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

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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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!

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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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

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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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