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. Beyond Process: The Courage to Walk Away

    12小时前

    Beyond Process: The Courage to Walk Away

    Send us a text Bill Caskey follows up on last week's deep dive by sharing insights from coaching a high-performing salesperson who's hitting the limits of process-driven selling.  He reveals why even the best sales process isn't enough—you must show up authentically and have the courage to disqualify prospects who aren't truly committed.  Through a compelling coaching story, Caskey explains how being grounded in who you are allows you to spot the 20% that's missing in a conversation and walk away from deals that would compromise your integrity, ultimately increasing your close rate with the right clients. Download your complimentary copy of the 12 Bold Moves audiobook at 12BoldMoves.com/Audiobook

    7 分钟
  2. Vince Beese: Red Zone

    2天前

    Vince Beese: Red Zone

    Send us a text In this episode of The Advanced Selling Podcast, Bryan Neale sits down with longtime friend and sales veteran Vince Beese, a fractional CRO and sales coach with over 25 years of B2B enterprise experience and five successful exits under his belt. Together, they dive deep into “Red Zone Selling:” a framework inspired by football that helps sellers stay focused, avoid complacency, and close more deals when it matters most. Vince breaks down how 80–90% of enterprise deals are won or lost in the “red zone” (the final stage of the sales process) and why too many sellers lose focus right when the game gets toughest. Bryan and Vince explore the mindset, discipline, and team coordination required to execute in high-stakes moments and turn opportunities into wins. They also tackle one of the biggest gaps in modern sales leadership: the lack of attention on closing. While most training and enablement focus on top-of-funnel activities, elite sales organizations put just as much energy into finishing strong. - Curious about certification in the Blind Zebra Sales Operating System? Learn more here.

    22 分钟
  3. "Let's Talk Money" 5 Scenarios Sales Reps Struggle With

    4天前

    "Let's Talk Money" 5 Scenarios Sales Reps Struggle With

    Send us a text Are you uncomfortable talking about money with prospects? You're not alone. In this episode, Bill and Bryan tackle one of the biggest challenges sales professionals face: bringing up price, cost, and economic conversations without the anxiety and uncertainty that usually comes with it. Whether you're dealing with technology sales, competitive situations, or demonstrating clear ROI, this episode gives you the confidence to talk about money like the professional you are. Key insights from this episode include: • Why bringing up price early (ideally in the first or second call) leads to better win rates, according to Gong's research data • The importance of establishing economic value before discussing price—and why you're the problem if you can't explain the ROI of your solution • How to have the "math conversation" collaboratively with prospects, showing them when an investment doesn't make sense for their current situation • When to disqualify a prospect based on revenue and business readiness (and why this is actually helping them, not manipulating them) • The fatal mistake of saying "I have no idea" when asked about pricing—and what to say instead ================================= 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

    17 分钟
  4. Building a Winning Sales Culture (Part 2)

    10月27日

    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

    16 分钟
  5. The Invisible Dimension of Sales

    10月23日

    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

    5 分钟
  6. Connect With Customers

    10月22日

    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.

    14 分钟
  7. What Sales Culture Really Is (And Why It Matters)

    10月20日

    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

    16 分钟
  8. AI in Sales (Part 2): Pre-Call Research and Content Creation

    10月13日

    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 分钟
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关于

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.

信息

  • 创作者
    Bill Caskey and Bryan Neale: B2B Sales Trainers
  • 活跃年份
    2006年 - 2025年
  • 单集
    1081
  • 分级
    儿童不宜
  • 版权
    © 2025 The Advanced Selling Podcast
  • 节目网站
    The Advanced Selling Podcast

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