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

This week's topic came from a LinkedIn conversation from a VP of sales who asked the question, "What is the best sales methodology to use today?" Veteran sales trainers, Bill Caskey and Bryan Neale discuss the largest five sales methodology training firms in the world, and share some thoughts on whether you even need a method, or not. They guys offer their thoughts and on next week's episode, they will give you a framework you can use to build your own philosophy instead of using someone else's. ========================================= Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. =========================================

In this episode of The Advanced Selling Podcast, veteran sales trainers and podcast hosts Bill Caskey and Bryan Neale discuss a question that came in that has rarely been discussed on the podcast, "How Can I Motivate My Team?" The guys walk through several different areas of motivation that can either inspire or hold back your sales team. For you sales leader listeners this is a good opportunity for you to think about your team in a slightly different way and what truly motivates them. If you're interested in getting some more information about how you can assess your team's motivational tendencies, send us an email to Listener@Advancedsellingpodcast.com with the word feedback in the subject line and we'll get in touch! ========================================= Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools

In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address a deeper subject of persistence. Often times we can become overly persistent, and it will cost us big money in the sale cycle. The guys also realized they've been calling on the same prospect and they both lost the deal, which adds material for this topic. They discuss some ways to handle the rejection and possibly even learn from the experience.  If you'd like to get your question answered on the podcast, send us an email to listener@advancesellingpodcast.com with a voice memo attached, and we will get it on the air. ========================================= Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. =========================================

In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale take two separate CoVideo Mailbag listener questions. One question has to do with, how should a sales professional deal with non-sales issues like collecting accounts receivables? The other question deals with, how do we modify our behavior and our thinking so that deals continue to flow after the initial contact? We'd love to hear your question, so send us an email with a voice memo to, listener@advancedsellingpodcast.com, and we will get it on the air. ========================================= Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. =========================================

On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale take a letter from listener Greg who's in the Agricultural industry and is struggling to generate a funnel full of leads. He's tried radio and newspaper advertising but nothing seems to be working. So, Bryan and Bill give him a handful of ideas and suggestions on how he can go about changing the way he thinks about lead generation and changing the results as well. Are you interested in having your question answered on the podcast? Email Bill and Bryan your recorded question to listener@advancedsellingpodcast.com. ========================================= Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. =========================================

This week's podcast was recorded live from the Indianapolis Motor Speedway prior to the Indy 500 in front of an audience. Bill Caskey and Bryan Neale discuss habits of the old school sales person that don’t make it in today's competitive market. Bryan and Bill walked through a handful of items that you can test your self against to see if you’re thinking old or thinking new. You won't want to miss this LIVE podcast recording! ========================================= Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. =========================================

In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the notion of relationship selling. The question is not if relationships important in the sales cycle, we can all agree they are. The true question is what does a good relationship really mean with a prospect? Bill and Bryan give you some filters through which you can look at your current client relationships to determine if they really are sound and what to do about it if they aren't. ========================================= Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. =========================================

In this episode of The Advanced Selling Podcast, sales experts Bill Caskey and Bryan Neale address a common observation that they have when they're working with sales teams. There is a general lack of enthusiasm about following and listening to your instincts. In every sales process there are issues that occur and if you are dialed in to your gut reaction you will take a certain course. On the other hand if you are blind to your instincts or you don't trust them, you might be in for long selling cycles. Bill and Bryan give you some tips on how to listen and how to react. ========================================= Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. =========================================

In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale take a question from a listener and client, who asks about issues inside her company that aren't going well. The listener explains that she constantly has to get involved in operational and account management issues, which gets her away from her true role, business development. She is also experiencing some burn out over this dilemma. On this episode, Bill and Bryan give her some advice on all three areas and some takeaways you might be able to use in your business.  ========================================= Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. =========================================

In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale take on two different questions sent in by podcast listeners. The first question in is from Leon in Australia who asks about how to handle channel partners in his new sales role. The second question is from a lady who has been working a prospect for the last few months and they've gone radio silent on her.  Bill and Bryan give her several encouraging and indignant ideas on what she can do from this point forward.  ========================================= Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. =========================================

On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale discuss a concept they experience far too often with their own clients, Paradigm Blindness. We all have a certain way we do things and we become locked in to those ways. We become blind to change and don't consider other ways to achieve greater success. Bill and Bryan give you some tips on how to identify your own Paradigm Blindness and some ideas on how you might go about getting out of it.   ========================================= Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. =========================================

On this episode of Advanced Selling Podcast, Bill and Bryan take a listener call from Paula who poses the question of, "how we extract ourselves from the commodity dungeon with our pricing and our offer." The guys tackle Paula's question head on and acknowledge that it happens to virtually every company, and maybe even in every sales process. The customer sees the same things from other vendors, but doesn't see the uniqueness and differences, and it's up to you to decide how to portray them. The guys give several tips and exercises on things you can do to help get in touch with your true value, and then some ideas on how to communicate it. ========================================= Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. =========================================

Bill and Bryan get this question a lot from clients: how do I keep the momentum rolling after I deliver the proposal, when a lot of times that's when things go silent? On this week's episode of The Advanced Selling Podcast, the guys take on this very question. They approach it from the perspective of preventing it from happening in the first place and remedying it when it does occur. Also, be sure to join our LinkedIn group. We will be posting some behind the scenes videos where we plan out each episode. ========================================= Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. =========================================

In this episode of The Advanced Selling Podcast, Bill and Bryan take a note from a client in the Personal Brand Makeover Course, and work through his personal story. Developing your personal story is very difficult to do alone, and we find that it helps to review it periodically to make sure that you are on track with it. Bill and Bryan give you a handful of tips and improvement points on what he sent in and hopefully you can use some of these to improve your own story. ========================================= Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. =========================================

On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address a question from a listener that leads them into a discussion regarding what constitutes a good sales meeting. If you have a sales manager or leader who does not listen to the podcast, make sure they get access to this! You can go into the Advanced Selling podcast app, click the share button, and text the episode to your sales manager. In companies today, we seem to say there are too many meetings, but Bryan and Bill conclude that there are too many bad meetings, especially on the sales side. This episode is designed to give you eight tips on how to improve the quality of your sales meeting. ========================================= Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ================

In this episode of The Advanced Selling Podcast podcast, veteran sales trainers Bill Caskey and Bryan Neale answer a question sent in by a listener who is interested in getting into sales and wonders whether he should take the leap or not. The guys expand this question a little bit away from the specifics of this to where are you going with your career? What are some of your options moving forward? Do you ever get down to the end of the day and say, "Is this what my life is going to look like forever?" The guys give you some thoughts on how you can start thinking about advancing your career or the next stop for you, in case the one you're in isn't working out so well. ========================================= Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. =====================================

On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale dive into the CoVideo Mailbag to take a voice message from Kansas City. KC from KC's question revolves around the issue of how to handle territories that don't always lend themselves to clean delineation. The guys have several ideas for how to avoid sales drama between salespeople, but they also give you some thoughts on how you can deal with territory alignment issues. If you have a sales question you want answered on the podcast, email us a voice memo to listener@advancedsellingpodcast.com ========================================= Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. =========================================

If you are in professional sales, it is doubtful that you consider yourself a victim, however, often we slip into a mode of victim thinking and we aren't aware of it. In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale provide some thoughts on how to avoid the victim mentality.  When we have a victim mentality, we limit our ability to be creative and to be successful. Bill and Bryan give you some indicators that you might have slipped into that mode and what to do about it if you have. ========================================= Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. =========================================

In this week's episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale take a question from listener David who asks about when to give up on a prospect. As usual, Bill and Bryan go into what to do when you’re in that position but more importantly, they discuss ways to prevent yourself from getting into this position in the first place. If you have a sales question you want answered on the podcast, email us a voice memo to listener@advancedsellingpodcast.com ========================================= Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. =========================================

On this episode of the Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale play host to Mike Schultz of RAIN Group. RAIN Group just released a Sales Research Study that polled a thousand different sellers and buyers to determine what the optimum behavior salespeople need to adopt for successful outcomes. If you're interested in data-driven selling then Mike has statistics that might just blow your mind. Grab a pencil and paper and take copious notes on this podcast episode! Find out more about Mike and RAIN Group at https://www.rainsalestraining.com. ========================================= Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sale