no one answer will fit every situation. And, with so many different sales methodologies out there, how can you know what's best?

On this week's episode of The Advanced Selling Podcast, they guys decided to step up to the challenge and put together their lists of the best advice they've either ever gotten or ever given.

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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

Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

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#632: When Everything's Good...Except the Scoreboard Dec 14, 2020

On this episode of The Advanced Selling Podcast, Bill and Bryan address a common issue that keeps coming up among their clients. The issue is, that everything is great inside the company except for the scoreboard.

The guys give you some ways that whether you're a sales leader or a salesperson, you can face this problem head on.

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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

Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

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#631: Can Your Non-Sales People Help Generate More Business? Dec 07, 2020

In this episode Bill Caskey and Bryan Neale address the issue of how the non-sales people inside your firm might be able to help you generate more business and acquire new customers.

The Guys lay out a handful of suggestions that not only can your engineers and project managers use but you can as well.

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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

Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

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#630: Necessary Skills for 2021 Nov 30, 2020

In this episode, Bill and Bryan break out some skills that we believe are important for your growth as you seek to make 2021 an awesome year.

The guys talk about five areas of skills that you might not have thought about before that can be instrumental in helping you grow your business in 2021.

We will be talking about this and other areas of goal setting in our insider program on Friday, December 4th so if you are pre-December 4th, make sure you join us and get access to this! Go to http://advancedsellingpodcast.com/insider to learn more.

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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

Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

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#629: Should I - Round 2 Nov 23, 2020

In this episode, the guys play another round of #ShouldI, where they take a question from the audience and each weigh in on a yes or no answer to the question.

They deal with three questions today, should I start a podcast. Should I invite people to appointments cold on LinkedIn? Should I discount in the final hours if I get pressure from my prospect?

If you're interested in bringing Bill and Brian in to do the 2021 goal setting and planning session, go to advancedsellingpodcast.com/virtual.

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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

Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

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#628: A Deep Look at Your True Value Nov 16, 2020

In this week's episode, Bill Caskey and Bryan Neale address the idea of how you determine your value in your market.

Yes, you represent products and services, but what about your value in that mix? The guys talk about confidence, clarity, communication, and a deeper take on who you are as a sales professional, but also as a human being.

If you're interested in bringing Bill and Bryan in for 2021 goal setting and planning, go to advancedsellingpodcast.com/virtual.

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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

Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

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#627: Keeping the Flame Alive with Your Prospects Nov 09, 2020

On this week's episode the guys take a great question from /Tom, who asked, "The best way to keep the flame alive with clients who are in between projects?"

Bill and Bryan give Tom a few ideas on how to stay top of mind with his prospects. They also tell him how to think differently about that topic.

If you're interested in bringing Bill and Bryan in for 2021 goal setting and planning, go to advancedsellingpodcast.com/virtual.

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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

Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider!

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#626: Should We Be Choosey About Our Prospects? Nov 03, 2020

Are you filtering your prospects, or are they filtering you?

In this week's episode, Bill and Bryan handle a question from a listener about whether she should be choosey when it comes to prospects. She decided to hold the line with a bullying prospect and is now seeking advice since he called her bluff.

If you're interested in bringing Bill and Bryan in for a 2021 Goal Setting and Planning Session, go to advancedsellingpodcast.com/virtual.

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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

Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider!

=========================================

#625: What Are You Afraid Of? Oct 26, 2020

Our hungry ghosts and inner goblins. We all have inner fears that hold us back.

On this episode, Bill Caskey and Bryan Neale reveal some of their own fears and frustrations that they believe are worth talking about. They also ask that you do the same thing.

This pandemic has created some uncertainty for many of us and uncertainty leads to us becoming unstable and afraid of things quickly.

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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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2021 Goal Setting & Planning Offer Oct 21, 2020

In this episode, Bill Caskey and Bryan Neale talk about the all-important **2021 Goal Setting & Planning** sessions that you and your team should be doing now or soon.

They also introduce you to a special training program where they can help your team complete their personal business plans for 2021.

You can find out more about that program at: http://advancedsellingpodcast.com/virtual

#624: Changes in Business Development as the Pandemic Subsides Oct 19, 2020

In this episode, the guys speak with Ben Parker and Aaron Bollinger of Kronologic.ai about the trends they are seeing in appointment setting and new business development.

Kronologic.ai is at the front lines of enterprise and SMB sales development, and they have a finger on the pulse in that area.

Aaron will be joining us in a live webinar on October 23rd called "How To Sell More With Video In 2021."

Go here to register now: https://www.brighttalk.com/webcast/18314/445119

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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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#623: How Do I Go Over His Head? Oct 12, 2020

This is a common question that we get from sales people who get stuck calling too low inside an organization.

But rather than give you the things to say when that stuck-ness happens, we want to reframe the whole process and help you understand how that question should never come up again.

If you are not already a member of our ASP Insider Monthly Live Training Program, go to AdvancedSellingPodcast.com/Insider.

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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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#622: Should I...? Oct 05, 2020

Listener questions on price, calling higher, going around people and including a calendar invite in the initial email.

In this episode, the guys field some questions from our LinkedIn group and other emails we've received on issues facing salespeople today. They play a little game they like to call #ShouldI.

If you have not checked out the Advanced Selling Podcast Insider Program, go to advancedsellingpodcast.com/insider and check out our video that shares a little bit of detail about how you can join.

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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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#621: Do You Schedule Practice Time? Sep 28, 2020

In this week's episode, Bill Caskey and Bryan Neale talk about the value of practice when it comes to presentations and first calls.

They use the example of sports teams and how much practice time they put in prior to showtime. But yet why in the sales profession, do we not do much practicing?

If you have not checked out the Advanced Selling Podcast Insider Program, go to advancedsellingpodcast.com/insider and check out our video that shares a little bit of detail about how you can join.

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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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#620: Morning Routines for Sales Professionals Sep 21, 2020

Bill and Bryan address several ideas on morning routines to help us get the most out of our days.

Rather than give you a prescription on exactly what you should be doing every morning, we give you some thoughts on things that we have done that have helped us make our days worth more to us.

If you have not checked out the Advanced Selling Podcast Insider Program, go to advancedsellingpodcast.com/insider and check out our video that shares a little bit of detail about how you can join.

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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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#619: How Digital Are You? Sep 14, 2020

On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale talk about leverage and your ability to take your time and have it return better results to you.

The guys give you a couple of ideas you can run with right now that will help you leverage your time and the relationships you have to generate more impact in the market.

If you haven't joined our Insider group, what are you waiting for? go to https://advancedsellingpodcast.com/insider to learn more!

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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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#618: Lead Generation or Conversion? You Pick. Sep 08, 2020

In this episode, Bill Caskey and Bryan Neale address a common dilemma that sales leaders and sales people have, where do I invest my time, in the lead generation top of the funnel process or in converting those leads to sales?

The guys talk about some real issues that could be even deeper than that, to make sure that we're working on the right end of the problem and give you a few thoughts on how to navigate this dilemma.

If you haven't joined our Insider group, what are you waiting for? go to https://advancedsellingpodcast.com/insider to learn more!

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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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#617: The High Cost of Being Resistant to Change Aug 31, 2020

In this episode, Bill Caskey and Bryan Neale address some of the causes of resistance to change.

In the last episode, we talked about the embracing of change as a strategy for our new world. On this episode, the guys give you not only some causes so that we can reverse engineer and find out where we are, but also two or three ideas on how to break free.

If you haven't joined our Insider group, what are you waiting for? go to https://advancedsellingpodcast.com/insider to learn more!

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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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#616: Are You Hanging on to a Pre-COVID Strategy? Aug 24, 2020

On this episode, Bill Caskey and Bryan Neale address one of our clients who went on a rant recently about pre and post COVID language.

We tend to hang on to the pre-COVID world when really we should be abandoning that language and embracing the new world as it is, not as we think it should be.

Bill and Bryan give you some thoughts on how you can embrace this unique opportunity that we all have, even though we might not look at it that way.

If you haven't joined our Insider group, what are you waiting for? go to https://advancedsellingpodcast.com/insider to learn more!

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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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#615: How to Fix Your Closing Problem Aug 17, 2020

Closing is a huge problem for most B2B salespeople.

In this episode, Bill and Bryan address the ever popular topic of closing percentage, which is deals proposed to deals closed.

The national closing rate for B2B sales is well less than 20%, and the guys give you some fuel for your sales process to make sure that you get your percentage exponentially up.

If you haven't joined our Insider group, what are you waiting for? go to https://advancedsellingpodcast.com/insider to learn more!

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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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#614: Don't Let Your Message Leave Your Prospects Cold Aug 10, 2020

In this episode Bill Caskey and Bryan Neale provide you with some level one thinking about how to craft your core message.

This is an ongoing series that takes place in The ASP Insider program but the guys give you a peek and give you a couple of things to do immediately to start to shore up your message as you pursue deals in your market.

If you're interested in getting live access to Bill and Bryan, go to https://advancedsellingpodcast.com/insider

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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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#613: How Should Your Customers Measure Your Value? Aug 03, 2020

In this episode, Bill Caskey and Bryan Neale follow up last week's episode with some ideas on how to best measure your value so that you can talk about it intelligently with your prospect or customer.

The guys give you a three-part framework for you to use and give you an assignment to do an exercise about value journey mapping. This will help you know what the components of your economic value truly are.

If you're interested in getting live access to Bill and Bryan, go to https://advancedsellingpodcast.com/insider

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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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#612: How to Look for Your Ideal Client Jul 27, 2020

On this week's episode, Bill and Bryan share how they approach potential clients when there is a deal on the table.

This includes the observations they make, the culture, perception and what they look for to help companies and individuals get the most bang for their dollars of training or coaching.

If you're interested in getting live access to Bill and Bryan, go to https://advancedsellingpodcast.com/insider

=========================================

Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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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#611: Is Sales Really For Me? Jul 20, 2020

Am I cut out for sales is actually a very good question. In this episode, Bill and Bryan address some questions that are arising from some of their coaching clients in our post-COVID world.

The way selling has been done and will be done in the future will change, but change to what? And we all want to be successful in the profession, but what does that even mean anymore?

Bill and Bryan offer some thoughts and suggestions for those in this quandary.

If you're interested in learning more about the Insider program, go to advancedsellingpodcast.com/insider.

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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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#610: What is Your High Concept? Jul 13, 2020

In this episode, Bill and Bryan Neale cite an idea from a book by Steven Pressfield, "No One Wants to Read Your Sh*t." He talks about the idea of a concept as being crucial in communicating your value.

The guys actually talk about the concept of the Advanced Selling Podcast and dig deep to try to find a thread that leads to the high concept of the podcast.

If you're interested in learning more about the Insider program, go to advancedsellingpodcast.com/insider.

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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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#609: Crafting Your Post-Covid Sales Story Jul 06, 2020

As we start to re-open post-covid, are you still trying to use the same old message?

On this episode of The Advanced Selling Podcast, Bill and Bryan give you some ways that you can start to craft your post-covid sales story.

We'll be diving deeper into this topic on July's Insider call. If you haven't joined The ASP Insider yet, go to http://advancedsellingpodcast.com/insider to do it now!

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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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#608: Getting Back to Your "Why" Jun 29, 2020

Why do you do what you do? Have you ever even thought about it?

We all have reasons why we do what we do and on this episode, Bill and Bryan help you get back to that core purpose "why."

Have you joined The ASP Insider yet? Go to http://advancedsellingpodcast.com/insider to learn more now!

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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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#607: What Not to Do on LinkedIn Jun 22, 2020

LinkedIn can be a great connection and business development tool, but sometimes you can actually hurt your business if you're not using it correctly.

On this episode of The Advanced Selling Podcast, Bill and Bryan give their own pet peeves that you come across on LinkedIn. Listen in and see if you're making any of these mistakes!

Want to turn your LinkedIn connections to appointments? Join us Friday, June 26th at 4PM EST for a FREE Livestream where we'll tell you how to do just that! Go here to register now: https://advancedsellingpodcast.com/linkedin-livestream

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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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#606: Confessions of a Sales Coach Jun 15, 2020

On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss the frustrations that they feel from time to time working with their clients.

Whether it's reluctance to their coaching or just not taking their advice. They also take a hard look in the mirror and admit it could be half on them and half on the client.

The guys give you some ways you can better show up to coaching experiences and how you might receive coaching in a better way.

Want to turn your LinkedIn connections to appointments? Join us Friday, June 26th at 4PM EST for a FREE Livestream where we'll tell you how to do just that! Go here to register now: https://advancedsellingpodcast.com/linkedin-livestream

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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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#605: How Do I Handle crickets in the Sales Process? Jun 08, 2020

In this week's episode, an ASP Insider anonymously sends a question about the process that he uses to convert leads to sales. The problem is that often the prospect decides to just go away and do nothing and he is left wondering how he can stop that.

In this episode, Bill and Bryan give some ideas on how to address this problem if this is happening to you.

Find out more about The ASP Insider and check out our new video at http://advancedsellingpodcast.com/insider.

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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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#604: 4 Important Elements of Your Personal Business Plan Jun 01, 2020

On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale give you a preview into some ASP Insider content that will be released on June 12th.

They each select two components of the personal business planning process and go a little bit deeper into how you can take these components and begin to build your own plan around them.

If you have some interest in how you can get coaching from Bill and Bryan, then join our ASP Insider! http://advancedsellingpodcast.com/insider

Also, go to advancedsellingpodcast.com/livestream to get access to the last three webinar replays!

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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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#603: Do You Really Feel Free at This Time? May 25, 2020

In this episode, Bill Caskey and Bryan Neale talk about the constraints on us and on our future as sales professionals.

In a rigorously honest sort of way, Bill and Bryan talk about some of the restrictions that they feel, given the business disruption, and some ways they cope with that to help them expand their level of freedom in the future.

Also, they mention that you can go to advancedsellingpodcast.com/livestream to get access to the last three webinars that we did.

If it's time for you to level up your effectiveness in sales, then join our ASP Insider! http://advancedsellingpodcast.com/insider

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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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#602: Have You Built a Lead Traffic System? May 19, 2020

In this episode, Bill and Bryan introduce you to the concept of traffic, as it relates to lead generation for your business.

In internet circles, experts talk about traffic and conversion. In other words, how do you get traffic to a site, and how does the site convert visitors to clients?

The same thing applies to you, and there are all sorts of traffic sources. But in this episode, we talk about the mindset of traffic.

If it's time for you to level up your effectiveness in sales, then join our ASP Insider! http://advancedsellingpodcast.com/insider

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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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#601: Our Favorite Two Sales Questions From Our Recent Live Streams May 14, 2020

We love questions from listeners. In fact, it's one reason that we decided to do a series of webinars/live streams over the last couple of months to help our listeners cope with COVID and all things disrupted because of it.

In this episode, Bill and Bryan, each select their favorite question from our listeners and share even better answers than maybe we gave in the live stream.

If it's time for you to level up your effectiveness in sales, then join our ASP Insider! http://advancedsellingpodcast.com/insider

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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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#600: Your Post COVID Sales Process: Has it Changed? May 12, 2020

In this episode, Bill and Bryan address the sales processes that we all have, and question whether our needs have changed or whether we can continue to use the same one.

And, the guys get into a discussion about a post-it note exercise that might help you diagram your current sales process using proper language and proper technology.

If you're interested in joining our ASP Insider Community, go to advancedsellingpodcast.com/insider, and we'd love to have you on the inside!

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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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#599: You Have an Awesome Message, but Are You Being Heard? May 07, 2020

In this episode, Bill and Bryan discuss the importance of being heard on your virtual calls or online communication.

They talk about the value of the right microphone and audio setup, whether you're doing videos on your iPhone, Android, Zoom calls or virtual meetings on any other platform.

RØDE Lavalier Mic: https://amzn.to/35GrP8b PowerDeWise Mic: https://amzn.to/3c8oa5j Audio Technica: https://amzn.to/3cez21A

If you haven't already checked our brand new coaching program, The ASP Insider, go to http://advancedsellingpodcast.com/insider to do it now!

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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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#598: Four Mistakes to Avoid When Preparing to Relaunch May 05, 2020

In this episode of the Advanced Selling Podcast, Bill and Bryan address some mistakes that they're starting to see sales people make as they get ready to go back into the market to rebuild their businesses.

We all have some tendencies to act in a certain way, but those tendencies might not serve us well at this time.

So listen to this episode and see if you can pick out a couple of these things that you can avoid as you go into relaunch mode.

If you haven't already checked our brand new coaching program, The ASP Insider, go to http://advancedsellingpodcast.com/insider to do it now!

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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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#597: How to Be a Good Coach Apr 30, 2020

Whether you are a coaching a sales or just giving a co-worker some feedback, it's important to know how to be a good coach.

On this episode, Bill and Bryan give their best tips on how to be a better coach to those around you.

Also, if you haven't already signed up, we're doing a free LIVE Coaching Zoom call this Friday, May 1st at 4PM EST. We will be choosing listeners to do a coaching session and you could be one of them! You won't want to miss it, just click here to register now!

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If you haven't already checked our brand new coaching program, The ASP Insider, go to http://advancedsellingpodcast.com/insider to do it now!

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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#596: How to Show up to a Coaching Experience Apr 28, 2020

How do you show up to a coaching call? Do you prepare yourself ahead of time, or just show up?

On this episode of The Advanced Selling Podcast, Bill and Bryan give you their advice on how you should prepare yourself to get the most out of any coaching experience you might have.

By the way, we're doing a free LIVE Coaching Zoom call this Friday, May 1st at 4PM EST. We will be choosing listeners to do a coaching session and you could be one of them! You won't want to miss it, just click here to register now!

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If you haven't already checked our brand new coaching program, The ASP Insider, go to http://advancedsellingpodcast.com/insider to do it now!

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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#595: The Future of In-Person Sales Meetings Apr 23, 2020

What does the future hold for sales meetings? Will things go back to business as usual or will they be changed forever?

On this episode of The Advanced Selling Podcast, Bill and Bryan take a listen question they were unable to get to on the live coaching call.

Although both of the guys admit they don't actually know what the future holds for in-person sales meetings, they do offer their thoughts on how it might be and some ways to embrace whatever is to come.

If you haven't already checked our brand new coaching program, The ASP Insider, go to http://advancedsellingpodcast.com/insider to do it now!

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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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#594: How To Build Rapport Virtually Apr 21, 2020

We had a great turn out for our LIVE coaching on April 17th, but we were unable to get to everyone's questions. So, we decided to start answering them on the podcast.

On this episode, we discuss a question that we received from a sales manager who asked, "what can my reps do to better build rapport on a virtual meeting?"

Bill and Bryan give you their tips on building rapport and how you can do it virtually.

If you haven't already checked our brand new coaching program, The ASP Insider, go to http://advancedsellingpodcast.com/insider to do it now!

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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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#593: The Questions We Didn't Get To Apr 16, 2020

In this episode, the guys tackle the questions they were unable to get to on the last LIVE Zoom call on March 24th.

If you weren't able to join us then in March, don't worry! We are going to be doing another FREE LIVE Coaching Call on Friday, April 17th at 12PM EST. The topic is "Get Ready for the OPENING of the COUNTRY!"

To save to your spot, just go to https://bit.ly/2yik6k4

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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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#592: What's Going to Change? Apr 14, 2020

Have you considered what is going to change as a result of COVID-19? Well, that's exactly what Bill and Bryan discuss on this episode of The Advanced Selling Podcast.

This is a continuation of our series on the market disruption caused by the Corona Virus. The guys give you their guesses on how business will change and how it will affect you personally.

Want to attend our FREE Live Coaching Session? Just go to https://bit.ly/2yik6k4 to save your seat now!

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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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#591: What Corona Has Taught Us Apr 07, 2020

On this episode of The Advanced Selling Podcast, Bill and Bryan continue their twice weekly series during the corona virus outbreak.

The guys share their personal lessons that they have learned during the disruption from normal and how we can benefit from them.

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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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#590: The Beginning of the End Apr 02, 2020

It’s nearly time to go back to work. In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale roll out for you the idea of planning for the next 30 days, which includes the “get back to work” strategy.

Now is the perfect time to get your affairs in order so that when the spigot (Bryan’s favorite word to hear and Bill’s favorite to say) gets turned on.

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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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#589: What Do We Do Right Now? Mar 24, 2020

With COVID on everyone’s mind…at all times…(thanks media :), the question is ‘what do we do right now?’

Bill gives you some things to chew on here. Yes, it’s all unchartered territory, isn’t it?

Stay tuned for Tuesday and Thursday episodes during the craziness!

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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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#588: What Should I Do in the Next Week? Mar 19, 2020

This is the second episode in our Corona Virus series.

In this episode, the guys talk about some specific actions to take and actually get a little mechanical with some tools that you can use to help continue the prospect experience at a high level.

They also talk about the obligation that we all have to continue to make calls and bring value to people.

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Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode?

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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#587: Selling From Strength Through the Crisis Mar 17, 2020

In this episode, Bill Caskey and Bryan Neale address the COVID-19 crisis and the impact it could have on the sales profession.

The guys also give you some tips on how to keep proper mental and emotional perspective during these strange times.

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Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line!

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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#586: Stealth Time Management for Salespeople Mar 16, 2020

In this episode, Bill and Bryan talk about how you can rethink time.

We all hear the refrain, "I don't have enough time to get this done," but what does that really mean?

In this episode, the guys each share some methods of filtering tasks that they have used in the past to help them generate revenue.

Would you like to visit the Deal Work Studio? Well it's now live! Go to advancedsellingpodcast.com and click on the green button on the homepage to get started.

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Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line!

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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#585: a-ha, Wimp Junction, and Building Your Story Mar 09, 2020

In this episode, Bill Caskey and Bryan Neale jump around a little bit from a music video by a-ha, https://www.youtube.com/watch?v=djV11Xbc914, a model that we heard about from Terry Slattery called wimp junction, and then getting into some framework ideas for how you can build a story structure that helps you grow your business.

The guys also talk about programs that they're doing out in the field, including the Deal Work Studio and our one-day events.

Would you like to visit the Deal Work Studio? Well it's now live! Go to advancedsellingpodcast.com and click on the green button on the homepage to get started.

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Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line!

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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#584: How to Get Your Mind Right for Business Development Mar 02, 2020

On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a common challenge they see in the market. The problem is, "how do I generate more leads with the proper attitude and mindset?"

The guys go through several scenarios and give you some proper mindsets that you can adopt that will make prospecting in business development so much easier for you.

Would you like to visit the Deal Work Studio? Well it's now live! Go to advancedsellingpodcast.com and click on the green button on the homepage to get started.

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Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line!

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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#583: What To Do When The Prospect Says, "Chill Out." Feb 24, 2020

On this episode of The Advanced Selling Podcast, Bill and Bryan address an email from a listener who asks the question, "How do I handle it when my prospect says, 'We will be making a decision soon? Wait for our call.'"

As with most questions like this, there are two elements to it, one is prevention and one is remedy.

Bill and Bryan talk about both of these, but the primary focus of their work today on this question is how do we prevent this from happening in the first place?

Would you like to visit the Deal Work Studio? Well it's now live! Go to advancedsellingpodcast.com and click on the green button on the homepage to get started.

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Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line!

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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#582: When to Opt-out of a Deal Feb 17, 2020

The guys are on the road this week on The Advanced Selling Podcast, so they decided to record a live episode on the way to the event.

They discuss the difficult decision to Opt-out of the deal. They give you the ways to handle the decision with the prospect and they give you some signs that it might be time to opt-out of your deal.

Would you like to visit the Deal Work Studio? Well it's now live! Go to advancedsellingpodcast.com and click on the green button on the homepage to get started.

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Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line!

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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#581: There's What We See and What We Don't See Feb 10, 2020

In this episode, Bill and Bryan deal with the concept of subtexts.

This is the notion that there's always something going on underneath the surface and our ability to work that out might be one of the keys to our success in selling. This goes for our personal habits and attitudes, but it also goes back to prospect behavior and how we find out what the problems are that our prospect has.

The guys also discuss the lessons that we can learn from Kobe Bryant's life as well.

Would you like to visit the Deal Work Studio? Well it's now live! Go to advancedsellingpodcast.com and click on the green button on the homepage to get started.

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Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line!

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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#580: How We Plan the Curriculum for a Workshop Feb 03, 2020

In this episode, Bill and Bryan talk through a workshop they're going to be doing in front of a sales team of Advanced Selling Podcast listeners in the next couple weeks.

They go through the kinds of problems that the customer is facing, which you might relate to as well. They also talk through how to get the group engaged, which they believe is vital any time you're in front of a group of sales professionals.

If you want to know how to ask for the business or close more sales, this podcast is for you.

Would you like to visit the Deal Work Studio? Well it's now live! Go to advancedsellingpodcast.com and click on the green button on the homepage to get started.

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Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line!

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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#579: Who's Selling Whom? Jan 27, 2020

Is it really possible to create the conditions where your prospect is asking you to sell them?

In this episode, Bill and Bryan give you the critical conditions that must be in place if you are to strike a balance between you selling your prospect and your prospect selling you.

We find that it typically moves in the direction of you taking on the burden of selling, and that doesn't allow you freedom. So we give you some hints at how to get your mind right and your actions right so that that can be a more balanced interchange.

Would you like to visit the Deal Work Studio? Well it's now live! Go to advancedsellingpodcast.com and click on the green button on the homepage to get started.

=========================================

Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line!

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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#578: Amateur VS. Professional Jan 20, 2020

What separates the amateur from the pro?

In this episode, the guys go deep into the attributes that they see amateurs take with them to the market, and how that differs from the pro attributes. They discuss this in several different contexts; prospecting, managing the process, closing, and overall energy.

As you listen to this episode, have a pencil and paper with you so that you can mark on the spectrum where you fall between amateur and pro in these four areas.

Learn more about Kronlogic and sign up for a free trial at https://www.kronologic.ai.

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Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line!

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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#577: Are You Winging Your Sales Process? Jan 13, 2020

In this episode, Bill Caskey and Bryan Neale kick the year off by talking about how to better button up your sales process so that your closing percentage goes sky high through the year!

The guys give you a couple examples from different disciplines that use the same kinds of tools that we as salespeople should use in our day-to-day world.

Learn more about Kronlogic and sign up for a free trial at https://www.kronologic.ai.

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Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line!

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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#576: How Much Is Each of Your Sales Meetings Worth? Jan 06, 2020

How much is each of your sales meetings worth?

If you don't know, then you are missing out on some extremely valuable information. On this week's episode, Bill and Bryan interview co-founders of the sales lead & calendar automation tool, Kronologic.

Learn more about Kronlogic and sign up for a free trial at https://www.kronologic.ai.

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Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line!

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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#575: Sales and Achievement Lessons from 2019 Dec 16, 2019

In the final episode of 2019, Bill Caskey and Bryan Neale review the past year of lessons from their individual coaching and training and from responses they have received from Podcast listeners.

The guys believe it’s always helpful to use this reflective time of year to see what you have learned and what lessons you can implement in 2020.

The guys have a couple of things that you might not expect to hear from them that they think makes this podcast episode worth listening to.

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Want to have Bill or Bryan at your next sales meeting? Send us an email to listener@advancedsellingpodcast.com or go to advancedsellingpodcast.com and click on the Come See Us button at the top!

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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#574: Christmas Gifts Every Sales Person Should Ask For Dec 09, 2019

In this holiday episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale outline 10 useful, practical, and maybe even comical gifts that you should ask for from your family for this holiday season.

If you haven't finalized your Christmas list, you should definitely listen up!

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Want to have Bill or Bryan at your next sales meeting? Send us an email to listener@advancedsellingpodcast.com or go to advancedsellingpodcast.com and click on the Come See Us button at the top!

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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#573: What Recording Your Sales Calls Can Do For You Dec 02, 2019

In this episode of The Advanced Selling Podcast, Bill and Bryan interview Amit Bendov, the CEO and co-founder of Gong.

Amit shares some of the lessons from the Gong Sales Enablement Tool that every salesperson should pay attention to.

You can find out more about Gong and what they do on their LinkedIn page, https://www.linkedin.com/company/gong-io/.

If you'd like to have Bryan, Bill or both come visit you with one of your upcoming sales retreats or sales meetings, send us an email to listener@advancedsellingpodcast.com.

ASP Live: Why Did I Win or Lose the Deal? Nov 18, 2019

On this episode of The Advanced Selling Podcast, Bill and Bryan host a special LIVE recording in Indianapolis Indiana.

Have you ever wondered, why did I lose that deal I worked so hard to get? If so you're in luck! The guys give you a framework on how you can determine not only why you lost the deal, but why you you won a deal as well.

Also, Bill gives you his custom acronym, F.E.C.E.S., on why frameworks are so important to the sales process.

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Want to have Bill or Bryan at your next sales meeting? Send us an email to listener@advancedsellingpodcast.com or go to advancedsellingpodcast.com and click on the Come See Us button at the top!

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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ASP Live: Audience Q&A Nov 18, 2019

This is Part 2 of a special LIVE Advanced Selling Podcast recording in Indianapolis Indiana.

On this episode, the guys take live questions from the audience and give them their best advice. They received some really good questions that you won't want to miss!

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Want to have Bill or Bryan at your next sales meeting? Send us an email to listener@advancedsellingpodcast.com or go to advancedsellingpodcast.com and click on the Come See Us button at the top!

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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#570: Our Two Favorite Success Hacks Nov 11, 2019

On this episode of The Advanced Selling Podcast, Bill and Bryan each share one of their favorite sales success hacks and why it works.

While they don't typically like the word hack, because they believe it dilutes the power and importance of being a professional, there is still something magical about a simple thing you can do that will get you better results.

If you'd like to bring Bryan, Bill or both in during the first quarter of next year, send us an email to listener@advancedsellingpodcast.com or go to advancedsellingpodcast.com and click on the Come See Us button at the top!

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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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#569: Do You Suffer From Success Anxiety? Nov 04, 2019

No kidding. There really is such a thing as success anxiety, or fear of success.

In this episode, Bill and Brian dig a little bit deeper than normal on what might really be happening. They share some personal stories of how it's affected them and how they see it impact their clients.

If you feel like for the last few years you've had one foot on the accelerator and one foot on the brake and have, listen up to this episode, it may be a life changer.

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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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#568: The Future of Selling Skills Oct 28, 2019

On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss what the future will look like regarding selling skills.

The guys talk debate whether the skills used now in the sales process will be relevant in the future and they give you some ways to stay up to date with your skills.

If you are interested in bringing the guys in digitally, you can sign up for the Deal Work Studio by going to advancedsellingpodcast.com and click on the button in the banner.

The Deal Work Studio is a 60-minute deal coaching event for your sales team. Spots are filling up quickly, go there now!

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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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#567: Are You Dabbling in the Right Mindsets? Oct 21, 2019

On this episode, Bill Caskey and Bryan Neale address something that they have seen plague sales teams and people over the years, adopting the right mindsets and actually going all in on them.

The guys talk about what happens when you dabble and what happens when you can go all in and get truly committed to getting our heads on straight.

If you are interested in bringing the guys in digitally, you can sign up for the Deal Work Studio by going to advancedsellingpodcast.com and click on the button in the banner.

The Deal Work Studio is a 60-minute deal coaching event for your sales team. Spots are filling up quickly, go there now!

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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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Bring Your Deal to the Deal Work Studio Oct 17, 2019

On this bonus episode of The Advanced Selling Podcast, Bill and Bryan discuss the Deal Work Studio and how it can benefit your team.

What if you could get Bill and Bryan to work with you and your team to review the specific deals you are working on or about challenges your team struggles with?

Well, now you can! It's called Deal Work Studio, and you can go to https://advancedsellingpodcast.com and click on the button in the banner to get started.

#566: Deal Work Mistakes Oct 14, 2019

On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale continue their Deal Work series.

The guys give you the six most common mistakes that sales team make when they do Deal Strategy Work internally. They also give you their solutions to this mistakes and how you can avoid them.

What if you could get Bill and Bryan to work with you and your team to review the specific deals you are working on or about challenges your team struggles with?

Well, now you can! It's called Deal Work Studio, and you can go to https://advancedsellingpodcast.com and click on the button in the banner to get started.

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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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#565: Why You Should be Doing Deal Work at All Times Oct 07, 2019

In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale talk about the value of sales meetings where deal work is done.

Bill and Bryan have both found that deal working is one of the most valuable components of any coaching or training program. The idea is taking deals that you're in the middle of, and that are not moving at the pace you'd like them to move, and strategizing on what you can do to create more momentum.

What if you could get Bill and Bryan to work with you and your team to review the specific deals you are working on or about challenges your team struggles with?

Well, now you can! It's called Deal Work Studio, and you can go to https://advancedsellingpodcast.com and click on the button in the banner to get started.

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

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

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

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

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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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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Things a Sales Person Should Never Say Sep 02, 2019

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

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!

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!

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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

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

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.

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

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

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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#555: Can Personal Branding Make Selling Obsolete? Jul 22, 2019

In this episode of The Advanced Selling Podcast, Bill and Bryan riff on a recent online conversation between Jeffrey Haslett and Mike Weinberg, where they were talking about the importance of personal brand building in B2B sales.

Jeffrey and Mike suggested in their conversation that we not look at Kim Kardashian and Gary Vaynerchuk as people that we want to replicate.

Bryan and Bill have slightly different variations of opinion on that and they'll share those with you and give you some ideas on how you can build your personal brand to create more control in the sales process.

Do you have an upcoming sales retreat or meeting that you'd like to have Bill or Bryan come to? Send us an email to listener@advancedsellingpodcast.com, with "Come see us" in the subject line and we will 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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#554: What Happens When Your Technical People Misbehave? Jul 15, 2019

On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale take on a first ever listener mailbag video question.

This week's question comes from a listener named Seth, who asks how he should handle it when he's got subject matter experts that accompany him on sales calls who are not behaving the way he would like. The guys break it down to talk about how do you coach people pre-call, and then what to do during the call when things get out of hand.

Want to have one of the guys in to your sales retreat or meeting? Send us an email to listener@advancedsellingpodcast.com, with "Come see us" in the subject line and we will 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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#553: When Cold Calls Get the Best of You Jul 08, 2019

In this episode, sales trainers, Bill Caskey and Bryan Neale, address a common question that they get from salespeople who are required to make hundreds of cold calls a week, "I'm sick and tired of cold calling and I can't keep doing it any longer."

The guys go deep into the psychology of cold calls and discuss the need to find other methods of prospecting that won't result in burning out your people in a year.

If you're a frontline seller and making thousands of cold calls is part of your routine, send this episode to your VP of sales or sales leader and see if this can prompt some other strategies and alternatives in your company.

Also, If you'd like for Bryan, Bill or both to come into your sales retreat, send them an email at listener@advancedsellingpodcast.com, with "Come see us" in the subject line. We'd love to hear about your event!

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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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#552: What Have We Changed In Our Sales Philosophy? Jul 01, 2019

On today's episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a LinkedIn Group question that neither of them has ever been asked before, "How Have You Changed In Your Sales Philosophy?"

The guys discuss some ways they've both changed in their philosophy and in the things that they train companies on in the sales process. As you listen to this episode, think about your own process and whether you might be up for some reinvention in these eight areas!

Send us an email to listener@advancesellingpodcast.com, if you're interested in bringing Brian or Bill in for a retreat or sales meeting this year. And, be sure to put "Come See Us" in the subject line!

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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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#551: Stuck In a rut? The Solution Is Coming. Jun 24, 2019

In this episode of The Advanced Selling Podcast, Bill and Bryan address a common issue we hear from our both our sales and leadership coaching clients, what do I do when I'm stuck or in a slump or in a rut? In this podcast we distinguish the difference between being in a slump and being stuck, and we focus on both of them. Bryan brings out his flow model to share some personal experiences about when he gets stuck, and Bill has some thoughts about visualization and a meditation practice that can help when you are. If you want to bring Bryan or Bill into your sales retreat or workshop, send us an email at listener@advancedsellingpodcast.com, and in the subject line be sure to write, "Come see us" and we'll get the ball rolling!

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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? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

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

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#550: How Do I Replace an Incumbent When I Have Inside Champions? Jun 17, 2019

In this episode of The Advanced Selling Podcast, Bill and Bryan take a mailbag question from a listener, Damien, who has only been with a company for a short time and is responsible for displacing an incumbent vendor at one of their large prospects.

Damian is struggling with how to approach this situation when there are already 20 inside champions. Bill and Bryan give him some thoughts and advice around how to think about this project, and some tactical suggestions on how to get to work.

Are you thinking about bring in Bill or Bryan to your sales retreat or workshop?Send us an email to listener@advancedsellingpodcast.com and we'll 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? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

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

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#549: How Do I Go Over the Buyer's Head (Without Making Them Mad)? Jun 10, 2019

In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale receive a listener question from Julian, who is interested in how he proceeds to close a deal when he's not talking to the right people. The guys give him some advice on how to think differently about the problem and maybe ask the question in a different way so that you have hope of taking the next right step. Sometimes when we get stuck answering a question or solving a problem, we need to re-ask ourselves or reframe the question so that we jar other ideas loose in our mind which gives us hope to solve it. If you're interested in bringing Bill or Bryan in for a sales retreat, make sure you send us an email 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? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

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

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Winning The Buyer's Brain - Interview With Bryan Gray Jun 03, 2019

On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale sit down with a long time friend, Bryan Gray, Author and CEO of Reveue Path Group.

They discuss the buyer’s brain and how their thinking affects the sales process.

Do you know how to get the limbic and reptilian brain to pay attention in any buying decision? Bryan has some tips on how to do just that.

Learn more about the Online Masterclass, Winning the Buyer's Brain at https://www.winningthebuyersbrain.com

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If you'd like to bring one or both of us into your national sales retreat or meeting, send us an email to listener@advancedsellingpodcast.com and we'll get the ball rolling.

Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

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

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#548: Sales Differentiation with Lee Salz May 27, 2019

On this week's episode of The Advanced Selling Podcast, Bill and Bryan have the chance to sit down with Lee Salz, best selling author and sales expert.

Lee dives deep into the topic of Sales Differentiation and how to stand out from your competitors. He also gives some strategies on how to change your sales process and win more deals at the prices you want!

To get a copy of Lee's new book, Sales Differentiation and BONUS Videos, go to http://salesdifferentiation.com.

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If you'd like to bring one or both of us into your national sales retreat or meeting, send us an email to listener@advancedsellingpodcast.com and we'll get the ball rolling.

Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now!

Also, be sure to 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? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

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

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#547: Using Outreach to Maximize Your Results May 20, 2019

On this week's episode of The Advanced Selling Podcast, Bill and Bryan sit down with Brooke Bachesta, SDR Manager at Outreach. Brooke tells the guys how Outreach can automate areas of the sales process so you can maximize your time.

If you're interested in learning more about Outreach and how it can help you reach your goals, go to https://www.outreach.io/asp.

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

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Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now!

If you'd like to bring one or both of us into your national sales retreat or meeting, send us an email to listener@advancedsellingpodcast.com and we'll get the ball rolling.

Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

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

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#546: Imitation is the Sincerest Form of Flattery, Or Is It? May 13, 2019

On this episode of The Advanced Selling Podcast, Bill and Bryan both get a good laugh at an audio recording Bryan received from one of his friends imitating (or in this case mocking) the guys recording the podcast. However, this recording actually inspired the topic of this episode. The guys discuss the idea of imitation, and who we, as sales professionals, imitate in order to achieve at higher levels.

They give some of their advice that they give their clients to help them model certain behaviors but stay true to themselves.

If you'd like to bring one or both of us into your national sales retreat or meeting, send us an email to listener@advancedsellingpodcast.com and we'll get the ball rolling.

=========================================

Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now!

Also, be sure to 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? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

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

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#545: 8 Beliefs We Want You To Buy Into May 06, 2019

On this episode of The Advanced Selling Podcast, veteran sales trainers and longtime podcast hosts, Bill Caskey and Bryan Neale review the idea of beliefs and how we think about them. The guys give you 8 beliefs that they think you should buy into in order to get maximum value out of the podcast. They spend most of their time giving you tactical advice and strategies to help you grow your territory or your business. But, they're not sure they've ever looked at the core set of beliefs that we have about you and your potential in your markets. So here we go! If you'd like to bring one or both of us into your national sales retreat or meeting, send us an email to listener@advancedsellingpodcast.com and we'll get the ball rolling.

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Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now!

Also, be sure to 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? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

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

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#544: Late Start In Sales Apr 29, 2019

How do I successfully move in to a sales career in midlife?

On this episode of The Advanced Selling Podcast, Bill and Bryan get a mailbag question from a listener, Matt in Arkansas, who's been in the telecom business for a while, but now is transitioning to sales.

The guys give him a handful of suggestions that as we thought about them, actually apply to virtually any of us who are in professional selling today. Not just to newbies.

If you’re interested in bringing one or both of the guys in for a sales retreat or sales meeting, send us an email at listener@advancedsellingpodcast.com, and if you’re a new listener, we’d love to hear about you. Send us an email telling us how you found the podcast and what you’d like to hear as you go down the journey with us to sales excellence!

=========================================

Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now!

Also, be sure to 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? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

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

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#543: Writing a Winning Proposal Apr 22, 2019

On this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the key elements of writing a winning proposal, including making your proposal sing. It seems that we spend so much time in the sales process but then when we get to the proposal stage, we just fire it into a template. There has to be a better way to do it. That's why, the guys decided to have Bethany Fagan from PandaDoc.com joins us on this episode. Bethany shares how to really make your proposal stand out from the crowd.

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Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now!

Also, be sure to 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? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

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

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#542: Building Your Custom Question Bank Apr 15, 2019

On this episode of the Advanced Selling Podcast, Bill and Bryan give you the eight-plus questions that, depending upon the circumstance, you need in your question bank.

These questions are generic in nature, but would apply to virtually any B2B sales meeting scenario. If you aren't using these, you are really missing out on finding the prospect's real pain. The guys also want to give a big shout out to our sponsors, PandaDoc.com/ASP and Outreach.io/ASP. Great sponsors they are, and we thank them for their support!

If you're interested in bringing one or both of the guys in for a sales retreat or sales meeting, send us a email at listener@advancedsellingpodcast.com, and if you're a new listener, we'd love to hear about you. Send us an email telling us how you found the podcast and what you'd like to hear as you go down the journey with us to sales excellence!

=========================================

Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now!

Also, be sure to 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? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

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

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#541: Discipline in Sales Apr 08, 2019

Is discipline really necessary in professional selling today?

On this episode of the Advanced Selling Podcast, Bill and Bryan bring some alternative ideas about discipline and the art of accountability.

The question they have is: is discipline really the problem? Or is there something deeper?

They guys discuss the deeper motivations inside all of us and how we might look at discipline in a different way. They gives some ways to help us muster the courage to do what needs to be done every day.

If you're interested in bringing one or both of the guys in for a sales retreat or sales meeting, send us a email at listener@advancedsellingpodcast.com, and if you're a new listener, we'd love to hear about you. Send us an email telling us how you found the podcast and what you'd like to hear as you go down the journey with us to sales excellence!

=========================================

Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now!

Also, be sure to 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? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

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

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#540: Are You Able To Scale Your Business and Are You Persuasive? Apr 01, 2019

On this week's episode of The Advanced Selling Podcast, Bill and Bryan address two pressing problems that sales organizations face. The first is how to scale the business and the second is whether the old elements of persuasion still work.

The guys go through some detail on each of these topics. One of the books mentioned is a book called Scale by Frank Bria.

If you're interested in bringing one or both of the guys in for a sales retreat or sales meeting, send us a email at listener@advancedsellingpodcast.com, and if you're a new listener, we'd love to hear about you. Send us an email telling us how you found the podcast and what you'd like to hear as you go down the journey with us to sales excellence!

=========================================

Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now!

Also, be sure to 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? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

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

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#539: Understanding the Process When Leads Get Generated Mar 25, 2019

On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a listener question from the mailbag from someone who wanted to know whether they should outsource their lead generation.

The guys talk about the three different types of lead generation, sales person directed, internally focused, or outside agency directed.

They also give some insight on how to look at these three areas of focus, depending upon where you are in your business.

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Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now!

Also, be sure to 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? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

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

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#538: What Role Does Addiction Play in Your Sales Results? Mar 18, 2019

Bill and Bryan talk about a topic today that is a lot less about sales and a lot more about emotional well being. They discuss emotional addictions and how they may enter into the sales process and the thinking process behind how we achieve. Bill mentions Gabor Maté, who is a Hungarian author, who's written a lot about addictions in the chemical field, but also has expanded to look at it from an entrepreneur and business standpoint. You can find out more about him at gabormate.com. If you're interested in bringing one or both of the guys in for a sales retreat or sales meeting, send us a email at listener@advancedsellingpodcast.com, and if you're a new listener, we'd love to hear about you. Send us an email telling us how you found the podcast and what you'd like to hear as you go down the journey with us to sales excellence!

=========================================

Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now!

Also, be sure to 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? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

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

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#537: Sorry. You Lost. It Was a Coin Toss. Mar 11, 2019

Like fingernails screeching against a chalkboard, these words create tremendous pain in the heart of a salesperson.

On this week's episode of The Advanced Selling Podcast, Bill and Bryan discuss the ways this insidious culmination happens and give you some ideas on what you can do to avoid it.

If you would like the guys to come see you at a retreat, sales meeting, or product launch, send an email to listener@advancesellingpodcast.com to get the ball rolling!

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Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now!

Also, be sure to download a 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? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

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

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#536: Preparing For a Meeting, ASP Style Mar 04, 2019

Bill and Bryan on the road going to a sales meeting with one of their clients, which made them think of a good episode topic, "how should I prepare for a sales meeting?"

The guys discuss the proper framework for a sales meeting, a presentation, or a speech at an event. This episode was recorded live on site in Durham, NC at an ASP listener sales conference, so they decided to give you a behind the scenes look at how they plan out an event like this.

If you're interested in having Bill or Bryan or both come to your upcoming sales meeting, send us an email. In the title line, put "Come see us" to listener@advancedsellingpodcast.com.

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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

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

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#535: Lack of Prospects Driving You Crazy? Feb 25, 2019

In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss a questions they received from a psychologist in Brazil. Dr. G is struggling to get prospects in the door because he believes therapy is taboo in their culture.

They guys give Dr. G some ways of thinking about this problem differently and some ways he could flip his message and turn this opportunity in to a good thing.

If you're interested in having Bill or Bryan or both come to your upcoming sales meeting, send us an email. In the title line, put "Come see us" to listener@advancedsellingpodcast.com.

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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

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

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#534: Young Blood, New Breed Feb 18, 2019

On this episode of The Advanced Selling Podcast, Bill and Bryan read an email from one of their listeners, Jake in Cincinnati who just joined a company where there are a few young people and a few seasoned veterans and he is feeling lost.

The guys run through some mindsets and strategies of how young people can get started in sales, even if you're in a company that provides zero sales training.

If you're interested in having Bill or Bryan come see you at an upcoming sales retreat or meeting, send us an email to listener@advancedsellingpodcast.com with "Come see us" in the subject line and we'll get the conversation started.

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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

If you haven't already joined our LinkedIn Group, go to https://advancedsellingpodcast.com/linkedin to join.

If you want your question answered on the podcast, send us a voice memo to listener@advancedsellingpodcast.com!

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#533: Live Coaching With Our 10,000th Member Feb 11, 2019

On this special episode of The Advanced Selling Podcast, Bill and Bryan call up our 10,000th LinkedIn Group Member, Brad from Australia.

The guys do a live coaching with Brad and help him prepare to make the change from B2C to B2B sales. He brought up some really good questions and they gave him some of the traits and advantages that he can bring from his 6 years in B2C selling to his new career.

If you haven't already joined our LinkedIn Group, go to https://advancedsellingpodcast.com/linkedin to join today!

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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

If you want your question answered on the podcast, send us a voice memo to listener@advancedsellingpodcast.com!

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#532: 5 LinkedIn Hacks You Should Be Using Feb 04, 2019

On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale continue the listener mailbag series and take a call from Scott in Louisville who asks how to use LinkedIn better for his not-for-profit.

Bill and Bryan address the changing dynamic that is LinkedIn and how to see it as not just a connection tool but also a content publishing platform. They also give him some ways he can increase his reach by connecting to the right people. We want to continue to hear from our listeners, so if you have a question, send us an audio recording to listener@advancedsellingpodcast.com, and we will answer on an upcoming episode!

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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

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

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#531: How to Handle Pressure When You Are a High Achiever Jan 28, 2019

In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale continue the CoVideo Mailbag series and take a listener call from Cara who is a top performer at a Fortune 1000 company.

Cara just got her numbers for the next 12 months and she is feeling a bit of performance anxiety. Bill and Bryan break down the real issue and provide a handful of things to think about if you are in similar kind of circumstance. If you're interested in having Bill or Bryan or both come to your upcoming sales meeting, send us an email. In the title line, put "Come see us" to listener@advancedsellingpodcast.com.

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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

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

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#530: How Soon Should I Reach Out? Jan 21, 2019

You just made a new connection on LinkedIn that would be a great prospect, is it too soon to reach out?

On this episode of The Advanced Selling Podcast, Bryan Neale and Bill Caskey take on that very listener question from Jean-Pierre in the Netherlands. Too soon and you could ruin a connection, too late and you could miss an opportunity.

Bill and Bryan give some thoughts on this situation and they give some indicators they've noticed when it's the right time to reach out and when it's time to let it be.

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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

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

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#529: Managing Your Manager Jan 14, 2019

What should you do when your Sales Manager doesn't do things the way you would do them? In this first episode of 2019, Bill Caskey and Bryan Neale address a question from the CoVideo mail bag from a listener, who brings up how his manager makes demands on him, referring to a very specific scenario.

Bill and Bryan take this question a little bit broader to the notion of how do you manage your manager, if that's even possible?

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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

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

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ASP on The Buyer's Mind Podcast Jan 07, 2019

Happy New Years ASP Listeners! We are so glad to have you in 2019.

On this episode Bill and Bryan were interviewed by Jeff Shore on his show, The Buyer's Mind Podcast. Jeff is talented Sales Trainer and Author and the guys had a great discussion about sales and what it takes to be successful today in the profession.

Bill and Bryan will be back to regular episodes next week! If you have a question you would like answered on an upcoming episode, email us at listener@advancedsellingpodcast.com. Bonus points if you send us an audio!

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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

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

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#528: Do You Ever Get Vacation Anxiety? Dec 17, 2018

In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale share some thoughts about "vacation anxiety" as we head into the holiday break. They give you a handful of ideas that you can implement prior to January 1st, so that by the time the work week hits, the first week of next year, you are ready to go mentally, physically and emotionally. We will not be airing anymore live episodes until January 7th, so we hope all of our listeners and non-listeners, too, have a great holiday season. We've loved being with you during our 13th year at the podcast, and we will be back next year for another year of fun and a little wisdom!

Happy Holidays,

Bill & Bryan

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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

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

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#527: Can Podcasting Be a Lead Generator For You? Part 2 Dec 10, 2018

On the previous episode of The Advanced Selling Podcast, Bill and Bryan talked about some inhibitions that people have about podcasting and then gave you some examples of how to use your podcast to generate leads.

This episode they get into the gear and the possible formats you could use to make your podcast be successful. The guys give you a list of items that you will need if you want to go down the podcast path.

If you haven't enrolled in our live masterclass on December 13th, go to www.winningthebuyersbrain.com to learn more and to register!

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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

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

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#526: Can Podcasting Be a Lead Generator For You? Dec 03, 2018

After 640 episodes and 13 years of podcasting, Bill and Brian finally decide to do a episode on the value of podcasting for sales professionals.

They talk about some of the inhibitions that might be getting in your way from starting a podcast and how to overcome that obstacles. The guys also give you some ideas on how to use a podcast in your business to build your personal brand and generate leads.

If you have ever considered starting a podcast, this episode is definitely for you.

Also, if you haven't enrolled in our live masterclass on December 13th, go to www.winningthebuyersbrain.com to learn more and to register!

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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

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

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#525: Can You Summon the Courage When You Need It? Nov 26, 2018

In this week's episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address the notion of courage.

They play a clip of Brené Brown, who was interviewed by Michael Gervais, on the Finding Mastery Podcast. Brené talks about the number one attribute that people are looking to leaders for, but we think the same thing applies to sales professionals, you have to have courage. Bill and Bryan give you six areas that they believe courage can come in.

Also, if you haven't enrolled in our live masterclass on December 13th, go to www.winningthebuyersbrain.com to learn more and to register!

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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

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

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Winning The Buyer's Brain Nov 19, 2018

Bill and Bryan are taking a break for Thanksgiving this week, but have no fear, they have something very special planned for you podcast listeners.

Bryan Gray stops by the studio to discuss a brand new Masterclass that the guy's have been working on with him. It's called "Winning the Buyer's Brain: Secrets to Carrying the Room and Winning the Deal" and it's coming to you live on December 13th!

Go to https://www.winningthebuyersbrain.com to learn more and to register for the Masterclass.

#524: Don't Waste Time With Center Of Influence Meetings Nov 12, 2018

Don't waste time with centers of influence meetings, unless you do this...

On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale address some common misconceptions about "centers of influence" meetings.

This is where you identify people who might be able to pass referrals on to you and so you meet them and then, mess it up by not having the correct mindset and process when you go.

Bill and Bryan give you a handful of ideas on how to improve the outcomes of those meetings.

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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

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

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#523: My Generation Nov 05, 2018

On this episode of The Advanced Selling Podcast, Bryan brings up an observation that he has been seeing a lot, the generational differences in the workforce today.

Bill and Bryan discuss the differences and similarities between the generations and how they buy. They give you some tips on how you can interact with any of them, no matter what generation you might fall into.

If you have a question you want answered on the podcast, send us an email at listener@advancedsellingpdodcast.com. (We love audio if you can record your question!)

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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

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

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#522: What Are You Afraid Of? Oct 29, 2018

In this Halloween themed episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale dive deep into the concept of FEAR in sales. They talk about the things that sales people are afraid of and they even share some things that they've struggled with over the years.

One thing that's always important when we talk about challenges and road blocks is to try to get to the bottom of why they are show stoppers for us and deal with some real issues.

Once we conquer our fear, we become unstoppable.

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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

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

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#521: Standing Out From the Crowd Oct 22, 2018

Have you every wondered how you can differentiate yourself in the sales world?

In this episode of The Advanced Selling Podcast, Bill and Bryan talk with John Lefler, the outbound Sales Manager at cardsdirect.com. John gives some ideas on how you can use greeting cards to be unique in your market. CardsDirect is a new partner with us and they have some very unique designs and approaches to helping you stand out from the crowd as you manage your clients and seek out new prospects. You can find out more at cardsdirect.com/ASP.

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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

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

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#520: Who's In Control Of Your Sales Process? Oct 15, 2018

In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale talk about a circumstance that lots of sales forces struggle with, the notion of who controls the sales process.

Bill and Bryan riff on such things as correct mindset, correct language, and what your ideal sales process is if you were to create it from scratch. This is definitely one area where most sales people fall short!

If you have a sales question you want answered, make sure you send a short voice memo question to listener@advancedsellingpodcast.com and we'll take it on in an upcoming episode.

#519: How Can Customers Believe In Your Value If They Can't See It? Oct 08, 2018

In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale take on a mailbag question from a listener named Alyx. Alyx is in the Health and Wellness industry and her question was, "how does one communicate value in a market where there are fads and fixes that people opt for?" Bill and Bryan discuss how a lot of this gets back to how you see the world of selling today, and are you part marketer and part seller, or just part seller? Many of the guys' tips and tactics around this question have to do with you putting a slightly different hat than you're used to when you facing this issue. Do you have a question you'd like the guys to address? Send us a voice memo to listener@advancedsellingpodcast.com!

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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

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

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#518: It's a Relief Party Oct 01, 2018

In this episode of The Advanced Selling Podcast, Bill and Bryan begin the planning process for 2019, but they start in a completely different way than you're used to. The first step in preparation of next year is to take inventory of the beliefs that we might have in sales that hold us back. Then the next step is to begin to release those beliefs and in their place, insert beliefs that are more conducive to higher achievement. If you're interested in bringing Bill or Bryan or both into your company for a year-end sales training, send us a note at listener@advancedsellingpodcast.com and we'll get back with you to discuss your team!

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Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

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

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#517: How Do You Deal With Loss? Sep 24, 2018

On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address the topic of rejection, loss, and disappointment.

There is a myth that we have to just move on when we get disappointed, and not feel the feelings that comes along with that. But we think that's wrong.

Bill and Bryan give you some things to think about when it comes to preventing the feelings that come along with loss and disappointment, and what to what to do when it does happens.

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Looking for more sales training like this? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

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

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#516: Understanding the Buyer's Brain - Bryan Gray Sep 17, 2018

On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Brayan Neale sit down with a long time friend, Bryan Gray, Author and CEO of Return Path Group.

They discuss the buyer's brain and how their thinking affects the sales process.

Do you know how to get the limbic and reptilian brain to pay attention in any buying decision? Bryan has some tips on how to do just that.

Download Bryan's FREE eBook titled, "Sales Is Broken" at https://advancedsellingpodcast.com/broken

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Looking for more sales training like this? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

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

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#515: Morning Routines with Benjamin Spall Sep 10, 2018

What is your morning routine? And does it prepare you for anything?

In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale interview Benjamin Spall, author of a book titled "My Morning Routine: How Successful People Start Every Day Inspired."

Benjamin interviewed more than 60 successful people to find out what their morning routines are for the day. He shares a few of these with our podcast audience. This is definitely a book we suggest purchasing, mymorningroutine.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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#514: Things a Sales Person Should Never Say Sep 03, 2018

In this week's episode of The Advanced Selling Podcast, 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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#513: You've Lost The Business. Now What? Aug 27, 2018

How do you win back business when you lose it?

On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale give you some tips on what you can do the instant you lose a sale or an account leaves you.

This is a listener mailbag question from Aaron in Colorado who had this exact thing happened where he was in charge of all business development, but out of the loop on client success and bad things started to happen.

Now it's up to him to go back and re-persuade people to do business with him.

If you want your question answered on the podcast, send us 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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#512: How To Turn Podcast Listening Into Income Aug 20, 2018

In this episode, Bill Caskey and Bryan Neale take an email from a listener who has refined the art form of taking podcast content and turning it into usable mechanics to help him grow his income. So the guys set off on a journey and give you seven ways that you can listen to podcasts, The Advanced Selling Podcast, or others, in a way that helps you implement some of the ideas that you hear. One of the tips was, email the podcast host with a question, so this offer stands. Send your question to listener@advancedsellingpodcast.com and we will answer it on an upcoming episode.

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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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#511: Are You Ready For Your Next Big Thing? Aug 13, 2018

In this episode of The Advanced Selling Podcast, Bill and Bryan take a listener question from a police officer who is interested in getting into sales. The guys break down his question a little further and say, "are you ready for your next opportunity?" Whether it's sales to customer success, or sales to sales manager, or any number of other progressions, are you ready? The guys give him some ideas on how to think about it, and some tips on what to do to prepare.

They would love to hear your thoughts on this topic, or if you have a question, please send us a voice memo to listener@advancedsellingpodcast.com.

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

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

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#510: Overcoming "Passivity" in the Sales Process Aug 06, 2018

Are you to passive or too aggressive? How you get right in the middle?

In almost every sales process there is, "Controlled tension." This happens when there is stress around who's controlling the process, you or the prospect. The reason you should be in control is because you have the solution, but the prospect thinks they should be in control because they have the money. This control tension gives way to the question of, "how assertive should you be in guiding the prospect through the prospect?" In this episode, Bill and Bryan talk about "Passivity" both from a mindset standpoint and a tactical standpoint.

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

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

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#509: Are You Sharing Your Perspective With Your Customers? Jul 30, 2018

Think about how many prospects you've called on. Think about how many mistakes you've seen people make when they buy your product or your service. Think about how many questions you've been asked by interested prospects.

The fact is, you have enormous perspective on the industry you are in, yet I bet you, you don't use it very well.

In this episode of The Advanced Selling Podcast, Bill and Bryan discuss the notion of sharing your perspective with your prospects so that they can become a more educated and sophisticated buyer. Yes, they may buy from you or they may not, but you are doing your job by helping them make a better decision.

Have a sales question? Send us an email at listener@advancesellingpodcast and we'll get it on the air. Make it a voice memo question and you'll be even more famous!

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

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

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#508: The Best Sales Advice Ever Jul 23, 2018

In their sales training businesses, Bill and Bryan are both often asked the question, "what is the best sales advice you can give me?"

This is usually a pretty difficult question because no one answer will fit every situation. And, with so many different sales methodologies out there, how can you know what's best?

On this week's episode of The Advanced Selling Podcast, they guys decided to step up to the challenge and put together their lists of the best advice they've either ever gotten or ever given.

If you have a sales question you want answered, send us a voice recorded message to listener@advancedsellingpodcast.com and we'll answer it on an upcoming episode!

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

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

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#507: What To Do When the Middleman Says No Jul 16, 2018

In this episode of the Advanced Selling Podcast, Bill and Bryan take a listener question from Lauren, who asks how she can navigate the sales process better if she is not the low bid. She also asks how to handle the "middleman" in the process who will not let her get to the end user.

The guys had some attitudinal and philosophical issues about how she was thinking about it, but they also gave her some thoughts on how she can remedy this difficult situation.

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

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

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#506: How To Build Your Own Sales Methodology Jul 09, 2018

In this episode of The Advanced Selling Podcast, hosts Bill Caskey and Bryan Neale walk you through a framework to help you build your own sales methodology. This is part 2 of last week's episode where Bill and Bryan talked about the big five sales training companies and they gave you some pluses and minuses about why you should or shouldn't have a philosophy/methodology.

In this week's episode, the guys go into detail about the eight things that you need to have as part of your new method.

if you have any questions be sure to send us a voice recorded message to listener@advancedsellingpodcast.com and we'll answer it on an upcoming episode!

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

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

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#505: Which Sales Methodology is the Best? Jul 02, 2018

This week's topic came from a LinkedIn conversation from a VP of sales who asked the question, "What is the best sales methodology to use today?"

Veteran sales trainers, Bill Caskey and Bryan Neale discuss the largest five sales methodology training firms in the world, and share some thoughts on whether you even need a method, or not.

They guys offer their thoughts and on next week's episode, they will give you a framework you can use to build your own philosophy instead of using someone else's.

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

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

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#504: What are you really motivated by? Jun 25, 2018

In this episode of The Advanced Selling Podcast, veteran sales trainers and podcast hosts Bill Caskey and Bryan Neale discuss a question that came in that has rarely been discussed on the podcast, "How Can I Motivate My Team?" The guys walk through several different areas of motivation that can either inspire or hold back your sales team.

For you sales leader listeners this is a good opportunity for you to think about your team in a slightly different way and what truly motivates them.

If you're interested in getting some more information about how you can assess your team's motivational tendencies, send us an email to Listener@Advancedsellingpodcast.com with the word feedback in the subject line and we'll get in touch!

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

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

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#503: When is Persistence a Deficit and not an Attribute? Jun 18, 2018

In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address a deeper subject of persistence. Often times we can become overly persistent, and it will cost us big money in the sale cycle.

The guys also realized they've been calling on the same prospect and they both lost the deal, which adds material for this topic. They discuss some ways to handle the rejection and possibly even learn from the experience.

If you'd like to get your question answered on the podcast, send us an email to listener@advancesellingpodcast.com with a voice memo attached, and we will get it on the air.

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

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

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#502: How Do I Keep Deals Moving When Prospects Disappear? Jun 11, 2018

In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale take two separate CoVideo Mailbag listener questions.

One question has to do with, how should a sales professional deal with non-sales issues like collecting accounts receivables? The other question deals with, how do we modify our behavior and our thinking so that deals continue to flow after the initial contact?

We'd love to hear your question, so send us an email with a voice memo to, listener@advancedsellingpodcast.com, and we will get it on the air.

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

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

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#501: Generating Leads When Your Customer Isn't Online Jun 04, 2018

On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale take a letter from listener Greg who's in the Agricultural industry and is struggling to generate a funnel full of leads.

He's tried radio and newspaper advertising but nothing seems to be working. So, Bryan and Bill give him a handful of ideas and suggestions on how he can go about changing the way he thinks about lead generation and changing the results as well.

Are you interested in having your question answered on the podcast? Email Bill and Bryan your recorded question to listener@advancedsellingpodcast.com.

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

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

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ASP LIVE: Old School vs. New School Selling May 28, 2018

This week's podcast was recorded live from the Indianapolis Motor Speedway prior to the Indy 500 in front of an audience. Bill Caskey and Bryan Neale discuss habits of the old school sales person that don’t make it in today's competitive market.

Bryan and Bill walked through a handful of items that you can test your self against to see if you’re thinking old or thinking new.

You won't want to miss this LIVE podcast recording!

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

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

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#500: The Importance of Relationships in Sales May 21, 2018

In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the notion of relationship selling.

The question is not if relationships important in the sales cycle, we can all agree they are. The true question is what does a good relationship really mean with a prospect?

Bill and Bryan give you some filters through which you can look at your current client relationships to determine if they really are sound and what to do about it if they aren't.

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

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

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#499: Are You Listening To Your Instincts? May 14, 2018

In this episode of The Advanced Selling Podcast, sales experts Bill Caskey and Bryan Neale address a common observation that they have when they're working with sales teams. There is a general lack of enthusiasm about following and listening to your instincts.

In every sales process there are issues that occur and if you are dialed in to your gut reaction you will take a certain course. On the other hand if you are blind to your instincts or you don't trust them, you might be in for long selling cycles.

Bill and Bryan give you some tips on how to listen and how to react.

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

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

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#498: How To Prospect When You Are Burned Out May 07, 2018

In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale take a question from a listener and client, who asks about issues inside her company that aren't going well.

The listener explains that she constantly has to get involved in operational and account management issues, which gets her away from her true role, business development. She is also experiencing some burn out over this dilemma.

On this episode, Bill and Bryan give her some advice on all three areas and some takeaways you might be able to use in your business.

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

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

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#497: Is This Deal Over or Not? Apr 30, 2018

In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale take on two different questions sent in by podcast listeners.

The first question in is from Leon in Australia who asks about how to handle channel partners in his new sales role.

The second question is from a lady who has been working a prospect for the last few months and they've gone radio silent on her.

Bill and Bryan give her several encouraging and indignant ideas on what she can do from this point forward.

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

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

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#496: Paradigm Blindness Apr 23, 2018

On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale discuss a concept they experience far too often with their own clients, Paradigm Blindness.

We all have a certain way we do things and we become locked in to those ways. We become blind to change and don't consider other ways to achieve greater success.

Bill and Bryan give you some tips on how to identify your own Paradigm Blindness and some ideas on how you might go about getting out of it.

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

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

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#495: The Dreaded Commodity Dungeon Apr 16, 2018

On this episode of Advanced Selling Podcast, Bill and Bryan take a listener call from Paula who poses the question of, "how we extract ourselves from the commodity dungeon with our pricing and our offer." The guys tackle Paula's question head on and acknowledge that it happens to virtually every company, and maybe even in every sales process.

The customer sees the same things from other vendors, but doesn't see the uniqueness and differences, and it's up to you to decide how to portray them.

The guys give several tips and exercises on things you can do to help get in touch with your true value, and then some ideas on how to communicate it.

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

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

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#494: How Do I Keep the Momentum After I Deliver the Proposal? Apr 09, 2018

Bill and Bryan get this question a lot from clients: how do I keep the momentum rolling after I deliver the proposal, when a lot of times that's when things go silent?

On this week's episode of The Advanced Selling Podcast, the guys take on this very question. They approach it from the perspective of preventing it from happening in the first place and remedying it when it does occur.

Also, be sure to join our LinkedIn group. We will be posting some behind the scenes videos where we plan out each episode.

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

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

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#493: Personal Story Critique Apr 02, 2018

In this episode of The Advanced Selling Podcast, Bill and Bryan take a note from a client in the Personal Brand Makeover Course, and work through his personal story.

Developing your personal story is very difficult to do alone, and we find that it helps to review it periodically to make sure that you are on track with it.

Bill and Bryan give you a handful of tips and improvement points on what he sent in and hopefully you can use some of these to improve your own story.

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

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

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#492: Attention Sales Leaders: A Sales Meeting Worth Attending Mar 26, 2018

On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address a question from a listener that leads them into a discussion regarding what constitutes a good sales meeting.

If you have a sales manager or leader who does not listen to the podcast, make sure they get access to this! You can go into the Advanced Selling podcast app, click the share button, and text the episode to your sales manager.

In companies today, we seem to say there are too many meetings, but Bryan and Bill conclude that there are too many bad meetings, especially on the sales side. This episode is designed to give you eight tips on how to improve the quality of your sales meeting.

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

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

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#491: What's Next In Your Career? Mar 19, 2018

In this episode of The Advanced Selling Podcast podcast, veteran sales trainers Bill Caskey and Bryan Neale answer a question sent in by a listener who is interested in getting into sales and wonders whether he should take the leap or not.

The guys expand this question a little bit away from the specifics of this to where are you going with your career?

What are some of your options moving forward?

Do you ever get down to the end of the day and say, "Is this what my life is going to look like forever?"

The guys give you some thoughts on how you can start thinking about advancing your career or the next stop for you, in case the one you're in isn't working out so well.

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

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

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#490: Internal Corporate Drama on the Sales Team Mar 12, 2018

On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale dive into the CoVideo Mailbag to take a voice message from Kansas City. KC from KC's question revolves around the issue of how to handle territories that don't always lend themselves to clean delineation.

The guys have several ideas for how to avoid sales drama between salespeople, but they also give you some thoughts on how you can deal with territory alignment issues.

If you have a sales question you want answered on the podcast, email us a voice memo to listener@advancedsellingpodcast.com

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

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

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#489: Don't Be a Victim Mar 05, 2018

If you are in professional sales, it is doubtful that you consider yourself a victim, however, often we slip into a mode of victim thinking and we aren't aware of it.

In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale provide some thoughts on how to avoid the victim mentality.

When we have a victim mentality, we limit our ability to be creative and to be successful. Bill and Bryan give you some indicators that you might have slipped into that mode and what to do about it if you have.

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

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

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#488: Know When To Fold Em' Feb 26, 2018

In this week's episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale take a question from listener David who asks about when to give up on a prospect.

As usual, Bill and Bryan go into what to do when you’re in that position but more importantly, they discuss ways to prevent yourself from getting into this position in the first place.

If you have a sales question you want answered on the podcast, email us a voice memo to listener@advancedsellingpodcast.com

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

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

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#487: Research That Will Improve Your Results - Mike Schultz Feb 19, 2018

On this episode of the Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale play host to Mike Schultz of RAIN Group.

RAIN Group just released a Sales Research Study that polled a thousand different sellers and buyers to determine what the optimum behavior salespeople need to adopt for successful outcomes.

If you're interested in data-driven selling then Mike has statistics that might just blow your mind. Grab a pencil and paper and take copious notes on this podcast episode!

Find out more about Mike and RAIN Group at https://www.rainsalestraining.com.

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

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.

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#486: 7 Lessons on Personal Story Feb 12, 2018

In this episode of The Advanced Selling Podcast, Bill and Bryan discuss a client that they work with when it comes to building their personal story.

The fact is that personal story building is not easy and even though we have devoted several episodes to it over the past few years, we think it's still important that we keep this in front of you.

The guys pick out seven observations that they made with their client and what you can learn about it.

Here are some other episodes on Your Personal Story:

#371: Master Your Messaging

#339: Better Stories = Better Selling with Bo Eason

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

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.

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#485: Am I Cut Out for Sales or Not? Feb 05, 2018

On today's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale field two questions from the CoVideo Mailbag.

The first question centers around whether the listener is cut out for sales and the other focuses on what type of sales would be best.

If you've been in the profession over a year, it's likely you've had that feeling at some point, am I cut out for this? It's okay to have that feeling and Bryan and Bill talk you through how to deal with it.

Send your sales questions to listener@advancedsellingpodcast.com and make sure you include your physical address so that Bill and Bryan can send you a small gift.

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

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.

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#484: Five Tips on Sales Enablement Jan 29, 2018

In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale laugh a little bit about the term, "Sales enablement," but they catch themselves and realize that it truly is a thing.

They provide you some tips on how you can better enable the sales process, whether you have team or are a lone ranger.

Also, send us your question via a voice memo to listener@advancedsellingpodcast.com and Bill and Bryan will rush you out a sweet little gift just for you.

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

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.

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#483: Start, Stop & Continue 2018 Jan 22, 2018

The definition of Insanity is doing the same thing over and over again and expecting different results. A salesperson must constantly be evolving. The same actions will get you the same results.

As you look forward on 2018, you need to evaluate the things you need to Start Doing, Stop Doing and Continue Doing to accomplish your goals.

On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale offer their opinion on some things to immediately stop doing and start doing. This technique is based on an old framework that's still extremely valuable today.

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

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.

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#482: Should I Quote First or Last? Jan 15, 2018

On this episode of The Advanced Selling Podcast, Bill Caskey & Bryan Neale answer a listener question from John in Washington DC. He’s new in the SAaS space and has figured out where his problem is but not yet what to do about it. The issue is, “Should he be first or last to propose?”

As you might guess, Bill & Bryan take the question and bend it all sorts of ways to come up with some good suggestions for John. This is really less about the SAas space, and more about how to handle the ever-occurring stall of “not now.” Contact us at listener@advancedsellingpodcast.com. Send a clever question in and if we play it, we’ll send you a treat. Make sure you put your mailing address in your email.

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

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.

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#481: Is Cold Calling Really Dead? Jan 08, 2018

In today's episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss a hot topic all over LinkedIn: Is Cold Calling Dead?

The guys bring their own experience into the mix as they answer that very question and give you some thoughts on what cold calling should be used for and how to change your approach to it. They'll also give you some tips to use on your next cold call to get better results in the long run.

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

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.

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Happy Holidays From Bill & Bryan Dec 25, 2017

Happy Holidays!

Bryan and I are taking some time off here at The Advanced Selling Podcast. We hope you enjoy some time with friends and family and we can't wait to see you in 2018!

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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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#480: What Do You Stand For? Dec 15, 2017

It's no secret by now, our Personal Brand Makeover Course is Live! http://personalbrandmakeovercourse.com

On this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale take a deep dive into Module 1 of The Personal Brand Makeover Course - Personal Clarity.

What do you stand for?

What do you value?

If you don't truly know, it's time you get conscious of who you are.

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

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.

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#479: You Can't See Your Blind Spots Dec 11, 2017

On this episode of the Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address the most common blind spots that they see sales people have as they pursue new business.

They also give you some ideas on how you can become aware of what can be a difficult conversation, which is the exposing of those blind spots.

Also, be sure to check out their brand new product, The Personal Brand Makeover Course at www.personalbrandmakeovercourse.com.

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

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.

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#478: Start Strong in 2018 Dec 04, 2017

For the last few years we always use these episodes in early December to talk about how to close out the year with strength. But, this year we are going to do it a little bit differently in that we want to have you start 2018 strong.

In this episode of the Advanced Selling Podcast, Bill and Bryan list several to dos for December that will get you off to a quick start and help you to build momentum for your goals in 2018. They also introduce a product that they are going to be releasing in the next couple of weeks.

Be sure to get in our inner circle to get bonus content and be the first to be notified when it goes live! Go to https://advancedsellingpodcast.com to join our email list.

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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.

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#477: Are You Silently Being Locked in the Commodity Dungeon? Nov 27, 2017

In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address the silent killers that will cause you to end up in the commodity dungeon where only price matters.

They reveal some tips on how to prevent yourself from being commoditized or extract yourself once you're in it.

They also talk about their new course, called The Personal Brand Makeover Course, which is coming soon!

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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.

Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo.

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#470: From Prospect to Client Nov 20, 2017

We are taking the week off for Thanksgiving, but we wanted to replay a recent episode we thought was interesting. Hope you enjoy it and talk to you next week!

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Does it really take 8 to 12 contacts to turn a prospect into a customer?

Bill Caskey and Bryan Neale address this very idea in today's episode. We had an awesome question from a listener in our co-video mailbag segment. She is a wardrobe and fashion expert, and is trying to figure out how to generate more clients.

Bill and Bryan give her some ideas that really anyone who's in sales and trying to generate more engagement with prospects can use.

We'd love to hear your feedback on their answers by going to the Facebook fan page and sharing your thoughts!

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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.

Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo.

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#476: Listener Spotlight - Mike Black CEO Inciting Marketing Nov 13, 2017

In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale interview a power listener, Mike Black, CEO of Inciting Marketing. The guys ask him what he has taken from his many years of listening to the podcast and how he has grown his business as a result.

Mike was involved in social work and psychotherapy and realized that if he was going to generate income in business, he was going to have to learn how to sell. That's when he found the Advanced Selling Podcast.

If you'd like to be in our Spotlight series, send us an email to Listener@AdvancedSellingPodcast.com and in the subject line write, "Spotlight," and we'll be back in touch to get you on the show. We'll be doing this about once a month for the next few months.

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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.

Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo.

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#475: Does Your Story Really Compel Anybody? Nov 06, 2017

On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the building, or rebuilding, of your company story.

Bill and Bryan walk through a three-part framework that will help you get clear about how to communicate your company story to your constituents.

If you're interested in having them coach you on your story, send an email to listener@advancedsellingpodcast.com and in the subject line put Message Makeover.

They'll select a handful of people to do a live coaching session to help you get clear on your message.

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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.

Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo.

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#474: Client wants to go out for a bid? Oct 30, 2017

In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale relate stories from their client base about this very issue, what do you do when a longtime buyer feels compelled to interview other vendors?

As Bill and Bryan have done in the past, they break this topic down into prevention and remedy:

Prevention is what can you do to prevent this from happening again, and the guys give ten points of learning around that. Remedy is what do you do about it if somebody just, "Serves you the papers." They've got a couple of thoughts on that as well.

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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.

Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo.

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#473: Artificially Deflating Yourself Is Worse Than Inflation Oct 23, 2017

In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale address part two of their Inflation/Deflation series.

Today's episode is how we often deflate our own power in the sales process. Most of the time it happens in negotiation, the sales process itself or when we need to find other decision-makers to go call on.

Bill and Bryan give you some ideas on how to see yourself and your role to help you navigate through this tendency and temptation to self-deflate.

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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.

Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo.

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#472: Arrogance, Self-Importance and Self-Awareness Oct 16, 2017

In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss a situation that came up for both of them in the past week with different clients. In both cases, the guys felt like there was a heightened sense of self-importance that was larger than reality.

In this first of a two part series, Bill and Bryan give you some ideas on how you can catch yourself if you start to slip into this "lack of self-awareness" around your role.

Part two, coming next week, is about how we often deflate our own self-importance, which is just as equally a problem.

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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.

Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo.

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#471: Commitment & Energy Oct 09, 2017

What vibe do you give off when you're around others?

In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale talk about two words, commitment and energy, that will influence your success in professional selling.

The guys break down each of these words and talk about what they see when they go into companies and work with high achievers in these two areas.

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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.

Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo.

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#470: From Prospect to Client Oct 02, 2017

Does it really take 8 to 12 contacts to turn a prospect into a customer?

Bill Caskey and Bryan Neale address this very idea in today's episode. We had an awesome question from a listener in our co-video mailbag segment. She is a wardrobe and fashion expert, and is trying to figure out how to generate more clients.

Bill and Bryan give her some ideas that really anyone who's in sales and trying to generate more engagement with prospects can use.

We'd love to hear your feedback on their answers by going to the Facebook fan page and sharing your thoughts!

=========================================

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.

Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo.

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#469: The Importance of Customer Experience Sep 25, 2017

What kind of customer experience do you give your brand new customers?

In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale review the hazards of ignoring the customer experience. We all want more referrals and we all want to grow our current client business, but do we do all we can to make that experience with them such that they want to give us more referrals and more money?

Bill and Bryan give you six ideas that you can implement almost immediately, with little cost, that will help you rebuild or reconstruct your customer experience.

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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.

Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo.

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#468: Practice, Practice, Practice Sep 18, 2017

What is your relationship with practice? In this week's episode, Bill Caskey and Bryan Neale introduce you to some new ways to practice the craft of selling. They give you five insights that you can use to better hone your skills when you are preparing for a call or a presentation.

Aristotle said, "We are what we repeatedly do. Excellence, then, is not an act, but a habit."

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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.

Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo.

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#467: Skirting Compensation Conversation Sep 11, 2017

In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale dive into the CoVideo mailbag once again and take a question from a listener.

The question had to do with how one brings up the topic of compensation with their manager.

Bill and Bryan take this in several directions as they process the compensation question, as well as the avoidance of important issues question. Everybody in their business life has some conversation that has remained unspoken.

It needs to be brought out and dealt with. In this episode, we'll help you do just that.

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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.

Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo.

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#466: Stalled Deals Sep 04, 2017

In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the ever important and common issue of what to do when a deal stalls.

But instead of telling you what to do, they have some suggestions of things you can do to avoid the problem in the first place, which is always an easier way to problem-solve.

Get your pen and paper out for the top seven things you can do starting today to avoid stalled deals!

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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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Did you miss an episode? Aug 31, 2017

YOU GUYS ARE INCREDIBLE!

We had more submissions for the Personal Brand Makeover series in August than we knew what to do with. Thank you to all of you who sent us your story and offered to be our "branding students" throughout the month.

If you missed an episode, now is the time to dive back in and catch up. We created a video to recap the last month and to give you brief preview of what's coming in September!

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Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo

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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Personal Brand Makeover #4 - Rebranding Sherri Aug 28, 2017

In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale complete the last of the August Personal Brand Makeover Series. By the way, if you don’t have the Personal Brand Makeover Checklist yet, go to advancedsellingpodcast.com/makeover to download it.

Sherri is a Business English Trainer in Berlin Germany who is making the transition away from agencies and starting her own practice. With this new adventure comes new challenges and she is having some difficulty finding new clients. Bill and Bryan give her some tips on improving her online presence and how to get her story to be more compelling.

Have a question? Send it to us at listener@advancedsellingpodcast.com. Want to jump to the front of the line? Do it in a voice memo and send it on.

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Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo

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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Personal Brand Makeover #3 - Rebranding Sasha Aug 21, 2017

In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale continue the August Branding Makeover episodes. By the way, if you don’t have the Personal Brand Makeover Checklist yet, go to advancedsellingpodcast.com/makeover to download it.

Sasha is a Dental Practice Marketing Consultant who is looking for more speaking engagements with the end goal of taking on more clients. Sasha's biggest challenge is how to best convey her story to prospects. Bill and Bryan give her some advice on how to improve her message and how to make that message clear in her online channels.

Have a question? Send it to us at listener@advancedsellingpodcast.com. Want to jump to the front of the line? Do it in a voice memo and send it on.

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Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo

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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Personal Brand Makeover #2 - Rebranding Michael Aug 14, 2017

In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale on on the second August Branding Makeover episodes. By the way, if you don’t have the Personal Brand Makeover Checklist yet, go to advancedsellingpodcast.com/makeover to download it.

Michael is an upcoming college graduate who has ambitions of being a business owner. The challenge for him is that there isn't a clear path for him to entrepreneurship. Bill and Bryan give him some tips on how he can improve his digital presence and some advice on how to get started on creating his own path.

Have a question? Send it to us at listener@advancedsellingpodcast.com. Want to jump to the front of the line? Do it in a voice memo and send it on.

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Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo

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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Personal Brand Makeover #1 - Rebranding Mia Aug 07, 2017

In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale dive into the first of four August Branding Makeover episodes. By the way, if you don’t have the Personal Brand Makeover Checklist yet, go to advancedsellingpodcast.com/makeover to download it.

Mia is a young sales professional in the talent recruiting business. The challenge for her is standing out among the vast number of fellow recruiters. Bill and Bryan give her some advice on how she can distinguish herself in the market and rebrand slightly to attract more clients.

Have a question? Send it to us at listener@advancedsellingpodcast.com. Want to jump to the front of the line? Do it in a voice memo and send it on.

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Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo

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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#461: Tenacious Jul 31, 2017

In this episode of The Advanced Selling Podcast, Bill and Bryan answer a CoVideo Mailbag question about the difference between being tenacious and being persistent. We always seem to laud the sales person who doesn't take no for an answer, and in so doing, can be annoying.

Nobody wants to be that person, however some of the training that we've gotten over the years encourages us to do that. But not so today!

Bill and Bryan go over some different ways to look at this whole tenacious and overbearing element, and give you some ideas on how to be effective without being somebody that you aren't.

Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo

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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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#460: Friction in the Sales Process Jul 24, 2017

In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale review a list of things to stop doing in the sales process that might cause friction, and actually stop your buyer from buying.

This came as a result of one of Bryan's clients asking him what they could do to reduce that buyer friction.

Check yourself against this list and see if you're doing any of these things, and if you are, stop right now!

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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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#459: How To Talk About Price Without Talking About Price Jul 17, 2017

One of the biggest mistakes salespeople make is not knowing how to talk about price and economic value with customers.

In this episode of The Advanced Selling Podcast, Bill Caskey reviews a coaching call he had with a brand new client who was struggling about how to combat the resistance, "I don't have money in the budget for this."

Bill and Bryan also give you a handful of ideas on how to change your thinking about money, pricing, and economics in the sales cycle. Bring your pen and notepad 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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#458: Do You React Emotionally (When You Shouldn't)? Jul 10, 2017

In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss a situation with one of Bryan's clients who reacted to a client’s cancellation. -

Bill and Bryan also share some thoughts and strategies on how to NOT react emotionally in most scenerios.

Remember, August is MAKEOVER MONTH so if you want to be considered for our live makeover, send as email to listener@advancedsellingpodcast.com and tell us about yourself and your goal of personal branding makeover.

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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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#457: Does Your Personal Brand Really Matter? Jul 03, 2017

On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a common question that we're getting more and more frequently which is does my personal brand really matter? And, how do I align it with my company brand?

Bill had a situation with a current client where the VP of sales was intrigued about the concept of personal branding, rightfully so.

It should be on every sales manager's and every salesperson's radar right now. If your in B2B sales, your personal brand really does matter, so how do you build it?

In this episode Bill and Bryan give you a handful of tactics that can help you begin to build your personal brand and turn it into revenue.

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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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#456: Broaching Sensitive Subjects With Your Prospect Jun 26, 2017

In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a letter from a listener, Toby, who has to make sensitive calls to a number of prospects who were represented by two salespeople who recently left.

The guys give Toby a few things to think about and a few things to do in executing this task.

If you'd like to get your question read, send us an email to listener@advancedsellingpodcast.com, or do what Toby did, go to the Facebook group and post your question https://www.facebook.com/AdvancedSellingPodcast/

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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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#455: How To Get Appointments The Right Way Jun 19, 2017

On this episode of the Advanced Selling Podcast, veteran and sometimes humorous sales trainers Bill Caskey and Bryan Neale, answer a voicemail bag question from Scott in Ohio.

OH-IO! (You'll have to hear the episode to know what that means).

The guys warn Scott about his thinking and then provide a handful of recommendations on how he can get more appointments in his markets.

This mailbag is sponsored by Covideo. You can go to advancedsellingpodcast.com/covideo to get a free trial started so that you can break through the clutter of your prospect's inbox.

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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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#454: When Your Prospect Won't Call You Back - REMASTERED Jun 12, 2017

In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale remaster an episode that is the number one downloaded podcast of all time in their library.

Here is a link to the episode from 2010: http://bit.ly/2renAdS

It's one of those issues that haunts people and there's a lot of drama and calories burned on what do I say to get the customer to call you back.

In this episode, Bill and Bryan give you a handful of tips on how to not only prevent the issue from occurring but what to do when it hits you.

Learn more about CoVideo at https://advancedsellingpodcast.com/covideo

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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.

Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo

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#453: "I'll Just Take a Brochure" Jun 05, 2017

In this episode, veteran sales trainers Bill Caskey and Bryan Neale take a CoVideo Mailbag questions from Brian in Colorado. Brian's question is about how to handle the dreaded, "I'll just take a brochure, and call you back" objection when he thought he was about to close the appointment.

Do you ever feel like your prospect is not taking action when you know they are ready?

Bill and Bryan turn the mirror back on Brian and question his mindset and how he is approaching the deal.

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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.

Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo

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#452: How Beliefs Affect Outcomes May 29, 2017

In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the issues of beliefs and how we arrived at them.

The guys feel strongly that if you want to change your results long term or your actions short term, you really need to address the beliefs you have about selling, your value and yourself.

They give you seven examples that they hope you will write down and assess yourself with.

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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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#451: Self Evaluate Like a Pro May 22, 2017

In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale bring a lesson from professional athletes and how they look at their performance.

Bill and Bryan go through eight different areas that you can begin to assess your performance in the sales process.

"That which is measured gets improved."

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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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#450: What To Do When Everything Stops Working May 15, 2017

In this episode of The Advanced Selling Podcsat, veteran sales trainers Bill Caskey and Bryan Neale take a call from Brady who has been extremely successful over the last few years but all of a sudden has hit the wall.

His pipeline disappeared, his new calls have dwindled, and he's a bit nervous.

Bill and Bryan not only share some tips for him but also some philosophical ways to look at the issue to get him unstuck and back at the top of the leaderboard.

As usual, this comb through the old mailbag is sponsored by Covideo. You can go to advancedsellingpodcast.com/covideo to get a free trial started so that you can break through the clutter of your prospect's inbox.

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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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#449: Too Many Prospects, Not Enough Time May 08, 2017

In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a question from a listener in Sweden, who is overwhelmed with leads and responsibilities.

Their first reaction to that is, what a great thing that is, but as he said, "Sometimes that comes along with pitfalls and a feeling of overwhelmed." If you are in a business where you have more tasks in front of you than time to complete them, you definitely need to listen to this episode.

Also, check out advancedsellingpodcast.com/covideo to get in on a free trial for the email video application sponsored by Covideo.

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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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#448: Decisions, Decisions May 01, 2017

On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the concept of decision making.

How do your prospects make decisions? How do you influence those decisions? Can you influence those decisions?

They take a deep stab at nine components of the decision making process that you need to be aware of when you are communicating your value to your prospects and customers.

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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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#447: If a 70 Year Old Can Cold Call, You Can Too! Apr 24, 2017

In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale give you an assignment.

But before you accept the mission, you've got to listen to Bryan's story about a septuagenarian that he knows who's still making cold calls, and what the result of one of his most recent calls was.

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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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#446: Flop Sweat in Front of a Prospect Apr 17, 2017

In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale play a clip from Kristin Zhivago, Author of Roadmap to Revenue, who explores the idea of the buyer process map.

She also talks about one of our favorite topics which is intention, and how intention matters and how it's often at odds with the customer's intention.

Learn more about Kristin’s book, Roadmap to Revenue: http://a.co/e0DvD0w

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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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#445: Who's Got The Funk? Apr 10, 2017

On this episode of The Advanced Selling Podcast, hosts Bill Caskey and Bryan Neale find themselves in a bit of a funk.

In fact, it was so bad they almost didn't do the episode.

But record they did and they discovered that there were a handful of things that we can do to get out of sales funks when we're in them.

Be sure to tune in if you too are feeling like you're in a funk!

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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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#444: All The Small Things Apr 03, 2017

In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the never-ending importance of paying attention to the details in how you speak with prospects and clients.

You can build a lot of goodwill throughout the sales process but one false move and you'll be on the outside looking in.

In this podcast, Bill and Bryan go through some ways that you can start to identify the blind spots that other people see - and you're missing.

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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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#443: Customer Misperceptions Mar 27, 2017

Have you ever had a customer that just doesn't see the value in what you do because they have a misconception of the entire product or category?

This happened to one of our listeners, Mark from UK. He battles this exact thing in his world and needs some advice.

Is your product considered nice to have or need to have?

And is there really such a thing as a need to have?

In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale give their best advice to Mark and his customer misperceptions.

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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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#442: My Prospect Won't Buy Mar 20, 2017

What to do when you can save the prospect money and they still don't buy?

In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale answer a question from a listener on how to better compete against their giant competitors.

They also discuss how to move people to action when you can save them money but they still won't purchase.

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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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#441: Trash Talking Your Competitor Mar 13, 2017

You don't really think we are going to teach you new words for trash talking, do you? Of course not.

On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss how to compete.

They give you their thoughts on ways you can ratchet up your competitive skills so that maybe, just maybe, your competitor will be trash talking you.

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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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#440: Getting Somebody To Do Something They Don't Want To Do Mar 06, 2017

The sales world is full of convincers and persuaders, but what happens when you run up against someone who just absolutely will not move?

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale deal with two situations where this is the case.

The first is someone in procurement who doesn't want to take the necessary paperwork to their manager. The other is a manufacturer who sells through reps and is unable to move the rep to represent their product in a different way.

Listen closely as Bill and Bryan give you five ideas on how to rethink your strategy.

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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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#439: The Price Is Right Feb 27, 2017

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale talk about one of the most common questions they get from their travels and training, how do you handle customers when they only buy on price?

Do you feel like your customers only buy from you if you're the lowest priced?

Do you often discount to make the deal?

On this Advanced Selling Podcast, Bill and Bryan give you some ideas on how to rethink that conclusion and how to ensure that you are empowering yourself to fix it.

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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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#438: Developing a Value Story Feb 20, 2017

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale take a call from Davis who is a digital media representative in North Carolina.

She finds herself uncertain about how to deliver a value proposition to multiple constituent levels within a company and also across market segments. Not to worry Davis!

On this episode of The Advanced Selling Podcast, Bill and Bryan share some advice that can be used across virtually any business when you are in pursuit of new customers.

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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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#437: Don't Care About My Bad Reputation Feb 13, 2017

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale take a call from AJ in Oklahoma who is fretting about her company's bad reputation in the market.

She now is the one, as the new salesperson, who has to go in and repair it. The question is how does she do so?

On this episode of The Advanced Selling Podcast, Bill and Bryan share five lessons that anyone can implement to accomplish the goal of repositioning their market impression.

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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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#436: Making Your Account Development Team a Profit Center Feb 06, 2017

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale address the skills required in the account development function.

If you have an account development team or manager, make sure you send this episode on to them.

Bill and Bryan get called in often to work with client success or account development teams and they've seen it all including the good, the bad, and the ugly.

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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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#435: Conveying ALL of Your Value Jan 30, 2017

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale take a mailbag call from a listener.

Sara ’Smile' sends us a voicemail about her concern that some of her prospects, after working her process, want something she us unwilling to sell - mainly because it won’t work AS WELL as another solution. It's a great question.

In this episode of the Advanced Selling Podcast, Bill and Bryan walk her and you through some ways to think through it.

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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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#434: Remapping the Sales Process Jan 23, 2017

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale take on the topic of process: but not in the usual sense. REMAPPING the sales process is the new idea.

What do you do when the process doesn’t go perfectly? (Because it never does.)

How do we tactically implement a process that is VALUABLE to the prospect even if they don’t buy from you?

In this episode of The Advanced Selling Podcast, Bill and Bryan give you tactical sales tools to answer these and other challenges when the way we want to sell (PROCESS) doesn’t go as planned….

The Best Laid Plans of Mice and Men …….(email us if you know the rest of the quote listener@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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#433: Communicating Change to a Client Jan 16, 2017

It seems like most of our show topics are devoted to prospecting and selling, however there is an important part to account and relationship management, and that is how to deliver transitional news to your client.

This could be in the form of a price increase, a change in ordering structure, or something more significant like the buyout of your company. There is no news that's too small to at least pay attention to how you communicate it.

In this episode of The Advanced Selling Podcast, Bill and Bryan give you some tips on how to do just that.

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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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#432: Feelings, Nothing More Than Feelings Jan 09, 2017

Do you ever feel anxious, nervous or scared in sales? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale address a coaching client who feels overwhelmed in her new position in sales. As they talked, they decided that sales people have feelings everyday - and, sometimes they aren’t particularly helpful. In this episode of The Advanced Selling Podcast, Bill and Bryan give you some tips on how to deal with those ‘negative feelings’ in the profession. They'll tell you what the pros do wth the feelings that arise and what you can do WHEN those feelings come up. Touchy feely? Yes. But feelings must NEVER be ignored - they should be acted upon!

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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.

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Best of 2016 Dec 26, 2016

Happy Holidays!

We're taking some time off here at The Advanced Selling Podcast. But, don't worry, we have something just for you. We're giving you the Best Of 2016.

Hope you enjoy it and see you in 2017!

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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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#431: The Commodity Jungle Dec 19, 2016

How Do You Stand Out in the Middle of the Commodity Jungle?

We had a great caller from down under - Jared - who claims we’ll give him a ripper (we think that means we’ll give him a good answer!) On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale take on Jared's question about how to stand out against the competition. They frame this topic a little differently - mainly, how do you distinguish yourself “through the customer’s eyes” in a world that is trying day and night to commoditze you? They also get into the proper dialogue to use when you’re attempting to do that. And, of course, the guys do a bit of music trivia to start the show.

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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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#430: December Action Plan Dec 12, 2016

In this episode, veteran sales trainers Bill Caskey and Bryan Neale discuss the most important things you can do in the next 10 days to finish up this year and start next year properly.

Do you feel stressed out during the holidays?

There is still time to get things done before the end of the year. It's a great time to think how you will jumpstart 2017. And, on this week's Advanced Selling Podcast, Bill and Bryan will give you some precise ideas on how you can do that.

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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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#429: Your Brand = Your Reputation - Tyler Borders Dec 05, 2016

Do you think “branding” as a salesperson is all about your company’s logo or your social media accounts?

In this episode, veteran sales trainers Bill Caskey and Bryan Neale talk to branding expert Tyler Borders to learn more about why brand matters so much in sales.

Do you know how you and your company want to be perceived by your prospects?

Have you ever asked the people who know you best how they describe your brand?

In today's episode of The Advanced Selling Podcast, Bill and Bryan dissect Tyler’s branding philosophy to give you a different way to think about building a brand of your own. Hint: It’s not just about what you say on your LinkedIn profile.

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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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#428: How to Declutter Your Sales Life Nov 28, 2016

Are you feeling the year-end overwhelm?

Does your sales life feel crowded, chaotic or unintentional?

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale give you strategies to de-clutter and re-focus for 2017. Are you cold calling just because you think you’re supposed to? Are you aimlessly prospecting without a true strategy behind it?

In this episode of The Advanced Selling Podcast, Bill and Bryan share best practices and advice to help you engage in the best ways possible as you move into the new year.

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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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#427: Using Promotional Products in Sales - August Wittenberg Nov 21, 2016

Promotional products aren’t just cheap toys or plastic desk accessories… they can also be part of your sales strategy.

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale talk to promotional products expert August Wittenberg about tools you can use to get noticed and get in the door with your prospects.

Do you know what’s relevant to your recipients and their industries?

Are you using terminology to communicate with them that you know “speaks their language?”

In this episode of The Advanced Selling Podcast, you will learn how to use promotional products to increase your close rates and calculate your ROI. And don’t miss August sharing the biggest mistakes salespeople use when trying to use promotional products… he lets you in on a few secrets.

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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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#426: Decision Day - Are You All In? Nov 14, 2016

Has it happened to you? That moment when you decide you’re tired of doors slamming in your face, picking up the cold phone or feeling beat up on price.

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale help you realize and accept that there is a better way to do things than what you may be doing now.

Are you ready for today to be “The Day” when you stop hanging on to feelings and emotions that aren’t working for you in your sales career?

In this episode of The Advanced Selling Podcast, Bill and Bryan will coach you through how to recognize what’s happening and what you can do about it. They also issue the Epiphany Challenge: what’s yours?

If you’re ready to come alive and truly own your sales success, this episode is for you.

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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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#425: End of Year Deal Strategies Nov 07, 2016

Are you nervously watching the days tick by to the end of the calendar year and wondering what in your funnel will close before the holidays? If this is you, today is your lucky day.

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale help you stop worrying and start taking action to close out deals before year end.

Are you honestly assessing what is realistic and what’s not?

Do you have a plan for how you’ll move opportunities to a Y or N?

In this episode of The Advanced Selling Podcast, Bill and Bryan help you amp-up your calendar based language with prospects and develop a system to know which deals to focus on more than others. Don’t wait until December for this one— the race to the end of the year is here.

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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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#424: Owning Your Content Platform Oct 31, 2016

Have you thought about what’s possible when you own your own platform?

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale focus on helping you own the platform from which you tell your story.

Are you producing your own content?

Or are you holding yourself back from putting something out in a blog or on LinkedIn because you’re afraid of failure or looking stupid?

In this episode of The Advanced Selling Podcast, Bill and Bryan help you understand what you can do to own the platform you’re using and how to make it worth your efforts. If you’ve ever wanted to be in a position where people call you instead of you calling them, you won’t want to miss 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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#423: Old School Sales Language Oct 24, 2016

Budget. Prospect. Rapport. Value-add. Pain points.

Tired of the same words that may be contributing to old school thinking in the sales process?

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale dive into how the labels and words we use in sales may be negatively impacting the outcomes we achieve.

Are you still asking your prospects about their pain points?

Do people tell you your product/service doesn’t fit into their budget?

In this episode of The Advanced Selling Podcast, Bill and Bryan give you new alternatives to the same, tired language. They will help you modernize what you say and give you strategies to avoid using words that are overused and misunderstood. Learn how to update your sales language starting right now.

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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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#422: Mailbag Monday from Down Under Oct 17, 2016

It’s a two-part question Mailbag Monday at The Advanced Selling Podcast.

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale answer questions from Luke in Australia.

Are you looking for ways to help your prospect calls be more effective?

What if your prospect doesn’t talk or engage in your conversation?

Bill and Bryan will help you examine your messaging, context setting and your process. Are you bringing a “I hope they say yes in this meeting” energy to your conversations?

Learn how to focus on the right things and make your interactions more effective in 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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#421: Predictable Revenue - Aaron Ross Oct 10, 2016

Would you like to know how to predict if your company can grow, and when?

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale talk with bestselling author Aaron Ross about lessons from his books Predictable Revenue and From Impossible to Inevitable.

Do you know the key things that will most dramatically impact how your company grows?

Do you understand sales specialization (hint: it means a new definition of prospecting for salespeople).

In this episode of The Advanced Selling Podcast, Aaron shares the best ways to retain top talent, how to divide the roles between lead responders and outside prospectors, and how to build the habits needed to be successful in predicting your sales success.

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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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#420: Closing Deals on the Golf Course Oct 03, 2016

They make it look easy in the movies: Closing deals on the golf course. How does it work in real life?

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale share their 5-step plan for conducting business while you entertain clients.

Are you taking prospects to sporting events, concerts, or a round of golf?

Are you wondering how to maximize those opportunities?

In this episode of The Advanced Selling Podcast, two non-golfers will give you their tips for managing expectations, knowing the appropriate etiquette and where/when to wine and dine your prospects in the sales process.

Don’t take Hollywood’s word for it— closing on the golf course isn’t as easy as it looks.

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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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#419: Are You a Lonely Salesperson? Sep 26, 2016

Are you on an island all alone? If you’re the lone salesperson or feel unsupported in your sales role, this episode is for you.

Veteran sales trainers Bill Caskey and Bryan Neale share tips and strategies you can use immediately to reduce the feeling that you’re all alone with nowhere to turn.

Are you a consumer of the knowledge around you?

Do you surround yourself with people who are like-minded?

In this episode of The Advanced Selling Podcast, Bill and Bryan will give you their checklist of things you can do to help feel like you’re a part of a community and fighting the sales battle with others around you. Be lonely no more. Listen in to find out how.

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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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#418: SEO for Salespeople - John Jantsch Sep 19, 2016

Are you intimidated by the idea of Search Engine Optimization (SEO)?

Are you looking for ways to make SEO more of a key part of your sales process?

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale talk with a longtime friend of the show, John Jantsch. John’s new book, SEO for Growth, is already helping make the principles of SEO accessible for everyone, not just the experts. A

re you struggling with lead generation?

Do you wish your marketing team was sending you higher quality leads?

In this episode of The Advanced Selling Podcast, John shares tips you can use to become your own content marketer and gives you his hit list of where to begin when you think about writing your own content. You may find a few things about SEO that surprise you in today's show too. It’s not as scary as you may 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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#417: How to Not Annoy Your Prospects - Michael Reynolds Sep 12, 2016

Picture it: You walk into a prospect’s office, exchange introductions and say, “So tell me about your business?”

The prospect looks at you, sighs and begins to tell you the same biographical information they’ve shared with every other salesperson who has walked through their door.

Has this happened to you?

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale interview a digital marketing agency CEO to learn more about how to not turn off your prospects before you’ve even started the conversation. Michael Reynolds, CEO of SpinWeb, a digital agency based in Indianapolis, shares his tips to help you prove you’ve done your research in advance.

Are you assuming things about your prospect’s situation?

Do you know how to balance your questions with sincere comments that aren’t “tactics” or seen as “salesy?”

In this episode, Bill and Bryan engage Michael in an insightful conversation that will help you build a much warmer prospecting list. Who wouldn’t mind a few less cold calls?

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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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#416: Bloody Knuckle Cold Calling Sep 05, 2016

Are you in a cold-calling business?

In this episode, veteran sales trainers Bill Caskey and Bryan Neale field a question from Blake in Texas that we know many listeners find challenging.

How do you engage with a prospect when you’re knocking on their door?

What can you do to soften the immediate feeling they have to tell you to go away?

In today's episode of The Advanced Selling Podcast, Bill and Bryan share strategies for effective and efficient cold-calling. Getting right with your belief about what you’re selling, approaching with good intent, and considering the impact of your words and approach will help you focus on what really matters in your interaction— providing a service to help the person who answers the door.

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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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#415: Email as a Prospecting Tool Aug 29, 2016

Are you using email as a prospecting technique and struggling to get responses?

In this episode, veteran sales trainers Bill Caskey and Bryan Neale take on the topic so many salespeople were never taught: how to write words that compel your reader to take action.

How are you crafting emails to the C-Suite?

Are you going out on a limb to reach out to people you don’t know?

In today's episode of The Advanced Selling Podcast, Bill and Bryan give you techniques you can use to increase the effectiveness of your prospecting emails. They also let you in on two secrets— the subconscious thing almost ALL salespeople do that gets in their way, and one of the most valuable skills of the sales pros of the future. Do you want to know the secrets? Listen in today to find out.

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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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#414: Elements of a Good Plan Aug 25, 2016

It's that time of the year again! We are closing in on the final half of 2016 and it's this time that gets us thinking about next year and our goals.

In this episode, veteran sales trainers Bill Caskey and Bryan Neale discuss elements of a good sales or project plan and how you should look at anything you do as a project.

Are you tired of the old "SMART" Goal plan?

Are you wondering where to begin with you project?

In today's episode of The Advanced Selling Podcast, Bill and Bryan give you eight tips on creating a winning plan for anything you do. Whether your goal is to expand your territory, increase your income or up your revenue, this one is for you.

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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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#413: Mailbag Monday - Listener Questions Aug 22, 2016

Have you ever struggled to figure out the right attire for a new prospect meeting?

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale take two listener questions for this Mailbag Monday.

Are you wondering how to get reacquainted with customers or prospects you haven’t talked to in a long time?

Are you looking for tips to know if you’re dressed appropriately for a sales call?

In this episode of The Advanced Selling Podcast, Bill and Bryan give you specific actions for both questions. And don’t worry— they aren’t giving fashion advice. Just good, solid things to think about before you walk out the door each day.

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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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#412: Sales Lessons from the Olympics Aug 18, 2016

Are you staying up late every night mesmerized by the Olympics?

In this episode, veteran sales trainers Bill Caskey and Bryan Neale look to lessons sales people can learn from athletes competing at the top of their game.

How do you prepare yourself when something doesn’t go as planned in a sales call?

How can you detach from things around you that you can’t control?

In today's episode of The Advanced Selling Podcast, Bill and Bryan give you specific techniques to take your sales game all the way to Rio.

Are you ready to compete with the best of the best from around the world? Listen in today to find out.

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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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#411: Inner Game Tips from a PGA Golfer Aug 15, 2016

What do golf pros know about sales training? You may be surprised by the overlaps in inner game principles.

In this episode, veteran sales trainers Bill Caskey and Bryan Neale reflect on Donald Miller’s Storybrand podcast and an interview with Ben Crane, a PGA golf pro.

Do you struggle to avoid your subconscious taking over your inner game?

Are you practicing reps to help get your mind right?

In today's episode of The Advanced Selling Podcast, Bill and Bryan share tips to help you focus on mindfulness in the sales process. You will learn how to quiet your mind, set your own expectations and focus on your prospects instead of yourself.

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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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#410: Sales Pressure - Aspirational or Desperate? Aug 11, 2016

Are you feeling sales pressure? (Don’t worry, you’re not alone.)

In this episode, veteran sales trainers Bill Caskey and Bryan Neale help managers and salespeople identify the differences between aspirational and desperate pressure.

Are you stressed about sales and struggling to think objectively about your pipeline?

Are you looking at the long term view or just short term wins?

In today's episode of The Advanced Selling Podcast, Bill and Bryan share techniques you can use to turn pressure into a motivating piece of your role in sales. You’ll learn where to focus, how to brainstorm new ideas more effectively and avoid the desperate movie that plays in your head when sales are in a slump.

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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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#409: Thoughts from a Longtime Listener Aug 08, 2016

Have you wondered what it’s like to be a fly on the wall of a recording session at The Advanced Selling Podcast?

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale are joined by a loyal listener who jumps into the conversation during a visit to the studio.

Are you a naturally curious person?

Are you looking for ways to keep growing your sales skills after decades in the business?

In this episode of The Advanced Selling Podcast, Bill and Bryan talk with Paul from Ontario, Canada about his experiences as a longtime listener. Paul even has a chance to ask a question on behalf of listeners around the world— what would you ask if you were in our studio?

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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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#408: Helpful Hints for Email Excellence Aug 04, 2016

Have you gotten stuck in a back-and-forth email chain with a prospect that didn’t end well?

In this episode, veteran sales trainers Bill Caskey and Bryan Neale dissect an actual listener email and break down what worked (and didn’t work) in his exchange with a potential customer.

Are you reading your emails out loud before sending to check your tone?

Are you out of balance with your communication style and language?

In today's episode of The Advanced Selling Podcast, Bill and Bryan give tactical and specific guidance to help you polish your emails and avoid saying something that gets misunderstood by your prospect.

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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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#407: Sales Managers: Coaching After the Ride Along Aug 01, 2016

Calling all Sales Managers: there’s an art to coaching your team after the ride along. In this episode, veteran sales trainers Bill Caskey and Bryan Neale talk to Sales Managers with tips (and things not to do) when coaching after a ride along experience. This episode isn’t about the ride along itself— it’s about what happens when you get back in the car.

What makes a really good feedback session?

How do you help your team grow from the experience?

In today's episode of The Advanced Selling Podcast, Bill and Bryan give you actionable tips to you can use on your next ride along.

Hint: If you’re not a Sales Manager, you probably should forward this episode to them after you listen. You’ll be glad you did.

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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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#406: Stir Your Sales Funnel Jul 28, 2016

Is your sales funnel getting stale? Are you stuck in the rut of closed-loop prospecting?

In this episode, veteran sales trainers Bill Caskey and Bryan Neale share tips and techniques for stirring up your sales funnel to get better movement and momentum.

Are you using a ranking system to know which prospects deserve more focus and attention?

Are you activating opportunities you already have in your funnel or are you letting them sit there and stall out?

In today's episode of The Advanced Selling Podcast, Bill and Bryan give you five to-do’s that will keep your sales funnel active and stoked.

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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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#405: Methods for Sales Practice Jul 25, 2016

Pro athletes, musicians and artists practice their craft daily.

Do you practice your sales skills daily to get to the top of your game?

In this episode, veteran sales trainers Bill Caskey and Bryan Neale give you six practical ways you can practice your sales techniques and hone your skills.

Will you step up to the 10 Day Challenge? Are you part of a Power Triad?

In today's episode of The Advanced Selling Podcast, Bill and Bryan share things you can begin doing today to practice your skills and increase your sales success.

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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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#404: Guaranteed Sales Success Jul 21, 2016

What if you could practically guarantee your success in sales? Would you do what it takes?

In this episode, veteran sales trainers Bill Caskey and Bryan Neale give you insight into the characteristics of a successful salesperson.

Do you have your goals written down?

Are you willing to stay a few more minutes and make one more call at the end of the day?

In today's episode of The Advanced Selling Podcast, Bill and Bryan will share a how-to list that will help you know where to focus your efforts and achieve your greatest success.

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

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

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

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

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

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

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

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

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

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

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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#394: Keystone Habits of a Salesperson Jun 13, 2016

How do you ensure eternal sales success?

In this episode, veteran sales trainers Bill Caskey and Bryan Neale use Charles Duhigg’s concept of Keystone Habits to determine what salespeople need to do to increase their success. (If you want more on this idea, check out Duhigg’s book, The Power of Habit: Why We Do What We Do in Life and Business.)

Bill and Bryan share some of their own keystone habits— a blend of mental, physical and emotional strategies that you can use to improve your sales game. After you hear theirs, we’d love to know yours. Shoot us a note at listener@advancedsellingpodcast.com to share some of your keystone habits with us. We might just talk about you on an upcoming 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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#393: Is the Sales System Broken? Jun 09, 2016

Could the sales system be broken?

For both Buyers and Sellers, what if the process isn’t really working? In this episode, veteran sales trainers Bill Caskey and Bryan Neale analyze both viewpoints and consider areas where the system can be improved on both sides of the selling process.

Is the Buyer too focused on paying the least amount of money, not getting the best outcome?

Is the Seller in “get the deal” mentality more than they are trying to provide a helpful solution for their prospect?

In today's episode of The Advanced Selling Podcast, Bill and Bryan give you questions to ask and things to consider to analyze if your own sales system is broken. The good news— if it is, they also provide strategies to help you make it better.

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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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#392: Winning Complex Enterprise Sales - Bud Suse Jun 06, 2016

How is your process similar or different to the process for winning complex enterprise sales?

In this episode, veteran sales trainers Bill Caskey and Bryan Neale bring in an expert who has spent years winning big deals and teaching others how they can do it too.

Bud Suse spent 12 years with IBM before moving into sales management for a start-up, spending hours in well-known sales training programs along the way. He realized that the success in large deals comes from defining a process, testing it and repeating it.

How does your process stack up?

In today's episode of The Advanced Selling Podcast, Bud shares the best practices from his second (and just released) book, Winning Complex Enterprise Sales. If you’re looking to improve your success with the big whales, this episode is for you.

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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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#391: Stumping Your Sales Trainer Jun 02, 2016

What happens in a training session when Bill or Bryan doesn’t have the answer?

In a special episode of “Stumpology,” veteran sales trainers Bill Caskey and Bryan Neale bring their toughest client issues to each other to solve.

How do you handle it when the client can’t get away from selling features/functions? How can you create the space with your sales team to be able to educate them?

In today's episode of The Advanced Selling Podcast, the teachers become the students (of each other). They will help you look at your own process and messaging to determine if you’re communicating through your buyer’s eyes or your own, and how you can meaningfully influence those around you.

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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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#390: How to Generate More Leads May 30, 2016

Are you looking for ways to generate more leads? (because who isn’t?)

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale respond to a specific request to provide four things sales people can do right now to generate leads.

Have you considered hosting a marketing event for your prospects (not a sales event, a marketing event)?

Are you using your current client’s words and testimonials to help you communicate what you do to your prospects?

In this episode of The Advanced Selling Podcast, Bill and Bryan give you four actionable things you can start working on immediately to help you increase your leads.

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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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#389: Premium Pricing Revisited May 26, 2016

Standing out in a commoditized sales environment is tough. In today's episode, veteran sales trainers Bill Caskey and Bryan Neale explore the world of landscapers and the B2C marketplace.

How do you sell a premium priced product, service or experience when everyone around you is selling for less?

Are you creating a vision for your customer or having them help paint the vision with you?

In today's episode of The Advanced Selling Podcast, Bill and Bryan give you specific steps to take to help combat the issue of premium pricing, regardless of what you’re selling. You’ll learn how to teach your customer about the buying process and communicate the impact of your work without sounding “salesy.”

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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.

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#388: Products or Services: Which is Easier to Sell? May 23, 2016

Products or services— which do you think are easier to sell?

In today's Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale dive into a question from a listener in Sweden.

If you provide a service, how do you “productize” your service and make it something tangible?

If you sell a product, how can you “service-ize” your offering and not hide behind the item?

In this episode of The Advanced Selling Podcast, Bill and Bryan share their strategies to create powerful connections with what you’re selling through the story you tell. You’ll learn how to paint the picture of your service or product and help your prospect truly understand what you’re offering. We’d love to know which you think is easier and why— just post your thoughts in our LinkedIn Group or shoot us an email (listener@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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#387: Creating a Sense of Urgency May 19, 2016

How do you create a sense of urgency for a prospect?

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale address one of their most frequently asked questions.

What is the true role of a sales professional?

Do you understand where your prospect is starting and where they are trying to go?

In this episode of The Advanced Selling Podcast, Bill and Bryan share how you can reframe the question and avoid manipulating or coercing your prospects. They will give you tips to help you evaluate your intent in the relationship and how you can see yourself as a guide in your prospect’s process. One of our most commonly asked questions isn’t actually about the language at all— it’s about how you THINK about the questions.

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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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#386: Is Enthusiasm Contagious? Or Dangerous? May 16, 2016

Do you believe that enthusiasm is really contagious?

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale address the age-old attribute of enthusiasm. Bill relates a story of observing a struggling sales person trying to get one of his clients’ sales teams fired up to sell more stuff. It didn’t go well. Not because he wasn’t representing a valuable product. But because of “how” he decided to create enthusiasm with his audience. It derailed quickly.

Have you ever been in the position of getting your audience “pumped?” How do you portray genuine enthusiasm to your prospect or client?

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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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#385: New listener? Start here. May 12, 2016

Are you curious how The Advanced Selling Podcast came into existence?

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale get personal. They share how they began their careers in sales and how the podcast got its start.

Whether you’re a longtime listener or new to the Advanced Selling Podcast, you’ll find valuable lessons in hearing Bill and Bryan talk about busted sales calls, good and bad sales managers and their overarching philosophy that lead them to the work they do today.

Don’t miss their one piece of advice anyone in sales needs to hear.

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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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#384: Lessons from a New Listener May 09, 2016

A new set of eyes on anything can be valuable, even for the most seasoned pros.

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale capture best practices and strategies from a new listener to The Advanced Selling Podcast, Brittney Russo.

You’ll hear how Brittney has used Bill and Bryan’s training to close large deals, ramp up in her company faster and challenge her competitors.

In this episode of The Advanced Selling Podcast, Bill and Bryan share notes you can use right away to re-energize your sales game. If you’re new to sales and/or new to The Advanced Selling Podcast, this episode will be invaluable as you’re getting up to speed. If you’re a loyal listener and have had Bill and Bryan riding along with you for years, you will love Brittney’s fresh approach to learning.

Everyone will find takeaways in this episode— old dogs can always learn new tricks, right?!

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#383: Is Your Sales Bucket Leaking? May 05, 2016

Do you have leaks in your sales bucket? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale are fired up— not just about leaks in your bucket, but about discovering a leak in their own bucket too.

Do you prospect when sales are good or only when things start to slow down?

Do you run a well-organized sales process?

Are you leveraging your training and knowledge as much as you can?

In this episode of The Advanced Selling Podcast, Bill and Bryan fight to prevent their ego from getting the best of them— a rant of this magnitude not frequently heard on the show. Passed over for a local news story about successful podcasters, Bill and Bryan put together some of their best content yet to help you identify leaks in your bucket and what you can do about it when you find them. You won’t want to miss this one.

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#382: Sales Coaching for a Celebrity May 02, 2016

Do movie stars make good salespeople? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale put celebrity status to the test as they break down a sales call by Hugh Jackman to place his fair trade coffee in grocery stores around the United States.

You will learn a lot from Hugh’s approach, including how to ask questions that demonstrate your intent and language you can use to identify if you and your prospect share common goals in the conversation.

In this episode of The Advanced Selling Podcast, Bill and Bryan examine self awareness, authenticity and ego through the lens of one of Hollywood’s most famous stars.

Do you think Hugh Jackman is an ASP listener? He might just be! Click here to watch Hugh Jackman on CBS Sunday Morning.

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#381: Mailbag Mashup: Triple Threat Thursday Apr 28, 2016

Why take one question from a listener when we can take three? In today's episode, sales trainers Bill Caskey and Bryan Neale respond to questions from listeners and give a shout out to US Military members around the world.

Are you looking for strategies on spec selling?

Have you considered paying for someone to develop content for you to use in developing your expert persona?

In this episode of The Advanced Selling Podcast, Bill and Bryan share techniques and strategies that will help you right away, even if someone else asked the question. You’ll love Bryan’s “Love – Hate – Rock – Suck” framework. Bill weighs in on the good and bad of being a veteran in an industry. Have your pen ready for this episode— wherever you are in the world as you listen, you’ll want to take notes.

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#380: One of You, a Few of Them: Selling to a Group Apr 25, 2016

Are you preparing to sell to a group and not just one individual buyer?

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale share their strategies to help you master your sales experience in front of a panel, board or large group.

How can you vary your questions to speak to people individually and directly?

How can you use your story to help you create meaningful connections with everyone in the room?

In this episode of The Advanced Selling Podcast, Bill and Bryan give you specific language tools and action items that will ensure you make the impact you’re looking for on your group of buyers.

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#379: Preparing for the Big Meeting Apr 21, 2016

Does your heart skip a beat when you get called into The Big Meeting?

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale dive into strategies to help you prepare when a client or prospect asks you to come in for a “we need to see you right away” discussion.

Are you in your head about what you assume the issue is?

Do you know how to set the context at the start of the meeting so you can maintain control of the conversation?

In this episode of The Advanced Selling Podcast, Bill and Bryan give you a checklist of best practices for managing stressful emergency meetings. Whether it’s good news because you’re in the final stage of winning a proposal, or it’s not-so-good news and there is an issue they’re calling about, you will be able to handle the conversation like a pro.

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#378: Preparing Like a Pro Apr 18, 2016

Are you looking for an edge in your sales game? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale teach you a framework for preparation to knock your sales calls out of the park.

Do you focus on the process or the outcome?

Are you using the same verbiage with every audience or are you tweaking your message to match the situation?

In this episode of The Advanced Selling Podcast, Bill and Bryan help you master the fundamentals that lead to your success. Tune in to hear how beat sheets and Bill’s 10 minute P.I. Strategy will help you up your game right away. (The P.I. Strategy is so good even Bryan is stealing it).

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#377: Building Your Sales Six-Pack Apr 14, 2016

Who doesn’t want six-pack abs? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale become your trainers in the gym as you develop your sales muscles.

Do you know how to tear down the resistance?

Are you constantly looking for new ways to build and nurture your platform? (Hint: If you’re not, you should be.)

In this episode of The Advanced Selling Podcast, Bill and Bryan will share the core components to building your “sales six-pack.” You’ll know exactly what to focus on to strengthen your sales muscles— and the good news is you can start right away.

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#376: Building Your Life Muscles Apr 11, 2016

Are you looking for a little pick-me-up as you dive into Q2? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale give you a little extra shot of motivation as they talk about the “life muscles” you should be working to build.

Are you a lifelong learner?

Are you aware of the vibe you give off when you enter a meeting, conversation or new relationship?

In this episode of The Advanced Selling Podcast, Bill and Bryan focus on you, the person… not just you, the salesperson. They give you a framework and six core muscles you can begin building right away.

Are you ready to hit the gym?

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#375: Balance in the Sales Process Apr 07, 2016

How do you know when to be assertive and when to sit back? In today's Mailbag Monday: Thursday edition, veteran sales trainers Bill Caskey and Bryan Neale answer a question from Jason about finding the right balance in a deal.

Are you violating the principles of abundance and detachment if you are assertive with your prospects?

How do you monitor your own self awareness each step of the way to keep yourself in check?

In this episode of The Advanced Selling Podcast, Bill and Bryan will help you ask the right questions to better understand your buying groups. Only then will you be able to know when to push forward or pull back, giving you the best chance to build a true relationship with your prospect.

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#374: Preventing the “Hijacked” Sales Call Apr 04, 2016

How do you avoid the awkwardness of a lopsided meeting? We’ve all been there— you and three people from your team show up to meet with one buyer. The vibe at the table feels clunky and unbalanced.

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale help you structure a successful “three-headed meeting.”

What roles do you, the VP of Sales and anyone else play to help the meeting go smoothly?

How do you avoid losing control of your own sales call to technical jargon or poorly-timed data?

In this episode of The Advanced Selling Podcast, Bill and Bryan will teach you how to maintain your status as the ringleader. You’ll learn language to help everyone at the table know and communicate their role. Best of all, they will share best practices around using technicians in your sales call to your advantage. Don’t lose control of your meeting— this episode can help.

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#373: Auto Sales: Lessons from the Car Lot Mar 31, 2016

It’s more than just a cliché— selling cars is big business. In today's episode, veteran sales trainers Bill Caskey and Bryan Neale explore what we all can learn from the world of auto sales.

What strategies can you use to help your buyer feel like they actually WANT your help?

Are you exerting pressure on your buyer without realizing it?

In this episode of The Advanced Selling Podcast, Bill and Bryan share real life lessons from buying and selling cars (Bryan really did his research and spent time a local auto dealer to learn this stuff). If you have elements of your sales process— credit apps, evaluations, qualifications— that may make your buyer uncomfortable, this is a must-listen episode for you.

You’ll learn how to evaluate your process and modify to create a better experience for your customers and prospects. Then we all win, right?

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#372: Pain Selling... Still the Best Approach? Mar 28, 2016

Pain-finding is one of the oldest sales techniques in the book. Are you still selling that way?

In today's Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale respond to a question from a listener about selling opportunity vs. selling pain.

Do you quiz your prospects with questions to identify where they’re struggling the most?

Are you looking for things in their answers that will lead you to a deal?

In this episode of The Advanced Selling Podcast, Bill and Bryan focus on the new school way of selling— asking questions to determine if you and your prospect should work together. A whole new approach to a very old tactic can help you focus on what your prospect is moving toward, instead of what they’re running from. Do you think pain-finding is on the outs? We’d love to hear what you think too.

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#371: Master Your Messaging Mar 24, 2016

Storytelling isn’t a new idea. But have you truly mastered your messaging? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale help you learn to blend your company’s story with your own to create your personal messaging.

How do you know what things to say and not say when sharing your story?

What elements of your story will help your customer better understand what you do?

In this episode of The Advanced Selling Podcast, Bill and Bryan walk you through how to improve your messaging around the edges by using their storytelling formula. Your story and your messaging can work for you or against you— listen in today to learn how mastering your messaging will allow you to stand out and differentiate yourself against your competition.

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#370: How to Handle a Closing Slump Mar 21, 2016

In today's episode, sales coaches Bill Caskey and Bryan Neale take a question from a listener who just went 0-7 in the last week.

Her question underscored the element of ‘upstream actions.’ In other words, what happens in the beginning of the sales process (upstream), determines what happens at the end. If you’re 0-7, you’re doing something wrong upfront.

Listen as Bill and Bryan walk through how they might remedy a serious slump, both mechanically, and mentally.

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#369: An Open Letter to Sales Managers Mar 17, 2016

If you ARE a sales manager or you HAVE a sales manager, you must listen to this episode. Today, veteran sales trainers Bill Caskey and Bryan Neale sound off in an open letter to sales managers.

What if you’re listening to The Advanced Selling Podcast each week and you think your sales manager doesn’t buy into what you’re hearing?

How can you avoid the antagonistic relationship that frequently exists between player and coach (or sales manager and sales person)?

In this episode of The Advanced Selling Podcast, Bill and Bryan give you specific things to start doing and stop doing to help improve your relationships immediately. They believe the opportunity for sales managers right now is huge— if you know how to take advantage of it. You’ve probably heard the saying "people don’t leave companies… they leave managers.”

Bill and Bryan are here to help. Grab your team, sit down with your manager and listen to this one together. Right now. Really!

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#368: Mailbag Monday: Stories We Tell Ourselves Mar 14, 2016

Are you eager to find more ways to offer the next product to your client?

Do you have a generation gap in your company?

Do you have customers who take your relationship for granted?

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale magnify Mailbag Monday by three. You will hear strategies to get out of a “product mentality” mindset. You will learn how to break down stereotypes about generations before and after you. You will learn to examine the movie you’re playing in your head and what to do about it.

In this episode of The Advanced Selling Podcast, you will walk away with answers to questions most sales people have been challenged by for years. Take advantage of this opportunity to learn from fellow listeners and dive into coaching from Bill and Bryan on how to improve your sales game.

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

#367: Increasing Prospect Conversations Mar 10, 2016

Are you looking for ways to increase the number of prospects you talk to? Are you struggling with gatekeepers who prevent you from reaching the right person?

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale field a question from Blake to help him rethink an approach to getting in front of more prospects.

Do you feel like the front desk person’s job is to fend you off?

Does it frustrate you to know your product or service is better than a competitor and you can’t get more meetings?

In this episode of The Advanced Selling Podcast, Bill and Bryan break down elements of the Thinking bucket to help you master this challenge. By examining your inner game, you will be able to determine how your energy and language are helping — or hurting — your success and what you can do to change your approach.

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#366: Getting Ahead in Sales Mar 07, 2016

Looking for ways to get ahead of your sales competition?

In today’s Mailbag Monday edition, veteran sales trainers Bill Caskey and Bryan Neale respond to David’s question with advice about tactical things you can do to improve your effectiveness as a sales person.

How do you plan and prepare for your day, your week, your quarter?

Do you dig in head-first or do you methodically map out your time?

In this episode of The Advanced Selling Podcast, Bill and Bryan give you techniques you can use to seed your day to make it more productive and profitable. They’ll even share a secret about where to find the best sales people on a Friday afternoon… and be careful, their list just may surprise you.

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#365: Blind as a Bat Mar 03, 2016

Do you struggle with creating a plan and sticking to it? How do you balance hyper-competitive DNA with the inner game principles?

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale try to stump each other with “blind” questions (no pun intended on Bill’s eye!). They pose a question to the other person with no prep or filter, and you won’t believe the techniques they come up with when put on the spot.

In this episode of The Advanced Selling Podcast, Bryan gives you specific, actionable steps to take to develop your skills if you’re not a planner and want to improve. Bill shares his philosophy and step-by-step approach for coaching someone who is struggling with the balance between being highly-competitive and a healthy sense of detachment.

If you’re a fan of Bryan and Bill’s quick-thinking approach to tough questions, you’re going to love this episode.

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#364: Mental Myths in the Sales Process Feb 29, 2016

There’s only truly one thing you can control in the sales process— yourself. In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale dive into a question from Rocky about how to show up and be helpful in the sales process.

Do you regularly check in with yourself to think about your inner game?

Do you truly have pure intent when talking with clients and prospects?

What myths do you have in your mind that aren’t actually real at all?

In this episode of The Advanced Selling Podcast, Bill and Bryan share strategies for inserting yourself into the sales process while maintaining clean intent. They give you language-based tools to help you know the words to use to truly be intentionally helpful to your prospects. After all, you can’t control other people or what they think… you can only control you. Show up as your best self every single time and watch the world shift around you.

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#363: Margin: Secrets of the Pros Feb 25, 2016

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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#362: Sales Assets— More Than Just Numbers Feb 22, 2016

Are you utilizing all of your assets in your sales process? In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale explore a question from Chelsea about how to use your talents to strengthen your impact when opening doors in sales.

Do you have characteristics of your personality that you ignore when working your sales process?

Do you utilize your personal interests, skills and things you love to do to help you connect with others?

In this episode of The Advanced Selling Podcast, Bill and Bryan give you techniques you can use to insert more human elements into your process. They help you focus on the things you love to do outside of sales and put them into use in your sales career. If you’ve ever thought to yourself “What if they don’t like the real me?”, this episode is for you. The world needs more of the “real” person in every sales situation, and Bill and Bryan will tell you just how to do it in this episode.

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#361: “I Don’t Have Time for That!" Feb 18, 2016

Do you struggle knowing what to prioritize first on your to-do list? In this episode, veteran sales trainers Bill Caskey and Bryan Neale help you focus on working big to small on your list of priorities.

Do you find yourself saying “I don’t have time to do that”?

Can you (and the rest of your team) state your overall company sales philosophy?

In today’s episode of the Advanced Selling Podcast, Bill and Bryan share specific things you should be doing to help focus your efforts on the things that matter most. Learn to identify the big rocks you should start with and how to prioritize your time for most important outcomes.

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#360: Broker in the Sales Process Feb 15, 2016

When you hear “Broker,” do you think “Middle Man” or “Middle Woman?” In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale dive into two questions from Craig in Chicago.

Do you diminish an interaction because someone is “just the broker?”

If you ARE the broker, do you know how to communicate to your prospect that the sales process is better with you in it than it is without you?

In this episode of The Advanced Selling Podcast, Bill and Bryan give you tactical steps to help you redefine the role and opportunity of a broker relationship. They also look at Craig’s second question about renegotiating contracts. Bryan defines the best way for you to open a conversation with a prospect, and Bill gives you a huge idea to help you visually depict your value to a customer.

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#359: Religion and Sales Success - Rabbi Daniel Lapin Feb 11, 2016

Religion and Sales— not heard together very often, right? Veteran sales trainers Bill Caskey and Bryan Neale bring in the expert on the topic today when they talk with Rabbi Daniel Lapin, known world-wide as “America’s Rabbi.”

The author of “Thou Shall Prosper” digs into challenges people have around the acceptance or demonization of making money. Were you raised to believe money is a good thing or a bad thing? How does this impact your mindset in your sales role now?

In this episode of The Advanced Selling Podcast, Bill and Bryan learn Rabbi Lapin’s thoughts about how to not feel guilty when you make money, and how to truly serve your customers in the sales process.

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#358: Don’t be a Sales Know-It-All Feb 08, 2016

Are you a Learner or a Knower? In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale field a question from Jordan in Alabama. With all the talk about being an “Expert” on our show, Jordan wants to know how to demonstrate your expertise without sounding like a know-it-all.

Do you know how to communicate what you know without sounding like you’re running through your resume?

Do you want to know how to ask questions AND be an expert at the same time?

In this episode of The Advanced Selling Podcast, Bill and Bryan give you tactical strategies to up your Expert game and communicate your knowledge to your clients and prospects more effectively.

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

#357: Sales Training for Non-Sales People Feb 04, 2016

Welcome to Mailbag Monday… Thursday edition. Todays’s question is too good to wait until Monday. It’s a big one: Was anyone really, truly born to be a salesperson? Veteran sales trainers Bill Caskey and Bryan Neale explore how to implement ASP training with the non-sales people on your team.

How do you and your team define “sales?

Do you think it’s a dirty word and shy away from using it?

In this episode of The Advanced Selling Podcast, Bill and Bryan work through how to reframe the definition of the sales role in your company. You’ll learn how to help non-sales people on your team handle rejections and resistance. You’ll pick up a few good tips about how to create a system that works, regardless of your title and place on the team. Whether you’re a sales person or in ops/customer service/marketing/field technician, you can successfully utilize the principles from The Advanced Selling Podcast every day.

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

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

#356: How To Be Your Own Marketing Department Feb 01, 2016

Does your marketing department actually help you generate leads? Veteran sales trainers Bill Caskey and Bryan Neale take on the challenge of lead generation… whether you have a full marketing department or none at all. What do you do when you’re a high-level sales pro without a marketing department? Does your marketing department spend most of their time doing promos and not really generating any actual leads for you? In today’s episode of The Advanced Selling Podcast, Bill and Bryan walk you through building your own marketing plan— even if you DO have a marketing department to support you. They teach you what it means to “think inbound” and how to establish your own Voice of a Customer series. If you’ve been frustrated by marketing support (or lack thereof), be ready to take notes and brush up on your mad marketing skills. ========================= 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.

#355: Inside the Training Room Jan 28, 2016

Have you wondered what it would like to be a fly on the wall at The Advanced Selling Podcast?

Veteran sales trainers Bill Caskey and Bryan Neale invite you in today as they blindly test each other on real sales strategy issues they’re working on with their clients.

You’ll hear Bill’s philosophy on negotiating price at the end of the deal and their discussion about the pros and cons of discounting. Bryan explores the rare and valuable skills every salesperson should have.

In this episode of The Advanced Selling Podcast, you’ll hear real scenarios from the training room with Bill and Bryan. Tune in to learn what it’s like to be in their classroom.

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

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

#354: Mailbag Monday - Competitive Selling Edition Jan 25, 2016

It’s another Mailbag Monday edition of The Advanced Selling Podcast. Veteran sales trainers Bill Caskey and Bryan Neale take a question from Matt, the owner of an IT company in Fort Wayne, IN.

Matt is looking for strategies to encourage customer loyalty and ways differentiate himself in the crowded technology marketplace. Do you have competitors nipping at your existing clients? Do you wake up in the middle of the night concerned about maintaining market share?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan help you deal with competitors who offer similar services. They will show you how to identify if you’re making decisions for your customer or for your competitor and if you are really clear on what you want in a customer relationship. Learn to use competition to your advantage by stamping your personality onto what you sell.

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

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

#353: The Belief Continuum Jan 21, 2016

Do you truly believe in the products you sell? Veteran sales trainers Bill Caskey and Bryan Neale give you the framework to know where you fall on the Belief Continuum.

Do you feel you have a deep obligation to tell the world about your products? Or are you afraid to shout it from the rooftops because maybe your products aren’t sexy, interesting or exciting?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan walk you through the Belief Continuum and give you solutions to help you move from one end to the other. If you feel like you just sell boring widgets, this episode is for you.

If you’ve considered putting your company logo on your tombstone because you’re so proud of what you sell, this episode is for you too. The importance is knowing where you fall on the Belief Continuum… and what can you do about it.

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

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#352: Cardone Zone comes to The Advanced Selling Podcast Jan 18, 2016

How can we have people buy from us when they don’t even know we exist? Veteran sales trainers Bill Caskey and Bryan Neale go to the source today for the answer to that question (and many others). Grant Cardone, author of The 10X Zone, If You’re Not First, You’re Last and Sell or Be Sold, is the epitome of hustle and an expert salesman.

Do you want to know Grant’s secrets for success?

Are you curious why Grant believes salespeople are needed now more than ever?

In today’s episode of The Advanced Selling Podcast, Bryan and Grant dive deep into why salespeople have a unique opportunity in the new era of digital selling. Learn from the best of the best— hear a few stories, have a lot of laughs and get re-engergized about your career in sales from this thought leader and legendary salesman.

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.

#351: Social Media in Sales - Nathan Latka Jan 14, 2016

Social Media Week at The Advanced Selling Podcast continues. Are you intimidated by using social media tools to help you sell? Today’s guest is breaking it down for you.

Veteran sales trainers Bill Caskey and Bryan Neale talk with successful entrepreneur and social junkie Nathan Latka about his favorite hacks to help you sell.

Do you think your customers aren’t on social media and therefore you don’t need to use it either?

How can your following on social media help you sell more?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan learn some of Nathan’s best practices for not dropping the ball on follow-ups with clients, and thinking and acting like an entrepreneur. See the world of social media and digital tools through fresh eyes today and prepare to be afraid no more.

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.

#350: Using LinkedIn for Sales - Brynne Tillman Jan 11, 2016

It’s Social Media Week at The Advanced Selling Podcast! Sales Navigator, LinkedIn Premium, LinkedIn Pulse… does it all make your head spin? Veteran sales trainers Bill Caskey and Bryan Neale go to the expert source today to learn the best strategies all salespeople need to know when using LinkedIn for sales.

What kind of connector are you?

Are you using customized news feeds to nurture your relationships on social media?

How much time should you really be spending prospecting on LinkedIn?

In this episode of The Advanced Selling Podcast, Bill and Bryan talk with Brynne Tillman, founder of Social Sales Link, to learn how to effectively use LinkedIn. Are you maximizing what LinkedIn can do for you as a salesperson? (Don’t miss Brynne’s incredible bonus for listeners in this episode too!).

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.

#349: Sales Territory Expansion: Blessing or Curse? Jan 07, 2016

Have you ever used the saying “Be careful what you wish for?” Veteran sales trainers Bill Caskey and Bryan Neale welcome in the new year with a discussion around the all-too-common request from salespeople everywhere: a larger territory.

How do you build, support, manage and retain a bigger client base, especially when your resources or distance to the customer may not change as the territory expands.

Do you know who to call on most? How do you decide which accounts get more attention?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan ask a longtime listener and podcast client for his best practices while sharing some of their own. Bill teaches you one of his client’s easiest ways to help keep the feeling of personalized attention when you have lots of clients to manage. Bryan shows you how to develop your own “balanced scorecard” to determine how to divide your time and attention.

Their guest, Craig, kicks it with an old-school (and still works) technique to make sure your customers know you’re thinking about them when you can’t drop in. Start your new year off right— and be ready to take notes.

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.

#348: Limiting Beliefs Jan 04, 2016

We're taking some time off at the Advanced Selling Podcast to spend time with our families, but here is one of our past favorite episodes from 2010 that we think you'll find beneficial. Enjoy the Holidays and we'll see you in 2016!

In this episode of the Advanced Selling Podcast, Bill and Bryan take a deep dive into the dark underworld of limiting beliefs. What are the negative, self-doubting thoughts that creep around in your head and sneak up to scare away a perfectly good sale? Veteran sales trainers Bill Caskey and Bryan Neale shine the light on limiting beliefs. In this episode, you'll understand that everyone deals with their own set of limiting beliefs. You'll hear examples of some of the most common ones in sales. Finally, you'll learn tactics for confronting these limiting beliefs and ways to shift your mindset into a positive state.

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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.

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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10. Send your questions to listener@advancedsellingpodcast.com

#347: Account Management–Boring? Maybe. Profitable. YES! Dec 31, 2015

We're taking some time off at the Advanced Selling Podcast to spend time with our families, but here is one of our past favorite episodes from 2010 that we think you'll find beneficial. Enjoy the Holidays and we'll see you in 2016!

Why do so many people turn their noses up at “account management’? Is it just not sexy enough? Does it just not require the testosterone that we sales types are addicted to? Whatever it is, we miss a ton of business by not focusing on our current clients.

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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.

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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10. Send your questions to listener@advancedsellingpodcast.com

#346: Are You Doing These Things To Stop Your Customer From Buying? Dec 28, 2015

We're taking some time off at the Advanced Selling Podcast to spend time with our families, but here is one of our past favorite episodes from 2010 that we think you'll find beneficial. Enjoy the Holidays and we'll see you in 2016!

No one would ever admit that they did anything to stop a buyer from buying from them. Yet, salespeople do it all the time. We like to say there are things you do to “propel” the sale. And things you do to “repel” the sale. In this podcast, Bill addresses the very things most salespeople do.

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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.

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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10. Send your questions to listener@advancedsellingpodcast.com

#345: The Habits of the High Performers Dec 24, 2015

We're taking some time off at the Advanced Selling Podcast to spend time with our families, but here is one of our past favorite episodes from 2010 that we think you'll find beneficial. Enjoy the Holidays and we'll see you in 2016!

What can we learn from sales people who are new to the profession…or from one who wants to reset his career? Simple. We can reach back into our experience as trainers of sales teams and review what the “habits” are of those high achievers. In this podcast, Bill Caskey and Bryan Neale discuss some of their observations.

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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.

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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10. Send your questions to listener@advancedsellingpodcast.com

#344: Following Up (Without Being Desperate) Dec 21, 2015

We're taking some time off at the Advanced Selling Podcast to spend time with our families, but here is one of our past favorite episodes from 2010 that we think you'll find beneficial. Enjoy the Holidays and we'll see you in 2016!

Mike, a listener from Indianapolis, called in to ask a question about how he follows up with prospects who appear to have dropped off the radar screen. Bill and Bryan give Mike and listeners some ideas on how to do that – and how to prevent coming off desperate to your prospect.

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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.

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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10. Send your questions to listener@advancedsellingpodcast.com

#343: Outbound Sales is a Whole New World Dec 17, 2015

We all know it— the old school “cookbook” model of selling is dead. Veteran sales trainers Bill Caskey and Bryan Neale explore a new model today— living in an “outbound” sales world.

Are you still chasing people around, burning a lot of calories and not getting the results you want?

Are you making 30 calls a day and reminding yourself “the action is on the 29th call”?

In this episode of The Advanced Selling Podcast, Bill and Bryan show you a different way focused on outbound, leveraged behaviors. They will help you learn how to shift your mentality from “how do I go get” to “how do I draw in” and why doing so will create more demand for your product. When people chase you, the process changes. You will go from selling people to helping people and never look back.

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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.

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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10. Send your questions to listener@advancedsellingpodcast.com

#342: Remote Leadership & Sales Culture - Kevin Eikenberry Dec 14, 2015

Does your sales team all work in the same office from 8am-5pm, Monday-Friday? It’s likely you don’t. Veteran sales trainers Bill Caskey and Bryan Neale talk with the expert on managing remote teams in today’s episode. Kevin Eikenberry, founder of the Remote Leadership Institute, shares his best practices for building the sales culture you want when your team isn’t always in the same physical office space (or even the same state). What are the expectations your team has of how they work together? What is the culture you truly want in your organization? What adjectives would you use to describe the team when the Sales Manager/VP of Sales isn’t around to hear it? In this episode of The Advanced Selling Podcast, Bill and Bryan soak up wisdom from Kevin about leadership, managing people and saying thank you. Learn how to be a part of building the sales culture you want and the steps to take right now to get there. Go to blog.kevineikenberry.com to get your free 20 Days to Remarkable Leadership Program!

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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.

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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10. Send your questions to listener@advancedsellingpodcast.com

#341: The Threat Factor Dec 10, 2015

Do your prospects see you as a threat? Veteran sales trainers Bill Caskey and Bryan Neale explore the common “Threat Factor” that frequently occurs in sales situations.

Is there a chance that you or the product/service you’re selling can be a threat to your buyer?

Will buying from you ruffle any feathers in your prospect’s organization?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan give you questions you can ask yourself to know how and if you’re being perceived as a threat… and what to do about it if you are. Bryan shares a real-life coaching conversation with one of his clients and Bill weighs in with suggestions of how to handle a situation where you could easily lose control of your message. They give you their best advice to help you avoid falling victim to the Threat Factor—and it all comes down to one word. Listen in to find out.

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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.

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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10. Send your questions to listener@advancedsellingpodcast.com

#340: Overcoming The NO Dec 07, 2015

How do you handle a prompt “I’m not interested” from your prospect?

Veteran sales trainers Bill Caskey and Bryan Neale discuss a question that came in from Marcin in Eastern Europe on today’s Mailbag Monday episode. They talk about when you exert pressure on your prospect you cause the feeling of flight. As a salesperson, how do you overcome an instant NO? How do we avoid vaulting right to the sale?

In this episode of The Advanced Selling Podcast, Bill and Bryan provide some methods you can use to change the way you position yourself on the first call. Do you EMBRACE the “NO?” You will learn Bill and Bryan’s ways of examining what you’re saying and how you say it.

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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.

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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10. Send your questions to listener@advancedsellingpodcast.com

#339: Better Stories = Better Selling - Bo Eason Dec 03, 2015

How do you stand out from the pack— at work, in the sales process, anywhere? Veteran sales trainers Bill Caskey and Bryan Neale talk to THE expert on high-stakes storytelling in today’s episode. Back to The Advanced Selling Podcast by popular demand, Bo Eason shares his best practices for learning to tell your personal story effectively.

• Where do you begin? • What is the first step you can take to learn how to share your story? • Why is it so important?

In this episode of The Advanced Selling Podcast, Bill and Bryan ask Bo for advice you can use right away. If you think your story is boring, won’t be compelling or is just like everyone else’s, this episode is for you. Bo reminds us that as humans, we all crave interaction and connection. Your personal story will allow you to connect with your prospects and clients at a level you haven’t before. The minute you start telling your story is the minute you stop selling a commodity… and increase the likelihood of your success in the deal. Sound crazy? Jump into this episode to find out more.

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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.

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

#338: Distributor vs. Manufacturer: Your Value in the Process Nov 30, 2015

To buy from a distributor or the manufacturer… that is the question. Veteran sales trainers Bill Caskey and Bryan Neale address the issue in this Mailbag Monday episode, inspired by a question from Greg.

Does the distributor truly add value to the chain? How does your prospect decide who to buy from when they have a choice?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan explore specific tactics you can use the strengthen your position (regardless of which side you’re on). They also offer language advice to help you communicate your value in the process to your prospects. You will learn how to have the “Why’s” behind the “What’s” and how to message your response so prospects understand what you provide that the others do not.

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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.

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

#337: Stop Chasing Prospects - Coach Burt Nov 23, 2015

Do you think of yourself as a person of interest? Veteran sales trainers Bill Caskey and Bryan Neale interview bestselling author Coach Micheal Burt today as they explore how you can become the person everyone can’t live without.

Do you work with a coach? It may be a sales coach, a fitness coach, a team coach, even a therapist. How does your coach find the “X” factor in you that makes you unique?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan talk with Coach Burt about traits of a good coach and characteristics of people who work with coaches (like you). What do you have that other people want? Your desire, your connectivity, your connections, your product or service? Coach Burt shares his best practices for becoming the person who has prospects chasing them, instead of the other way around.

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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.

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

#336: Ego: Confidence or Arrogance? Nov 19, 2015

When you hear the word “ego,” do you cringe? Can ego be a helpful tool for salespeople? Veteran sales trainers Bill Caskey and Bryan Neale explore the blessings and curses of a powerful ego in today’s episode.

When does your ego get in the way of an interaction with a prospect? When can it help you actually do your job better?

In this episode of The Advanced Selling Podcast, Bill and Bryan will help you determine if your ego is helping or hurting you. They share their checklist of ways to know when ego is your friend and when it’s your enemy. They offer specific tactics Sales Managers can use with your teams, and they make recommendations to help you check in on your own self-awareness. You’ll also learn Bill’s secret assumption about clients that will change the way you look at your interactions from now on.

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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.

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

#335: Personal Branding - Ben Greenfield Nov 16, 2015

Can salespeople really build their own personal brand while still representing their company or product? Veteran sales trainers Bill Caskey and Bryan Neale learn the power and impact of content marketing from one of the world’s best— fitness expert Ben Greenfield.

Ben offers his tips and strategies for building your personal brand using activities you’re probably doing every day. Do you like to write or draw? Create videos on your iPhone? Post to social media? Ben will teach you how he used his own favorite medium to become an international fitness expert, allowing him to build his brand without spending millions of dollars on marketing and advertising.

In today’s episode of The Advanced Selling Podcast, Bill and Bryan get a crash course from Ben on turning your content into your best marketing tool. Ben strives to make art every day— something that intrigues people and makes their life better. Learn how he does it and how you can too.

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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.

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

#334: Bulletproof Salespeople - Dave Asprey Nov 12, 2015

Have you struggled in a sales call because your energy was low or your stomach was growling? Veteran sales trainers Bill Caskey and Bryan Neale dive into a caffeine-focused conversation today, and it’s not just about stopping at the nearest coffee shop for a pick-me-up.

They talk with Dave Asprey, founder of Bulletproof Coffee and certified bio-hacker, to learn how your physiology may be impacting your sales success. How is your health affecting your life path and career goals? Do you have days (or weeks) when you’ve been on the road, out late at client dinners, wishing you had more hours in the day to accomplish what you need to get done? Most salespeople have.

In this episode of The Advanced Selling Podcast, Bill and Bryan learn from Dave about ways to improve your ability to concentrate, your productivity and your inner game— all by what you put into your body each day. Dave shares his story about learning to control his biology and how you can too.

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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.

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

#333: It’s Not What You Sell, It’s What You Believe Nov 09, 2015

Does your customer believe in what you’re selling? Veteran sales trainers Bill Caskey and Bryan Neale offer Julie from Grand Rapids, MI a few tips in today’s Mailbag Monday episode.

They talk about the “belief gap” — the space that exists between what you believe and what your customer believes. As a salesperson, how do you close the gap? How can you help guide them through the path to the sale, especially when that’s the part that makes your buyer the most nervous?

In this episode of The Advanced Selling Podcast, Bill and Bryan share questions you can ask and ways to think through your own beliefs. Do YOU truly believe in your product? You will learn Bill and Bryan’s “gut check” method to test the strength of your conviction in what you sell.

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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.

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

#332: Declining an RFP Nov 05, 2015

How do you politely decline an RFP? Veteran sales trainers Bill Caskey and Bryan Neale field an emergency email from a listener who is stuck on the issue of how to say “no” to an existing client. They review the sticky situation from all angles, including corporate politics and regulation issues that may exist in any similar scenario. They walk through the Inner Game principles to determine which elements are at play and how to conquer them.

In this episode of The Advanced Selling Podcast, Bill and Bryan make recommendations and provide language you can use when you have to execute the soft let-down to an existing client. You will hear Bill’s trick for creating a mindmap to gain clarity and Bryan’s tips for avoiding possible miscommunication in an email. You’ll learn how to make yourself more comfortable in diagnosing the real issues and how to handle the situation like a sales expert.

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.

#331: Roles of a Sales Person Nov 02, 2015

Every good story has a hero, right? Veteran sales trainers Bill Caskey and Bryan Neale discuss the varied roles of a salesperson, based on the concept of the Hero’s Journey. They examine possible roles you may play in the sales process and why those roles matter.

• Are you a teacher? • A consultant? • A space creator? • A change agent?

In this episode of The Advanced Selling Podcast, Bill and Bryan share their list of the Top 7 roles salespeople play and also help you identify areas you may need to work on. Which roles are you good at, and which ones do you struggle with? Who is the hero in your sales story? (we’ll give you a hint— it’s YOU).

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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.

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

#330: Fear In Sales Oct 29, 2015

What scares you the most in the sales process? Veteran sales trainers Bill Caskey and Bryan Neale celebrate their least favorite holiday by sharing aspects of the sales process that scare them the most. Conversations about money, making “the close,” knowing when to share and when to withhold… and of course, the dreaded cold call.

In this episode of The Advanced Selling Podcast, Bill and Bryan cover the spooky, the quirky and the creepy things that scare them and salespeople all over the world. To help make everything a little less scary, Bill shares his secret to remove your fear of cold calls forever. No tricks, only treats, for our loyal listeners.

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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.

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

#329: Pricing Philosophy Oct 26, 2015

How much are your clients really worth to you?

Veteran sales trainers Bill Caskey and Bryan Neale dive into a philosophical discussion on pricing. They walk you through the important distinctions between “negotiating” and “discounting,” as well as help you find new words to use in the conversation that will likely lead to a different outcome.

• Do you truly know the lifetime value of your customers? • If not monetary value, what other things can benefit you in the deal?

In this episode of The Advanced Selling Podcast, Bill and Bryan help you realize pricing isn’t just about percentages and discounts. Instead, they will give you tools and language to use when determining the value of your clients and techniques to help you shift your mind around the touchy subject of pricing.

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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.

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

#328: Your Role in the Sales Process Oct 22, 2015

This doesn’t happen often on The Advanced Selling Podcast— make sure you listen in today. Veteran sales trainers Bill Caskey and Bryan Neale cover a blind topic with no prep at all. Bill shares a scenario he worked through recently with a client and gives Bryan a chance to act as sales coach through the discussion of the deal.

• Have you heard clients or prospects say, “Well, it’s not like it used to be” or something similar?

• Do you connect with your prospects at a deeper level than just being the product sales person?

In this episode of The Advanced Selling Podcast, Bill and Bryan work together to help you critically think through your interactions with customers and prospects to help you authentically maximize the relationship. If you’ve ever wondered if your role in sales is just about selling products or is part of a bigger puzzle, this episode is for you.

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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.

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

#327: Superstar Salespeople - Butch Bellah Oct 19, 2015

What makes a salesperson a superstar? Veteran sales trainers Bill Caskey and Bryan Neale get into today’s Mailbag Monday episode with a conversation with Butch Bellah, author of Sales Management for Dummies and The 10 Essentials of Sales Superstars.

They discuss Butch’s recommendations for how salespeople can truly become superstars, including understanding that people buy what they want and not what they need. Do you walk your customers through a “Needs Analysis” or “Pain Finding” tool as part of your sales process? Butch says most salespeople are missing the opportunity in doing so.

Instead, he suggests a “Want Analysis” to help you understand what’s in your customer’s head. In this episode of The Advanced Selling Podcast, Bill and Bryan learn from Butch about mastering the art of problem finding, not just pain finding. Butch shares how there is much to be learned about sales from his experience with heart surgery, and you’ll walk away from this episode with a new outlook on offering solutions to your customers.

Download your free copy of Butch's first book, 10 Essential Habits of Sales Superstars by visiting: http://butchbellah.com/advancedselling/

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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.

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

#326: Sales Lists: Are You Leveling Up? Oct 15, 2015

How are you planning your success for 2016? Today, veteran sales trainers Bill Caskey and Bryan Neale share one of their best strategies— a list of lists. They examine what possible lists you need to create in order to level-up in your sales career.

• Do you know which relationships are most helpful to you? • Have you thought through who you know (or who you want to know) that will make you and your sales life even better?

In this episode of The Advanced Selling Podcast, Bill and Bryan assemble some of the lists they use to keep improving their game. Some will sound familiar and some will be brand new to you. We’re excited to hear your lists too. If you haven’t already, join our LinkedIn Group to participate more in the conversation.

Send all your sales questions to listener@advancedsellingpodcast.com and we might feature it on the show.

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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.

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

#325: Sales Psychology: Are You Getting in Your Own Way? Oct 12, 2015

In this installment of Mailbag Monday, we turn introspective. Veteran sales trainers Bill Caskey and Bryan Neale take a question and commentary from Paul in Canada, addressing challenges salespeople have when they get in their own way.

They share ways you can identify if this is happening to you and what to do about it, including shifting your mental framework to achieve a different outcome. Ask yourself:

• Do I proactively look for a solution or do I complain about the problem?• Am I putting the whole issue on someone else or do I take responsibility for my part?• Am I blaming Marketing for not giving me any new leads or have I taken ownership of my pipeline?

In this episode of The Advanced Selling Podcast, Bill and Bryan offer their suggestions to help you get out of your own way. They also throw in a few “hacks” to help you focus on things that are most meaningful to your success.

Send all your sales questions to listener@advancedsellingpodcast.com and we might feature it on the show.

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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.

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

#324: Nonverbal Communication in Sales Oct 08, 2015

It’s happened to all of us: a prospect or client gives you a really obvious nonverbal cue in a meeting or sales call. What do you do? eteran sales trainers Bill Caskey and Bryan Neale find the humor and reality in examples of sales calls laden with nonverbal communication. They walk you through their best techniques for what to do when you’re picking up on nonverbal messages. Even better, they even share stories of real scenarios that happened to them (or their clients) in sales calls— have any of the same ones happened to you too? In this episode of The Advanced Selling Podcast, Bill and Bryan give their strategies about how to “deal with it in the game” and make a potentially awkward situation much less challenging for everyone.

Send all your sales questions to listener@advancedsellingpodcast.com and we might feature it on the show.

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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.

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

#323: Sales and Storytelling Oct 05, 2015

How do you position your story so it’s relevant and authentic? Veteran sales trainers Bill Caskey and Bryan Neale love to talk about story development, and they dig into the topic with a question from Josh in Australia for today’s Mailbag Monday episode. They talk about the steps to take in creating your story, and also their best practices in how to deliver your story in a conversation with a prospect.

• How do you give voice to your story? • Do you know how to leave room for discussion at the end?

In this episode of The Advanced Selling Podcast, Bill and Bryan share one of their favorite topics with you (and give you a sneak peek into a big guest interview they’re doing in a few weeks). Learn how to “come off the page” and share your story with your prospects in your own authentic way.

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

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

#322: Creating Value in the Sales Process Oct 01, 2015

How do you create an atmosphere where the customer is selling you instead of the other way around? Veteran sales trainers Bill Caskey and Bryan Neale dive into an interesting topic from a listener today. Chelsea asked how to provide opportunities for the customer to come to her, and Bill and Bryan were excited to give her a few ideas.

• Do you truly believe what you’re selling is valuable, and also that each step of the sales process has value? • How do you create a meaningful path for your prospect and provide value, regardless of the outcome of the sale?

In this episode of The Advanced Selling Podcast, Bill and Bryan share actionable ideas you can implement immediately if you recognize you aren’t providing value to your customer each step of the way. They’ll help you analyze when you’re the “hunter” and when you become “the hunted,” and how to make the sales process a great experience for you and your prospect.

Send all your sales questions to listener@advancedsellingpodcast.com and we might feature it on the show.

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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.

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

#321: Networking Tips for Salespeople Sep 28, 2015

Get excited— it’s Mailbag Monday! Veteran sales trainers Bill Caskey and Bryan Neale frequently receive insightful questions via email, audio recordings and the ASP LinkedIn group. Today, they’re answering an audio message from a listener in Australia. They’re talking about the common issue of “vaulting,” both at networking events and in sales calls.

• How do you resist the temptation to jump from first introduction to trying to close them on the first call?

• What do you say to someone when you meet them to help them understand your process?

In this episode of The Advanced Selling Podcast, Bill and Bryan share specific strategies for making the most of a networking event without falling into the trap of vaulting over your prospects.

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Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.

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

#320: Understanding Your Ideal Client Sep 24, 2015

How do you know if you’re looking for the right prospective clients? Veteran sales trainers Bill Caskey and Bryan Neale have a few simple techniques for you to follow to assess and improve clarity around your ideal client. They discuss their recommendations, including specific things they’ve done with their own clients and that you can model in your business. Do your prospects truly understand the work you do? Do you know what your clients and prospects aspire to achieve? In this episode of The Advanced Selling Podcast, Bill and Bryan dig deep into their best practices to help you determine and communicate your Ideal Client profile in any conversation.

If you like this episode, make sure you check out All-In www.advancedsellingpodcast.com/products to pursue this topic even further.

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.

#319: Charm in Sales - Jordan Harbinger Sep 21, 2015

What does charm have to do with your sales success? More than you may think. Veteran sales trainers Bill Caskey and Bryan Neale dive deep into a conversation about the importance of creating real value for others with Jordan Harbinger, host of popular The Art of Charm podcast. They discuss Jordan’s recommendations for salespeople who want to get serious about incorporating real, meaningful interactions with others into their sales process. Are you thinking about how you show up in front of your prospects and how to demonstrate your personal value? Is your mindset helping or hurting you? Jordan says these are key to being charming (and successful) in your sales career and your personal life. In this episode of The Advanced Selling Podcast, Bill and Bryan take Jordan’s best practices and apply them to sales. You may be surprised just how similar the principles are to the “Inner Game” concepts you’ve heard Bill and Bryan discuss for years.

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.

#318: Philosophy in Sales Sep 17, 2015

How do your sales philosophies agree or disagree with Bill and Bryan’s experiences? Veteran sales trainers Bill Caskey and Bryan Neale go “point/counterpoint” with each other on their philosophies in sales. They ask each other a range of questions and discuss why they agree with or challenge each statement. Will Millenials make great salespeople? Is your Personal Business Plan the #1 factor in doubling your business? What is the single most important trait of a salesperson? In this episode of The Advanced Selling Podcast, Bill and Bryan share their viewpoints and encourage you to weigh in with yours too.

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.

#317: Essential Skills for Salespeople - Greg McKeown Sep 14, 2015

You’ve seen it— successful companies and successful people who can’t seem to breakthrough to the next level, even when they’re working really hard. Why does that happen? Veteran sales trainers Bill Caskey and Bryan Neale dig into the answer with Greg McKeown, author of Essentialism: The Disciplined Pursuit of Less. They discuss Greg’s concept — the pursuit of only those things that are essential— and how it applies to successful salespeople. Are you prepared for the challenge to shift your brain from “doing lots” to “doing little”? In this episode of The Advanced Selling Podcast, Bill and Bryan share their suggestions about how to get your mindset ready for the shift, and Greg gives you his recommendation for the first step of how to begin focusing on only those things that are essential to your success.

Learn more about Greg and his book, Essentialism, at www.applyessential.com.

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.

#316: Hiring Sales Culture Sep 10, 2015

Can you hire a sales culture or does it come from the sales leader? Veteran sales trainers Bill Caskey and Bryan Neale share their observations from working with different sales teams and cultures around the country. They discuss the signals they see that tell them a company’s sales culture is sound or challenged, and what indicators are present in most good sales environments. In this episode of The Advanced Selling Podcast, Bill and Bryan share their definitions of strong sales cultures and give you tactical exercises to implement with your team right away.

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.

#315: Sales Implementation Missteps Sep 07, 2015

It’s the age-old question about Sales and Operations: What can you do when they’re not working well together? Veteran sales trainers Bill Caskey and Bryan Neale share their thoughts on the internal and external strategies when you get pulled back into implementation of the deal you sold. They discuss the mental game elements to keep in mind so past issues don’t impact future deals. They also talk about how you can use your voice to address problems with the company's internal process. In this episode of The Advanced Selling Podcast, Bill and Bryan will help you identify if it’s a message issue or a process issue, and how to speak up about the real root cause.

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.

#314: Professional and Personable Email Exchanges Sep 03, 2015

How do you keep your personality in an email exchange without negatively impacting the deal? Veteran sales trainers Bill Caskey and Bryan Neale share their strategies to incorporate your authentic characteristics into communication with your prospects. They discuss the challenges that arise when you don’t have a sounding board who will give you feedback, and ways to overcome anxiety about too much/too little content in an email exchange. In this episode of The Advanced Selling Podcast, Bill and Bryan will help you keep your personality in your communication while honoring the “4-inch screen rule” at the same time.

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.

#313: Sales Differentiation: All the Small Things Aug 31, 2015

You’ve heard it a million times— the small things make the biggest difference. Cliché? Maybe. And very true. Veteran sales trainers Bill Caskey and Bryan Neale share their list of the “little things” that they believe have the greatest impact. They share their best practices, and even include a few things they don’t do and know they should. In this episode of The Advanced Selling Podcast, Bill and Bryan will help you differentiate yourself as a salesperson based on the experience your customer has with you. From sending an agenda to sending flowers or a thank you note, they will give you ideas that are relevant, authentic and immediately actionable.

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.

#312: Projecting: Are You Deciding on Behalf of Your Buyer? Aug 27, 2015

What questions do sales people answer for their buyers before they even ask them? Veteran sales trainers Bill Caskey and Bryan Neale share the challenges that come from seeing the world through your own eyes and not through the eyes of your buyer. They discuss strategies to help you avoid common pitfalls— projecting, justifying and deciding for your buyer without truly allowing them to tell you. In this episode of The Advanced Selling Podcast, Bill and Bryan will help you think about how to put yourself in the buyer’s shoes and how to collaborate with them to decide what’s most valuable. They will walk you through a few ways to do a self-inventory to ensure you’re not projecting on behalf of your buyer without even knowing it.

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.

#311: Professional Growth in Sales Aug 24, 2015

How do you know you’re on a path to professional growth? Veteran sales trainers Bill Caskey and Bryan Neale share their list of questions to ask yourself when assessing your own growth and development. They discuss strategies and reflection tools you can use, including ways to see your blind spots and how to implement feedback from your marketplace. In this episode of The Advanced Selling Podcast, Bill and Bryan will help you think about how to stretch, change behaviors and encourage your own growth. It can be uncomfortable or scary to push outside your comfort zone, and challenging yourself is an important factor in being a high performer.

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.

#310: Sales Rules Aug 20, 2015

What is The Advanced Selling Podcast all about? If you are a new listener this episode will set the foundation for everything the podcast teaches. If you are a long-time listener this is an episode you can come back to often. In this episode, Bill and Bryan will walk through the core beliefs they use to frame all of their training and coaching. You'll gain a better understanding of these beliefs, why they are important and hear valuable real-world examples. Veteran sales trainers Bill Caskey and Bryan Neale will uncover the mindset of pro salespeople, the behaviors that govern success and the non-negotiable rules for working with your prospects.

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.

#309: Sales Trends Aug 17, 2015

What trends are impacting sales environments? Veteran sales trainers Bill Caskey and Bryan Neale share their observations from working with companies and coaching salespeople. They discuss a handful of trends which are currently shaping or could shape your sales environment in the future. In this episode of The Advanced Selling Podcast, Bill and Bryan will help you think about what's important to your sales team and how to manage the changing employee/employer relationship. They will talk about sales mentality, generational blind spots, generating ideas and the evolution of the sales approach.

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.

#308: Landing New Accounts Aug 13, 2015

Do you have a step-by-step process when you pursue new accounts? Or are you just winging it? In this episode of The Advanced Selling Podcast, Bill and Bryan give you ideas on how to successfully pursue new accounts. You'll need to make it your own, but the principles are universal. Veteran sales trainers Bill Caskey and Bryan Neale will walk you through the typical customer journey. You'll understand how your actions must align with your customers on progress. Most importantly, you'll hear the five key elements required for all successful new account prospecting.

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.

#307: Interview with Jack Canfield Aug 10, 2015

What can the co-author of Chicken Soup for the Soul and The Success Principles teach listeners of The Advanced Selling Podcast? Veteran sales trainers Bill Caskey and Bryan Neale sit down with New York Times best-selling author Jack Canfield for a powerful conversation. Jack shares his personal development philosophies and sales perspectives along with personal stories about his professional journey and career. In this episode of the Advanced Selling Podcast, you'll hear Jack's take on the changing world of professional development. You'll gather insights into Jack's thoughts on rejection and some of his training techniques around selling. Most importantly, Jack will share one of the key success principles leaders demonstrate.

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.

#306: Revisiting Detachment/What We Learned from A Listener Aug 06, 2015

What does detachment really mean? In this episode of The Advanced Selling Podcast, Bill and Bryan tackle some of the criticism they receive about the concept of detachment. After hearing a conversation between a loyal podcast listener and his sales manager, they want to set the record straight. Veteran Sales trainers Bill Caskey and Bryan Neale clarify detachment isn't about not caring or sucking the passion out of your approach. It's about the power and freedom you can get when you don't allow your own emotions into the sales process. Detachment provides you with an opportunity to create more space for the right sales outcomes. This episode also includes tips for embracing detachment even when your manager or sales team doesn't.

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.

#305: Expert Sales Techniques Aug 03, 2015

How can you demonstrate your expertise when you aren't actively selling to a prospect? Is it possible to build expertise outside of the sales process? In this episode of The Advanced Selling Podcast, Bill and Bryan provide some best practices for strengthening expertise in the second part of this two-part series. You'll hear specific examples of actions they've taken to help their clients. Veteran Sales trainers Bill Caskey and Bryan Neale provide simple ideas like aligning yourself with other experts and creating a peer group of like-minded people to gathering information and data from potential customers. It's an opportunity for you to stand out from your peers.

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.

#304: Expert Sales Calls Jul 30, 2015

What does it mean to be an expert during a sales call? Can you change the dynamic with prospects using a different approach? Veteran Sales trainers Bill Caskey and Bryan Neale will teach you how to position yourself as an expert in the first part of a two-part podcast series. You'll immediately understand what separates expert sales people from the rest of the pack. In this episode of the Advanced Selling Podcast, Bill and Bryan discuss how to be an expert questioner. They share examples of big picture questions versus precision questions. Finally, they will demonstrate how assertive recommendations and process driven conversations are other ways to demonstrate an expert position.

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.

#303: Perception in Sales Role Jul 27, 2015

How do prospects see you in your sales role? Is it possible to change how you are perceived? In this episode of the Advanced Selling Podcast, Bill and Bryan share philosophies and exercises you can implement today to strengthen how you are seen or change your perception with prospects. By looking internally at your mindset and seeking out others for feedback, you'll be able to begin to shape your perception. Veteran Sales trainers Bill Caskey and Bryan Neale give practical approaches like practicing your language and auditing your behaviors to help shape how others see you. Whether you are just settling into a new role or are a veteran, there's always an opportunity to influence how you are perceived by prospects.

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.

#302: Intent in Sales Jul 23, 2015

Can intent make or break a sale? Intent is the final piece of the Advanced Selling Podcast Inner Game Trinity. Veteran Sales trainers Bill Caskey and Bryan Neale share stories of how they came to embrace intent. They'll talk about being taught from an early age to focus on the wrong things, which translates into the wrong approach for sales. In this episode of the Advanced Selling Podcast, Bill and Bryan will give you a new way to think about your role in the sales process and how the right intent will improve your sales process significantly.

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.

#301: Detachment in Sales Jul 20, 2015

Are you too attached to your sales opportunities? Attachment can wreck your sales process. Detachment is another critical element of the Advanced Selling Podcast Inner Game. In this episode, Bill and Bryan will help you identify if you are too attached. They will offer philosophies to help you be more detached from outcomes. Most importantly, they will illustrate the impact detachment can have when you interact with prospects. Veteran Sales trainers Bill Caskey and Bryan Neale will show you how detachment can take your sales game to the next level.

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.

#300: Abundance in Sales Jul 16, 2015

Do you have an abundance or scarcity mindset? Abundance is one of the core pieces of the Advanced Selling Podcast Inner Game. Veteran Sales trainers Bill Caskey and Bryan Neale will take a deep-dive and walk through their own definition of abundance. They'll share their personal experiences in observing and overcoming a scarcity mindset. In this episode of the Advanced Selling Podcast, Bill and Bryan will give you the takeaways you need to start approaching your life and your profession from a place of abundance.

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.

#299: Sales Process Management Jul 13, 2015

Salespeople tend to focus most of their attention on closing the sale, but hardly ever celebrate the sales process itself. What happens when we go right to the close? We vault. In skipping critical pieces of the sales process you jeopardize the sale. Veteran Sales trainers Bill Caskey and Bryan Neale share the reasons why salespeople vault and ideas for enhancing your own sales process. Being too attached to the sale or receiving mixed messages from your manager can have a big impact on your success. In this episode of the Advanced Selling Podcast, Bill and Bryan will equip you with the ideas and approaches you need to win through every step of the sale.

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.

#298: Sales Meeting Acknowledgements Jul 06, 2015

We talk a lot about upfront agreements controlling the sales process. What else should you include in your sales meetings? Acknowledgments. These are the truths, observations or appreciations you must share with others in the meeting to properly manage your process. In this episode of the Advanced Selling Podcast, Bill and Bryan will share categories of acknowledgments and the philosophies behind them. You'll get a clear picture of the what's and how's as well. Veteran Sales trainers Bill Caskey and Bryan Neale will make sure you understand what you need to do to include acknowledgments as part of your sales calls going forward.

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.

#297: Surviving A Sales Scolding Jun 29, 2015

As a salesperson, how do you survive a sales scolding? It comes with the territory and can be delivered by sales managers, operations, marketing, even the CEO. The worst kind of scolding is one coming from a customer or prospect. Veteran Sales trainers Bill Caskey and Bryan Neale share the emotions around being scolded and the process for resolving the matter quickly. In this episode of the Advanced Selling Podcast, Bill and Bryan walk through a specific scolding incident and discuss how to turn a very public and unpleasant experience into a positive one. You'll understand how to recognize your own mindset when something like this happens. Most importantly, you'll see how you can effectively address the issue and move on.

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.

#296: Important Sales Statements Jun 22, 2015

In sales there's always an emphasis on asking the right questions. Is there anything else you absolutely must do with a prospect? Yes! It's important to include key statements about your business as well. In this episode of the Advanced Selling Podcast, Bill and Bryan provide multiple ideas for the best statements you can make when sitting down with a prospect. This isn't about sharing features and benefits, it's about painting a picture of what you stand for, your ideal client and the processes you follow. Veteran Sales trainers Bill Caskey and Bryan Neale will provide you with the framework to craft powerful statements to help you win with your prospects.

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.

#295: Introducing New Products Jun 15, 2015

Your company has a brand new product or service. You're really excited to share it with clients. How do you avoid the hard pitch and effectively introduce it? In this episode of the Advanced Selling Podcast, Bill and Bryan will share a few ideas to help jumpstart the conversation. Your approach can be as simple as having the right intent and sharing your thinking with your prospect. Veteran Sales trainers Bill Caskey and Bryan Neale identify unconventional ways to engage at the right level and embrace the reality that not everyone is going to buy.

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.

#294: Sales Knowledge Jun 08, 2015

How do you effectively manage your sales knowledge? It may seem unimportant compared to other aspects of your process. Have you ever been in a sales meeting where someone hammers you with features and benefits? How about the person who gives you a complete oral history of their company? Veteran Sales trainers Bill Caskey and Bryan Neale share their philosophies to manage what you know, so you can be effective with your prospects. You'll learn how to deliver your message, demonstrate the right type of knowledge and create space to allow productive sales conversations to happen. In this episode of the Advanced Selling Podcast, Bill and Bryan will help you understand why knowing less, not more can be an extremely powerful tool.

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.

#293: Sales Competence Jun 01, 2015

What does it mean to be competent in sales? It's not just about knowing your industry well or loving the business. In this episode of the Advanced Selling Podcast, Bill and Bryan talk about what it means to be truly competent when it comes to selling. There's value in understanding your customer's challenges, being a "people expert" and taking the sales process to a higher level. Veteran Sales trainers Bill Caskey and Bryan Neale provide the skills, approaches and knowledge required to become a truly competent salesperson.

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.

#292: Sales Detachment May 25, 2015

Over the years, we've shared a lot about the idea of detachment. We’re also frequently asked about the difference between detachment and disengagement. Veteran Sales trainers Bill Caskey and Bryan Neale will share the importance of this distinction. If you practice a healthy sense of detachment, you and your prospects will both feel the difference in your interactions. In this episode of the Advanced Selling Podcast, Bill and Bryan will highlight the differences between the two, provide insights into how to shift your thinking and separate internal feelings from external approaches.

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.

#291: Saying "No" To A Prospect May 18, 2015

We spend a lot of time talking about getting a "no" from a prospect. What do you do when it flips? How do you say "no" to a prospect? In this episode of the Advanced Selling Podcast, Bill and Bryan discuss some of the fears we have when it comes to saying "no." From there they cover the words and phrasing needed to say "no" and still be helpful and resourceful for your prospect. Veteran Sales trainers Bill Caskey and Bryan Neale offer the insights and tools needed to keep your prospect relationship intact. Whether you are dealing with a new prospect or a former/current client, you'll want to keep the opportunity in perspective.

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.

#290: Best Sales Presentations May 11, 2015

Bad sales presentations are the worst. Don't ruin your chances of sales success with a lousy presentation. Veteran Sales trainers Bill Caskey and Bryan Neale will give you the tools you need to deliver the best sales presentations every single time. Whether you are just starting to make sales presentations or you've been doing this for a long time, these insights can amplify your influence. In this episode of the Advanced Selling Podcast, Bill and Bryan share mental and tactical best practices they've used to win with their audience time after time.

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.

#289: Important Sales Questions May 04, 2015

What are the most critical actions required for a successful sales call? Veteran Sales trainers Bill Caskey and Bryan Neale break down the typical sales call and create a framework for achieving success when speaking with a prospect. While there are hundreds of questions you can ask a prospect and many statements you can make about your company, there are only a handful that actually matter. In this episode of the Advanced Selling Podcast, Bill and Bryan reveal three questions and three statements that absolutely must be included in every successful sales call.

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.

#288: Generating Client Meetings Apr 27, 2015

How do you book a meeting when a client or prospect isn't ready to buy? In this episode of the Advanced Selling Podcast, Bill and Bryan share some clever ideas to generate interest today. Whether you want to book the meeting today or want a way to stay in touch, you'll have insights into methods that can turn a "no thanks" into something better. Veteran Sales trainers Bill Caskey and Bryan Neale will help you position your language and expertise to become a valuable asset to your clients.

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.

#287: Sales Training On Your Own Apr 20, 2015

How do you grow and develop as a sales professional when you don't have the internal support? Veteran Sales trainers Bill Caskey and Bryan Neale guide you through a process for creating your own sales training plan. When you find yourself in a situation where you don't report directly to a sales manager, your company doesn't invest in sales training or you are worried you might plateau in your career, following these suggestions can make a huge difference. In this episode of the Advanced Selling Podcast, Bill and Bryan give you the power to put your sales success into your own hands.

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.

#286: Sales Approach Problems Apr 13, 2015

What do you do when someone you have to work with has a totally different approach to sales? In this episode of the Advanced Selling Podcast, Bill and Bryan share advice on dealing with colleagues, managers or partners who don't share the same sales philosophy. How do you prevent someone from sabotaging your sales call and how do you remedy the situation when it happens? Veteran Sales trainers Bill Caskey and Bryan Neale outline the steps you can take to establish the sales plan prior to a meeting. They also provide a super simple question you can ask a prospect if the sales meeting didn't go as planned.

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.

#285: Providing Sales References Apr 06, 2015

What do you do when someone asks for customer references? Whether you have a ton of satisfied customers or are just getting started, your answer can make a big impact. Veteran Sales trainers Bill Caskey and Bryan Neale provide a framework for making your referrals consistent and authentic. Your strategy in how you respond is critical. In this episode of the Advanced Selling Podcast, Bill and Bryan also share the ways you can handle references when you only have a few or none at all. Regardless of your situation you'll find common sense in their suggestions.

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.

#284: Selling Value to Prospects Mar 30, 2015

Your customers know why you are valuable. How do you get prospects to see your value before they buy? In this episode of the Advanced Selling Podcast, Bill and Bryan share tips and ideas for communicating your value to prospects. It's not just about selling to the pain, it's about telling a prospect why their experience will be better with you. Veteran Sales trainers Bill Caskey and Bryan Neale provide strategies for telling your story and pointing out what makes you unique. It's about giving prospects the full picture and helping them understand what they can expect. Do that and you'll win in even the most competitive of markets.

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.

#283: Selling in a Competitive Market Mar 23, 2015

How do you find success or add value when your market is highly competitive? Veteran Sales trainers Bill Caskey and Bryan Neale reach into their mailbag to answer one of their most common questions. It's all about adding extra value and expanding your advantage. In this episode of the Advanced Selling Podcast, Bill and Bryan encourage listeners not to rely on their marketing teams for talking points or give into the idea that there's no hope in their market. Finding the answers and solutions can be easier than you think. 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.

Learn more about the Melbourne Meet-up: https://advancedsellingpodcastmelbourne.eventbrite.com.au

#282: Making Sales Training Stick Mar 16, 2015

How do you take your sales training and do something with it? It seems like an easy question, but our clients struggle with it from time to time. In this episode of the Advanced Selling Podcast, Bill and Bryan deliver some tips for overcoming the mental blocks that keep you from executing your sales training. They'll share ideas for owning and documenting your sales process. Veteran Sales trainers Bill Caskey and Bryan Neale encourage you to use a step-by-step approach and evaluation to make your training stick and reinforce your actions by teaching others and reviewing your performance. 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.

Melbourne Meet-up: https://advancedsellingpodcastmelbourne.eventbrite.com.au

#281: Karma In Sales Mar 09, 2015

Is being good in sales just about being lucky? Veteran Sales trainers Bill Caskey and Bryan Neale make the case for bringing good karma into the sales process. It's not about luck, it’s about putting the right energy into your sales process. The karma you put out into the world comes back around almost every time. In this episode of the Advanced Selling Podcast, Bill and Bryan offer some unorthodox tips for accelerating your sales success. Whether it's cheering for your competition, embracing a giving mentality, or taking the time to appreciate those around you, you'll truly get back what you give.

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.

Melbourne Meet-up: https://advancedsellingpodcastmelbourne.eventbrite.com.au

#280: Closing the Sale Mar 02, 2015

Every single salesperson on the planet wonders how they can be better at closing. While there's no magic formula, our sales mindset and mechanics can have a big impact on our success. In this episode of the Advanced Selling Podcast, Bill and Bryan offer sales training and coaching during a Q&A call with a podcast listener. As part of the conversation, they highlight some of the mistakes made in the sales process, how to keep deals moving forward and the best ways to communicate to prospects. Veteran sales trainers Bill Caskey and Bryan Neale share some of their best insights while coaching on the fly in this special episode.

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.

Learn more about the meet up in Melbourne Australia here:

https://advancedsellingpodcastmelbourne.eventbrite.com.au.

#279: Young Sales People Feb 23, 2015

A lot of time is spent trying to keep young salespeople from crashing and burning early in their careers. In this episode of the Advanced Selling Podcast, Bill and Bryan talk about viewing youth as a gift rather than a curse. What lessons can you learn from young people? What principles can you apply in your own sales career? Veteran sales trainers Bill Caskey and Bryan Neale reveal some of their favorite gifts of youth. From overwhelming curiosity to fresh perspective, young people see the world in a unique way. Whether you are 25 or 65, the gifts of youth can make a big impact in your sales career.

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.

Download our brand new audio program, ALL IN: ALL IN: A Comprehensive Training Solution for Elite Salespeople. http://advancedsellingpodcast.com/products

#278: Sales Ride Along Feb 16, 2015

The dreaded sales ride along. No one wants to talk about it…and honestly, no one really enjoys it. In this episode of the Advanced Selling Podcast, Bill and Bryan discuss how valuable a good ride along can be. They'll share tips for salespeople and sales managers to make a ride along meaningful, not stressful. Veteran sales trainers Bill Caskey and Bryan Neale identify how salespeople should structure the ride along and leverage their manager to build rapport. They also provide insight into the best way a sales manager can evaluate, coach and contribute in this process.

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.

#277: Building Sales Culture (Part Two) Feb 09, 2015

What does it take to extend your sales philosophy outside of your organization? Are there simple tactics you can use to influence your peers, prospects and customers? In this episode of the Advanced Selling Podcast, Bill and Bryan discuss ways you can infuse your sales philosophy into people around you. From leveraging resources to creating informal groups of like-minded people, veteran sales trainers Bill Caskey and Bryan Neale will help you spread the word beyond your own company.

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.

#276: Building Sales Culture Feb 02, 2015

Has your personal sales philosophy helped you grow and succeed? Are you having trouble getting others to embrace a different approach? Veteran sales trainers Bill Caskey and Bryan Neale share ideas for how to infuse your company with the ASP sales culture.

If you are a regular listener, you understand the principles of abundance, detachment and mindset. Now it’s your turn to share how you think with others. In this episode of the Advanced Selling Podcast, Bill and Bryan will help you build momentum for your approach and bring everyone onto the same page.

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.

#275: Successful Salespeople Jan 26, 2015

Have you seen a salesperson come in and absolutely tank in their sales job? Veteran sales trainers Bill Caskey and Bryan Neale share the common traits of successful salespeople and reveal sure fire ways to underperform in your role. What are the differences between blowing out your sales expectations and blowing them up? It starts with philosophy, messaging and embracing your role. In this week's episode of the Advanced Selling Podcast, Bill and Bryan bring clarity to what is takes to be a high-achieving, successful sales professional.

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.

#274: Fulfilling Sales Jobs Jan 19, 2015

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

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

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

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

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!

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

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

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

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

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

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.

Limiting Beliefs Nov 10, 2014

In the latest episode of the Advanced Selling Podcast, Bill and Bryan take a deep dive into the dark underworld of limiting beliefs. What are the negative, self-doubting thoughts that creep around in your head and sneak up to scare away a perfectly good sale? Veteran sales trainers Bill Caskey and Bryan Neale shine the light on limiting beliefs. In this episode, you'll understand that everyone deals with their own set of limiting beliefs. You'll hear examples of some of the most common ones in sales. Finally, you'll learn tactics for confronting these limiting beliefs and ways to shift your mindset into a positive state.

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://linkd.in/1tQOWoZ or give us a call 317.575.0057 ext. 10.

Modern Sales Behavior Nov 03, 2014

In this week's episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale go back in time to examine old school sales behavior. Feel like you are trapped in the past? Not getting the outcomes you desire? Modern sales behavior is all about quality over quantity. Bill and Bryan share the present-day tactics you need to reach new prospects. The end of the year is approaching. Don't mail it in. Use these modern sales behaviors to sprint to the end and leave your competition in the dust.

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

Join our LinkedIn Group by clicking here or give us a call 317.575.0057 ext. 10.

The One Question that Will Solve Every Sales Problem You've Ever Had Oct 27, 2014

How do I get my prospects to trust me? Return my calls? Accept my pricing? Bill and Bryan get questions like this all the time and their answer isn't what you'd expect. When you find yourself asking these types of questions, you end up solving the wrong problems. There's no way to fix it with sales tactics or tools. In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale share the one question you should be asking yourself. They'll examine the behaviors that could be sabotaging your sales success and the ways you can overcome them.

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

Join the LinkedIn Group here or give us a call 317.575.0057 ext. 10.

5 Must-Do's To Begin a First Call Oct 20, 2014

In this week’s episode, Bill and Bryan discuss a first sales call experience Bill had with a vendor. It didn’t turn out well. The pair address what are 5 “must-dos” on every first sales call. When you hear these, they may sound obvious. Obvious, but seldom executed. You can also go to the LinkedIn group and comment on what you do on the first call.

Be sure to join our LinkedIn Group! It's a great place to start discussions and interact with other members of the Advanced Selling Podcast Community. Click Here To Join.

Visit our website at http://advancedsellingpodcast.com. There you can signup for our newsletter and download lot's of free resources.

You can also call us at 317.575.0057, ext. 10.

Another Dreaded Sales Forecast: The GOMA Method (Part 2) Oct 13, 2014

Well, now it’s no surprise to you what GOMA stands for. In this episode, we talk about three more characteristics of what would be a more helpful sales forecasting approach. The sales pipeline meeting can be high-drama but it really shouldn’t be. If you’re a sales leader/manager, or a sales person, listen as Bill and Bryan share with you three new tools/attitudes to learn so that sales forecasting is what it should be - a true resource designed to help you grow your business. Be sure to join our LinkedIn Group, Click Here to Join! Visit us at http://advancedsellingpodcast.com, there you can signup for our newsletter. You can also call us, 317.575.0057 ext. 10

The Dreaded Sales Forecast: The GOMA Method (Part 1) Oct 06, 2014

Everyone’s gut starts churning when word comes out that we’re having a “pipeline meeting.” In this episode, Bill & Bryan role-play what that sales meeting sounds like when you have to review your pipeline with your manager. And what the manager hears when you speak. Sometimes, it ain’t pretty :) Seriously, forecasting/pipeline review is important. But are we doing it in the right way? Moreover, are we ‘thinking' about it in the right way? The hosts say, “NO!” This is the first of a two part series on this topic. Be sure to join our LinkedIn Group, Click Here to Join! Visit us at http://advancedsellingpodcast.com, there you signup for our newsletter. You can also call us, 317.575.0057 ext. 10

How To Sell Anything Sep 29, 2014

A great sales training approach should be sound regardless of what one sells. Sales people and their leaders must get back to the basics of selling philosophy and selling strategy, irrespective of what one sells. Bill & Bryan give you a few tips on how to look at what you sell through fresh eyes and give you some valuable tips on how to think bout the sales process. People tend to overcomplicate the sales process when they needn’t do that. This is a good episode to play for your entire sales team so you can begin discussion. Be sure to join our LinkedIn Group, Click Here to Join! Visit us at http://advancedsellingpodcast.com, there you signup for our newsletter. You can also call us, 317.575.0057 ext. 10

How To Handle Buyer Resistance Sep 22, 2014

Buyer resistance is a fact of life for sales people. Our goal is always to prevent such resistance by doing all the right things upfront. In many past episodes we’ve addressed techniques to do just that.

But, resistance will happen. In this episode, Bill & Bryan discuss a new way to look at resistance and give you a formula for solving. Hint. Resistance is not something to overcome or knock down. It is something to “understand.” And by understanding it, you have a chance to move around it.

Have you ever had or are having a buyer who is resistant? Let us know about it on The LinkedIn Group, Click Here To Join!

Also, be sure to join our mailing list at http://advancedsellingpodcast.com.

What an 11 Year Old Can Teach Us Sep 15, 2014

This week's episode of the Advanced Selling Podcast is a follow-up to last week's episode, "Are You Worth It?" It just so happened that Chicago Public Radio's podcast This American Life released a very similar topic called, "It's not the product, it's the person." This included a story about an 11 year old girl named Asia who could teach even the most experienced saleperson a thing or two.

Tune in every Monday for new episodes of the Advanced Selling Podcast!

Are You Worth It? Sep 08, 2014

Are you really worth it? On this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss what part of the value you offer your client or prospect is YOU vs. the actual product or service you're selling. Your worth can highly affect the outcome of your deals in exponential ways. They'll also provide you some ways to increase your worth to the customer. You'll want to listen to this episode a couple times!

Tune in every Monday for new episodes of the Advanced Selling Podcast!

Optimizing Prospect Communication Sep 01, 2014

This week on the Advanced Selling Podcast, Bill and Bryan discuss communication with your prospects. They address the myth that you must have an answer for every question. "No one wants to do business with a know it all." When your prospect asks a question, it's not a test, they genuinely want to know the answer and judge how you respond to the question. Find out how to optimize your communication on this episode!

As always, tune in every Monday for a new episode of the Advanced Selling Podcast!

Managing Your Mindset Aug 25, 2014

On this week's Advanced Selling Podcast, Bill and Bryan discuss another client inspired topic. How do manage your inner game when your deal you've been working on is on unsteady ground? You know, when your client hasn't fully committed but you thought it was a done deal. This can be the most crucial time to control your mindset but it can also be the most difficult. Find out how to keep it together on today's episode.

Tune in every Monday for new episodes of the Advanced Selling Podcast!

Pain Points Aug 18, 2014

This week on the Advanced Selling Podcast, Bill and Bryan comment on "Pain Points." This is basically summing up your customers pains in one word. Can you customer's needs and wants be simplified to one thing? Bill doesn't believe that it can be done. Find out your opinion on this episode.

Tune in every Monday for a new episode of the Advanced Selling Podcast!

LinkedIn Mailbag Aug 11, 2014

On the podcast this week, Bill and Bryan take another great question from our folks over at our LinkedIn group. Linda has had a great career in sales. She recently changed jobs and wanted to get into sales at her new company, but the way they do things is not working for her. What can she do? Find on this episode.

Tune in every Monday for episodes of The Advanced Selling Podcast!

Pricing Part 2: Mechanics Aug 04, 2014

On this week's episode of the Advanced Selling Podcast, Bill and Bryan talk about part 2 of pricing. This week is all about the Mechanics. Pricing is one of the most important things to get right in the sales process.

If you missed part 1 last week on the inner game be sure to go back and listen. Bryan even suggests listening to it first!

Tune in every Monday for new episodes of the Advanced Selling Podcast!

Pricing Part I: Inner Game Jul 28, 2014

On this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss a client inspired topic, Pricing. This is part 1 of a 2 part series. This week is all about the mentality side of pricing also know the Inner Game.

Be sure to tune in next week to hear part 2 which is all about the Mechanics!

Interview with Jay Mohr Jul 21, 2014

On this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss an opportunity that Bill had to interview comedian, actor, writer, and radio host Jay Mohr. They talk about the fine line between egomania and high intent. During the interview Jay talks about how we are all show-off's and we have a desire to be the best.

He has some great perspectives on success and life that you won't want to miss.

Tune in every Monday for new episodes of the Advanced Selling Podcast!

Sales Advice 101 - Musical Edition Jul 14, 2014

On this week's episode of the Advanced Selling Podcast, Bill and Bryan provide sales advice to an intern in a very unique way, all through SONG LYRICS. There are a lot of great songs that provide some very valuable sales lessons. You won't want to miss this episode. Also be sure to listen to the songs on the website!

And as always, tune in every Monday for new episodes of the Advanced Selling Podcast!

Being Novak Djokovic Jul 07, 2014

After a couple weeks apart, Bill and Bryan are finally back in the studio together. This week's topic is all about Novak Djokovic and his Wimbledon victory. He has a lot of great lessons that can applied to many different areas of the sales process. You won't want to miss out on this week's episode.

Tune in every Monday for new episodes of the Advanced Selling Podcast!

5 Things To Do Now! Jun 30, 2014

Bryan Neale is all alone this week on The Advanced Selling Podcast. His topic is, "The 5 Things To Do Now." Bryan is really good at pushing people to take the first step, whether it is on their dreams, careers, etc. And on this episode he assigns everyone 5 tasks to complete. "The first action is always the most important action" so you have to take the first step!

Tune in every Monday for new episodes of the Advanced Selling Podcast!

The Future Of Sales Jun 23, 2014

Bill is flying solo is this week's episode of The Advanced Selling Podcast. The topic this week is The Future of Sales. This was the title of a speech that Bill gave as part of a fundraiser to help benefit The Shepherd's Center of Hamilton County. He highlights three of his favorite points of the speech. These are all great pieces of advice to help grow your business into the future.

Tune in every Monday for new episodes of The Advanced Selling Podcast!

The Changing Role of the Sales Person Jun 16, 2014

In this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss a recent interview that Bill had with Kristin Zhivago. Kristin is a revenue coach as well as an author. Bill and Kristin discussed the changing role of the sale person and the fact that a sales person is no longer a "pusher" but is more of a "collaborator." Kristin has some great ideas and you definitely don't want to miss this episode!

Tune in every Monday for new episodes of the Advanced Selling Podcast!

Being BOLD Jun 10, 2014

On this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss an action that one of Bryan's clients decided to take. She acted as if she had "Nothing To Lose" at the close of the deal. Being bold can be a double-edged sword. Have you ever acted in this way? What were your results? What's Your BOLD?

Tune in every Monday for new episodes of The Advanced Selling Podcast!

What I Learned As A Buyer... Jun 02, 2014

In this week's episode of the Advanced Selling Podcast, Bill & Bryan discuss the good and bad things they have learned and seen from the Buyer's perspective. As business owners, they both have had many different experiences on the Buyer's side of the deal. These are all great examples of things you should change, avoid or use in your sales process. Seeing things from another perspective is one of the greatest ways to grow. You won't won't to miss this one!

Tune in every week for new episodes of the Advanced Selling Podcast!

Finding Problems May 26, 2014

In this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss a recent interview that Bill had with John Jantsch, author of the new book "Duct Tape Selling." One thing John talks about in his interview is a new sales approach. He says that if we are doing all the research we should, we should be finding problems that the client doesn't even see. Bill and Bryan discuss this process and their take on it.

Be sure to tune in every Monday for new episodes of The Advanced Selling Podcast!

When Do You Have Control? May 19, 2014

On the podcast this week, Bill and Bryan address a call-in that they recieved regarding control. Everyone who has every sold anything in any industry has felt at one point or another that they are not in control. What have you done in that situation, what steps did you take to try and regain some ground? The truth is we are never in control, but what we do have control over is INFLUENCE.

Tune in every Monday for more episodes of the Advanced Selling Podcast!

"Think It Over" May 12, 2014

On this week's podcast, Bill and Bryan tackle a Linkedin Question regarding the tactics taught by David Sandler. Sandler used to teach that at the end of the sales call your prospect was only allowed one of two answers, yes or no, there isn't a "Think it over" option. Bill and Bryan take a step back and break down the sales process. You won't want to miss it!

Tune in every Monday for new episodes of the Advanced Selling Podcast!

Plotting Your Product May 05, 2014

On this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss the concept of "Plotting Your Product." Every product has a place on a scale from Life and Death to Luxury. Where does your product lie? It is important to position your product but you also need to learn to change your positioning.

Be sure to tune in every Monday for new episodes of the Advanced Selling Podcast!

Is the relationship with your sales team or sales manager a healthy one? Apr 29, 2014

On this episode of the Advanced Selling Podcast, Bill and Bryan give out "free marriage therapy" for the salesperson/sales manager relationship. What makes for a healthy functional relationship? Typically it's a below average relationship, and both sides hold responsibility, so Bill and Bryan talk about getting that relationship above average and working better together.

Tune in to more episodes of the Advanced Selling Podcast!

People Powered Brand: What causes a change in buyer behavior? Apr 22, 2014

On this week's episode of the Advanced Selling Podcast, Bill does an interview with Chris Wirthwein, author of "The People Powered Brand". Chris talks about what is it that causes a change in buyer behavior, and explain why "people" is the answer. Bill and Bryan then discuss some of the key points of Chris' ideas and how it relates to the end result of the sales process and training.

Tune in for more episodes of the Advanced Selling Podcast

Human Traits: How the sameness between people transcend country differences. Apr 14, 2014

In this episode of the Advanced Selling Podcast, Bill and Bryan discuss the similarities in attitudes and expectations amongst buyers and sellers from region to region across the globe. Many people focus on how to deal with the differences, but Bill and Bryan take a refreshing look at the subject and explain how the sameness can transcend regional differences and country differences. Plus a big announcement on how YOU can be a client of Bill and Bryan's regardless of where you're listening to the show.

Tune in for more episodes of the Advanced Selling Podcast!

Sales Tips for Pluckers Wing Bar Apr 07, 2014

This week on the Advanced Selling Podcast, Bill and Bryan talk about Pluckers Wing Bar. How does this exactly translate to the usual sales tips that are commonly discussed? You're just going to have to listen to find out!

Tune in for more episodes of the Advanced Selling Podcast.

Achieving Peak Performance: How Do We Approach the Mentality of Success? Mar 31, 2014

What is it that puts us in a state of mind where we can accomplish great things? Bill and Bryan consistently talk about how to get your mindset right and hot to make sure we think about embracing abundance. On this podcast, they discuss a few ways to get into a "mental flow" when it comes to thinking abundantly. From goal setting to the final solution with your client, Bill and Bryan explain how important your flow is in achieving success. Tune in for more episodes of the Advanced Selling Podcast!

Call Volume: Legitimate Concern or A Red Herring? Mar 26, 2014

After some technical snafus, we're back with another episode of the Advanced Selling Podcast! One of the most popular questions in the sales world is "How important really is call volume?" Instead of asking that question, why not figure out what you're trying to accomplish. Are you just trying to get your call volume up? Or are you trying to accomplish sales and relationships? Bill and Bryan take this question and dive deeper into the actions that you should take and what behaviors you should focus on in order to really understand the end goal of your sales calls. Find out during this episode. Tune in for more episodes of the Advanced Selling Podcast

Success is All About Commitment (Is It Confidence or Commitment?) Mar 10, 2014

How does commitment compare to confidence? We hear so much about how we must have "confidence" to be successful, don't we? But in this episode, Bill and Bryan talk about the differences and what it means to be truly "committed." In previous conversations, Bill and Bryan talked about where commitment fits into your sales process and offer ideas on how to improve your relationship with "commitment." How committed are you to your own profession -- and yourself? Find out during this episode! Tune in for more episodes of the Advanced Selling Podcast!

Risky Behavior Is Your Best Friend In Sales Mar 04, 2014

In this episode of the Advanced Selling Podcast, Bill and Bryan talk about risky behavior when it comes to the sales world. Sometimes we're presented with circumstances that require us to jump outside our comfort zone to close a deal or advance a sale. Unfortunately, we’ve always been taught to “avoid behavior" that can get us in trouble. But in our profession, risky behavior might just be the BEST behavior to engage in. They discuss some of the perceived risky behavior situations and how to navigate your actions to optimize your results. Tune in for more episodes of the Advanced Selling Podcast!

LinkedIn Question & Answer Feb 24, 2014

In this episode of the Advanced Selling Podcast, Bill and Bryan once again go to the LinkedIn group to address some frequently asked questions. Some of the topics they cover are the best introductory call techniques, advice for sales newbies, and how to address Linkedin invites (sending and receiving). We have had a lot of great discussion on our LinkedIn group, so if you have anything you would like addressed on the podcast be sure to subscribe to the Advanced Selling Podcast LinkedIn Group!

Tune in every week for more episodes of the Advanced Selling Podcast!

It's All About The Hustle Feb 17, 2014

The topic on this week's Advanced Selling Podcast is all about "Hustle." No, not the dance move from the 70's, it's the work you put in to your sales. Bryan's uncle has a quote above his desk that reads "Wealth without work is a sin." This couldn't ring any truer.

Tune in every week for more great episodes of The Advanced Selling Podcast!

Expert Positioning Detraction - Part #3 Feb 10, 2014

This week's podcast is Part 3 of our Expert Positioning series. The topic is detraction or what are the things we do that take away from coming across as expert. It all has to do with how we get in our own way or what we do to undo our expert persona. These are the things we want to unlearn or untrain from our habits.

Tune in every week for more great sales tips on The Advanced Selling Podcast!

Expert Positioning Mechanics - Part #2 Feb 03, 2014

In this week's podcast, Bill and Bryan follow up on a topic that they started last week, Expert Positioning. In other words, how do you come off as an expert. Last week they discussed the inner game of Expert Positioning, this week it's all about the mechanics. What actions should you take to come off as an expert in your field.

If you missed last week's episode, be sure to catch up. Tune in every week to the Advanced Selling Podcast!

Hot Tip Thursday Episode #14 - Approval VS. Intent Jan 30, 2014

In this episode of Hot Tip Thursday, Bill travels to Hollywood, home of the Movie/Music Awards. People in Hollywood are desperate for approval, are you the same way in your sales? It's time to ditch your desperate longing for approval for something that will really improve your process, HIGH INTENT.

Join us every Thursday for more episodes of HOT TIP THURSDAY!

Expert Positioning Mindset - Part #1 Jan 27, 2014

In part one of the two part series, Bill Caskey and Bryan Neale discuss what it takes to have an Expert Positioning Mindset. They discuss what the inner game/mental side of giving off an expert persona requires. The inner game is truly the most important part of coming off as an expert. If you want to be concieved as an expert, you don't want to miss this one.

Tune in every week for new episodes of The Advanced Sellling Podcast!

LinkedIn Mailbag Jan 20, 2014

In today's Advanced Selling Podcast, Bill Caskey and Bryan Neale give their answers to some of our LinkedIn group member's submitted questions. Some of the topics they address are the inner game of cold calling, CRM (customer relationship management) systems, and strategies for dealing with a distant prospect.

If you have any questions you'd like addressed, contact us at the Advanced Selling Podcast LinkedIn Group today at Advancedsellingpodcast.com/linkedin

Hot Tip Thursday Episode #13 - If You Feel It, Say It. Jan 16, 2014

In the thirteenth episode of Hot Tip Thursday, Bill urges you to go against what you've been told. Sometime your feelings can be a great indication of what's really going on. When you FEEL something it's best to get it out in the open and SAY it. If you implement this tip in your calls, you wil improve your communication with the prospect.

Tune in every Thursday for More HOT TIPS!

What Does Your First Call Look Like? Jan 13, 2014

In this Podcast, Bill Caksey and Bryan Neale discuss what makes a great intial phone call with the prospect. They give all of the essential components of a great first call, but it's up to you to implement them. Be sure to listen all the way to the end to hear a secret exercise to perfect your first call.

Listen in every Monday for new episodes of The Advanced Selling Podcast!

2014 Predictions Jan 06, 2014

In the first episode of The Avanced Selling Podcast of 2014, Bill Caskey and Bryan Neale discuss their predictions for the upcoming year. They predict trends they believe we will see in Marketing, Sales, the Stock Market, and even some personal Advanced Selling Podcast predictions. Be sure to tune in, these predictions can add value to your sales.

We are looking forward to a great New Year at The Advanced Selling Podcast so be sure to listen every week!

Interview With Author Jeffrey Rohrs Dec 23, 2013

In the final episode of 2013, Bill interviews marketing expert Jeffrey Rohrs. Author of "Audience: Marketing In The Age Of Subscribers, Fans & Followers," Jeff heads up ExactTarget's Marketing Insights Team. He has some great advice that applies to not only Marketing but also to the sales process. His advice is truly noteworthy. You really do not want to miss it!

From all of us The Avanced Selling Podcast, we would like to wish you Happy Holidays!

Hot Tip Thursday Episode #12 - Know What's Next Dec 19, 2013

In the twelth episode of Hot Tip Thursday, Bill gives some great advice for going into the new year, "Know What's Next." This applies with every step in the sales process, when you send a proposal know what the next step is. Always know what's going to happen before you do something.

Tune in every Thursday for more HOT TIP THURSDAY!

Interview With Jeff Bell Dec 16, 2013

In this week's Advanced Selling Podcast, Bill Caskey interviews Jeff Bell, creator of TheAdvertisingFormula.com. Jeff Bell is an expert in Lead Generation for sales. Jeff has some terrific advice for cold calling, for generating leads, and for following up with prospects in your industry.

This is a great episode, Don't miss it!

Hot Tip Thursday Episode #11 - 2 Hours, Twice Dec 12, 2013

In the 11th episode of Hot Tip Thursday, Bill gives some advice for coming to the end of the year. His advice to to take 2 hours two different times and write out your world righ now, then write out what you want your world to look like. Then take the rest of the time and figure out the "How" to bridge those two.

Don't miss this episode and tune in every Thursday for more HOT TIP THURSDAY!

Interview With Bo Eason Dec 09, 2013

In this week's podcast, Bill and Bryan interview Bo Eason. Bo Eason is a former NFL player and an acclaimed broadway playwright and performer. He is now an international presence/story coach with clients worldwide. He is now dedicated to helping others tap the power of their personal story and become effective, persuasive communicators. "You are a once in a Lifetime Phenomenon." Bo Eason.

You do not want to miss this episode!

Hot Tip Thursday Episode #10 - Remarkable Reinvention Dec 05, 2013

In the tenth episode of Hot Tip Thursday, Brooke discusses a term she has coined for her business, "Remarkable Reinvention." We all do things that don't work but yet we do them over and over again. Get out of your old ways by reading, writing, massages, etc. It's time to Remarkably Revinvent yourself.

Catch this episode and tune in every Thursday for more Hot Tips!

Asking For A Raise Dec 02, 2013

In this week's Advanced Selling Podcast, Bill and Bryan address one of the most common questions that most workers in America ask at one time or another and that is, "How do I ask for a raise?" This is one of the toughest stiuations to deal with and should be handled very carefully. If you are asking for a raise when you need more money, this is the wrong time to ask. Tune in now to find out more!

Pixie Dust Nov 25, 2013

In this week’s episode Bill and Brooke cover a very common problem in the industry. As the end of the year approaches more and more sales people seem to resolve back to “Pixie Dust” to try and hit their goals. These are also known as quick fixes. Follow this 5 point system and not fall into the “Pixie Dust” trend.

Pulling Focus Nov 18, 2013

In this week's podcast, Bill and Bryan catch up after Bryan's trip to London. The topic this week is regarding pulling focus from your prospect's narrow needs and learning their end goals. This can increase your sales dramatically and be one of the most important things to learn. Don't miss this episode!

Hot Tip Thursday Episode #8 - Yellow Flag Focus Nov 14, 2013

In the eighth episode of Hot Tip Thursday, Bill gives some great advice on what to do when you see "Yellow Flags" from prospects. If something doesn't feel right, your next agenda should be to fix that. Find out how today!

Succeeding In A New Position Nov 11, 2013

In this week's Podcast, Bill and Brooke answer a LinkedIn Group member's submission. The question is in regards to how to succeed in a new position when it doesn't seem like things are going well. If you are not performing at the level that you believe you can and should, then you definitely don't want to miss this episode! They provide a lot of valuable advice.

Hot Tip Thursday Episode #7 - Be Curious Nov 07, 2013

In the seventh episode of Hot Tip Thursday, Bill gives a great tip to anyone who is looking to increase sales or even interviewing for a new postion. This tip is to "Be Curious" in all your conversations. There is nothing more attractive than curiosity. Don't miss this episode and be sure to tune in every week for more Hot Tip Thursday!

Client Review Nov 04, 2013

In this week's Avanced Selling Podcast, Brooke Green and Bill Caskey give an overview of what training and coaching lessons they have been working on lately with their clients. They go over what trends and issues they have been seeing more frequently as of recent and ways to overcome those pains. Be sure to catch this episode and come back every Monday for more episodes of The Advanced Selling Podcast!

Hot Tip Thursday Episode #6 - Why They Use Us Oct 31, 2013

In the sixth episode of Hot Tip Thursday, Bill reminds us to let your clients know, this is Why People Use Us. You should consider yourself a tool, appliance, or tactic that your clients can use to solve their problems or issues. Be sure to tune in every Thursday for more exciting HOT TIP THURSDAY!

The Inner Game Of Pain Finding Oct 28, 2013

This week's edition of The Advanced Selling Podcast once again features Bill Caskey, Brooke Green, and Bryan Neale. They discuss the inner game of pain finding or the mental side of questioning your prospects. Making sure of the correct fit is one of the most important parts of the sales process and can ultimately make or break you. You don't want to miss this one.

Hot Tip Thursday Episode #5 - Assumptions Oct 24, 2013

In this week's Hot Tip Thursday Brooke Green has a few things to say about Assumptions. "You know what they say about assumptions." Be sure to watch this weeks Hot Tip Thursday and tune in every Thursday for more Hot Tips!

Download the Advanced Selling Podcast Free App Today!

Handling Marketing Failure Oct 21, 2013

In today's Advanced Selling Podcast, Bill Caskey, Brooke Green and Bryan Neale answer another LinkedIn question. This time they address what to do when your marketing department misses the mark or fails you. This is great advice for anyone with marketing issues or anyone just wanting to learn to market themselves.

Make sure to join the Advanced Selling Podcast LinkedIn Group to have your sales questions answered.

Hot Tip Thursday Episode #4 - Handling Objections Oct 17, 2013

In the fourth episode of Hot Tip Thursday, Bill Caskey gives his advice on handling customer or prospect objections. Be sure to tune in every Thursday for Hot Tip Thursday!

Ending Long Term Relationships Oct 14, 2013

In today's podcast, Bill Caskey and Bryan Neale discuss handling good long term realtionships that start to go south and how to end things amicably. Their tips include ways to retain the relationship, having healthy attachment to relationships, and how to determine whether or not to cut ties. Don't miss this episode, this can be very useful in any business relationship.

Hot Tip Thursday Episode #3 - Looking One Year Out Oct 10, 2013

In Today's Hot Tip Thursday, Bill's tip is to ask your prospect what one problem they would like to solve and one goal they would like to achieve in one year's time. Be sure to tune in every Thursday for Hot Tip Thursday!

LinkedIn Question And Answer Oct 07, 2013

In today's episode of the Advanced Selling Podcast Bill Caskey and Bryan Neale answer some questions sent in by members of the Advanced Selling Podcast LinkedIn Group. The two important questions answered were first off, "why are certain Challengers more likely to be the top sales people and are they the future of new business?" The other question is "do you need to have another reason to call your client or is it okay to just check in?"

Make sure to join the Advanced Selling Podcast Linkedin Group and post your questions today. We would love to hear from you.

Calling On The Right People Sep 30, 2013

In this podcast, Bill Caskey and Bryan Neale discuss ways to know you are calling on the right person when making deals. What are some indicators to let you know you are on track or off track? Does higher up in the company mean they are the right person to talk to? Find out in Today's Podcast.

Don't forget to search "Advanced Selling" in the iTunes store for your free download of the podcast app. We're mobile!

Hot Tip Thursday #2 - Calendar End Dates Sep 26, 2013

In the second episode of HOT TIP THURSDAY, Bryan Neale discusses how to make deals run smoother and how to set clear Calendar end dates.

How To Find Your Own Voice Sep 23, 2013

In Today's Podcast Bill Caskey and Bryan Neale discuss ways to Find Your Own Voice in a sales situation. This is a very important step in improving many areas of your life. Find out the steps to take to finding yourself.

Visit avancedsellingpodcast.com for the entire library of past podcast releases, or search Advanced Selling in the app store for the free podcast app. Also be sure to tune in Thursday for another exciting Hot Tip Thursday.

Hot Tip Thursday #1 - How to End a Sales Call Sep 19, 2013

In this first episode of Hot Tip Thursday Bill discusses ways to End a Sales Call. There are questions you must ask before ending the call.

Communicating Your Worth Sep 16, 2013

In this podcast, Bill Caskey and Bryan Neale share their advice given to students at DePauw University's Sophomore Institute. Job seekers and the employed alike can benefit from this advice. To find success, you must have the ability to be yourself. To find your value, you must possess the grit to pursue your goals. Bill and Bryan found that in talking with students on the cusp of following their dreams and achieving their goals, they could learn a bit themselves. Take their reminder as encouragement to build yourself and your business stronger.

Working For The Hammer Sep 09, 2013

In this podcast, Bill Caskey and Bryan Neale discuss what it's like "working for the hammer" when your results don't match the work you're putting in. How do you manage your Inner Game and keep your motivation consistent when you have a sales manager or president driving the hammer down on you?

Bill and Bryan will provide some tips on how to approach this situation with ease and confidence. They will also share what's going on in your manager's head and explain why he may have become "the hammer" suddenly. Relief is out there... for sales people and managers alike.

Don't forget to search "Advanced Selling" in the iTunes store for your free download of the podcast app. We're mobile!

Elite Performance Tactics Sep 03, 2013

In this podcast, Bill Caskey and Bryan Neale propose new pillars of the Inner Game and run through tactics practiced by elite performers when it comes to interacting with clients.

Visit advancedsellingpodcast.com for the entire library of past podcast releases, or search Advanced Selling in the app store for the free podcast app.

Circumstance Aug 26, 2013

In this podcast, Bill Caskey and Bryan Neale share the ways you should change your mindset in order to draw the right crowd to your prospecting events. It's not just about filling seats at the event. Bill and Bryan will tell you what else it's about to help you grow your business and your reputation.

Deal Coaching Aug 19, 2013

In this podcast, Bill Caskey and Bryan Neale work through a client situation, coaching listeners how to deal with an incoming CFO who has decided to hault all current projects. Find out what they would do to handle the dilemna and hear a few antidotal stories along the way.

How to Deal With Requests For Discounts and Get Your Price Through Powerful Negotiating Strategies Aug 12, 2013

Daniel Green is not only a long-time podcast listener, but also a negotiation skills trainer. He works with companies all over the world and has taken some of our inner game methods and applied them to negotiating training. In this episode, Daniel gets your mind right when it comes to conflict management. One old way [...]

Sales Jobs: How to Raise Your Value Aug 05, 2013

In this episode, Bill and Bryan share their top tips on how to prepare yourself for finding sales jobs, or simply to improve your current work ethic. In an ever-changing market, there is always room for improvement. Whether you're searching for a job or not, you can learn how to raise your value.

You will learn how you can get out of the 'pick me' society and change your mindset so you're the one making the choices. Make the proper changes and you will up your game.

Building Your Business: An Interview with Bob Poorman Jul 29, 2013

Bill Caskey and Bryan Neale interview their accomplished client, Bob Poorman, on building your business rather than simply selling to your clients. The two podcast hosts found many strong points in Bob's interview they believe are book-worthy. If you wish to comment on Bob Poorman's business and selling philosophies, join the discussion in the LinkedIn group.

The Future of Inside Sales -- Guest Interview with Josaine Feigon Jul 22, 2013

In this podcast, Bill and Bryan speak with Josaine Feigon who is the founder of TeleSmart Communications and recognized among the Top 25 Most Influential Inside Sales Professionals. She recently authored her second book, Smart Sales Managers, and understands the best approach when managing the Millennium Generation.

You will learn how to talk to, relate to and inspire your sales team of twenty-something's -- while learning about the future of inside sales. Where does Josaine think we will be by 2015? Go to our Linkedin group if you wish to share your thoughts and predictions.

700 Buyers Tell You How To Sell Jul 15, 2013

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

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

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

"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

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

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.

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

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

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

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

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.

Are You Building Your Tribe? May 13, 2013

As sales people today, we must be conscious to 'think like marketers.' One way to do that is considering the tribe we are building that will be suspects or prospects for our services in the future. The days of "marketing when we need the business" are over. We had better be top-of-mind when THEY have problems.

Our guest expert today is Srinivas Rao, author of The Small Tribe Strategy. In this podcast, we ask him how he would go about building the tribe of prospects if he were in sales today.

Biggest Reasons Sales People Lose Business - From The Harvard Business Review May 06, 2013

Recently, an article was published by Steve Martin on the Harvard website called the Ten Reasons Sales People Lose Deals.

Bryan and Bill tear into the ten reasons and come up with solutions to three of them:

What happens when you can't get to the decision maker?
What if you have a "nice to have" product that isn't compelling for the prospect? and
How do you penetrate new accounts?

Also, send us any thoughts you have about these three or the other seven at listener@advancedsellingpodcast.com

Call Reluctance and How To Demonstrate Value - 2 Problems, 2 Solutions Apr 29, 2013

From the mailbag of listeners this week, two topics come up:

1) Call Reluctance. A listener seems to have a little bit of it and we have some thoughts (all good, of course) on what to do about it.

2) How Can I Demonstrate Value BEFORE the Sale? A listener struggles with this especially since his product is a premium product. Two great topics that affect virtually every sales and account manager.

If you have a question to submit to the mailbag, write us at listener@advancedsellingpodcast.com

We Attempt To Shape Others' Perceptions- But How Is That Working? Apr 22, 2013

Why is it that we spend so much time doing things that we think will shape other's perception of us - and yet those very things do nothing to shape it?

Drew Dudley, Nuance Leadership, was our guest this week. He's had some great TED Talks (The List) and deals with this very issue - how we are perceived. It's a must-listen for sales managers and company leaders in addition to top performing salespeople.

Make sure you also consume his content on his blog at http://nuanceleadership.ca/

6 Tips For A Successful Capabilities Presentation Apr 15, 2013

Recently, Bryan sat in on a capabilities presentation. He couldn't help but brainstorm ways to make this "dog and pony show" more interesting for the prospect.In this week's episode, Bill and Bryan give six tips on what to do and what not to do during the capabilities presentation.Afterwords, Brooke Green answers a question from an Advanced Selling Podcast LinkedIn Group member: What is the best strategy to sell recruitment services (for IT companies) in social networks? What is your opinion?

Are You Growing Or Are You Stuck? Apr 08, 2013

As trainers and coaches, when Bill and Bryan move into a new business they are on the lookout for whether this is a growing organization or stagnant one. In many ways, this informs and shapes how and what they teach as they begin training.And so in this episode they lay out a handful of indicators that tell them whether the organization is growing or merely existing.

This podcast would be very beneficial for sales managers and leaders.

Also mentioned in this podcast:1. "Live Your Life Above the Line" video by Bryan Nealehttp://www.caskeyone.com/live-your-life-above-the-line-live-indianapolis-sales-training-with-bryan-neale/2. Bon Knight's book "The Power of Negative Thinking"http://www.amazon.com/The-Power-Negative-Thinking-Unconventional/dp/054402771X

Online Marketing Tip for Salespeople Apr 01, 2013

In this episode, Thomas Gobeaux a listener from France, who is an online marketing consultant, came to us with a question that was very specific to his industry:

"I love doing complimentary bonuses when selling someone else's product. I'm selling a language product online now, but can't think of a bonus that would:

be relevant to the niche
not be available for free online
be enticing enough to make it worth the purchase by itself"

At one point, we considered not airing this since it's application is somewhat limited. However, we decided to let YOU make that decision. It certainly will have the effect of opening your eyes to an entirely other world of online marketing. Thanks to Thomas for his question.Bryan will be back next week! You can learn more about Thomas Gobeaux by visiting http://www.tgbx.org/

When A Great Client Gets Allergic To You [COACHING CALL] Mar 25, 2013

We have a LinkedIn group member guest this week, Ali El Jishi from Bahrain. He is in the IT Placement business and he asks a question that is familiar to us: How do you handle it when a new buyer suddenly has it out for you? In Ali's description of the circumstance, a few things come out that he should have done - and that you can learn from - if / when this happens to you. It is suggested that over 40% of your database changes every year. So, that means that buyers and decision makers change as well. When that occurs, do you have a strategy to handle it?Bryan is out this week (on Spring Break…or at least his kids are). He'll return next week.

How To Think Negative - To Get Better Results Mar 18, 2013

Is that really possible? Think 'negatively'? Yep, that's what we're saying.

In this episode, we share a module that Bryan recently taught at a client where they prepared for the 'worst case scenario' in the sales process. Scenarios such as:*How to handle a deal that has become stuck or stalled*How to handle price resistanceEach tip Bill and Bryan give have both a market application and a mindset application. Some of this topic comes from Bob Knight's new book, The Power of Negative Thinking - An Unconventional Approach to Achieving Positive Results. Also mentioned in this podcast:*The Power of Negative Thinking: An Unconventional Approach to Achieving Positive Results by Bob Knight (http://www.amazon.com/The-Power-Negative-Thinking-Unconventional/dp/054402771X)*Email It - 20 emails to tackle the most difficult situations sales professionals face. Simply copy and paste to get the ball rolling! (http://emailitsellersguide.com/)*Want to hire Bill and Bryan for your next sales meeting? Send them an email at Listener@advancedsellingpodcast.com

Getting Past Performance Blockers Mar 11, 2013

In our podcasts, we've talked at length about The Inner Game and how vital it is for you to get your "mind right" if you are to excel in your profession. We talk about it in the context of how you talk to customers, how you talk economics and the types of questions you ask.

In this episode, Bill interviews Josh Matthews-Morgan who has written a book (partly inspired by this very podcast!) called "Deliver." It takes the idea of high performance and uses athletic stories and examples to hit home the point that your success begins in your mind. Also mentioned in this podcast:*Josh Matthews-Morgan book called Deliver: How To Perform Your Best When it Counts the Most on Amazon (http://www.amazon.com/Deliver-Perform-Your-Best-Counts/dp/0985775505)*Connect with Josh on Linkedin (http://www.linkedin.com/in/joshmatthewsmorgan)

How To Find Your Own Motivation Mar 04, 2013

We're forever talking about how to motivate your prospect - to buy - to change - to do what you think they should do. But, what about YOUR motivation? That's important, too. In this episode, Bill and Bryan address some ways you can inspire yourself when you hit the skids. Plus, Brooke Green joins us and answers a LinkedIn question: What should be your main aim at a first sales meeting with a prospect? It's a new series where we use questions generated by the LinkedIn Advanced Selling Podcast Group. If you haven't joined yet, scamper over and do so today. If you have a question or comment, make sure you ask it on the ASP LinkedIn group or send us private email at listener@advancedsellingpodcast.com.

Always Be Closing Means You'll Always Be Losing Feb 25, 2013

It's one of the most common sayings about sales - always be closing. Common, yes. But it's wrong.

In this episode, Bill and Bryan deal with the idea of taking out that prevailing wisdom of always closing. And, in it's place, put in some other rules that fill the void.

And the next time you go to sales training and the trainer gives voice to that worn out phrase, "always be closing", you'll have some new frameworks to teach them.

Also mentioned in this podcast:

*Follow @bneale and @billcaskey on Twitter

*Join the Advanced Selling Podcast Linkedin group (http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772) for daily discussions and networking

Sales People Who Work From Home [Mailbag] Feb 18, 2013

Tons of books have been written about work-at-home habits, but in today's episode, we'll deal with them from the sales standpoint. Some listeners might be a permanent work-at-home fixture. Others might work from there temporarily. Regardless, it can be your MOST productive place OR you worst nightmare.

Hear what Bill and Bryan have to say about the pluses and minuses.

Also mentioned in this podcast:

Follow @billcaskey and @bneale on Twitter
"Never Eat Alone: All Secrets to Success, One Relationship at a Time" by Keith Ferrazzi and Tahl Raz

How To Tell Your Story - A 6-Point Checklist Feb 11, 2013

In this episode, Bill and Bryan talk about how to tell your story so people see your distinction. There's a lot written today about the use of the resume, or the bio or the story in your messaging. We believe it's vital that you have your story down cold - and this podcast gives you a checklist to make sure you do.

**Check out http://www.caskeyone.com for articles, videos, podcasts, and free eBooks on sales and leadership development

**Join the Advanced Selling Podcast Linkedin Group! http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772

**Would you like to send us a testimonial or ask a question? Send it to Listener@AdvancedSellingPodcast.com

When Your Prospect Just Doesn't Like You Feb 04, 2013

This is a rather odd situation you might say. But lately, we've had several of our clients bring up this very issue. In this episode, Bill and Bryan talk about the emotional issues that might go in to dealing with a prospect you don't like/respect or one that doesn't like you. Hopefully, you'll never have this, but if you do, this episode might help.

Join the Advanced Selling Podcast Linkedin group http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772

Is It Possible That Asking Questions is the Wrong Thing To Do? Jan 28, 2013

The answer to that question might cause you a little pain yourself. When you approach a prospect by asking them questions designed to find out what's bothering them so you can sell them a solution, you might miss TONS of opportunity. In this podcast, Bill and Bryan get into a model they use to help you know how to find problems the customer doesn't even know they have.Keep the mail coming in…listener@advancedsellingpodcast.com

Relighting The Flame - How Do I Restart A Relationship with a Prospect That Ended Badly? Jan 21, 2013

Not to be confused with an 'old flame' this podcast is about restarting a sales relationship that ended. It might have even ended badly as in the example in this episode.

Bill and Bryan give you a few tips on how to re-engage with people who have dropped off the earth.

Make sure you email us your questions for use on the show: listener@advancedsellingpodcast. And follow us on Twitter: @billcaskey and @bneale.

Part 2 - Lin Dunn Interview on Personal Leadership Jan 14, 2013

We come back to the two-part interview with WNBA championship coach Lin Dunn, who continues with the lessons she's learned about leadership and inspiring her team. Remember, even though some of you aren't basketball fans, we wanted to bring you successful people from all walks of life and learn what they know about inspiring people.

You can follow Lin on Twitter at https://twitter.com/Coach_Dunn

Part 1- Head Coach Lin Dunn on Basketball and Business Success Jan 07, 2013

This is the first of a two-part series of our interview with Coach Lin Dunn of the Indianapolis Fever of the WNBA. Now, you're probably wondering, "What does the WNBA have to do with my business success?" Well, maybe nothing…however…if you haven't heard Lin Dunn speak before, you're in for a treat. She has been successful as a coach at every level of women's basketball. And her message with Brooke and Bill has little to do with basketball and a lot to do with the "attributes of success." Her style is folksy…but her message is poignant. You can follow Lin on Twitter at @Coach_Dunn

Our Favorite Things From 2012 Dec 17, 2012

Bill Caskey, Bryan Neale and Brooke Green give voice to what their favorite things are in the business world. From software tools to training videos to food stuff (okay well that's not in the business world). The trio tell you what gets them juiced about this time of year!We wish every Listener a happy holiday and a prosperous 2013!

Personal Business Plan for 2013 Dec 10, 2012

In this episode, you can hear parts of the "2013 Goal Setting Guide," which you can download from http://www.AdvancedSellingPodcast.com in the Toolkit.

The fact is that fewer than 10% of people set goals. Now, that number might be slightly higher for sales people but our experience says not that much higher. Today, Bryan, Bill and Brooke relay a process they go through with their clients. They give you a handful of these now, then you can download the rest at the podcast site.

We're also wanting ideas for shows for next year, so make sure you get your request in by emailing us at listener@advancedsellingpodcast.com

What To Do When The Deal Goes Downhill Quickly Dec 03, 2012

What happens when you think the relationship is going great but, suddenly, out of nowhere BOOM! The customer lowers the boom on you? You can react (like we all want to do) and bring all your emotions out. BUT, that might not be the best strategy. In this episode, Bryan had a client who actually had this very thing happen with a so-called "satisfied client."

Also mentioned in this podcast:

Send us your thoughts, ideas on future episodes, or ask us any question at Listener@advancedsellingpodcast.com

Join our Linkedin Group for daily discussions and special offers! http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772

Mailbag Issue: How To Deal With Stalling Customers & Navigating Prospects Who Think They Know Their Problem (But Don't) Nov 26, 2012

In this episode, Bill and Bryan answer questions from our listening audience. We took three in this episode, each of which can cause sales stumbles in virtually every industry. By the way, if you want your question answered, email us at listener@advancedsellingpodcast.com. And we'll get it 'on the air.'

*Restart that stalled deal! Partner with Email It and take advantage of our powerful email templates. http://www.emailitsellersguide.com/

A Quick Lesson in Expert Positioning Nov 19, 2012

Why not GO to an "expert" when we want to know how to BE an "expert?" Well, we've done just that this week when we interview Mike Koenigs. He is the founder of Traffic Geyser, the first internet video system to generate web traffic, and he's also the author of several books on positioning and video marketing. All of his work can be found at http://mikekoenigs.com/.

In this episode, Mike addresses many of the roadblocks that hold us back from higher performance, one of which is 'nervousness.' He has a unique way he characterizes nervousness and teaches us how to solve that problem. He also invites listeners to go to http://www.authorexpertmarketingmachines.com to grab your free ebook he just published on expert positioning.

Goal Setting Best Practices Nov 12, 2012

It's that time of year--the time when we start to look back AND look forward. In this podcast, Bill, Bryan and Brooke, explore some best practices of goal setting for sales people. Some of these tips we'll call 'non-traditional' because they have little to do with the normal approach to setting goals. In subsequent episodes, we'll address some more tactical goal setting tips.

Also mentioned in this podcast:

*Join the Advanced Selling Podcast Linkedin Group for daily discussions and networking! http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772

Live Your Life Above The Line - LIVE Recording with Bryan Neale Nov 05, 2012

*Today's podcast comes from a live podcast recording event at the Jazz Kitchen in Indianapolis, IN.

In today's podcast, Bryan shares with you an inspiring, life-changing idea. He believes this idea is powerful enough to help improve your personal, business and client relationships.

As you listen to this podcast, ask yourself: Am I living my life above the line?

What Is Your Perspective On How You Think About Time? - Live Recording with Bill Caskey Nov 05, 2012

*Today's podcast comes from a live podcast recording event at the Jazz Kitchen in Indianapolis, IN.

Let's face it… We all want more sales and more leads, but there is always ONE thing that's stopping us…our perspective on time.

Bill brings some new thinking to the idea of time…and the notion that how you think about time affects your sales results. He believes the first step to generating more leads and sales is to ask yourself: How do I spend my time?

Staying Behind The Prospect - Live Recording with Brooke Green Nov 05, 2012

*Today's podcast comes from a live podcast recording event at the Jazz Kitchen in Indianapolis, IN.

As sales professionals, we've always been taught to be enthusiastic. We've been told "enthusiasm is contagious." But we don't believe that to be the case. In this podcast, Brooke Green discusses the importance of staying psychologically behind your prospect and making sure you keep your inner game in check.

Also mentioned in this podcast:

*Listen to the last episode from the Jazz Kitchen with our client Stephanie http://www.caskeyone.com/how-to-learn-from-a-lost-deal-live-sales-training-indianapolis/

*Sign up to receive 3 free videos on how to communicate your expertise http://www.accidentalseller.com

Wise Words From a Buyer [Guest Interview] Oct 29, 2012

Ever wonder how buyers think? What goes through their mind when they decide what vendor to use? Well, you're in luck today.

We have a very special guest on the podcast this week-Paul Rogers, a procurement expert from Australia. Paul has been in purchasing for over 30 years and works with procurement people to help them work better with vendor sales teams. He also works with sales teams as well helping them to position their value in a more compelling way.

We thought he'd be a great resource for our podcast listeners. So, in this episode, Bill and Bryan pose some very basic questions to him about how buyers see the world. If you call on professional procurement people, this is a great episode to hear. This is the first in an ongoing series with Paul. Would love to hear your feedback on our LinkedIn Group.

Also mentioned in this podcast:

Join the Advanced Selling Podcast Linkedin Group for daily discussions, networking, and future promotions on products and services. http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772

How To Learn From a Lost Deal Oct 22, 2012

One of our most popular training modules is when we "dissect the deal." It's usually is done on a deal that is still live, meaning the client has not made a decision, "Yes" or "No."

But this episode is different, more of a post-mortem on a deal that one of our clients, Stephanie, lost. She was kind enough to volunteer to be in the spotlight at the recent Jazz Kitchen Event.

In this episode, Stephanie tells Bryan and Brooke about the situation and then fields questions from them and the audience. If you don't have another person in your life that can help you sort through the sales deals you're in, then you'll learn how to do it (to yourself) here.

Also mentioned in the podcast:

Join our Linkedin Group! http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772
Have a question you'd like to ask Bill and Bryan? Email them at Listener@AdvancedSellingPodcast.com

Top 3 Ways To Grow a Service Business - LIVE Recording! Oct 15, 2012

What a great day we had at The Jazz Kitchen in Indianapolis! Thanks to all who came from far and wide to join us that day. We actually recorded three podcasts there and this is the first. It came from an audience question: How do I grow my service business?

Bill, Bryan and Brooke (Green) all gave that question a shot and in this episode you hear three good ideas (at least they thought so) to help you grow your business.

There will be video up of the event so make sure you listen in to future episodes. Dave Dugan, comedian, was our guest warm-up act. You can catch him on that video soon.

It's Not Only Your Skill That Matters. It's How You... Oct 08, 2012

In this episode, Bill and Brooke, address a common issue: How do you improve your selling skills if you weren't cut out to be in sales?

The fact is that many technical people have ended up in the role of selling (in fact, many sales people end up there, too). So, how do you model your behavior? Must you really change who you are to be successful in the sales/business development role? Actually, no. But you need to have a plan of some kind. And we'll share some parts of that plan here.

Also, we are making available three training videos that go deeper into this subject. You can go to http://www.accidentalseller.com to get the three videos.

How To Sell When You're A Start Up Oct 01, 2012

Today's podcast addresses a question from a listener who wanted to know how to begin the sales process when they had very little in terms of case studies, or customer experience. In his case, it was a start-up company in the IT space.

Bill and Bryan dished out some tips to use in beginning to position him in the market. The fact is that, in some ways, this is an excellent position to be in. The ability to create a position from scratch can be quite powerful.

However, if you already have a customer base and are a seasoned pro, there are still some ideas in this podcast that will help you re-think your position.

The fact is that even if we've been around for a while, there is always something new we're wanting to do - new products - innovative services - new ways to think about old problems. Consequently, "thinking like a beginner" is something we should do frequently.

**If you'd like your question to be featured in the next mailbag episode, then email your question to Bill and Bryan at Listener@AdvancedSellingPodcast.comAlso mentioned to the podcast:

If you're in the Indianapolis area, then join us on October 12, 2012 for a LIVE podcast recording the Jazz Kitchen in Broadripple. Click here to register http://advancedsellingpodcast.com/live/

Avoiding The Common Mistakes Of Business Development Sep 24, 2012

Bill and Bryan each had client experiences recently where their clients were being driven by their "bid boards." They talk about the hazards of poor business development technique. And, of course, they give you some new things to think about as you improve your business development skills. Those skills are vital for you building relationships that can sustain your business for the future…and it's something that should be a part of all of our strategy.

Also mentioned in the podcast:

Back by popular demand... The Advanced Selling Podcast LIVE recording at the Jazz Kitchen in Broadripple, Indiana. Click here to register.
The Advanced Selling Podcast Linkedin Group

[MAILBAG] How To Sell To Someone Who Doesn't Want It Sep 17, 2012

Well, you probably know us by now and know that isn't our strategy. But the fact is that we get questions from listeners that often sound like that. This week, Bryan is off in his world of Big Ten Football Officiating…and Jill steps in (admirably, we might add) and poses some questions to Bill that come from our audience.

Mail us your thoughts and questions to listener@advancedsellingpodcast.com. Or, deliver your message personally by using our RANT LINE at 317.575.0057 EXT 20. Instructions are on the greeting when you call.

Behind The Scenes - Bryan's Movie Quote Sep 12, 2012

Little did Bryan Neale know, we were still recording the podcast. Listen as he gets carried away with a movie quote. Can you name that movie?

Accidental Salespeople Can Make Great Sellers Sep 10, 2012

In this episode, Brooke Green joins Bill and Bryan to address the issue of how to sell if you’re an ‘accidental salesperson.’ Brooke works with quite a few companies and people, who don’t consider themselves salespeople, yet who are still responsible for new business development.

This includes accountants, engineers, subject matter experts, consultants, technical advisors, project managers, entrepreneurs or others who would be classified as ‘accidentals.’ Heck, even some sales people might put themselves in that position.

Also mentioned in the podcast:

The Accidental Salesperson – Click here to join the waiting list to receive 3 free videos on how to communicate your expertise more effectively. http://www.accidentalsalespersoncourse.com/
Are you in the Indianapolis area? Join us on October 12 for a LIVE recording of the Advanced Selling Podcast. Lunch will be served. Click here for more information. http://www.advancedsellingpodcast.com/live/
The past podcast on ‘Ladyparts’
The Advanced Selling Podcast Linkedin group

What To Do When You Get The "DING" Letter Sep 06, 2012

We've all received it - that email that comes, ominously, from someone you hoped to work with. It's the email that says, "Thanks, but no thanks." And it's like a punch to the gut.

Well, that all may be overly dramatic, but the fact is that we all have received the 'ding letter' whether it's an actual letter or not.

In this podcast, Bill and Bryan address, 'what to do' when you're about to be dinged.

Rant Line

In this episode, Bill and Bryan mentioned the addition of the RANT LINE for listeners of the podcast. Call us at 317.575.0057 EXT 20 if you'd like to leave a message, a rant, a question, or any other comment. They'll get it on the air quickly. Also mentioned in this episode:

Join the Advanced Selling Podcast Linkedin group for daily discussions and networking!

One Thing You Should Always Share with Prospects Aug 28, 2012

In this week's episode, Bill and Bryan address something you should always share with your prospects (and clients, too). It has to do with your "why" in business.

Recently, Bill wrote a blog called 3 Reasons You Should Share Your Why With Customers citing Simon Sinek's famous talk at TED on The Golden Circles. We think it applies directly to sales people - and this podcast explains how to share this with your clients and prospects.

Also mentioned in this podcast:

The Bittersweetness of Sending Your Baby to College
Sign up for the Caskey1 newsletter to get notified of recent articles, podcasts and videos.
Ted Talk - Simon Sinek's video on The Golden Circle
Blue Ocean Strategy

When Buts Pop Up Aug 20, 2012

The title might make no sense BEFORE you listen to this episode, but Bill and Bryan interview Josh Hinds, who is not only a podcast listener but also an author.

Josh gives new meaning to the phrase 'double entrendre.' In this podcast, Josh shares some of the main concepts from his book, Live Big, including mistakes people make when they goal-set and some insight on how to live a richer life.

B & B pose some questions to Josh about some of their clients, too and he relates some sound advice.

Also mentioned in this podcast:

Josh Hinds - Speaker, Author, Entrepreneur
"It's Your Life, Live BIG" by Josh Hinds
Join our Linkedin Group for daily discussions

Are You Persuading or Are You Positioning? Aug 13, 2012

There is a right answer to that. But it may not be what you've been taught. So in this podcast, Bill and Bryan will review the difference and what they new model of selling requires from you.

Here is the secret: Better positioning leads to less need for persuasion. Listen in and learn!

Also mentioned in the podcast:

Want a second opinion on your slide deck? Bill and Bryan offer to help 2 people out! Send them your slide deck to listener@advancedsellingpodcast.com and we'll let you know if you've been chosen.
The Golden Circle - How Great Leaders Inspire Action by Simon Sinek
A clip from Vacation with Chevy Chase

What Is A Good RFP Strategy? Aug 06, 2012

There have been many entries on the ASP LinkedIN group about RFP (requests for proposals). So heated has been the discussion that we decided to devote an entire episode to RFP Strategy.

While not a step-by-step solution, Bill and Bryan offer some hints and techniques to think through as you answer (or don't answer) RFP's.

Also mentioned in this podcast:

"The Golden Circle" by Simon Sinek
Join the RFP discussion on the podcast's Linkedin Group
Have questions for Bill and Bryan? Email them at Listener@AdvancedSellingPodcast.com

Behind The Scenes Sales Coaching Jul 30, 2012

In this episode, Bill and Bryan take you behind the scenes on how they work through coaching with clients. They take an actual client they're working with, outline the problem and then work through how to coach that person.

*This will be useful for sales managers to understand better how to coach your team. But also good for front line people who have these issues.

In the first scenario, the discussion centers around how to achieve the feeling of 'abundance.' The second scenario deals with how to achieve the goals you set - and how you know if you're on the right path.

Also mentioned in this podcast:

Klout - Discover and be recognized for how you influence the world
The Advanced Selling Podcast Linkedin Group

Ever Wonder Where You Stand With A Prospect? Jul 23, 2012

How many times have you been surprised by prospect behavior? You think you're at Z and you come to find out you're only at D.

Here is a technique that Bill and Bryan give you that helps you know where you are with a prospect. The entire topic starts with a dating story (that's actually quite funny.) But ends with practical sales advice for where you are in the sales process.

Make sure you send us your sales problems to: listener@advancedsellingpodcast.com

Also don't forget to join the Advanced Selling Podcast Linkedin group for further discussions!

How Ambiguity Might Be Costing You Sales Jul 16, 2012

Do you have prospects in the sales funnel that just can't seem to make a decision? Thought so. Most sellers do. And most of us blame it on the prospect. In this episode, Brooke and Bill address the problem that plagues most sales people--vagueness and ambiguity. Are you really being a clear communicator when you're speaking with prospects and clients? Or, what about you leaders? Are you being perfectly clear in instructions to your team.Bill and Brooke give you several areas that they find, in their coaching, are areas rife with ambiguity. The #1 area is your sales pipeline. Also mentioned in the podcast:

Join discussions and network with other podcast listeners in the Advanced Selling Podcast Linkedin Group.

The Best Advice We Ever Got - 5 Lessons to Inspire You Jul 09, 2012

We've been asked occasionally to share something about ourselves with our audience. After all, Bill and Bryan train and coach sales teams all over the US And as they would tell you, in order to be better at training and coaching, they also must be receptive to outside counsel as well.

So while they actually relate their training experiences throughout the podcasts, Bill and Bryan started thinking about what they could share with the audience that's important to them--that also might be of value to you. They came up with "Favorite Coaches." And these coaches gave advice...good advice. And in this podcast, you hear who the coaches were and what counsel they gave Bill and Bryan.

Also mentioned in this podcast:

The Advanced Selling Podcast Linkedin Group
Think and Grow Rich
Outwitting the Devil by Napoleon Hill

What Were The Top Two Lessons Learned By A Brand New Sales Force? Jul 03, 2012

Bill had a chance to go train a relatively new sales force recently.

After he was finished, he asked the group, "What's the biggest lesson you got from the training?" All lessons boiled down to two categories. And in this podcast, Bill and Bryan explore their take on the two lessons and how even the most advanced among us can learn from this exercise.

Making A Joint Sales Call: Not As Easy As It Seems Jun 25, 2012

Quite often the sales manager or leader wants to make a joint salesmeeting call with one of his people on a prospect.In theory, it all sounds good and plausible but sometimes theexecution of that joint call is a disaster.In this podcast episode Bill and Brian address the mental game ofjoint calls as well as the technical hurdles that present themselves.And they also give you a bullet pointed checklist of how to preventdisaster from occurring.Go to the LinkedIn advanced selling podcast group to comment more onthis phenomenon.All Caskey content now available at www.caskeyone.com!Make sure you SUBSCRIBE to be notified of new content.

Business Development Vs. Sales - How Do You Measure Up? Jun 18, 2012

It seems that recently there has been much discussion in our client base about the difference between a business development person and a sales person. So what is the difference or is there any?

In this episode, Bill and Bryan dig deeper into the subject and find there are very specific differences in how each role performs. Listen in to see how you measure up.

Also mentioned in the podcast:

The Advanced Selling Podcast Linkedin Group

What Do You Say When The Customer Says Xx11@@ Jun 11, 2012

In this episode, Bill and Bryan invite Brooke Green in to give real life examples of crazy (and not so crazy) things that clients say. Then Bill and Bryan, in rapid fire format provide their counsel on what a good reaction would be from the sales person.Also mentioned in this podcast:

[WEBINAR] How To Sell A Premium Product in a Commodity Market
Join the Advanced Selling Podcast Linkedin Group

5 Ways To Improve Your Sales Funnel Jun 04, 2012

In this episode, Bill and Bryan help you reverse engineer your sales funnel to maximize your results.

The fact is that most sales people get in a rut when in pursuit of people to put in their pipeline. And that rut is usually caused by not dissecting how someone gets into your funnel in the first place. So they give you 5 things to think about when re-engineering your sales pipeline.

Also mentioned in this podcast

Have a burning question you'd like to ask Bill and Bryan? Email it to them at Listener@AdvancedSellingPodcast.com
Join the podcast Linkedin group to interact with other listeners!

Is Your Sales Process Broken? [MAILBAG] May 29, 2012

This episode is one of our frequent mailbag shows where we take questions from our audience and we’ve received great questions this week!

Bryan is out this week, so Bill and our producer, Jill Vanarsdall, answer these questions:

How do I sell a premium product?
How do I call higher?
How do I stop from doing too much unpaid consulting when I’m in “expert mode”?
What is your favorite book right now? What are you currently reading?
Why does everyone have so much trouble with prospecting?

Also mentioned in this podcast:

Have a question for Bill or Bryan? Email them at Listener@AdvancedSellingPodcast.com
How To Sell A Premium Product in a Commodity Market webinar
Blah, Blah, Blah: What To Do When Words Don’t Work by Dan Roam
Platform: Get Noticed in a Noisy World by Michael Hyatt
Seth Godin’s blog
Reference USA - The premier source of business and residential information for reference and research

How To Handle The Declining Customer May 21, 2012

PODCAST ALERT: If you're a VP of Sales or sales manager, you MUST listen to this podcast.

We've all been through similar situations--you have a client who is buying a lot--and suddenly, without reason, they stop (or severely reduce purchases). This topic comes from our mailbag - a listener who had this very thing happen to him emailed us to ask for help.

In this episode, Bill and Bryan hand out a few tips on 'what to do' when buyers reduce purchasing. If you have a question that you'd like help with, email us at listener@advancedsellingpodcast.com. Let us know if we can use your first name in the podcast.Also mentioned in the podcast

Join the Advanced Selling Podcast Linkedin Group for daily discussions and networking! (http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772)
Listen to the webinar "How To Sell A Premium Product In A Commodity Market" by Bill Caskey (http://www.caskeyone.com/seminar/how-to-sell-a-premium-product-in-a-commodity-market/)

3 Rules Of Selling By The Beastie Boys May 14, 2012

Bryan Neale posted a blog last week that got tons of response. The essence of it was that we can learn a lot about selling from Beastie Boys' song lyrics and it was all inspired by Adam Yauch aka MCA who recently passed away. OK...so it's a stretch...but, in this podcast, Bryan and Bill address [...]

How To Sell To Generation Y May 07, 2012

OK, you've heard all of the statistics about how many Y'ers are in the workforce now. And you've also heard bits and pieces about their attitudes and attributes. Heck, maybe you ARE ONE! But what is the truth behind the clutter? In our podcast this week, Lori Ermi (The Ermi Group) spends time with Bill acquainting him to the intricacies of that generation and how you can better work with them and sell to them. Or, if you are one of them, you'll enjoy her take on your generation. Also mentioned in this podcast:

The Ermi Group

Closing Isn’t Closing Afterall Apr 30, 2012

In this week's episode, a listener asks a question about 'closing.' Bill and Bryan realize that the whole 'closing' mentality is part of old thinking. And they give you some alternative ways to think about that final step in the old sales process. Also mentioned in the podcast: How To Sell A Premium Product In [...]

What Do Tennis, Fish Fries and Funerals ALL Have in Common? Apr 23, 2012

In this episode, Bill and Bryan discuss sales networking methods. They give you 5 tips that will change how you think and act when in networking mode. The essence of this episode is that prospects are everywhere if you would just get out!! **Next Week: Mailbag issue where we address the word "closing" and how [...]

Are You The Marketer You Think You Are? Apr 16, 2012

In this episode, Bill and Bryan are both back from vacation and discuss an interview Bill did with John Jantsch (http://www.ducttapemarketing.com/blog/).

John has been doing marketing consulting for a long time and discusses how the sales and marketing games have changed in that time.We've had John on the show before but he's always a fountain of knowledge when it comes to thinking differently about business success. John is also author of the book The Referral Engine (http://referralenginebook.com/). If you'd like to hear the entire interview, go here (http://www.caskeyone.com/are-you-the-marketer-you-think-you-are).

Also mentioned in the podcast:

Stuff That Works in Sales Apr 09, 2012

One aside: We definitely have a morally upright listening audience but sometimes we can't help just calling things what they are. So for this one episode, we'll slip into the abyss. The upside is that you get Bryan and Josh Kublinick's (guest contributor) thoughts on what works in selling today. As sales trainers and coaches, [...]

What To Do When The Customer Takes Advantage of You Apr 02, 2012

In this week's episode, Bill answers a letter from a listener who has a prospect trying to take advantage of the value he brings. This prospect is asking for a lot of unpaid consulting, then bidding it out to other vendors. But, even though this scenario is common, there are many other circumstances where your [...]

Guest Jill Konrath on Having a More Productive Conversation With Customers Mar 26, 2012

Jill Konrath is our guest today on the podcast. Jill brings a tremendous amount of expertise in sales and marketing. More importantly, she sees where the two functions intersect. Brooke Green and Bill Caskey comment on some of Jill's ideas in this podcast. You can download Jill's Free Prospecting Kit from her website (click here). [...]

Killing Yourself With Your Message? Mar 19, 2012

You probably couldn't help but think of Roberta Flack (Killing Me Softly With...) but that's not what this podcast is about. Bill and Bryan address the recurring problem of 'inadequate message' when you are communicating your ideas to prospects. Their intent in this cast is to help you expand your thinking about what you do-so [...]

Marshall Goldsmith Takes on Sales People Mar 12, 2012

Our guest this week on the Advanced Selling Podcast is Marshall Goldsmith who cut his 'expert teeth' in the Management and Leadership areas of business. But recently, he published a book called What Got You Here Won't Get You There. Bill had a chance to ask him some questions about what it takes to be [...]

What Listeners Want To Know About Prospecting Mar 05, 2012

We have watched the threads on the LinkedIn Advanced Selling Podcast group uptick toward an interest in prospecting and lead generation for sales people. Consequently, this podcast gives you some ideas on prospecting and attitudes around that. Bryan Neale is gone this week but we have two listeners who call in for some thoughts on [...]

How To Talk To Prospects Even When They Say “No” Feb 27, 2012

Bill and Bryan address an email question they received from a listener who is being asked by his manager to keep contacting people even though they said, "No" the first time. What do you do? Which brings up an even bigger question: How to follow up with people without being a pest? Bill and Bryan [...]

The High Personal Cost of ‘Assuming’ a Sale Feb 20, 2012

As you look at your opportunities, it's our guess that over one half of them have problems. No, not problems with the prospects themselves. But problems with the process you've taken them through. In this episode, Bryan and Bill break down one of the most frequent problems we see when we coach sales people: the [...]

You’re Working Too Hard Feb 13, 2012

Sales people work too hard. They do so in the name of 'aggressiveness'. We're all proud of our TYPE A behavior. But, wait a minute...why do we insist on working too hard when there is a huge potential right in front of us and we fail to see it? In this podcast episode, Bill and [...]

What is an Optimum Sales Process? Feb 06, 2012

A podcast listener asked us to take her through the best sales process-the one we suggest you use. There are tons of sales processes and methods in the world but, we like to keep things simple so we give you what we recommend to our clients. Much of what you hear here can be found [...]

How To Expand Your Value Jan 30, 2012

Often, we get so myopic in our view of our customer relationships, we totally miss added value we can bring to that relationship. Bryan talks about a sales deal where his client took a different approach-and created a long term partner. PLUS, that client avoided the 'commodity element' of most traditional customers where they put [...]

How To Talk ‘Money’ In The Sales Process Jan 23, 2012

In this episode, Bill and Bryan address the ever-emotional topic of money. Many facets to money like: Cost of problem Money in customer budget Money they're willing to spend to change Your belief in your own value They have addressed this recently in the area of "positioning." How you are positioned will determine the fees [...]

The Secret of Networking and Tradeshow Success Jan 16, 2012

In this episode, Bill and Brian discussed the secrets of tradeshow selling since this is the trade show season coming up But whether you participate in tradeshows or not this episode will help you become a better networker. The same skills apply. ******* Also mentioned in this podcast: Email It! A Seller's Guide To Emails [...]

Don’t Use Throwaway Lines Jan 09, 2012

Sales specialists Bill Caskey and Bryan Neale address an issue that happens to ALL sales professionals, whether they know it or not: are prospects telling you the truth? In this sales podcast, Bill and Bryan address an actual client who struggled with the upfront agreement in the sales cycle. She felt like it was a [...]

A New Year’s Wish For Sales People Jan 02, 2012

Since we missed the Christmas episode, we thought we'd begin the year by making a few wishes for our fellow sales professionals. Our listeners seem to be dialed in to new skills and approaches. Therefore, we thought we'd hit you with a few advanced suggestions to help you make 2012 a Crushingly Big Year. As [...]

A New Year's Wish For Sales People Jan 02, 2012

Since we missed the Christmas episode, we thought we'd begin the year by making a few wishes for our fellow sales professionals.

Our listeners seem to be dialed in to new skills and approaches. Therefore, we thought we'd hit you with a few advanced suggestions to help you make 2012 a Crushingly Big Year.

As pieces, none of these sound like much. But if you can string them together this year, high income awaits.

*******

Also mentioned in this podcast:

This podcast was video tapped. You can view it by clicking here.
Join our Linkedin Group!
Download the free eBook 20 Rules for Modern Selling.
Want more Bill and Bryan in your life? Take a look at their newest online sales magazine with videos, podcasts and articles for sales and leadership strategy.

How One Listener Grew Her Business… Dec 19, 2011

We decided to interview one of our Linkedin group members today, Rachael Lyman. She has taken much of what we talk about on the podcast and actually implemented it in her selling cycle. In this episode, she gives some advice on how to be more effective in prospecting mode. Also mentioned in [...]

How One Listener Grew Her Business.... Dec 19, 2011

We decided to interview one of our Linkedin group members today, Rachael Lyman.She has taken much of what we talk about on the podcast and actually implemented it in her selling cycle. In this episode, she gives some advice on how to be more effective in prospecting mode.

Also mentioned in this podcast (plus other things we think you should know):

Connect with Rachael on Linkedin (click here)
Learn more about the Denver Metro Chamber of Commerce (click here)
Join the Advanced Selling Podcast Linkedin Group (click here)
Check out our newest site - CaskeyONE! Your single source for sales and leadership strategy.
Take a look at our 2012 FREE eBooks 20 Rules For Modern Selling (click here) and The Truth About The Unspiring Leader (click here)

A Psycho-Therapist Addresses Sales Self-Esteem Dec 12, 2011

Our guest for this episode is a friend of the firm, Terry Daniel, who has a vast background in psychotherapy and specializes his work around personal growth and learning. Terry introduces our listeners to some rather deep subject matter, including a discussion around self-esteem, the comfort zones we're all in and a tip on how [...]

The Six Concepts We Teach That You Should Know Dec 05, 2011

In this episode Bill and Bryan talk about their favorite things, no not software or organizers or websites but content. They go through things that they teach their clients that they find are the most useful and helpful to them and I think you will learn a lot from these six concepts that have worked [...]

Do You Have Meaningful Conversations With Your Prospects? Nov 28, 2011

In this episode Bill and Bryan address a rarely discussed concept - Meaningful Conversations. We all think we have them with people but upon further reflection they may not be as meaningful as we hoped. Bill and Bryan give you some tips on how to think about the kinds of conversations you are having with [...]

Improve The Value You Bring To Existing Clients Nov 21, 2011

In this episode, Bill and Bryan will continue to entertain you (at least that's what they think they're doing) with a discussion on a very practical topic: how do you sell more to existing clients? 'Closing and running' is not a good long term growth strategy-yet we all do it. We can use the excuse [...]

The Keys To Great Questioning Nov 14, 2011

In this episode, Bill and Bryan do an "in the room" sales training where it becomes a stream of consciousness training from their experiences in the field. They address topics such as: What questions should I ask when asking for prospect revelation? How to refrain from the attitude of 'how do I get someone to [...]

How Sales People Bring EXTRA Value and How To Call On The ‘C’ Suite Nov 07, 2011

Another example of a client who reached out beyond his comfort zone and took a huge risk with a prospect. We also are listening to your feedback. Your input tells us that you want to hear more about how to be better at calling at C level suite. Bill and Bryan break it down by [...]

Profit By This Example of Expert Positioning in Sales Oct 31, 2011

The new frontier of a modern sales person is in how you're positioned in the client's mind. In this episode, Bill and Bryan reveal a real-life story of a listener who has taken this "expert positioning" seriously and expanded his position with a client. You'll hear how a pharmaceutical sales rep worked with a client [...]

More on Being The Subject Matter Expert For Sales People Oct 24, 2011

Yes, this is more on this very important strategy that we've been receiving tons of email about. We introduced this a few months ago and we'll be doing more on this. One of the most important strategies you can implement in selling is an "educational strategy." But, in order to do that you must be [...]

When Your Territory and Products Are Stagnant Oct 17, 2011

The mailbag question from a pharma-rep listener leads to a deeper discussion about the role a sales person should play in the sales cycle. It begins with a question on how you continue to bring value to your customers. Bill and Bryan go deep with this one, not only answering the question for our listener, [...]

The Answer Behind The Answer Oct 10, 2011

Most salespeople realize they must ask questions in order to find information. The challenge though is that when they do, the prospect or client feels interrogated or impelled to give an answer even if it's not truthful. Bill and Bryan discuss a helpful tip from Seth Godin's Blog, "No business buys a solution for a [...]

A Big Call Prep System Oct 03, 2011

Many times, we see sales people under-prepare for big calls. Or, they prepare the wrong way, focusing on products and their advantages instead of what we believe they SHOULD be focused on. In this episode, Bill and Bryan break down the 'high pressure' sales call and give you a template to consider using as you [...]

Creating Great Relationships (Part 3 of 3) Sep 29, 2011

This is the third in a series of three podcasts on Creating Great Relationships. Bill and Bryan address several other components of what makes good relationships with prospects and clients. You can also access the PDF that has all 8 . Go to www.advancedsellingpodcast.com and click on TOOLBOX. ~~~~~~~~~~~~~~~~~~~~~ You’ve just written an email to [...]

Lying is No Way to Build a Relationship Sep 19, 2011

Wow, that's a profound statement, isn't it? Of course it's not. Yet, we salespeople sometimes have a problem with the truth–as in "the whole truth." So, part 2 of our 3-part series on building strong relationships has to do with the candor you demonstrate with your client. The bottom line, as Bill and Bryan claim, [...]

What Are The Rules of a Good Relationship? (Part 1 of 3) Sep 13, 2011

Bill flies solo today (Bryan back next week) and begins a mini-series on what it takes to form a good relationship with your prospect or client. Sales people talk often about 'relationships' but it usually means, "Do I know them well enough that they will buy from me?" This series focuses on the rules of a good relationship so you can see if you are really building them or just paying lip service to them. Bill also cites a testimonial from a Canadian listener who used a very simple lesson she learned on the podcast to grow her business. ***************************

You’ve just written an email to a prospect who’s not calling you back.  You get ready to hit SEND…but as you read it again, you realize it just doesn’t quite capture your thoughts. Here’s our advice: STOP – Don’t SEND! Instead, read EMAIL IT!,  The Seller’s Guide to Emails That Work. (http://emailitsellersguide.com/)

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Social Media for Salespeople Sep 07, 2011

In this episode, Doug Karr (www.marketingtechblog.com) invites Bill and Bryan into his office for his weekly radio show on Blog Talk Radio. The essence of this discussion was focused on social media and it's uses for sales professionals. While this may not be the first you've heard on this topic (that was a joke) you [...]

So What’s Your Story? Does It Compel People To Listen? Aug 29, 2011

Sales people in any profession MUST be better story tellers. Telling someone your information is not enough today. You must build the context through how you position your product. And the best way to do that is through your stories. Brooke Green is this week's guest on the podcast. Brooke is a Caskey trainer and [...]

*SPECIAL ANNOUNCEMENT* – LIVE Bill and Bryan Aug 26, 2011

Today (8/26) at 3:00pm Eastern Time, Bill and Bryan will be guests on Douglas Karr's Blog Talk Radio - Marketing Technology. Listen at: http://www.blogtalkradio.com/marketingtech *If you can't make it to the live radio show, then you can download it at http://www.blogtalkradio.com/marketingtech. Bill and Bryan will also have excerpts in upcoming shows.

Never Fear the Money Conversation Aug 22, 2011

This episode is one of our frequent mailbag shows where we take questions from our audience. The first question is "what are some new ways to prospect?" Also in this episode, Bill discusses a recent webinar he was on that addressed what does the "new salesperson" look like. And it plays right in to the [...]

How to Close Six Months of Business in Three Weeks Aug 15, 2011

One of our clients did just that. In fact, he began as a podcast listener, just like you. How did he do it? Well, there is no replacement for hard work but there are some lessons here that we can all learn from our friend who had a great three weeks in his business. Bill [...]

When Prospects Nudge You Off Balance Aug 08, 2011

Sometimes referred to as a "knee-jerk reaction", this happens when the prospect gets us off-balance by how they behave - or by what they say. In the sales process, it can happen in many places but the WORST thing you can do is "react." In this podcast, Bill and Bryan select five areas where they've [...]

When You Give and Get Feedback Aug 01, 2011

As sales pros and sales leaders, we're frequently in situations where we're either giving or getting "performance feedback." As with any business skill, there are right and wrong ways to look at feedback. In this episode, Dan Paulk, Senior Designer, Professional Development Programs at Hogan Assessments, discusses some 'feedback intelligence' that he has used as a psychotherapist and Hogan consultant. For those of you who don't recognize Hogan Assessments, they are one of the fastest growing personality assessment companies in the US. Full disclosure: We use the Hogan Inventory of Personality tests as both selection and coaching instruments for our private client group. We recently attended a certification class on Hogan and Dan was the workshop leader. We felt his approach to feedback was worth you knowing about.

Favorite (and Productive) Things Jul 25, 2011

We all have those favorite tools we use to grow our business, take care of current clients and generally, be more productive. And if it's good enough for Oprah, Lord knows it's good enough for the Advanced Selling Podcast. So in this episode, Bill and Bryan review their 10 favorite things - at least those [...]

How to Get the Prospect to Act Jul 18, 2011

Well, this title might be a little presumptuous - that we can actually "get" someone to do what we want them to do. But the real issue is your frustration when prospects don't act as quickly as you'd like. So what's really going on in the prospect's mind on this one?Join Bill and Bryan as they each give their opinions based on what some of their clients are doing to help the sales process move forward quicker.

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You've just written an email to a prospect who's not calling you back. You get ready to hit SEND...but as you read it again, you realizeit just doesn't quite capture your thoughts. Here's our advice: STOP - Don't SEND! Instead, read EMAIL IT!, The Seller's Guide to Emails That Work. http://emailitsellersguide.com/

New in Sales? 5 Modern Skills (Part 2 of 2) Jul 11, 2011

In today's episode, Bill and Bryan address the remaining five strategies that can help those new in sales: managing the sales process, how to listen better (and what to listen for), and how to handle objections (the strategy for this one might surprise you). We've said this before, but it bears repeating. This is NOT [...]

New in Sales? 5 Modern Skills (Part 1 of 2) Jul 05, 2011

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

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

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

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

"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

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

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

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

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

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" [...]

Roadmap To Revenue-10 Components To Sales Growth May 03, 2011

(CAUTION: This podcast is X-tra long: 27 minutes) For our listeners who are accustom to our 10 minute podcasts, this might be a shocker-a full 27 minutes of 10 components to revenue growth. Actually this is the audio from a live-audience event we did in Indianapolis last week. This is not a step-by-step process to [...]

Time to Look Inside Your Own House Apr 25, 2011

From time to time we get emails from listeners who prefer to talk about their own internal corporate issues - and how these issues get in the way of the sale. So in this episode, Bill and Bryan address that very concern. They address it first as an inner game (mindset) issue and secondly as [...]

Distinguishing Yourself from Others Apr 18, 2011

Well, aren't we always wanting to find a way to differentiate our selves - and our products - from others who do similar things? And we've read books and books on how to do that. Maybe even sat thru seminars that address the issue. But we find most traditional solutions to that problem leave people [...]

Problem Proliferation: A Clever Way to Say "Find the Customer's Pain" Apr 11, 2011

Bryan always accuses Bill of using terminology he doesn't understand. Well, in today's podcast, Bill is riding solo and discusses a concept called "problem proliferation." Actually, if the truth were known, it is the biggest "miss" salespeople experience when in persuasion mode. It's the understanding of what's going on inside the prospect's life absent your solution.

Preparing for a Sales Call (Part II of II) Apr 04, 2011

In this episode, Bill and Bryan complete their list of new ways of preparing for a sales call. If you missed Part I, go back and catch last week's podcast.

Preparing for a Sales Call (Part I of II) Mar 28, 2011

You're probably thinking, "You must not know who you're talking to here! I'm a seasoned veteran of sales wars. I know how to prepare!" Well, not so fast. What if there were new ways of preparing for the typical sales call that you hadn't thought of before? And what if one of those preparation points had to do with "your mental framework"? Well, it does. In this episode, Bill and Bryan cover part 1 (of 2) on the skill of 'call preparation.'

The True (And Useful) Definition of DETACHMENT Mar 22, 2011

We speak of it often in our training with clients--and we refer to it on the Podcast--but in this episode, we take a longer, deeper look at the concept of DETACHMENT in the sales process.The bottom line is that every sales problem you have is rooted in flawed thought--and this is the best place to begin to look. Are you 'attached' to the prospect saying, "Yes"? If so, listen up....Also, we introduced a contest to help us create a Signature Sign-off. Email your ideas to listener@advancedsellingpodcast.com. Winner gets a 30-minute phone coaching session with both Bill and Bryan.

From Sales Person to Sales Leader Mar 14, 2011

Kevin Eikenberry is our guest today. He just wrote a book called From Bud to Boss...where he addresses what it's like when one gets promoted from a peer to a manager. We address this in the sales realm. So, if you're a sales manager who has recently been promoted from the field--or, if you're angling toward a promotion where you will lead your team, you will get great value out of this cast. He speaks of the three specific things you can consider as you lead teams or are led by a former peer.You can order the book at www.frombudtoboss.com and find out more about Kevin at www.kevineikenberry.com

A Terrible, Live Example of a Cold Call Mar 07, 2011

Today, Bill records a cold (voicemail) call from a vendor and dissects it with Bryan. The attempt here is NOT to disrespect the person making the call...but to use it for learning purposes. Listen as they analyze the process the caller goes thru...and then the recommendations they make to them--or anyone else if you MUST do cold calling.

Listener Mailbag: How Do You Adopt the Attitude of a Business Person vs a Salesperson? Feb 28, 2011

We get great questions from our listeners. Today's episode actually references back a few episodes to an unfinished topic. Bill & Bryan will address, "How do you adopt the attitude of a business person vs a salesperson?" And, "How do you coach yourself so you will be clear to the buyer about what you do?"They'd love to hear from you. You can ask your own questions by going to ASK BILL & BRYAN or email them at: listener@advancedsellingpodcast.com

What Goes Through Your Mind When "Competition" Is Mentioned? Feb 14, 2011

What is there about it when a prospect brings up your competition that causes you to get fearful? I know...I know... you're not afraid, right? Well, maybe not, but I'll bet something goes through your mind when you hear someone mention your competitor.In this episode, Bill and Bryan address that as well as how to handle it when it comes up.

Best Practices on Getting to the Decision Maker Feb 07, 2011

This is the conclusion of a 2-Part Live Series recorded in Indianapolis in front of a studio audience. In this segment, Bill and Bryan took questions from the live audience and answered them as they came. In this podcast, the questions had to do with Cold Calling, Discussing Money, and Getting to the Decision Maker. Enjoy.

Stop Confusing Your Buyer! Jan 31, 2011

Bill and Bryan this week stop in at the Jazz Kitchen for ASP LIVE!, our first of many live events this year. In this podcast, they address the specific things salespeople do - inadvertently - to confuse the prospect and lead to a 'no sale.' Next up on the LIVE! tour is San Jose, CA on March 17th at theSonoma Chicken Coop and then back in Indy for an April event at the Jazz Kitchen.

The Search for the Perfect Salesperson (Rethinking Talent) Jan 25, 2011

In this episode, Bill and Bryan address the search for sales talent and how most managers fail. To be clear, this is a podcast for sales managers BUT it's also an episode that might cause YOU to rethink your own talent. Ask yourself if you are good at these things - and where you might fall short. Email us at:listener@advancedsellingpodcast.com if you have other opinions.

Do You Demonstrate That You Care? Jan 18, 2011

Well, of course you do. No one in their right mind would admit they didn't care. We used to say, "You can tell how much someone cares by the questions they ask." But is that all there is to it? And what is the intent of the set of questions you ask? This podcast will help you re-frame why you ask questions and what else you can do to differentiate your value. Don't forget the ASP LIVE! event on January 28, 2011 (1130-100EST). Go to http://www.advancedsellingpodcast.com/live to register. ($12 includes lunch).

Stop Handling Objections Now! Jan 10, 2011

In this episode, Bill and Bryan plead with you - beg you - to take a broader view of customer objections rather than merely thinking "how am I going to overcome this?" The "broader view" is not for every sales person in every situation - but it is a way to change your thinking so that you no longer feel pressure to overcome objections.

Professionalism in the Sales Ranks. Are You There? Jan 04, 2011

In this week's episode, Bill and Bryan address a question that one of their clients had about their sales team--and the professionalism (or lack thereof) in their team. They detail the six characteristics of a highly skilled sales professional in this modern era. Also, look for more information on the Advanced Selling Podcast Live event at the Jazz Kitchen in Indianapolis on January 28 (Friday) at 11:30. Lunch-$12.00. Podcast listening-Free.

How to Manage a Sales Call Dec 21, 2010

There is an entire art to "call management" which is the study of how a sales call works, how it flows, how it ends...and what you can to do get the optimum outcome. In this episode, Bill and Bryan address "call management" and how you can start the call in the optimum way.

Are You an Old School Salesperson? Dec 13, 2010

No one would ever admit that they're an "old school salesperson." It brings so much negative to mind. But that doesn't mean that there aren't some basics that you need to pay attention to. In this episode, Bill and Bryan each discuss a story of how they were approached by an OSS (old school seller) and what happened. They also give you some basic tips on how not to become an OSS.

#1 Sales Problem Today: Stalled Deals Dec 06, 2010

Bill and Bryan address the biggest problem they get asked about from all the listener emails they get. They each took a current client they're working with and outlined a struggle they had with this exact issue--stalled deals--and worked thru it so listeners can learn what to do.

If you have a question, email them at listener@advancedsellingpodcast.com.

Buzzwords, Jargon and Other Annoyances Nov 29, 2010

Do you use worthless buzzwords and vernacular that means nothing to prospects? Is it possible that your use of those actually stalls the sale? It seems like we are so impressed with our own terms and concepts, that we use them freely. But what if the customer doesn't understand what you're talking about--and they never tell you that? Can you make the prospect psychologically NOT OK by your use of buzzwords? We think the answer is "Yes." Bill and Bryan address the hazards of buzzwords and how to avoid them.

How Do You React to the Upset Customer? Nov 22, 2010

Bill and Bryan take a look at how to react to upset, annoying, frustrating clients. This comes from an actual letter that one of Bryan's clients received from a customer. You may not experience this client behavior too often, but when you do, they reveal some ways to think through it prior to reacting.

What We Would Do If We Were in Your Business Nov 15, 2010

We get the following questions all the time: "How do I generate more leads?" "How do I close more sales?" "How do I position my product so my customer sees my value?" So many of those questions...that we decided to answer them once and for all by telling you how we would operate your business if we were in your shoes. In this episode, Bill and Bryan go through a few of these and then you can also download the full report on your iphone app.

Are You Practicing The New Rules Of Selling--Or Just Talking About Them? Nov 08, 2010

Today, Bill and Bryan discuss an email that came in about a listener's sales manager who is rooted in the 'old way of selling' and he wonders how he can use the 'podcast content' in a way his sales manager accepts. The hosts also address the new rules of selling--and how every sales person can begin to adopt new ways to solve old sales problems.

The Lies We Tell Ourselves Nov 01, 2010

We are forever talking about how we avoid being lied to by prospects...but what about the lies we tell ourselves? Yes, that's right. We lie to ourselves about many things. In this episode, Bill and Bryan detail four lies we tell ourselves and what impact that has on how we sell--and how people buy. As usual, you're encouraged to send us your comments at listener@advancedsellingpodcast.com.

What Does It Mean To Be NEW In Sales? Oct 25, 2010

What does it mean to be new in sales? And what can we learn from this? The answer is, "Telling Your Story." One thing we all struggle with is "standing out" or "differentiating" ourselves when in front of clients (or in front of prospective employers). In this episode, Bill and Bryan get into detail about how much of your "story" you should tell when in front of people who can hire you.

Mail questions to listener@advancedsellingpodcast.com and they'll handle them in future episodes.

How Are You Thinking About Your Competition? Oct 19, 2010

There are some very distinct sales/achievement philosophies that Bill and Bryan have that inform all past episodes of the podcast. The two they address today are COMPETITION and PRICING, both controversial in the eyes of most sales observers. It's their belief that if you want to make radical changes in your results, your mind has to change around some key portions of business. This is the first of a 'several part' series on the philosophies that will change your perspective on selling.

Solving Sales Problems Oct 11, 2010

The power of this podcast is in the different perspectives that Bill and Bryan have in solving sales problems. They each work with different clients, and those clients have issues that need attention. In this episode, Bill shares one of his client’s problems and Bryan does the same. Then, you get two perspectives on how to solve sales problems.

Have Your Ever Thought About Why People Buy? Oct 06, 2010

As sales professionals and business owners you spend hours talking about the sales pipeline. But when was the last time you talked about why people are in it and what’s going to cause them to move forward? Today, Bill and Bryan address several issues that will help you get a better handle on what actions to take and what your behavior should be in the buyer-seller process to learn more about why people will buy from you.

How Do You Handle It When The Decision Maker Has Changed? Sep 27, 2010

Other than the second introduction to Whiteboard Wednesday, our bi-weekly web TV show for sales people all over the world, Bryan and Bill also address two common questions from The Sales Playbook: 1) What happens when a decision-maker has changed and now you must take up where the old buyer left off? and 2) How do you handle it when you’ve begged to get in the door and the buyer has “given” you an appointment? Bill and Bryan each offer their opinion on each question. That way, you get two perspectives on solutions to common sales problems.

Your Attitude Is Good. But Is It Right? Sep 20, 2010

Attitude is one of those terms thrown about that really has no meaning, in and of itself. In today’s podcast, Bill and Bryan address the correct Attitudes of Engagement to have prior to engaging with a prospect. It holds to their philosophy that EVERY SALES PROBLEM IS FIRST A “THINKING” PROBLEM on the part of the sales professional. Get these attitudes right, and the rest comes real easy. Do you have a comment for the hosts? Go to www.advancedsellingpodcast.com and leave a message.

You Will Learn From Our Mistakes Sep 13, 2010

Is it possible that we can learn from our mistakes? Well, of course we can…but can we learn from someone else’s mistakes? Bill and Bryan test that theory out today by “coming clean” with some of their errors in past sales situations. You would NEVER admit to doing these things—or anything like these—but see if any of these resonate with you.

When Your Customer Fails To Buy, It Might Be Your Fault Sep 07, 2010

No one wants to hear that, do they? In this podcast, Bill and Bryan address the idea of "helping your customer buy" rather than "selling to him." Their belief is that when one does not make a sale, one has failed to do something very important in the process.Have a comment on the show? Mail us at listener@advancedsellingpodcast.com. Or you can call the show at 317.722.6299.

Bryan Interviews His Favorite Salesperson Aug 30, 2010

In this episode, Bryan interviews his favorite salesperson and favorite guest of all time and learns her secrets and insights into high-performance selling.

Are You Disconnected From Reality? Aug 23, 2010

I’m sure there’s a name for this condition…but we’re wondering sometimes how disconnected salespeople are from the reality of the sales process—and the prospect. To us, there is a massive disconnect that begins almost immediately between salesperson and prospect. And to not address it is to abdicate control—and lose the sale. But there is a better way, and in this podcast, Bill and Bryan reveal it.

Stuff That Works In The Pursuit Of A Sale Aug 16, 2010

It seems that we all know “stuff.” Some of that stuff is useless and some is profoundly valuable. Recently, Bryan met an ex-NFL Offensive Coordinator who wants to publish a book called “S*** I Know That Works.” Bryan and Bill address “S*** They Know Works In The Pursuit Of A Sale.”

Your Clients Are Your Best Prospects Aug 02, 2010

One area of new business that we salespeople often forget is our current client base. We seem to enjoy “the hunt” so much that we forget to farm our current base for new opportunities to solve problems. In this episode, Bill and Bryan discuss what holds us back from this…and some ideas on how you [...]

Six Tips For Giving an Effective Presentation Jul 29, 2010

A week ago Bill received a phone call from one of his clients. The client was frustrated with a speech that he was planning to present the next day to a group of decision makers. Bill's client ask him, "How can I make my presentation stand out?" Bill answers his client's question in this vignette [...]

What Are Your Behavioral Tendencies? Jul 26, 2010

We ask the question because it’s one of many we’re getting more often from sales managers/VPs. What should my sales team be good at? What should their behavior be? What is a good ‘sales personality’? In this podcast, Bill answers some of those questions by referring to the Hogan Assessment, a personality inventory tool we [...]

Are You Appreciated by Your Clients? Jul 19, 2010

Bill Caskey goes solo on this episode and discusses what it means to be a ‘trusted advisor.’ There’s a lot of talk in the market among salespeople and sales managers about being said advisor. But Bill finds that most of it is just talk. He gives you 5 considerations to become that trusted advisor for [...]

Are Your Referral Sources Working? Jul 12, 2010

Virtually every company we know of generates a large percentage of their business from referrals, yet VERY FEW sales professionals have a system to generate those referrals. To get help on this topic, we went to the world’s leading guru on referrals, John Jantsch. John recently wrote a book called The Referral Engine, Teaching Your [...]

Mistakes in Hiring–And Getting Hired Jul 05, 2010

Bill and Bryan are forever getting calls from both managers who are in hiring mode…and salespeople who are in I-need-a-job-mode. They both make mistakes in the process. In this episode Bill and Bryan share some ideas on how both parties can become more effective in their quest to hire—and get hired.

Influencing The Decision Process Jun 28, 2010

Whenever we say 'process' to a sales person, we get yawns and indifference. But the fact is that every sales problem you have...probably...has something to do with a chink in your process. In this episode, Bill and Bryan look into the ever-important issue with 'decision process' and how you can better influence it.(Podcaster Notes: The decision process is one of those hard to teach skills in sales. We have found recently that the decision process for many companies has become more centralized--which brings with it additional trouble for sales people. It seems that every decision is reviewed, analyzed and audited. And if the purchase doesn't bring with it a cost savings or revenue growth, it's put off. So, as sales professionals, you MUST know how decisions are made and, when possible, be a part of them.)

If You Say These Things, You May Be A… Jun 21, 2010

It seems like Bill and Bryan are always telling you WHAT to do. Well today, they'll shift that a little and share WHAT NOT to do (or not to say). As sales trainers and coaches, they hear a lot of odd things that salespeople say to clients and prospects. And in this episode, they share [...]

Expanding Your Sales Might Just Be Right Under Your Nose Jun 16, 2010

In today's vignette, Bill talks about a conversation he had with a client. He notices there are two issues: 1. The client needs advice on how to increase her sales 2. There is a lack of communication amongst the client's sales team Listen as Bill tries to resolve these issues and provides one tip that can increase your [...]

The One Little Word That Makes a Big Difference Jun 14, 2010

The little word that makes a difference not only in your success level, but in your success with your prospects. Bryan and Bill talk about how you can look at the prospects in your sales funnel in a slightly different manner to determine next steps—by using this simple word.

When Your Sales Prospect is Waivering Jun 07, 2010

As sales coaches, we love it when we have a chance to take a real live sales situation and analyze it. One of our great podcast listeners recently sent in a situation he was faced with—and Bryan and Bill spoke to him on this podcast offering suggestions on how to handle his prospect.

Different Levels of Sales Funnel May 31, 2010

Not all prospects in your sales funnel should be treated equally. But before you ‘mistreat’ them, listen to this episode as Bryan and Bill discuss the skill of “prospect discernment.”

Has Your Value Changed Lately? May 24, 2010

Most people think they can work on their “value proposition” one time and recite to prospects forever. In this episode, Bill and Bryan shed some new light on how to modify your ‘value’ approach to take into account market conditions, trends and economic pains. The bottom line is that you may need to constantly be [...]

Is One Prospect Worth It? May 17, 2010

We all want to be positioned as valuable—yet how many of us really take time to “execute” that position? And we all “say” we want to speak directly to people’s pains and frustrations, yet who among us has done what Bill and Bryan are recommending in this week’s episode? (Probably not many.) But try for [...]

The Habits of the High Performers May 10, 2010

What can we learn from sales people who are new to the profession…or from one who wants to reset his career? Simple. We can reach back into our experience as trainers of sales teams and review what the “habits” are of those high achievers. In this podcast, Bill Caskey and Bryan Neale discuss some of their observations [...]

The #1 Resistance Point of Prospects May 03, 2010

Every business on the planet has something in common with others. And in this podcast, you’ll hear what it is…and how to think about it in a way that allows you—the sales professional—to solve it. It has to do with how your prospects think about you and your solution.

Account Management–Boring? Maybe. Profitable. YES! Apr 26, 2010

Why do so many people turn their noses up at “account management’? Is it just not sexy enough? Does it just not require the testosterone that we sales types are addicted to? Whatever it is, we miss a ton of business by not focusing on our current clients. In this episode, Bill and Bryan not [...]

If You’re In Sales, You’re In Marketing Apr 19, 2010

This cast takes a question from a listener and expands it to “a marketing tool kit for sales people.” You cannot rely on your marketing department to be the sole lead generator so you must know how to do that, too. Unfortunately, it’s our experience most sales people aren’t of the “marketing mindset.” So we [...]

Are You Doing These Things To Stop Your Customer From Buying? Apr 01, 2010

No one would ever admit that they did anything to stop a buyer from buying from them. Yet, salespeople do it all the time. We like to say there are things you do to “propel” the sale. And things you do to “repel” the sale. In this podcast, Bill addresses the very things most salespeople [...]

What To Do When Your Client Doesn’t Implement Your Solution Correctly Mar 25, 2010

What To Do When Your Client Doesn’t Implement Your Solution Correctly? This question comes from a listener in UK and has to do with his frustration at a client who bought from him but has failed to implement the solution correctly. A common issue…and frustrating since it blocks more business from that company AND the possibility [...]

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The Three Things To Do RIGHT NOW To Get Started In Social Media Mar 18, 2010

You’ve heard all the lists of things to do to get social media working for you…but today we have a REAL expert. Kyle Lacy, author of the book Twitter Marketing For Dummies, joins us to give us his two cents on social media...the do’s and don’ts. This is part two of a three-four part series [...]

How to Build Your Online Reputation Quickly Mar 15, 2010

In this episode, Bill's client is creating a new technology division at her work. Her main concern is not having an established reputation yet, so Bill tackles her challenging question: How do I build my reputation quickly?

Social Media Mini Series for the Sales Professional (Part 1 of 3) Mar 11, 2010

Tweeting. Linking. Updating. Like it or not social media is here to stay and it can play a huge role in your sales success. In this episode, Bryan interviews Gini Dietrich, CEO of Arment Dietrich PR firm (Social Media Diva—Bryan’s words, not hers) on all things social media for salespeople. Contact Gini on Twitter at Gini [...]

How to Create the Perfect Testimonial Mar 10, 2010

Testimonials are the best way for you to show how your services have benefited others. In this epsiode, Bill provides three 'must have' components to create an outstanding testimonial that will bring in new prospects and increase your sales.

When Your Prospect Won’t Call You Back Feb 26, 2010

Last week, one of Bill's clients was frustrated with a common sales issue, "How do I get the prospect to call me back?" Being asked the question many times, he provides one strategic approach in this vignette to help you get that call back that you've been waiting for.

A Checklist for Income Feb 25, 2010

Ever wanted a “checklist for income"? Well, of course you have. And today we’re going to give it to you. On today’s cast, Bill and Bryan get down to the very basics of earning income in professional sales today. Access a PDF that has the complete checklist of all of their suggestions by clicking on [...]

Do You Optimize the Training You Get? Feb 18, 2010

We had no idea what to call this but here’s the situation. As trainers, we’re out working/coaching people 24/7. Some of those people are prone to accept new information—and do something with it. Others talk a good game in the training room—but have no intent of changing. And their results (or lack of) proves it. So [...]

Following Up (Without Being Desperate) Feb 11, 2010

Mike, a listener from Indianapolis, called in to ask a question about how he follows up with prospects who appear to have dropped off the radar screen. Bill and Bryan give Mike and listeners some ideas on how to do that – and how to prevent that awkward situation from happening in the first place.

Finding Prospect Pain Feb 04, 2010

Bill returns from Green Bay having worked with a group of sales people who were seeking knowledge and skills about how to find “prospect pain.” In this episode, Bill explains some of the intricacies of how to understand what motivates prospects to change from their current state to a new state.

Is Your World Abundant or Scarce? Jan 28, 2010

Abundance is a concept we talk about often, but in this podcast Bill devotes an entire 20 minutes to the topic.

The One Thing You Do Before You Solve Problems Jan 21, 2010

Everyone fancies themselves as great problem solvers. But the one skill that we think you need PRIOR to problem-solving is “problem-finding.” In this episode, Bill and Bryan walk you through a Problem Finding approach that works perfectly for B2B sales professionals. Sales training today – and any sales strategy you employ – should have a component of problem finding/solving in it. If it doesn’t, you’ll resort right back to “convince and persuade” which is the old method. (You’re better than that.)

Sales Professionals: Back to Basics Jan 14, 2010

This week, Bill and Bryan review the basic selling skills needed for the new salesperson. But before you discount it as something "for rookies only," listening to this episode might help you go back to the very basics--it might even remind of some places where your skills can be improved. In a way, since the sales world has changed quite a bit in the last ten years, it never hurts to go back to some of the core principles guiding successful sales professionals.

Become an Expert in Your Industry Jan 12, 2010

As we begin the new year, one thing we believe we could ALL be better at is the positioning of ourselves as experts in our industries. When you go into the sales process as a "salesperson," you are in a place of weakness. But when you enter the process as an "expert" who can bring a wealth of resources and counsel to the parties involved, you are stronger. Bill and Bryan give you two tips to get the "expert" ball rolling.

The Words of the New Sales Mind Dec 17, 2009

Everyone always wants to know the words to use to close business. Well, in this episode, Bill Caskey dips into the words of the new sales mind. This is a live presentation made to a group of sales professionals in which Bill outlines the “words” of the modern salesperson. Check these out to see how many of these you’re using in your approach.

'Tis the Season...for Goal Setting Dec 10, 2009

Well, this year certainly went fast---like a bullet! So, what do we always do at this time? Set goals for next year. Bryan and Bill walk through a goal-setting formula they use with their clients this time of year. It has to do with Outcomes and Inputs. The essence of this is that you can’t set a goal around something you can’t control—so what can you control? You’ll see on this week’s episode.

Selling A Product at 50% Premium. Is It Possible? Dec 03, 2009

We get many questions from listeners about how to handle price objections when your product sells at a significant premium.One of Bill’s clients had exactly such a situation—a 50% premium. Listen in on the coaching that Bill gave – with Bryan’s comments, of course—to advance the deal.

Where is That Courage When You Need It? Nov 19, 2009

Ever known what you should say to a prospect but couldn’t summon the words? In this episode, Bill and Bryan tell two stories—one is a question from a listener regarding how to maintain an “out of season” relationship—and one is of a person who had courage to say “NO” to their prospect.

Do You Commit These Sales Blunders? Nov 12, 2009

Bill Caskey recently gave a speech on the most common “sales blunders”that cost salespeople and their companies millions of dollars. He reviews parts of his list of 20 sales blunders on today’s podcast—and gives you some new ways to think about old problems. Bryan Neale is absent this week (although we do know where he is).By the way, if you have a sales problem you want them to review, go to www.askbillandbryan.com.

Sales Managers: How to Teach Old Dogs New Tricks Nov 05, 2009

This was a letter from a podcast listener. He’s a sales manager and has seen success with some of the concepts he’s learned on the podcast, but his people ain’t buyin’ it. How does one teach people who don’t want to be taught? Bill and Bryan deal with some of that resistance and what you can do about it. They also deal with what people say that are dead give-aways for someone who is not in learning mode.

How Do I Unravel a Current Relationship? Oct 29, 2009

Sometimes we get a question that, on the surface, seems like a straightforward question. But upon closer review, it becomes an inner game (mental) issue that demands a little more time. This week, such a question comes from a listener who is pursuing a prospect that has a good relationship with a current vendor. Bill and Bryan tell the questioner how to change their thinking so they can get some traction in the account.

Does Your Message Cause Your Prospects to Grow Weary? Oct 21, 2009

Ever thought you were communicating your value really, really well—only to look at your prospects and find them dozing? Well, that may be extreme, but rest assured, if your message isn’t compelling, they’ll mentally check out and you’ll never get them back. This episode is about focusing on your message—how you deliver it to people—what it is—and what to avoid while talking about it. Bill Caskey and Bryan Neale address these topics and more in today’s episode.

Yet Another Lead Generation Technique Oct 08, 2009

We talk often at the podcast about B2B lead generation. But the topic could literally be the focus of a year's worth of podcasts. Why? Because it is, bar none, the most popular topic clients come to us with. So, today, we'll talk about a cold call technique (even though Bill and Bryan HATE cold calls) that you can use to generate new discussions with prospects. Also, you first time listeners--send us an email at listener@advancedsellingpodcast.com with FIRSTTIMER in the subject line. Let us know how you heard about us and pose a question to us!

Ever Had a Perfect Sales Process? Oct 01, 2009

Often we talk about the objections and distractions that occur during the sales process. But today, we have different news—news of a PERFECT SALES PROCESS from one of Bryan Neale’s clients. In this episode, you’ll learn how to think about the components of the sales process so you can bring it into your world. And we’ll give you a chance to rate yourself on how perfectly you execute.

Really Building Relationships Sep 24, 2009

Today’s episode is about the issue of building relationships and some of the fallacies that we buy into when we’re in the market looking to grow our business. Bill takes a 10-point-checklist look at the things you can be doing right now to build REAL relationships---not fake ones.

Why Most Companies Miss Their Own Value Sep 17, 2009

We get access to a high level researcher this week that will shed light on your customers' value. Noah Grayson, Walker Information, sat down with Bill and relayed stories of what some of the largest companies in the US are learning about customer value and how to deliver it.E-mail Noah at ngrayson@walkerinfo.com

When a Competitor Is Stealing Your Business Sep 10, 2009

In this week’s episode, Bill and Bryan address a real life situation of a client whose competitor is stealing (buying) customers. They address what is really happening beneath the surface and show you some ways you can prevent customers from leaving.One caution: Don’t wait until it’s too late. Begin now.

Is Your Behavior Right? Sep 04, 2009

Ever wonder if you're doing the right behavior to grow your business? Or "enough" of the right activity? Bill and Bryan talk about 4 of the 10 areas that they recommend you assess yourself in--all having to do with 'sales activity.' In their practice they run up against a lot of prospecting pain, but upon further inspection, find that people are not doing enough of the right behavior. So this is your chance to assess. If you'd like the actual PDF of the assessment, email them at mailto:listener@advancedsellingpodcast.com - SUBJ: Behavior. Kathy will send the entire list so you can assess.Managers, you can also use this PDF to assess your entire team.

Are You Keeping Your Skills Sharp? (Part 2) Aug 27, 2009

Last week we did the Skills Assessment portion of professional growth. Today, Bryan and Bill talk about the “inner game.”It is our belief that all “great performers have great minds.” It doesn’t mean they’re smart. It means they are wired for success. So in the sales profession, what should you be thinking that allows you to DO the things you need to do? The hosts give you a few to chew on, then you can email them at listener@advancedsellingpodcast.com (“inner game” in subject line) for the rest.

Are You Keeping Your Skills Sharp? Aug 20, 2009

Isn’t it time you took inventory of your skills and competencies as a professional salesperson? Is it possible that, over time, your skills have deteriorated? You know the saying, “You lose what you don’t use.” In this episode, Bryan and Bill review several of the 10 Skill Sets needed to be a great salesperson. You can email them at listener@advancedsellingpodcast.com (Subject line: Skills) to get all 10. In the document, you get a chance to rank yourself. If you’re sales manager/leader, there’s even space to assess your entire sales team.

What's More Important--Techniques or Techinque? Aug 06, 2009

The world is full of articles on techniques—golfing—tennis—internet—marketing—and of course, selling techniques. Today, Bill and Bryan address this in a slightly different light. There is a “technique” (singular) to selling that is more important than the “techniques” used to sell. We don’t like the idea of “sales techniques” – it becomes rather manipulative. So listen in today and get some good “technique” advice.

What to Do When the Wheels Fall Off the Deal Jul 30, 2009

In this episode, Bryan and Bill dissect a deal from an actual client phone call. The issue is what do you do in the 11th hour of a deal when everything that you thought was true—was untrue? You’ll hear both hosts weigh in on the situation, then hear the advice that Bill actually gave.

When Your Solution Isn't Quite Right Jul 23, 2009

This week on the Advanced Selling Podcast, Bill and Bryan talk about the ethical consideration that keeps you from moving forward. What to do? What to do? Intent (a core principle on the ASP) comes to the forefront in this discussion. You are invited to weigh in by emailing Bill and Bryan at listener@advancedsellingpodcast.com.

How Do You Handle Pressure By Your Manager? Jul 16, 2009

This is not a new topic for us at ASP, but we did have another letter from a listener whose manager asked her to "stop selling small stuff and start selling big stuff." Our advice may surprise you—and it may be useful to you if you find yourself in the pressure cooker that is today's modern sales environment. Bill and Bryan also talk about a listener who took our advice, built a blog, and now has a success story you should hear. If you have a question to put into the mix, go tohttp://www.askbillandbryan.com

How a Podcast Listener Landed a Big Deal Jul 09, 2009

This is a special treat this week because we have a client who just landed a large deal with a new customer. And much of what he usedhe learned right here at The Advanced Selling Podcast. In this episode,Jeff spends 15 minutes telling you exactly what sales strategies and tactics he used and how he executed the sales process to land the deal.

Are Your Clients Really Loyal? Jul 02, 2009

In Bryan Neale’s absence this week, I enlisted Phil Bounsall of Walker Information to talk about the issue of client loyalty. As sales professionals, a loyal client is a referring client. And since most of us count on referrals to grow our business, keeping your eye on loyalty is a MUST DO. Phil has excellent insight and tips on how to improve client loyalty.

Ask Bill and Bryan Jun 25, 2009

In this episode, Bill Caskey and Bryan Neale address a question from an audience member on how to prospect when you're already busy. And Bryan reveals a communication technique that helps as you're explaining to a prospect what you do.

First Call Protocal Jun 11, 2009

In this week’s podcast, Bill is going “solo” and talks about the first call “protocol.” We’ve received a lot of mail recently on “filling the sales funnel,” but the first discussion you have with a prospect is still vital. You have to set the tone in the right way. And to do that, you MUST have the right frame of mind going in.

Bold Moves in the Sales Process Jun 04, 2009

Sometimes we just need to have bold, bad sales moves. In this podcast, Bill and Bryan talk about two bold moves you can make as you pursue the sale.These moves are not intended to get someone to buy—that’s not cool. They ARE intended to move the sale along—or move it out.

Sales Philosophies - Part II May 28, 2009

In Bryan’s absence this week, Bill reviews three more of the core sales philosophies that govern sales success. He addresses money and budget, how to find out early where the prospect’s mind is, and how to reframe who your competition is. As always, you can email us at listener@advancedsellingpodcast.com to ask a question or make a comment.

Operating from the Right Mental Platform May 21, 2009

Due to the holiday week, Bryan is taking some much deserved time off and Bill chose this week to share live audio from one of our MasterMinds programs. (MasterMinds is a peer group of high achieving sales professionals.) Bill and the group address the issue: What mental platform do you need to operate from? Happy Memorial Day!

Does Who You Call On Determine What You Say? May 14, 2009

In this week’s podcast, Bill and Bryan address a common question they get, “Does my message change depending upon who I call on in the organization?” The answer is YES. But hear some of their counsel on how to think differently when you’re in front of different people.

Mailbag-How To Sell Something I Don't Believe In May 08, 2009

Well it's been a while since we posted a Mailbag episode. We're getting so much mail--and so many questions--that we take three of them today. The most important was from a young lady who feels her product might be inferior to her competition--and she isn't totally sold on it. This is a powerful topic. Bill and Bryan delve into the inner game of this--and give you some counsel if this is happening to you. They also answer the question of 'how do you handle it if your sales manager isn't aware of the "podcast teachings?"'If you have a question, go to www.askbillandbryan.com and post it there. We'll get to it as we can.

Rules Tools and Attitudes of Funnel Filling Apr 30, 2009

It’s not the sales funnel that’s important…it’s all the stuff “above” the funnel. So what action can you take to the suspects that are orbiting the funnel? In this episode, Bill and Bryan walk through the Top 5 Techniques (you can email us for the other 5 at listener@advancedsellingpodcast.com –subject line: FUNNEL).So if you don’t have enough in your sales funnel, you may not be practicing the right Rules, Tools and Attitudes to fill it up.

Is Your Value Really That Special? (Part II) Apr 23, 2009

In this economic time, how you communicate your value—and WHAT it is—will be very important. Here, Bill and Bryan pick up on a topic they began a few months ago—what is your personal value to your customers and how does it show itself in the sales process? All sorts of goodies here.

That Same Old Decision Making Problem Apr 16, 2009

Today, Bill and Bryan discuss the age-old-but-still-modern problem of how to get to the decision maker. In today’s economic climate, companies are more discerning about their spending patterns and that means the decision process is changing. You, as a sales professional or manager, need to know how to navigate through the maize of roadblocks inside companies. And this podcasts gives you ideas on just how to do that. By the way, go to www.askbillandbryan.com to submit a question for future podcasts.

Is Your Value Really That Special? Apr 02, 2009

Do ever feel like when you talk about your value it leaves people cold? Or maybe you wonder if your value really is special. We have a client who is wondering that very thing. So in this podcast, Bryan reviews the client issue, and we give you four ideas of how you can improve the value you bring. Then, we want you to weigh in on the fifth. The way you do that is listen to the podcast, then send an email to listener@advancedsellingpodcast.com with VALUE in subject line.

Attitude of Leadership Mar 26, 2009

You are a leader—whether you’re in a position of leadership or not. In many companies, the leadership is not provided by the “one in charge” but by everyone else. So as a sales professional, you need to be in an “attitude of leadership.” Thus, we asked Kevin Eikenberry to be on this week. He wrote a book called “Remarkable Leadership,” which is a must read for anyone in business. Kevin gives us some tips on how best to have the attitude of leadership.

So Your Prospect is Suddenly Price Sensitive Mar 19, 2009

On this week’s episode, Bill, Bryan and Brooke talk about the framework for an effective Personal Business Plan and how to handle prospect resistance on price. We deal with this issue because we’ve heard from listeners that their prospects are suddenly quite price sensitive. While that’s understandable, we want to make sure we’re asking the right questions.

Catalytic Value Mar 12, 2009

Catalytic Value. Ever heard of it? Listen to this entry of ASP and you'll dramatically change the way you think about what you bring to your market. The ideas in this episode are for ELITE salespeople only. BUT WAIT-THERE'S MORE! You also get our inaugural "ASP Premium Content" offer. It's an idea that made one listener a lot of money. You'll have the chance to get the same advice.

Handling Price Objections in the Sales Process Mar 05, 2009

Do price objections bother you? In this episode, Bill and Bryan talk at length about a popular formula for handling price objections. They debunk this formula and give you a new way to handle those pesky price objections from prospects. We realize that in this economy price becomes more of an issue and a resistance point, and we want to help you navigate through it.

Mailbag - How To Sell In A Recession Feb 26, 2009

In today’s episode, Bill and Bryan answer some of your mail. One question is “How do I handle an office where everyone is snooping on me?” And the other is “How do I continue to sell during a recession?” That last one has been a huge issue for many salespeople. We’ll answer this one and also bring it up over and over this year. We also encourage you to go to http://www.2009salescompetencies.com and download the 12 competencies that every salesperson needs to have this year.

2009 Sales Competencies - Part 2 of 2 Feb 19, 2009

Well, this is part two of our series on 2009 sales competencies. We’ve had a lot of people request the e-book that we created. You can go to http://www.2009salescompetencies.comand pick up a copy. In this episode, Bill and Bryan address the second group of competencies which includes a) being a problem-finder; b) being a problem-solver; and c) being skilled at new business initiation.

2009 Sales Competencies - Part 1 of 2 Feb 12, 2009

This is part 1 of our 2-part series on sales competencies—what do you need to be good at to succeed in professional selling today? Bill Caskey and Bryan Neale address the background on these competencies and how you can make them your strong points. Good for B2B sales teams and salespeople. If you’re a sales manager, play this at your next sales meeting and create discussion on whether or not you believe in these.

Detachment in the Sales Process Feb 05, 2009

There is a Caskey concept that keeps coming up and that is the application of Detachment in the sales process. Very few other sales strategies/systems deal with this because it’s a difficult notion to get your arms around. In this week’s episode, Bill Caskey and Bryan Neale address this issue head on. What does detachment mean? How can it be used to strengthen your results? And what you should stay away from. (15:08)Check out the competencies you'll need for2009. Download your free E-Book at www.2009SalesCompetencies.com

Selling in Today's Economic Climate Jan 29, 2009

In last week’s episode Bill and Bryan talked about how to communicate your value. But this week, they talk about that issue when it relates to the current economic climate. As sales strategies, your hosts deal with these questions in all of their current client work with sales forces around the world. The economy is on everyone’s mind—especially salespeople who call on prospects that are fearful. (11:42)

How to Communicate Value Jan 22, 2009

This is an extraordinarily difficult time to express your value to prospects. It seems like everyone is focused ONLY on money (“What does it cost?”). Yet there are ways to alleviate that. If you’re in professional sales today, you must know how to communicate what you do in a way people are compelled to hear more about. Bill and Bryan address tactics to use to sell your prospects more effectively. (13:12)

Handling Absurd Customer Demands Jan 15, 2009

Today’s question came from a listener through www.askbillandbryan.com, who wanted to know how to respond to customer demands that could not be met. That in turn got Bill and Bryan talking about the various demands that customers/prospects put on salespeople. You’ll learn how to handle these when they come up, and maybe even avoid them altogether. (11:10)

How To Get In The Prospecting Mode Jan 08, 2009

Now that we’re well underway in 2009, we thought it helpful to take more questions from our listening audience.Question #1: How to change your mindset to get into prospecting mode. New business development is critical this year. So Bill and Bryan talk about this. Also, if you had trouble downloading the “2009 Sales Competencies” e-book, then go to http://www.2009salescompetencies.com and you can download it there. (13:56)

2009 Sales Competencies Dec 18, 2008

So what do you need to be good at? I know that sounds like a crazy question but it might be relevant. In our sales training business, we believe this: If you’re struggling with ANY part of the sales process, then it’s probably a result of insufficient skill in that area. So, in this episode, Bill and Bryan talk about a few of the new competencies that the salesperson of the future needs to have. Then you can sign up for the rest of them online at www.2009salescompetencies.com. (12:36)

Why Salespeople Should Blog Dec 11, 2008

Sometimes we come across a person—a client in this case—who embodies our principles (and does what we say!!). In this case, the Direct Mail Diva (Stephanie Summers), sits down with us and tells us how she’s created a blog that is helping her sales efforts. She’s truly a sales 2.0 type—and you’ll learn from her. Also, you’ll get access to a PDF report on blogging—just for our listeners. Email us at listener@advancedsellingpodcast.com. Put BLOGGING in subject line.Check out Stephanie's blog at www.directmaildiva.blogspot.com.Duration: (13:56)

The Attributes of a Good Sales Manager Dec 04, 2008

Salespeople, what’s the number one attribute of the best manager you’ve had? Bryan recently conducted an informal poll, and the answers are surprisingly simple. In this episode Bill and Bryan discuss the attributes of a good sales manager and continue a previous discussion on motivation. (15:00)

Sounding Like Every Other Salesperson Nov 25, 2008

Ever wonder if you look like the same old salesperson the prospect sees everyday? I know we all can’t imagine that, but what if you really look do like that? That wouldn’t be so good, would it? Well, in this episode, Bill and Bryan answer a question from the www.askbillandbryan.com website. It comes from a listener who’s concerned that he might be sounding like everyone else. And that frustrates him. (12:31)

Handling Customer Demands in the Sales Process Nov 13, 2008

A valuable episode on a problem coming up more frequently these days—how to handle it when the prospect makes crazy demands in the sales process. One in particular is when they want you to come in and spend an inordinate amount of time doing unpaid consulting. Bryan and Bill take an actual coaching example to talk about how to handle this. (14:52)

Managing Expectations in the Sales Process Nov 06, 2008

Ever wonder if you raise expectations too high for your prospects? So that when you do business with them, there’s no way they can be satisfied? Well, you might do it unknowingly. And this is what Bryan and Bill discuss in this week’s episode. (12:27)

Networking: Key to Sales Success Oct 30, 2008

On this episode of The Advanced Selling Podcast: Networking—The 10-Letter, 4-Letter Word. Love it or hate it, it's CRITICAL to a salesperson's success. Networking "diva" Julie Bauke provides a fresh approach to an old topic. (18:16)

Contact Julie Bauke at: www.congruitycareer.com

Presentation Tips Oct 23, 2008

Do your presentations leave people cold? How would you know? Salespeople need to be good at presentations. Period.

And the rules are changing as well. You’ll need to stop selling and begin educating and connecting with people.

Here, Bill Caskey and Bryan Neale talk about some tips to use when doing a presentation. They cover a few. Then you can email them at listener@advancedsellingpodcast.com to get the PDF of the rest. (13:10)

Other blogs/podcasts mentioned in the podcast:

www.sethgodin.com www.ultimatesaleschick.com www.salesleadershipofindianapolis.com

Questions from the Listener Mailbag Oct 16, 2008

Bill and Bryan go to the mailbag this week to answer two questions from their listeners: How do I ease my way in to new accounts when the account’s been transferred from another salesperson? and How do I have my boss see that this is a better way to sell? Bill Caskey and Bryan Neale address both of these issues. (12:06)

How to Show Up Oct 09, 2008

You’ve heard the saying, “How you do anything is how you do everything.” Well, if you haven’t heard that, you just did, so consider this your lucky day. Well, we have a cousin saying: “How you show up, determines what shows up.” Sales trainers Bryan Neale and Bill Caskey discuss the notion of how you show up on sales calls. And they help you get your mind right to do so properly. (12:28)

The Motivation of Your People Oct 02, 2008

Sales managers, have you ever wondered if in your process of motivating people—you actually demotivate them? Hard to fathom, isn’t it? In this episode, Bryan and Bill review an actual email memo sent out from a sales manager to his team at the end of the quarter. And through their discussion of that, you’ll learn a new, more effective approach to how to movitate your team to get results. (15:56)

Special Edition: What Trends Are Going to Affect Salespeople? Oct 02, 2008

Over the last few weeks, Bill and Bryan have been working on this idea of “What trends are going to affect salespeople in the future?” As they started to outline the things they were seeing in the market, they thought it would be useful to have a podcast focused on that. Now, we must tell you that this podcast is about 30 minutes (longer than our normal episodes). But they felt the information here is vital for a sales team and salespeople to know as they pursue new business in the future. The key element of all this is that if you’re not watching trends, then they can slip up on you and pass you by. So, if your sales and revenues are not where they need to be or could be, then you might be a victim of old thinking. (29:54)

The Sales Meeting Sep 25, 2008

Sales managers—ever wonder why your sales meetings put people to sleep? Well, Bill and Bryan help you by giving you some ideas on what to do at your next sales meeting.

Sales / account people? Listen closely to this podcast and then suggest to your manager that these things be covered.

How to Start a Relationship Sep 04, 2008

How you begin a relationship (we’re talking business relationship here) with another person will determine what you both get out of that relationship. Have you even considered the tone with which you begin a prospect relationship? And how do they filter your information? Whatever you say will define the balance of the sales call. In this episode Bill and Bryan help you think through that and give you plenty of tips on how to better begin it.

Lead Generation Aug 28, 2008

Lead generation. It’s the very thing that can make your company millions. But, screw it up, and your revenue growth becomes an uphill climb. Bill and Bryan give you some rules for lead generation and the follow-up process behind it that can help you close those sales.

Making Sales Internally Aug 07, 2008

During our sales strategy training sessions, we often hear from our clients, “Hey this sales method works when I’m selling inside my company, too!” The truth is anytime you’re communicating ideas to another person—and you want that other person to take some action--this content works. And we also know that some of our listeners are not even in front line sales—but they are required to make sales internally. For you folks, this is a must-hear episode.

What Are Your Rules For Engagement? Jul 28, 2008

Every great company has rules it lives by. You might call these “codes of conduct.” But every sales professional should also have a code they live by. In this episode, Bill and Bryan give you five parts of that code—and give you the opportunity to get the other five they didn’t have time to talk about by emailing listener@advancedsellingpodcast.com.

Maintaining Relationships with the Right Person Jul 17, 2008

How do you maintain a relationship with a high level prospect over a long period of time? It happens often that we lose touch with the “right person” and end up being passed down to others lower in the org. And then when it’s time for them to buy something bigger you get no credit for all the good work you’ve done. Bill and Bryan dissect a deal that went south. And in so doing, they give you some ideas on how to stay high (in the organization that is).

Out of the Comfort Zone Box Jul 10, 2008

Out of the box thinking continues this week with Bill and Bryan’s interview with Tom Heuer and Steve Coats, authors of "There is No Box." Sales managers and leaders should continue to listen to this session because is has to do with the very important topic of “comfort zones.” We all operate inside one and the authors give you some ideas on how to pull people out of them.

There Is No Box Jul 03, 2008

If you’re like most people in sales management, you struggle with motivating and leading your team. In this episode, Bill and Bryan interview the authors of "There Is No Box," a book on leadership. Authors, Steve Coats and Tom Heuer, redefine what it means to be a sales leader. Sales professionals will learn from this approach as well, since they are the ones calling on customers trying to help them "get out of the box." This is a good episode to listen to in a group setting. Ask youself the question: are we doing these things?

The Ride Along Jun 26, 2008

One of the most stressful times for both salespeople and managers is the dreaded “manager ride-along.” It’s that time when the salesperson inflates their daily activity to prove to their manager that they really are working hard. And it’s the time the manager gets to be really smart (and critical). In this episode, Bill and Bryan address this event from both perspectives and give some hints on how to make this a more resourceful, helpful event.

Pilot Error Jun 19, 2008

Airline pilots and sales pros have a lot in common. (Although people’s lives hang in the balance of the pilot—and maybe not the salesperson). In this episode, Bill and Bryan discuss the analogy in a way that you can learn from – that will help you know where you are with customers.

One Shot Deal Jun 12, 2008

Sometimes in the sales process you won’t have a chance to work your “exploration magic.”You know that part of the process when you explore what their problems are – so you can recommend the optimum solution. In this episode, Bill Caskey and Bryan Neale address the “one shot deal.” That’s when you have only one chance in front of the prospect to get to a decision. We don’t recommend you allow yourself to get to this point often, but when you do, take this episode with you.

Building Your Sales Dream Team Jun 05, 2008

Ever wonder why some sales teams get enormous results and others struggle? Do you think it has anything to do with the thinking/strategy of the team? Of course it does. But lost in the mystery of the high achieving sales team is practical advice of how to get there. In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale address the very attributes that make great sales teams. Recently, Caskey held a seminar called Building Your Sales Dream Team. Listen to this podcast and if interested, you can get access to the content by emailing listener@advancedsellingpodcast.com.

Sales Managers: Assessing Your Sales Team Part 3 May 28, 2008

If you’re a sales manager/leader, you should be constantly asking yourself, “How can I build a better team?” In this episode, Bill and Bryan help you with two big issues: how to continue to grow current clients; and how to keep from discounting to get business. This is part three of several podcasts for sales managers on how to assess your sales team’s competencies. If you’re a salesperson, no worries, this will be easy for you to take into your world.

Sales Managers: Assessing Your Sales Team Part 2 May 19, 2008

Do you or your people lose deals in the 11th hour of the sales process? Or do you have problems differentiating your value from your competition? Most sales teams do. And in this episode, Bill Caskey and Bryan Neale address this from a sales training standpoint. So, if you’re a sales manager or leader, and you are responsible for the professional growth of your team, listen up. You’ll hear exercises and wisdom from two guys who are in front of sales teams working on these issues every day of the year.

Sales Managers: Assessing Your Sales Team May 06, 2008

If you’re a sales manager you’re going to love this epsiode because Bill and Bryan talk about how to train/coach your sales team on two very important topics. Even though most sales managers don’t invest tons of time in training (they probably should) there are many coaching moments that happen between manager and seller. They address the thinking behind some of these strategic changes. On the other hand, if you’re a sales person, you will still get plenty of content from this episode, because they address two issues that hold people back – whom you call on at your prospect company and how you think about prospecting.

Can Sales and Marketing Co-exist? Apr 17, 2008

Can sales and marketing co-exist and work TOGETHER in a company? Many find angst and tension between these two functions. Our guests today shed light on how Yin and Yang, cats and dogs, and even sales and marketing people can work together...productively.

Ego In The Way? Apr 15, 2008

Well, no one ever admits that their ego gets in the way of success. Especially sales people--for it comes with the territory that you need a big ego to be successful in sales. Or does it? We think there are several questions you should ask in the sales process. But you won't be able to if you have your ego out of balance. In this episode, Bill Caskey and Bryan Neale give you several questions you should ask and give you a way to get the rest of the questions via email.

Selling to the Large Account Mar 20, 2008

Everyone wants to sell to large accounts. Is there any magic to it? Do you need a whale net to catch them? Well, there is some magic, and while we don’t review ALL the steps in this podcast, this is a start of how to begin thinking about your pursuit of the large account. Bill Caskey and Bryan Neale talk about pursuing the large account. You can also go to google video and search on Advanced Selling Podcast to see the video version of this.

What Customers Expect From Salespeople Mar 17, 2008

Do you really know what your customers want from a sales professional? You might be surprised! In this podcast, Bill Caskey speaks with George Grubb, President of G&S Research, about what customers value from vendors. George works in the pharmaceutical industry, however much of what he has learned is directly applicable to sales of any kind. He also talks about the sales person of the future—and what attributes he/she will have.

How to Influence Another Person Mar 05, 2008

In this podcast, Bill Caskey and Bryan Neale go back into our last teleseminar and select three questions that they get all the time: 1-How do you handle a follow up call after a networking event; 2-How to "get" someone to call you back; 3-How do you handle it when you are selling an off brand? They spend a few minutes on each question--and of course, a few minutes trying to bring humor to the episode. You can also see this episode on YouTube. Go there and search on "Advanced Selling Podcast."

The Gender Question: Should You Change How You Sell? Feb 26, 2008

Do you sell to women differently than you sell to men? Hmmm. Interesting question that we deal with in today’s podcast. Bill and Bryan speak with Brooke Green, one of our consultants, about the gender approach to selling. Being a woman in sales, she gets this question all the time from both her male and female clients. She also introduces the podcast audience to a new endeavor that will interest half the people who listen!

Selling Your Way to the White House Feb 11, 2008

Can we learn something from the presidential candidates? Or, can they learn something from great salespeople? Well, we think the latter. In this podcast, Bill and Bryan take a look at the communication styles of those running for president and bring us some lessons in substance and style that we can use in our effort to generate sales. While this is not an episode with a specific political slant, it takes issue with MOST politicians and how they communicate their message.

Ask Caskey Teleseminar Preview Jan 31, 2008

You make calls all the time—interact with prospects constantly. And if you're like us, you have things that you face each and everyday that are unique, unusual, and which sometimes stump you. On this podcast we take one of the most common sales problems—how to keep the prospect excited—and keep things moving. And also we give our podcast listeners a preview of a One Hour Teleseminar we're doing on February 7 at 1:00PM EST. Go to www.askcaskey.com to find out more. And listen to this podcast so you'll get the answer to the question—and get a sample of how this teleseminar can help you. Oh, by the way, the telseminar is free.

What To Do When A New Buyer Takes Over Jan 21, 2008

Ever had a buyer change at the most inopportune time? Actually, it seems like that’s the only times buyers change—right when you’re in the middle of a sale. But what should you do about that? Most sales training doesn’t really address the seriousness of the issue. But Caskey and Neale do on today’s episode of The Advanced Selling Podcast.

To Quote Or Not To Quote Jan 14, 2008

Have you ever felt like you were obligated to quote? It happens usually when you have a client who is “going out to bid” and you’re invited to play. While we don’t like the whole ‘blind bid’ process, we do realize that sometimes you must play the game that way. “To quote or not to quote” that is the question. Bill and Bryan deal with this at length in this podcast. There are a variety of circumstances that dictate your reaction—and they give you some guidelines during this cast

Handling Sales Conflict Dec 20, 2007

So, how do you handle conflict with a prospect—yet still preserve their dignity? This happens a lot when your buyer has a distinct impression of your value or an opinion of their pain—and you know it’s wrong. If you mess this up, you’ll lose rapport. If you handle it right, you can get past it and move on. Caskey and Neale talk about being right versus being rich.

Funny Stories Dec 13, 2007

Ready to take a walk down memory lane-and laugh your (you know what) off? This episode of The Advanced Selling Podcast recounts some of Bill and Bryan's funniest, most embarrassing, stupidest experiences as salespeople. They take you through their own personal TRUE stories that many of you will likely relate to and hopefully can laugh about. Be ready to send them your story after you hear theirs.

The 2008 Sales Manager Growth Kit Dec 06, 2007

Your role as a sales manager/leader should be to ELEVATE YOUR TEAM. Yes, you can show them how to sell, and mentor them in the sales process—but your one overriding objective is to make them self-sufficient. This podcast gives you five things you can do immediately to help you grow and help your team grow as well. If you’re struggling to grow your team, then maybe you’re looking at it all wrong. This podcast will help change your mind—just a little.

The Inner Game Behind The Sales Process Nov 29, 2007

This episode reveals the secret behind elite performers and good performers and examines the one core difference Bill and Bryan's process has over all others out there. The good news is - it doesn't matter what process you use: Miller Heiman, SPIN, PSS, Sandler - Bill and Bryan's philosophies shared in this episode can dramatically change your results.

Repurposing Content Nov 20, 2007

Lead generation continues to come up as one of the most important issues facing sales people today. There just never seems to be enough in the funnel. Today, Bryan Neale and Bill Caskey talk about a new strategy that you can use to help bolster leads—and help you generate marketing content from your intellectual capital. One of the perspectives here is you must stop acting like a sales person—and start acting like a business owner/marketer. Begin thinking of yourself as a “go to resource” for solutions. If you can get there mentally, this podcast will make tons of sense.

The Multi-Million Dollar Deal Nov 08, 2007

Ever had a huge account you were pursuing (or are pursuing)? And you get so wrapped up in the pursuit that you forget the fundamentals of selling? Well, it may not happen to you, but it does happen often. This week's sales training podcast is an interview with Brooke Green, one of our consultants who recently coached one of her clients helping them win a multi-million dollar deal. Brooke talks about what went into the coaching and how it might help listeners who have large accounts they are pursuing.

The Sales Force Of The Future Nov 01, 2007

We have been thinking about what the future sales force will look like lately. Why? Well, there are a ton of trends that are beginning to impact sales forces and sales people – globalization – googlization – commodity pricing – readily available information on the web - etc. So we went out and looked for someone who had studied this from the perspective of: what do customers want from the seller? We found Ben Ball (Senior VIce President, Dechert-Hampe & Co.). So in this interview, you’ll hear what his study told us about what the sales person of the future might look like – act like. Sales managers/leaders: listen carefully.

Proposals Oct 25, 2007

Bill Caskey and Bryan Neale share a "how to" for proposal writiing and discuss what components every good proposal should (and shouldn't) contain.

Mental Rocks Oct 18, 2007

In keeping with the fact that 80% of sales success has to do with how you think and your selling strategy, Bill Caskey and Bryan Neale take on the issue of “How Do You Need To Think?” in order to be successful.

For Sales Managers Only Oct 10, 2007

This is the initial voyage of the Sales Managers episode which we’ll release the first Thursday of the month. If you’re not a sales manager, forward this on to those appropriate for this. The premise for this episode is that most sales teams don’t work - or at least they aren’t optimized. We’ll talk about how to look at, and assess, your sales team so you know where to focus your attention – and how to grow your business. This is for Sales VP’s, Sales Managers, Regional Managers or anyone who manages/oversees a sales team.

Closing Skills 2007-10-02 Oct 02, 2007

Have you ever taken a sales course where you learned how to “close”? Or, maybe you learned the “‘trial close.” Bill Caskey and Bryan Neale address The issue of closing skills in this podcast – yet they don’t address it in the traditional way. In fact, they lay to rest - hopefully forever – the idea that by delivering certain techniques you can “get someone to make a decision.” That’s not the way it works – and to reinforce those worn out sales tactics does you more harm than good. This podcast will rewire your sales mind a little – which will allow you to operate from a different mental position when getting decisions.

Stick To Your Sales Process Sep 20, 2007

Have you ever wondered why the prospect wants to control the sales process? Other than the fact that we’re all “control freaks” to some extent, it’s no wonder the prospect thinks – because he has the money – that he should control the sales process. But the fact is, he shouldn’t. You should control it. And in this week’s episode of the Advanced Selling Podcast, Bryan Neale and Bill Caskey tell you exactly how to do that.

Money Scripts Sep 11, 2007

Ever have problems talking to your prospects about money - fees - prices? Did you know it might be something much deeper in your soul? (It seems these guys think everything is 'deeper in your soul'). Well, this one just might be. Bill and Bryan talk about the importance of money in how you earn and how you price your services.

Eikenberry On Leadership Sep 05, 2007

Leadership should be on every sales person's mind. In this interview, Bill and Bryan talk with new author, Kevin Eikenberry, who has written a book called REMARKABLE LEADERSHIP. Listen to this podcast if you are a sales leader/manager or have any inclination to be one someday.

China Import Problem Aug 22, 2007

In this episode, Bill and Bryan address the China import issues that are making news. Is it possible that part of this is a breakdown in selling skills? That might be a stretch - or not. As you listen to this, think about how you would modify your sales approach if you were to compete against low priced competitors. This applies to sales professionals who don't just compete against off shore vendors - but to the vendor right down the street as well.

Determining What Will Make Your Prospect Say Yes Aug 06, 2007

Ever wondered why your prospects sometimes just don't act on your offer? Could it be you just aren't getting them to admit their problems to you? Well, this podcast episode with Bill Caskey and Brooke Green deals with exactly how to do that. Most sales strategies forget about that very thing - how to understand the compelling reasons a prospect has for changing.

Old Selling Vs. New Selling Jul 27, 2007

Ever been sold to by an "old world sales person?" Kind of frightening, isn't it? In this week's episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss some of the many differences between the old and new way of selling. It's a good gut-check to see if you slip back in to old beliefs and tactics when you're in pursuit of a sale. Use this episode in your sales training since it addresses some of the core problems today's sales professional faces.

How Often to Follow Up Jul 23, 2007

Ever wondered where the line was between being persistent and being a pest? You're not alone. Most sales people have. In this week's episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale read a letter from a listener who is concerned with how persistent he should be toward the end of the deal. You see most sales strategies are built on the premise of 'convince and persuade.' And with that misaligned orientation, the sales professional sometimes pushes too hard in an effort to close the sale. This episode has many tips and good ways to follow up with your prospect--in a way that won't push them away.

When Your Ideas Stick, People Buy Jul 08, 2007

In this week's episode of the Advanced Selling Podcast, Bill Caskey interviews a special guest, Dan Heath, the author of the Made to Stick. He joins us today to share his insights on helping OTHERS understand your ideas and helping YOU communicate them better. It seems in most sales training, we talk about communication skills, but spend little time talking about the thinking behind communicating ideas. Dan has researched why/how some ideas stick and others don't. And since professional selling revolves around how compelling you make your ideas for the prospect, Dan was the perfect guest. These are skills that you can learn and apply immediately to your sales strategies to help increase sales. Make sure to go buy Dan's book, Made to Stick. Why Some Ideas Survive and Others Die.

How Do I Handle This Crazy Situation? Jun 21, 2007

In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale answer those "what do I do when?" questions that sales professionals have every day. This is an episode that helps sales people new and old who are curious about what to do in certain situations. Business-to-business sales training and development isn't always about "theory." Sometimes it's just about practical advice. This episode will help you to say and do the right things in those places where your deal might be on the line. Sometimes just a third party--like Caskey and Neale--can shed just enough light on a subject to give you a new way to think about old problems.

Income Inequality--How You Can Be At The Top End of the Income Scale Jun 14, 2007

In today's podcast, Bill Caskey and Bryan Neale address the New York Times piece on Income Inequality--and how sales professionals are in the right spot to be at the correct end of the income spectrum. They address the core competencies of the "top one percenters" (those who earn over $340,000/year)--and where to go to get that training. This sales podcast is a good way to check your own skills in the entire domain of business--not just selling. This podcast will expand your thinking about your self, your future and the possibilities that exist when you grow your skills.

Jump Starting Stalled Deals Jun 04, 2007

In this week's episode of the Advanced Selling Pocast, Bill Caskey and Bryan Neale discuss stalled deals. A lot of sales people find themselves stuck in the middle of a deal, where they have the potential buyer interested in their product or service, but they can't seem to close the deal. Have no fear, Bill Caskey and Bryan Neale are here to help you jump start those stalled deals with their innovative techniques and tips. This will help sales people of all levels spend time closing more deals instead of wasting their time and money on a deal that isn't going anywhere. Don't miss it.

The First Step in Mastering The Inner Game of Selling May 25, 2007

In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale address the mental side--inner game--of sales. "How you think determines how you act" is one of our favorite sayings. And Caskey and Neale discuss new possibilities in thought which will immediately change your behavior--and ultimately, your results. Want to be massively successful in sales or business? Then, this is one of the most critical pieces of information you need to learn in order to become great. For you sales managers, forward this on to every one of your people--and use your next sales meeting to discuss your opinions on this piece.

The Economic Buyer May 18, 2007

In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss how to appeal to the economic buyer. In their consulting practice, it never fails that one of the biggest challenges for sales people is "selling to groups." The bottom line is that everyone in the group MUST be on the page. However, the economic buyer (the person in charge of money) is one most likely to have their own style of buying that may or may not match up with yours. Bill and Bryan give you new ways to think about these problems that come up over and over to help the economic buyer get away from the price page, and onto everyone else's page. This is a very crucial part of the selling cycle that can make or break most deals. If you want to call in and have your question answered by Bill and Bryan, call 317.722.6299. Use your first name only.

The 5 Sales Training Lessons You NEVER Should Have Learned Apr 27, 2007

Ever wondered if the sales training you're getting was actually the best available? Or whether what you were learning was actually making you better? In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the mistakes that sales trainers make that mess up sales people and how they sell. Have no fear though--if you find that you are a victim of 'sales training malpractice,' Bill and Bryan have plenty of tips to get you on the right road to better selling. This is an eye opening episode that you don't want to miss. Also, email us at listener@advancedsellingpodcast.com if you want to be considered for our one hour coaching call. We'll then take the best of those private calls and put in a podcast episode.

What You Should Look For In The Sea of Conversation With Your Prospect Apr 20, 2007

In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the knack of having good, truthful conversations with your prospect. What should you listen for? How can you find the heart of their problems and reasons for buying? Listening should be a big part of any sales strategy consequently, they discuss how much sales people should talk, and how much they should listen. Bill and Bryan act out (they're always acting out) these teachings, so that you can apply them to your selling strategies immediately.

How to Conquer Call Reluctance--Once and for All Apr 12, 2007

In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss how to overcome your fears of cold calling and prospecting. In sales, the majority of the business you generate is from calling on new prospects. Even though those first phone calls are some of the most dreaded parts of sales, they CAN be mastered. And like we say, 'make your biggest weakness your biggest asset' and watch success ensure. The mind is telling you something if you have fear. It tells you "you aren't looking at the situation "correctly." Caskey and Neale help you change your thinking around these aspects of sales so the "phobia" evaporates. Don't believe us? Listen and see!

Dealing with Inner-Office Competition Mar 30, 2007

In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale take a look in the mail bag and pull out some questions from our listeners. Bryan and Bill discuss what to do when the other sales people in your office start to single you out because of your success. This is a really interesting discussion that helps you reflect on your "inner game" and helps you to continue to sell more and become more successful.

The Changing Face of the Professional Salesperson Mar 22, 2007

In this week's episode of the Advanced Selling Podcast, Bill Caskey interviewed John Hirth, a sales development trainer from Chicago (www.johnhirth.com). John gives us his take on how the profession of selling has changed in the last 10 years. His answers may surprise you. And they will definitely enlighten you. If you know how selling has changed, then you'll be better equipped to change, intelligently, with it. Intelligent change will give you the strategy and insight needed to grow your revenue. After the interview, Bill and Bryan Neale talk about what you can do to start changing your approach with your customers, which will keep you running at your peak sales level.

Time Optimization Mar 03, 2007

In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale give you interesting (and innovative) tips you can use to make better use of your time. You have only so many hours in the day/week and year. How you use those hours are at the core of how successful you are. For example, have you ever thought about how many hours/year you could save if you could communicate your message better to your prospects? This is a fast moving--lightning round type of podcast, where Caskey and Neale go through some systemic ways to improve your time management--and the production you get from the hours you spend.

Sales Scenarios Feb 22, 2007

In this week's episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss various sales scenarios that you might find yourself in, and what to do in them. This episode gives you some fresh ideas for solving old problems. Don't miss it.

Sales Professionals: Optimize Your Time. Optimize Your Life. Part II Feb 08, 2007

This episode of The Advanced Selling Podcast is the second in a series that began last week. In this episode Bill and Bryan discuss your “comfort zone.” We all are very aware of what is inside and outside of our comfort zones. Bill and Bryan want you to step just a little bit outside of that comfort zone; to what they call, “the warning zone”. In the "warning zone" your mind is telling you that you are somewhat uncomfortable in the situation you're in. One of the best ways to step out of your comfort zone is to talk about money right off the bat. Get your price on the table so that during the first meeting you will know if there is any reason to proceed after this call. The lesson here is: stop wasting time trying to sell them something that they can’t afford--or don't want to afford. After that, you can slowly build more confidence doing other things outside of your comfort zone, thereby creating a larger comfort zone, which will enable you to achieve more during a sales call.

Sales Professionals: Optimize Your Time. Optimize Your Life. Part I Feb 01, 2007

In this first of a series, Bill Caskey and Bryan Neale discuss a theory called "Time Optimization," which is optimizing the time you spend by doing your "highest use activity". This is not a lesson in time management. Rather, it is a manifesto that calls for a different way to look at the time you spend in sales activities. Most sales people waste their most precious asset--their time. How will you find out what Bill and Bryan have in store for you? By listening, of course. Enjoy.

Creating a Clearer Future Jan 18, 2007

In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale talk about ending sales calls with a good understanding of what is going to happen next, instead of letting the deal become stalled. So how do you do this? It's pretty simple, at the end of a sales call, you need to know if you and the prospect are going to continue moving along with this deal, or if this just isn't going to work. This is very important for you, because it will help you waste less time on deals that might not happen, and allow you to have more time to spend on the ones that will happen. There are many other vital parts to this process in this episode, so don't miss it. Please feel free to contact us at listener@advancedsellingpodcast.com or on our new toll free number,1-877-637-8853.

The Commandments of Selling Jan 12, 2007

Happy New Year from all of us at The Advanced Selling Podcast! We decided that in order to get you off on the right foot this year, we would discuss the rules that all sales people should abide by: "The Commandments of Selling". Most sales training deals with what to say. But in the commandments, we deal with sales strategy and modern thought. Everyone needs standards and rules to keep us on track--physically and mentally-- during the selling process. This week Bill and Bryan give you their version of the commandments. If you get this urge to share an additional commandment, call us at 317-722-6299 or email us at listener@advancedsellingpodcast.com.

5 Best Sales Strategies for 2007 Dec 21, 2006

In this week's episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale recommend changes you can make in the New Year. But don't wait until January 1st to start. Get a 'head start' for another year of high achievement. They discuss how to take your sales from good to "elite." These five best sales strategies/ practices are: talk to the right people, become an expert in something, nurture your network, get picky about your clients, and decide what's possible. Come to think of it, these are great strategies for increasing your sales in the year to come but even better strategies for your business life. Have a great Holiday from the staff at The Advanced Selling Podcast!

Closing Strategies for Great Sales People Dec 12, 2006

Happy Holidays Everyone! The year 2006 is rapidly coming to a close. And speaking of closing, in this episode of the Advanced Selling Podcast, Bill and Bryan discuss some different and innovative closing strategies that will help you get more decisions, quicker. Also, email us your questions and programming suggestions for next year at listener@advancedsellingpodcast.com. So pay attention, take notes, and resolve to close more deals in the year to come.

The Landscape of a Prospect (What Are You Walking Into?) Dec 01, 2006

When salespeople walk into a company for a sales call, they don't always realize the landscape they're about to experience. Salespeople need to understand the people inside the company--those stressed and overworked souls. And the executives you're meeting with don't seem to put much focus on communicating the company vision to their staff. Therefore, few know it. Therefore, when meeting with these executives, your job as a salesperson is to engage them in conversation about the company's and their pains, and their visions for the future. By discussing this, you and your prospect will have a better understanding if your product or service will be a perfect fit. In this podcast, you'll get some tips on how to better navigate through this landscape.

The Myth of the Enthusiastic Salesperson Nov 28, 2006

In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the problems associated with being too enthusiastic about your product/service. The problem is that your enthusiasm can get in the way of focusing on helping your prospect solve their problem. Enthusiasm in sales is OK, as long as you're more excited about helping your client solve his problem than you are about your product. When you show up at a prospect's office and the only thing that you're excited about is closing a deal, the prospect senses that -- thereby raising their BS detector. This is a perfect episode for the "technical seller." Pass it on to your technical team, if you have one.

Unclogging Your Sales Funnel Nov 16, 2006

Having stalled deals in your funnel is one of the hardest things to deal with as a salesperson. But have no fear, because this week Bill Caskey and Bryan Neale are here to discuss how to fix stalled deals and how to prevent future deals from stalling. By making an upfront agreement and outlining a "clear future" for your prospect, you will start to notice that you have fewer stalled deals. This is great information to keep your sales funnel running efficiently. Also, if you want to search past Advanced Selling Podcasts, go to www.podzinger.com and watch this amazing tool at work!

Advice for the New Sales Person Nov 04, 2006

In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale respond to a letter they recieved from a listener. They answer his many questions about being new in sales. He wants to be an advanced seller, but he has to start somewhere. For those of you who have been in sales for years, it might make sense to listen to this --sort of a back to the basics in selling strategy. It has a lot of great information that can help to boost revenue. Remember, if you have questions that you would like answered on the air, leave us a message at 317.722.6299.

The Pre Show Oct 25, 2006

This is a special episode of The Advanced Selling Podcast. During the recording of this episode, Bill accidently recorded the pre planning part of the podcast, and forgot to record the actual podcast. Don't worry there is still so much to learn from this episode. Bryan has just returned from England, and is here to denounce some of the myths about international sales, and the problems that international sellers have in communicating to their prospects. Bill and Bryan also discuss how important it is to have high intent toward your prospects and always keeping their best interests at heart, not yours. This is a great episode with a lot of information (and more humor than usual). Don't miss it.

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