961 episodes
The Advanced Selling Podcast Bill Caskey and Bryan Neale: B2B Sales Trainers, Business Strategists and L
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- Business
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4.3 • 337 Ratings
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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.
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#792: Embracing Objections in the Sales Process
In this episode, Bill and Bryan explore how salespeople's natural optimism and positive outlook can sometimes hinder their ability to effectively handle objections and resistance from prospects.
Drawing parallels to the highly anticipated solar eclipse, they discuss the importance of shifting into an "emotionally neutral" mindset to approach objections as opportunities for collaboration and learning, rather than obstacles to overcome.
The guys delve into the concept of "yellow flags" - proactively identifying potential roadblocks with clients - and the benefits of this transparent approach. Tune in to discover how embracing the "eclipse" of objections can ultimately lead to stronger relationships and more successful sales outcomes.
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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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#791: Seek Clarity, Find Confidence
In this episode, Bill and Bryan discuss one of the bold moves from Bill's new book "12 Bold Moves" - the idea that clarity yields confidence.
The guys explore how getting clear on intentions, roles, structures, and agendas can boost confidence in various situations, whether it's giving a presentation, handling a difficult client call, or creating video content. They share personal examples and insights on how seeking clarity, rather than just trying to muster up confidence, can position you for success.
Whether you're in sales, performing on stage, or pursuing any endeavor, this episode highlights the transformative power of clarity in building true confidence.
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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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#790: Game the Plan: Compensation Strategies with Xactly's Taylor Wilding
Bill and Bryan are joined by Taylor Wilding, VP of Sales at Xactly, to discuss key principles around effective sales compensation plan design.
Taylor shares insights on motivating the right behaviors, balancing corporate goals with individual incentives, the importance of pipeline accuracy, and how reps can take an intentional approach to achieving their own income goals.
They also cover warning signs that your compensation plan may need an overhaul and provide details on Xactly's upcoming Upside user conference in San Francisco.
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!
=================================
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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#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!
=================================
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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#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
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#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
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Customer Reviews
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.
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.
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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