808 episodes

Bill Caskey and Bryan Neale: B2B sales trainers for the past twenty years share their strategies, frameworks, tips and tricks to help you leverage your talent, grow your skills and create your own sales success. You'll discover how you can shift your mindset, win with prospects and build long-term relationships with your clients so you can thrive and advance in your career. Bill and Bryan's approach to sales is funny, often quirky and always real. Their work has allowed them to help sales professionals, managers and leaders at hundreds of companies all over the world implement successful strategies and build profitable sales teams. Prospecting, sales communication, buyer resistance, proposals and RFPs, pricing, cold calling, sales forecasting, pain points, psychology, positioning, deal coaching, goal setting, leading and managing, achieving your goals and all the other things that work (and don't work) in the world of sales to help you be the best possible version of yourself.

The Advanced Selling Podcast Bill Caskey and Bryan Neale: B2B Sales Trainers, Business Strategists and L

    • Business
    • 5.0 • 2 Ratings

Bill Caskey and Bryan Neale: B2B sales trainers for the past twenty years share their strategies, frameworks, tips and tricks to help you leverage your talent, grow your skills and create your own sales success. You'll discover how you can shift your mindset, win with prospects and build long-term relationships with your clients so you can thrive and advance in your career. Bill and Bryan's approach to sales is funny, often quirky and always real. Their work has allowed them to help sales professionals, managers and leaders at hundreds of companies all over the world implement successful strategies and build profitable sales teams. Prospecting, sales communication, buyer resistance, proposals and RFPs, pricing, cold calling, sales forecasting, pain points, psychology, positioning, deal coaching, goal setting, leading and managing, achieving your goals and all the other things that work (and don't work) in the world of sales to help you be the best possible version of yourself.

    [Best of ASP] Standing Out From the Crowd

    [Best of ASP] Standing Out From the Crowd

    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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    • 19 min
    #656: The Coming Job Shift Tsunami

    #656: The Coming Job Shift Tsunami

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

    • 20 min
    [Best of ASP] Discipline in Sales

    [Best of ASP] Discipline in Sales

    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.
    =========================================
    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
    =========================================

    • 21 min
    #655: How Do I Effectively Communicate My Value Proposition?

    #655: How Do I Effectively Communicate My Value Proposition?

    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!
    =========================================
    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
    =========================================

    • 18 min
    [Best of ASP] Overcoming "Passivity" in the Sales Process

    [Best of ASP] Overcoming "Passivity" in the Sales Process

    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.
    =========================================
    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
    =========================================

    • 21 min
    #654: When a Key Person Leaves the Buying Process

    #654: When a Key Person Leaves the Buying Process

    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!
    =========================================
    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
    =========================================

    • 16 min

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