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

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

In this episode of The Advanced Selling Podcast, Bill and Bryan discuss a client that they work with when it comes to building their personal story. The fact is that personal story building is not easy and even though we have devoted several episodes to it over the past few years, we think it's still important that we keep this in front of you. The guys pick out seven observations that they made with their client and what you can learn about it.   Here are some other episodes on Your Personal Story: #371: Master Your Messaging #339: Better Stories = Better Selling with Bo Eason ========================================= 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 li

On today's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale field two questions from the CoVideo Mailbag. The first question centers around whether the listener is cut out for sales and the other focuses on what type of sales would be best. If you've been in the profession over a year, it's likely you've had that feeling at some point, am I cut out for this? It's okay to have that feeling and Bryan and Bill talk you through how to deal with it.  Send your sales questions to listener@advancedsellingpodcast.com and make sure you include your physical address so that Bill and Bryan can send you a small gift.  ========================================= 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.adva

In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale laugh a little bit about the term, "Sales enablement," but they catch themselves and realize that it truly is a thing. They provide you some tips on how you can better enable the sales process, whether you have team or are a lone ranger.  Also, send us your question via a voice memo to listener@advancedsellingpodcast.com and Bill and Bryan will rush you out a sweet little gift just for you.  ========================================= 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 sales tools and resources. =========================================

The definition of Insanity is doing the same thing over and over again and expecting different results. A salesperson must constantly be evolving. The same actions will get you the same results. As you look forward on 2018, you need to evaluate the things you need to Start Doing, Stop Doing and Continue Doing to accomplish your goals. On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale offer their opinion on some things to immediately stop doing and start doing. This technique is based on an old framework that's still extremely valuable today.  ========================================= 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 t

On this episode of The Advanced Selling Podcast, Bill Caskey & Bryan Neale answer a listener question from John in Washington DC. He’s new in the SAaS space and has figured out where his problem is but not yet what to do about it. The issue is, “Should he be first or last to propose?” As you might guess, Bill & Bryan take the question and bend it all sorts of ways to come up with some good suggestions for John. This is really less about the SAas space, and more about how to handle the ever-occurring stall of “not now.”   Contact us at listener@advancedsellingpodcast.com. Send a clever question in and if we play it, we’ll send you a treat. Make sure you put your mailing address in your email.    ========================================= 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

In today's episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss a hot topic all over LinkedIn: Is Cold Calling Dead? The guys bring their own experience into the mix as they answer that very question and give you some thoughts on what cold calling should be used for and how to change your approach to it. They'll also give you some tips to use on your next cold call to get better results in the long run. ========================================= 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 sales tools and resources. =========================================

Happy Holidays! Bryan and I are taking some time off here at The Advanced Selling Podcast. We hope you enjoy some time with friends and family and we can't wait to see you in 2018! ========================================= 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 sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

It's no secret by now, our Personal Brand Makeover Course is Live! http://personalbrandmakeovercourse.com On this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale take a deep dive into Module 1 of The Personal Brand Makeover Course - Personal Clarity. What do you stand for? What do you value? If you don't truly know, it's time you get conscious of who you are. ========================================= 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 sales tools and resources. =========================================

On this episode of the Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address the most common blind spots that they see sales people have as they pursue new business. They also give you some ideas on how you can become aware of what can be a difficult conversation, which is the exposing of those blind spots. Also, be sure to check out their brand new product, The Personal Brand Makeover Course at www.personalbrandmakeovercourse.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 sales tools and resources. =========================================

For the last few years we always use these episodes in early December to talk about how to close out the year with strength. But, this year we are going to do it a little bit differently in that we want to have you start 2018 strong. In this episode of the Advanced Selling Podcast, Bill and Bryan list several to dos for December that will get you off to a quick start and help you to build momentum for your goals in 2018. They also introduce a product that they are going to be releasing in the next couple of weeks. Be sure to get in our inner circle to get bonus content and be the first to be notified when it goes live! Go to https://advancedsellingpodcast.com to join our email list. ========================================= 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 sales tools an

In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address the silent killers that will cause you to end up in the commodity dungeon where only price matters. They reveal some tips on how to prevent yourself from being commoditized or extract yourself once you're in it. They also talk about their new course, called The Personal Brand Makeover Course, which is coming soon! ========================================= 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 sales tools and resources. Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo. =========================================

We are taking the week off for Thanksgiving, but we wanted to replay a recent episode we thought was interesting. Hope you enjoy it and talk to you next week! ========================================= Does it really take 8 to 12 contacts to turn a prospect into a customer? Bill Caskey and Bryan Neale address this very idea in today's episode. We had an awesome question from a listener in our co-video mailbag segment. She is a wardrobe and fashion expert, and is trying to figure out how to generate more clients. Bill and Bryan give her some ideas that really anyone who's in sales and trying to generate more engagement with prospects can use. We'd love to hear your feedback on their answers by going to the Facebook fan page and sharing your thoughts! ========================================= 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.advance

In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale interview a power listener, Mike Black, CEO of Inciting Marketing. The guys ask him what he has taken from his many years of listening to the podcast and how he has grown his business as a result. Mike was involved in social work and psychotherapy and realized that if he was going to generate income in business, he was going to have to learn how to sell. That's when he found the Advanced Selling Podcast. If you'd like to be in our Spotlight series, send us an email to Listener@AdvancedSellingPodcast.com and in the subject line write, "Spotlight," and we'll be back in touch to get you on the show. We'll be doing this about once a month for the next few months. ========================================= 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.advancedsellingpodcas

On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the building, or rebuilding, of your company story. Bill and Bryan walk through a three-part framework that will help you get clear about how to communicate your company story to your constituents.  If you're interested in having them coach you on your story, send an email to listener@advancedsellingpodcast.com and in the subject line put Message Makeover. They'll select a handful of people to do a live coaching session to help you get clear on your message. ========================================= 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 sales tools and resources. Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo. =========================================

In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale relate stories from their client base about this very issue, what do you do when a longtime buyer feels compelled to interview other vendors? As Bill and Bryan have done in the past, they break this topic down into prevention and remedy:  Prevention is what can you do to prevent this from happening again, and the guys give ten points of learning around that. Remedy is what do you do about it if somebody just, "Serves you the papers." They've got a couple of thoughts on that as well. ========================================= 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 sales tools and resources. Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo. ==================================

In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale address part two of their Inflation/Deflation series. Today's episode is how we often deflate our own power in the sales process. Most of the time it happens in negotiation, the sales process itself or when we need to find other decision-makers to go call on. Bill and Bryan give you some ideas on how to see yourself and your role to help you navigate through this tendency and temptation to self-deflate. ========================================= 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 sales tools and resources. Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo. =========================================

In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss a situation that came up for both of them in the past week with different clients. In both cases, the guys felt like there was a heightened sense of self-importance that was larger than reality. In this first of a two part series, Bill and Bryan give you some ideas on how you can catch yourself if you start to slip into this "lack of self-awareness" around your role. Part two, coming next week, is about how we often deflate our own self-importance, which is just as equally a problem. ========================================= 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 sales tools and resources. Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo. ==

What vibe do you give off when you're around others? In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale talk about two words, commitment and energy, that will influence your success in professional selling. The guys break down each of these words and talk about what they see when they go into companies and work with high achievers in these two areas.  ========================================= 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 sales tools and resources. Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo. =========================================

Does it really take 8 to 12 contacts to turn a prospect into a customer? Bill Caskey and Bryan Neale address this very idea in today's episode. We had an awesome question from a listener in our co-video mailbag segment. She is a wardrobe and fashion expert, and is trying to figure out how to generate more clients. Bill and Bryan give her some ideas that really anyone who's in sales and trying to generate more engagement with prospects can use. We'd love to hear your feedback on their answers by going to the Facebook fan page and sharing your thoughts! ========================================= 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 sales tools and resources. Start your free trial with CoVideo today at advancedsellingpodcast.com/covideo. =========================================