958 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
    • 4.3 • 336 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.

    #789: Unlocking Your Inner Accountability

    #789: Unlocking Your Inner Accountability

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

    • 22 min
    #788: Removing the Guesswork from Sales

    #788: Removing the Guesswork from Sales

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

    • 21 min
    #787: Motivating Beyond Money

    #787: Motivating Beyond Money

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

    • 18 min
    #786: Thinking Outside the Sales Box

    #786: Thinking Outside the Sales Box

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

    • 22 min
    #785: Mid-Quarter Checkup on Your 2024 Goals

    #785: Mid-Quarter Checkup on Your 2024 Goals

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

    • 19 min
    #784: Inner Reflection for Outer Connection

    #784: Inner Reflection for Outer Connection

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

    • 21 min

Customer Reviews

4.3 out of 5
336 Ratings

336 Ratings

jhongoc ,

Get to Point please.

Thanks for your time and podcast, I see you have a lot of experience but for us new listeners we would like to learn, I have listened to 5+ episodes and you guys spend too much time talking about experiences.
Your podcast name is great and attacks business owners and sales people but just please get to the meat quicker because it will help us a lot more! Thanks again! Have a great day.

RichardSternard ,

Start at 5 Minute Mark

Start the podcasts at around the 5 or 6 minute mark. It will get you past the useless chit chat which has turned most the people off after I turned them on to The Advance Selling Podcast. Very good once they get into the content of the show.

Tony G1968 ,

These are Sales Guys

These are two guys you know and can sit in a bar, drink beer, and talk (sales) shop with.

They choose topics that are simple and relevant and are not tied to how great they think they are or books they’ve written.

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