The Advanced Selling Podcast

A weekly Business, Careers and Management podcast featuring Bill Caskey and Bryan Neale
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Best Episodes of The Advanced Selling Podcast

We are in a new world, and it’s been said frequently that we must change our thinking about that new world so that we can succeed in it. In this episode, Bill and Bryan discuss changes you need to make in your thinking and skillsets if you are
Have you ever wondered how you can differentiate yourself in the sales world? In this episode of The Advanced Selling Podcast, Bill and Bryan talk with John Lefler, the outbound Sales Manager at cardsdirect.com. John gives some ideas on how you
In this episode Bill and Bryan share a conversation they had prior to recording where they realized this massive job shift chaos is occurring in businesses around the world. The guys give some ways to handle the tsunami from both the VP of sale
Is discipline really necessary in professional selling today? On this episode of the Advanced Selling Podcast, Bill and Bryan bring some alternative ideas about discipline and the art of accountability. The question they have is: is discipline
This question comes from our ASP LinkedIn group. Liz asks, "what is the best way to communicate her value to prospects when they may not want to hear it straight on?" Her messaging is about a product that is a little sensitive to people and she
Are you to passive or too aggressive? How you get right in the middle? In almost every sales process there is, "Controlled tension." This happens when there is stress around who's controlling the process, you or the prospect. The reason you sho
On this episode, the guys take questions from the LinkedIn group, one of which is "how do you handle it when a key influencer leaves the buying team?" The second question is "how do you navigate through 'off-the-shelf' solutions when you are a
On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale continue the listener mailbag series and take a call from Scott in Louisville who asks how to use LinkedIn better for his not-for-profit. Bill and Bryan address the ch
On this weeks episode Bill Caskey and Bryan Neale address a question that came in from a listener, "how much automation should I design into the sales process?" The guys each give some examples of good automation and bad automation so that you
Being savvy with lead generation does not mean throwing up tons of content on tons of platforms. It means being much more mindful and intentional about how to craft your message so that you catch people where they are in the consideration proce
In this week's episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale share with you phrases and jargon that should never be said in sales today. Most of these things serve to deposition you in the mind of t
On this "Best Of" episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Brayan Neale sit down with a long time friend, Bryan Gray, Author and CEO of Return Path Group. They discuss the buyer's brain and how their think
Bill Caskey and Bryan Neale take a look at the role practice plays in your sales results. They break down how both the sales leader and the sales professional several can execute practice sessions so that when you are about to walk on stage, yo
Bill and Bryan have been talking about the importance of building your personal brand for several years. But, the pandemic has shifted that need into overdrive. The guys give you some reasons why you should build yours and some immediate tips t
Have you ever thought about your experiences in business and how they have shaped your career? In this episode Bill and Bryan share two circumstances that they went through when they were young in sales and how it shaped a lot of who they are t
When you lose a deal, do you know the cause? In this episode Bill and Bryan talk about causes of temporary failure in sales and goal achievement. The fact is there is the cause of the situation but there are always micro causes that influence t
In all of our conversations with our clients and even advanced selling podcast listeners, we have heard this frustration of isolation and loneliness coming up more and more. This is a serious issue that could lead to mental health problems. And
In this episode Bill Caskey and Bryan Neale address the existential issue of how to achieve higher results in sales. It’s something they’ve spoken about before but they dive a little bit deeper into the concept of having high intention.   From
In this episode, Bill and Bryan reveal the most common questions they get from their clients about sales success and achievements. One question has to do with the sales process. Another question has to do with what to post on LinkedIn. And the
In this episode, Bill and Bryan talk about the future of the salesperson in the entire sales process. They give you some things that you should probably start thinking about as the world continues to shift away from a person-to-person, face-to-
In this episode Bill and Bryan explore their observation of high performers becoming complacent when things are really good.  We’re in an economy now where the market is strong and yet they still see people who are doing things the old way. The
On this episode, the guys get inspired by Oprah and give you a list of their favorite tools, tech and software they think will help you be the most productive you can be. ========================================= Do you have a question you want
Have you ever had a coach or trainer who told you what to do, but you find yourself falling back into the old habits? You're not alone. On this episode Bill and Bryan discuss the internal and external factors of change and how you can better im
Generally sales people have a good sense of the notion of personal responsibility when it comes to results. You know you need to make a certain number of calls and do certain behaviors in the market. But is there another level of personal respo
In this episode bill and Brian talk about some core attributes that we think are important for you to embrace as you pursue sales excellence. We discuss consistency, passion, and discipline as well as the joy of prospecting, which is probably t
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