The Advanced Selling Podcast: Sales Training | Leadership Coaching | B2b Sales Strategy | Prospecting Tips

In this episode, sales trainers Bill Caskey and Bryan Neale address one of the biggest heartaches in professional selling, when you lose a deal you thought you had. All that work, all that preparation, all that emotional energy, and you've come up empty-handed. The guys give you some thoughts on ways to prevent that from ever happening again and what to do when a deal slips through your grasp. If you haven't yet signed up or downloaded The Ultimate Pregame - 7 Steps to Rock Your Sales Calls Every Time, what are you waiting for? It's yours free at ultimatepregame.com!   ========================================= Have you considering bringing Bill or Bryan into your sales retreat or meeting? Send them an email to listener@advancedsellingpodcast.com with the subject line "Come see us" and they'll get back with you! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.adv

The guys are out for labor day but they still wanted to give you something valuable for this week. This is a replay of one of our most popular from 2018. Hope you enjoy! 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 the prospect, so that you appear to be operating from a place of weakness. Bill and Bryan will also give you some things that are okay to say and some replacements for these "bad words." If you have a question that you'd like to get to the guys, send a voice memo to listener@advancedsellingpodcast.com. ========================================= Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

On this week's episode of The Advanced Selling Podcast, Bill and Bryan share the Ultimate Guide for anyone interviewing for a sales job. This topic was partially inspired by last week's episode "When You Are Calling on a CEO." The guys share their tips on how to conduct yourself during the interview and some ways you might stand out from everyone else.  If you are considering making a job change or are getting ready to interview for a new position, you won't want to miss this episode! Have you considering bringing Bill or Bryan into your sales retreat or meeting? Send them an email to listener@advancedsellingpodcast.com with the subject line "Come see us" and they'll get back with you! ========================================= Get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours!  Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selli

On this week's episode of The Advanced Selling Podcast, Bill and Bryan address the interaction that you will have with CEOs and other top-level owners of companies that are prospects of yours. The guys give you some tips on how you can wire your mind correctly so that you advance your deals and don't sabotage them. The fact is that in your niche, CEOs have trends and issues that are on their mind that you need to know about. The better you can be able to understand the role that the CEO plays in leading their company, the better you will be able to assemble questions and observations that will help them see you as a guide along their path! If you want to have one of the guys at your next sales retreat or kickoff meeting, send them a not to listener@advancedsellingpodcast.com with the subject line "Come see us" to get the conversation started! ========================================= Get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours!  Looking

On this episode, Bill Caskey and Bryan Neale address an issue that they've seen and witnessed inside their client companies. The issue is that these companies are providing the sales team with more and more data to use in their sales process and presentation, which can actually be a bad thing. The guys caution you that while data is good and can be effective, don't forget about the emotional buying needs of your customers since the fact is that a big part of their decision process will be emotional and not intellectual. If you want to have one of the guys at your next sales retreat or kickoff meeting, send them a not to listener@advancedsellingpodcast.com with the subject line "Come see us" to get the conversation started! ========================================= Get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours!  Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.

On this week's episode of The Advanced Selling Podcast, Bill and Bryan go out on the edge a little with a talk about one of the most critical skills that sales professionals and leaders need to master, the skill of transitioning your approach and reinventing yourself. This idea came from a podcast Bill listened to recently called "The Capability Amplifier with Dan Sullivan and Mike Koenigs." https://capabilityamplifier.com The guys believe that If we're to survive in the chaotic wild world of business today, we need to understand the skill of transitioning from one way of doing things to another. It will serve us well.   Want to have Bill or Bryan at your sales meeting? Send them an email at listener@advancedsellingpodcast.com with the subject line "Come see us" to get the conversation started! ========================================= Get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours!  Looking for more sales training like this podcast? Downlo

In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale bring two separate issues that they've each had come up in the training programs that they do with their respective clients. The first issue is the question of what to do when a deal is in legal or in procurement and seems to have stalled. Bryan has this happen with a couple of his clients who have a longer sales process.  The second issue Bill brought up was with a client who struggles with pulling the trigger on creating content for social media. The guys give their individual tips and ideas on these issues and what you can do if you are in a similar situation.  Have you ever considered bringing the guys in to your sales meeting? Send us an email at listener@advancedsellingpodcast.com with the subject line "Come see us" to get the conversation started! ========================================= Get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours!  Looking for more sale

In this episode of The Advanced Selling Podcast, Bill and Bryan riff on a recent online conversation between Jeffrey Haslett and Mike Weinberg, where they were talking about the importance of personal brand building in B2B sales. Jeffrey and Mike suggested in their conversation that we not look at Kim Kardashian and Gary Vaynerchuk as people that we want to replicate. Bryan and Bill have slightly different variations of opinion on that and they'll share those with you and give you some ideas on how you can build your personal brand to create more control in the sales process. Do you have an upcoming sales retreat or meeting that you'd like to have Bill or Bryan come to? Send us an email to listener@advancedsellingpodcast.com, with "Come see us" in the subject line and we will get the conversation started!   ========================================= Get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours!  Looking for more sales training like this po

On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale take on a first ever listener mailbag video question. This week's question comes from a listener named Seth, who asks how he should handle it when he's got subject matter experts that accompany him on sales calls who are not behaving the way he would like.  The guys break it down to talk about how do you coach people pre-call, and then what to do during the call when things get out of hand. Want to have one of the guys in to your sales retreat or meeting? Send us an email to listener@advancedsellingpodcast.com, with "Come see us" in the subject line and we will get the conversation started!   ========================================= Get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours!  Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced

In this episode, sales trainers, Bill Caskey and Bryan Neale, address a common question that they get from salespeople who are required to make hundreds of cold calls a week, "I'm sick and tired of cold calling and I can't keep doing it any longer." The guys go deep into the psychology of cold calls and discuss the need to find other methods of prospecting that won't result in burning out your people in a year. If you're a frontline seller and making thousands of cold calls is part of your routine, send this episode to your VP of sales or sales leader and see if this can prompt some other strategies and alternatives in your company.  Also, If you'd like for Bryan, Bill or both to come into your sales retreat, send them an email at listener@advancedsellingpodcast.com, with "Come see us" in the subject line. We'd love to hear about your event!   ========================================= Get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours!  Looking

On today's episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a LinkedIn Group question that neither of them has ever been asked before, "How Have You Changed In Your Sales Philosophy?" The guys discuss some ways they've both changed in their philosophy and in the things that they train companies on in the sales process. As you listen to this episode, think about your own process and whether you might be up for some reinvention in these eight areas! Send us an email to listener@advancesellingpodcast.com, if you're interested in bringing Brian or Bill in for a retreat or sales meeting this year. And, be sure to put "Come See Us" in the subject line! ========================================= Get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours!  Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Ad

In this episode of The Advanced Selling Podcast, Bill and Bryan address a common issue we hear from our both our sales and leadership coaching clients, what do I do when I'm stuck or in a slump or in a rut? In this podcast we distinguish the difference between being in a slump and  being stuck, and we focus on both of them. Bryan brings out his flow model to share some personal experiences about when he gets stuck, and Bill has some thoughts about visualization and a meditation practice that can help when you are. If you want to bring Bryan or Bill into your sales retreat or workshop, send us an email at listener@advancedsellingpodcast.com, and in the subject line be sure to write, "Come see us" and we'll get the ball rolling! ========================================= Get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours!  Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Prog

In this episode of The Advanced Selling Podcast, Bill and Bryan take a mailbag question from a listener, Damien, who has only been with a company for a short time and is responsible for displacing an incumbent vendor at one of their large prospects. Damian is struggling with how to approach this situation when there are already 20 inside champions. Bill and Bryan give him some thoughts and advice around how to think about this project, and some tactical suggestions on how to get to work. Are you thinking about bring in Bill or Bryan to your sales retreat or workshop?Send us an email to listener@advancedsellingpodcast.com and we'll get the conversation started! ========================================= Get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours!  Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today! Be sure to join the Advanced Selling Podcast LinkedIn Group

In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale receive a listener question from Julian, who is interested in how he proceeds to close a deal when he's not talking to the right people. The guys give him some advice on how to think differently about the problem and maybe ask the question in a different way so that you have hope of taking the next right step. Sometimes when we get stuck answering a question or solving a problem, we need to re-ask ourselves or reframe the question so that we jar other ideas loose in our mind which gives us hope to solve it. If you're interested in bringing Bill or Bryan in for a sales retreat, make sure you send us an email to listener@advancedsellingpodcast.com with the subject line "Come See Us" to get the conversation started! ========================================= Get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours!  Looking for more sales training like this podcast? Vis

On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale sit down with a long time friend, Bryan Gray, Author and CEO of Reveue Path Group. They discuss the buyer’s brain and how their thinking affects the sales process. Do you know how to get the limbic and reptilian brain to pay attention in any buying decision? Bryan has some tips on how to do just that. Learn more about the Online Masterclass, Winning the Buyer's Brain at https://www.winningthebuyersbrain.com ========================================= If you'd like to bring one or both of us into your national sales retreat or meeting, send us an email to listener@advancedsellingpodcast.com and we'll get the ball rolling.  Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today! Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

On this week's episode of The Advanced Selling Podcast, Bill and Bryan have the chance to sit down with Lee Salz, best selling author and sales expert. Lee dives deep into the topic of Sales Differentiation and how to stand out from your competitors. He also gives some strategies on how to change your sales process and win more deals at the prices you want! To get a copy of Lee's new book, Sales Differentiation and BONUS Videos, go to http://salesdifferentiation.com. ========================================= If you'd like to bring one or both of us into your national sales retreat or meeting, send us an email to listener@advancedsellingpodcast.com and we'll get the ball rolling. Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now! Also, be sure to get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours!  Looking for m

On this week's episode of The Advanced Selling Podcast, Bill and Bryan sit down with Brooke Bachesta, SDR Manager at Outreach. Brooke tells the guys how Outreach can automate areas of the sales process so you can maximize your time.  If you're interested in learning more about Outreach and how it can help you reach your goals, go to https://www.outreach.io/asp. Also, be sure to get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours!    ========================================= Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now! If you'd like to bring one or both of us into your national sales retreat or meeting, send us an email to listener@advancedsellingpodcast.com and we'll get the ball rolling. Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN

On this episode of The Advanced Selling Podcast, Bill and Bryan both get a good laugh at an audio recording Bryan received from one of his friends imitating (or in this case mocking) the guys recording the podcast.  However, this recording actually inspired the topic of this episode. The guys discuss the idea of imitation, and who we, as sales professionals, imitate in order to achieve at higher levels. They give some of their advice that they give their clients to help them model certain behaviors but stay true to themselves. If you'd like to bring one or both of us into your national sales retreat or meeting, send us an email to listener@advancedsellingpodcast.com and we'll get the ball rolling. ========================================= Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now! Also, be sure to get your free copy of Outreach's book on Sales Engagement. Just go to

On this episode of The Advanced Selling Podcast, veteran sales trainers and longtime podcast hosts, Bill Caskey and Bryan Neale review the idea of beliefs and how we think about them. The guys give you 8 beliefs that they think you should buy into in order to get maximum value out of the podcast. They spend most of their time giving you tactical advice and strategies to help you grow your territory or your business. But, they're not sure they've ever looked at the core set of beliefs that we have about you and your potential in your markets. So here we go!  If you'd like to bring one or both of us into your national sales retreat or meeting, send us an email to listener@advancedsellingpodcast.com and we'll get the ball rolling. ========================================= Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now! Also, be sure to get your free copy of Outreach's book

How do I successfully move in to a sales career in midlife? On this episode of The Advanced Selling Podcast, Bill and Bryan get a mailbag question from a listener, Matt in Arkansas, who's been in the telecom business for a while, but now is transitioning to sales. The guys give him a handful of suggestions that as we thought about them, actually apply to virtually any of us who are in professional selling today. Not just to newbies. If you’re interested in bringing one or both of the guys in for a sales retreat or sales meeting, send us an email at listener@advancedsellingpodcast.com, and if you’re a new listener, we’d love to hear about you. Send us an email telling us how you found the podcast and what you’d like to hear as you go down the journey with us to sales excellence! ========================================= Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now! Also,