The Advanced Selling Podcast

Bill Caskey and Bryan Neale: B2B Sales Trainers
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Bill Caskey and Bryan Neale deliver practical, no-nonsense sales training through their signature blend of humor, real-world insights, and actionable frameworks. Each episode tackles the challenges you face daily: prospecting, overcoming buyer resistance, pricing strategies, cold calling, deal coaching, and building long-term client relationships. Whether you're a sales professional, manager, or leader, you'll discover how to shift your mindset, leverage your natural talents, and create sustainable sales success. From mastering sales communication and handling RFPs to understanding buyer psychology and effective positioning, Bill and Bryan cover everything that actually works in modern B2B sales.

  1. Building a Winning Sales Culture (Part 2)

    27 OCT.

    Building a Winning Sales Culture (Part 2)

    Send us a text In this episode, Bill and Bryan continue their conversation on sales culture with actionable tactics you can implement immediately. Whether you're building team culture or your personal approach, these strategies will help you create intentional, high-performing environments. What You'll Learn:  ✅ How to build customer relationship culture through strategic meetups  ✅ The power of book clubs and team socialization for engagement  ✅ Team brag sessions that uplift everyone (not just the person being recognized)  ✅ Why being proactive with new client contacts is a cultural imperative  ✅ Breaking free from "selling time" excuses that hold teams back ================================= Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider

    16 min
  2. The Invisible Dimension of Sales

    23 OCT.

    The Invisible Dimension of Sales

    Send us a text Bill Caskey poses a challenging question: If you disappeared from your prospect's world tomorrow, would they feel the loss?  In this introspective solo episode, he explores the "invisible dimension" of sales—the deeper level where prospects evaluate not just your skills and process, but your unique presence and purpose. Caskey shares three powerful practices for connecting with your authentic self: inventorying your unique experiences, clarifying your God-given assignment, and maintaining daily practices of presence.  This isn't about technique—it's about becoming someone prospects can't afford to lose. Download your complimentary copy of the 12 Bold Moves audiobook at 12BoldMoves.com/Audiobook And if you're serious about implementation, join us for a special 12 Bold Moves Implementation session on October 30th at 12PM EST. Enroll at 12BoldMoves.com/Masterclass Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider

    6 min
  3. Connect With Customers

    22 OCT.

    Connect With Customers

    Send us a text In this episode, Bryan Neale from Blind Zebra shares a tactical framework for building meaningful customer connections — one rooted in strategy, generosity, and intentional networking. He explains why great salespeople move beyond vague Ideal Customer Profiles (ICPs) to create “conquest account lists” that name specific people they want introductions to. Bryan also challenges listeners to identify at least 20 “Connectors” — the natural networkers who love making introductions — and to proactively schedule time with them to ask for introductions, not referrals. He introduces the idea of the “karmic boomerang,” reminding us that connecting others first often leads to opportunity returning in unexpected ways. Bryan briefly discusses Blind Zebra Sales Operating System (BZSOS) — a practical set of tools designed to help sales teams organize, prospect, and perform more effectively. - Curious about certification in the Blind Zebra Sales Operating System? Learn more here. Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider

    15 min
  4. What Sales Culture Really Is (And Why It Matters)

    20 OCT.

    What Sales Culture Really Is (And Why It Matters)

    Send us a text Bill and Bryan kick off a two-part series on sales culture by sharing what they've observed from years of working inside dozens of organizations. In this episode, they explore the difference between surface-level culture (the pictures on the wall) and the real culture you can feel in the air. Whether you lead a sales team or carry your own quota, this episode will help you see culture in tangible ways—and understand why the language you use, the people you surround yourself with, and the environment you create all matter more than you think. Next week: Practical strategies and tactics you can use to actually build and improve your sales culture. ================================= Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider

    17 min
  5. AI in Sales (Part 2): Pre-Call Research and Content Creation

    13 OCT.

    AI in Sales (Part 2): Pre-Call Research and Content Creation

    Send us a text In part two of their AI series, Bill and Bryan get specific—sharing real examples of how they use AI in their daily sales work. Bill walks through actual ChatGPT conversations for client prep (including a memorable moment when the AI got it wrong about an ESOP), while Bryan demonstrates how he uses Claude to research prospects and create strategic talking points. You'll hear how they validate AI-generated research during sales calls, why telling clients "I did some research" actually builds credibility, and how AI makes follow-up more thorough and rigorous. Plus: Bill's detailed prompt for creating pre-meeting introduction videos that position you as an expert before you even get on the call. If you're still not using AI for sales prep and follow-up, this episode will show you exactly where to start—with real prompts, real mistakes, and real results. ================================= Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

    18 min
  6. Connect With Your Team

    8 OCT.

    Connect With Your Team

    Send us a text In this episode, Bryan explores why the best sales leaders focus as much on connecting with their people as they do on connecting with their customers. Sales is often seen as an individual sport - everyone chasing their own numbers and commissions. But the real magic happens when leaders take time to understand each team member’s unique motivations and coach them accordingly. Bryan shares how great leaders: Build individual connections with reps instead of one-size-fits-all coachingDig into each person’s core motivators (hint: it’s not always money)Spend their coaching time strategically, focusing 80% of one-on-one effort on good performers with high potentialPro tip: If you’re a salesperson, forward this episode to your sales manager. It might just change the way your team connects and performs. - Curious about certification in the Blind Zebra Sales Operating System? Learn more here. Grab your Huddle ticket before it sells out (and it's almost sold out!).

    15 min
  7. AI in Sales (Part 1): Practical Uses for Prep, Research, and Productivity

    6 OCT.

    AI in Sales (Part 1): Practical Uses for Prep, Research, and Productivity

    Send us a text Bill and Bryan dive into how they're actually using AI in their daily sales work—no hype, just practical applications. In part one of this two-part series, they share their number one use case: preparation for sales calls, including researching companies, understanding buyer contexts, and making discovery more efficient. You'll learn why Bill treats AI like an executive assistant, how Bryan uses it for everything from client prep to football officiating, and why you should tell it to "calm down" when it gets too complimentary. Plus: why Gen Z hates anything that feels fake, Mark Cuban's controversial "one hour a day" rule, and whether you should tell prospects you used AI to research them. If you're overwhelmed by AI or wondering where to start, this episode cuts through the noise with an abundance mindset approach. Bill and Bryan keep it real about what's working now—not what might happen in five years. ================================= Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

    19 min
  8. Stop Discounting - Closing Strategies with John Barrows

    24 SEPT.

    Stop Discounting - Closing Strategies with John Barrows

    Send us a text In this episode, Bryan is joined by John Barrows to talk about the high-stakes final stage of the sales process, where deals are either won or lost. Together, they explore why so many sales teams stumble here, often resorting to last-minute discounts or high-pressure tactics driven by forecast anxiety. Bryan and John share strategies to keep control of the process, including engaging procurement early, coaching reps through nuanced situations, and avoiding the trap of reactive discounting. They also dive into the balance between the science (process) and art (closing) of sales—why the art has been lost in today’s risk-averse market, and how leaders can teach reps to customize their approach for authentic, effective selling. Whether you’re a sales leader or an individual contributor, this episode will show you how to play to win, not just avoid losing, when it matters most. - Curious about certification in the Blind Zebra Sales Operating System? Learn more here. Discover how to build the introductory video that works 24/7 for your pipeline on October 3rd, 12PM EST. Join at advancedsellingpodcast.com/insider Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider

    30 min
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À propos

Bill Caskey and Bryan Neale deliver practical, no-nonsense sales training through their signature blend of humor, real-world insights, and actionable frameworks. Each episode tackles the challenges you face daily: prospecting, overcoming buyer resistance, pricing strategies, cold calling, deal coaching, and building long-term client relationships. Whether you're a sales professional, manager, or leader, you'll discover how to shift your mindset, leverage your natural talents, and create sustainable sales success. From mastering sales communication and handling RFPs to understanding buyer psychology and effective positioning, Bill and Bryan cover everything that actually works in modern B2B sales.

Informations

  • Création
    Bill Caskey and Bryan Neale: B2B Sales Trainers
  • Années d’activité
    2006 - 2025
  • Épisodes
    1,1 k
  • Classification
    Contenu explicite
  • Copyright
    © 2025 The Advanced Selling Podcast
  • Site web de l’émission
    The Advanced Selling Podcast

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