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

Storytelling isn’t a new idea. But have you truly mastered your messaging? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale help you learn to blend your company’s story with your own to create your personal messaging.   How do you know what things to say and not say when sharing your story?   What elements of your story will help your customer better understand what you do?   In this episode of The Advanced Selling Podcast, Bill and Bryan walk you through how to improve your messaging around the edges by using their storytelling formula. Your story and your messaging can work for you or against you— listen in today to learn how mastering your messaging will allow you to stand out and differentiate yourself against your competition.   ================================== Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ================================== Join the LinkedIn Group www.advancedsellingpodcast.com/

In today's episode, sales coaches Bill Caskey and Bryan Neale take a question from a listener who just went 0-7 in the last week. Her question underscored the element of ‘upstream actions.’ In other words, what happens in the beginning of the sales process (upstream), determines what happens at the end. If you’re 0-7, you’re doing something wrong upfront. Listen as Bill and Bryan walk through how they might remedy a serious slump, both mechanically, and mentally.  ====================================== Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ====================================== Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.

If you ARE a sales manager or you HAVE a sales manager, you must listen to this episode. Today, veteran sales trainers Bill Caskey and Bryan Neale sound off in an open letter to sales managers. What if you’re listening to The Advanced Selling Podcast each week and you think your sales manager doesn’t buy into what you’re hearing? How can you avoid the antagonistic relationship that frequently exists between player and coach (or sales manager and sales person)? In this episode of The Advanced Selling Podcast, Bill and Bryan give you specific things to start doing and stop doing to help improve your relationships immediately. They believe the opportunity for sales managers right now is huge— if you know how to take advantage of it. You’ve probably heard the saying "people don’t leave companies… they leave managers.” Bill and Bryan are here to help.  Grab your team, sit down with your manager and listen to this one together. Right now.  Really! ====================================== Want more sales training like

Are you eager to find more ways to offer the next product to your client? Do you have a generation gap in your company? Do you have customers who take your relationship for granted? In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale magnify Mailbag Monday by three. You will hear strategies to get out of a “product mentality” mindset. You will learn how to break down stereotypes about generations before and after you. You will learn to examine the movie you’re playing in your head and what to do about it. In this episode of The Advanced Selling Podcast, you will walk away with answers to questions most sales people have been challenged by for years. Take advantage of this opportunity to learn from fellow listeners and dive into coaching from Bill and Bryan on how to improve your sales game. =================================== Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ==================================

Are you looking for ways to increase the number of prospects you talk to? Are you struggling with gatekeepers who prevent you from reaching the right person?  In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale field a question from Blake to help him rethink an approach to getting in front of more prospects. Do you feel like the front desk person’s job is to fend you off? Does it frustrate you to know your product or service is better than a competitor and you can’t get more meetings? In this episode of The Advanced Selling Podcast, Bill and Bryan break down elements of the Thinking bucket to help you master this challenge. By examining your inner game, you will be able to determine how your energy and language are helping — or hurting — your success and what you can do to change your approach. ==================================== Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. =============================

Looking for ways to get ahead of your sales competition? In today’s Mailbag Monday edition, veteran sales trainers Bill Caskey and Bryan Neale respond to David’s question with advice about tactical things you can do to improve your effectiveness as a sales person. How do you plan and prepare for your day, your week, your quarter?   Do you dig in head-first or do you methodically map out your time?   In this episode of The Advanced Selling Podcast, Bill and Bryan give you techniques you can use to seed your day to make it more productive and profitable. They’ll even share a secret about where to find the best sales people on a Friday afternoon… and be careful, their list just may surprise you.   ====================================== Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ====================================== Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.

Do you struggle with creating a plan and sticking to it? How do you balance hyper-competitive DNA with the inner game principles? In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale try to stump each other with “blind” questions (no pun intended on Bill’s eye!). They pose a question to the other person with no prep or filter, and you won’t believe the techniques they come up with when put on the spot.   In this episode of The Advanced Selling Podcast, Bryan gives you specific, actionable steps to take to develop your skills if you’re not a planner and want to improve. Bill shares his philosophy and step-by-step approach for coaching someone who is struggling with the balance between being highly-competitive and a healthy sense of detachment. If you’re a fan of Bryan and Bill’s quick-thinking approach to tough questions, you’re going to love this episode.   =================================== Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive lis

There’s only truly one thing you can control in the sales process— yourself. In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale dive into a question from Rocky about how to show up and be helpful in the sales process. Do you regularly check in with yourself to think about your inner game? Do you truly have pure intent when talking with clients and prospects? What myths do you have in your mind that aren’t actually real at all?   In this episode of The Advanced Selling Podcast, Bill and Bryan share strategies for inserting yourself into the sales process while maintaining clean intent. They give you language-based tools to help you know the words to use to truly be intentionally helpful to your prospects. After all, you can’t control other people or what they think… you can only control you. Show up as your best self every single time and watch the world shift around you.   ==================== Want more sales training like this? Visit www.advancedsellingpodcast.com for acces

Have you noticed that some sales people just seem like they “get it” more than others?  In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale explore what the top 5% do that make them stand out and have greater success than their peers.   What are they doing differently than everyone else?   Why are people afraid to ask those at the top for their advice? In this episode of The Advanced Selling Podcast, Bill and Bryan dive into ways you can up your selling game, including tips for the tiny tweaks that make a big impact. The great news: the differences aren’t major. True sales pros know the growth is at the margin. ===================== Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ===================== Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

Are you utilizing all of your assets in your sales process? In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale explore a question from Chelsea about how to use your talents to strengthen your impact when opening doors in sales. Do you have characteristics of your personality that you ignore when working your sales process? Do you utilize your personal interests, skills and things you love to do to help you connect with others?   In this episode of The Advanced Selling Podcast, Bill and Bryan give you techniques you can use to insert more human elements into your process. They help you focus on the things you love to do outside of sales and put them into use in your sales career. If you’ve ever thought to yourself “What if they don’t like the real me?”, this episode is for you. The world needs more of the “real” person in every sales situation, and Bill and Bryan will tell you just how to do it in this episode.    ===================== Want more sales training like this? Visi

Do you struggle knowing what to prioritize first on your to-do list? In this episode, veteran sales trainers Bill Caskey and Bryan Neale help you focus on working big to small on your list of priorities.   Do you find yourself saying “I don’t have time to do that”?   Can you (and the rest of your team) state your overall company sales philosophy?   In today’s episode of the Advanced Selling Podcast, Bill and Bryan share specific things you should be doing to help focus your efforts on the things that matter most. Learn to identify the big rocks you should start with and how to prioritize your time for most important outcomes.   ==================== Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ==================== Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

When you hear “Broker,” do you think “Middle Man” or “Middle Woman?” In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale dive into two questions from Craig in Chicago.   Do you diminish an interaction because someone is “just the broker?”   If you ARE the broker, do you know how to communicate to your prospect that the sales process is better with you in it than it is without you?   In this episode of The Advanced Selling Podcast, Bill and Bryan give you tactical steps to help you redefine the role and opportunity of a broker relationship. They also look at Craig’s second question about renegotiating contracts. Bryan defines the best way for you to open a conversation with a prospect, and Bill gives you a huge idea to help you visually depict your value to a customer.   ========================= Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ========================= Join the LinkedIn Group 

Religion and Sales— not heard together very often, right? Veteran sales trainers Bill Caskey and Bryan Neale bring in the expert on the topic today when they talk with Rabbi Daniel Lapin, known world-wide as “America’s Rabbi.” The author of “Thou Shall Prosper” digs into challenges people have around the acceptance or demonization of making money. Were you raised to believe money is a good thing or a bad thing? How does this impact your mindset in your sales role now?   In this episode of The Advanced Selling Podcast, Bill and Bryan learn Rabbi Lapin’s thoughts about how to not feel guilty when you make money, and how to truly serve your customers in the sales process.   ====================== Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ====================== Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

Are you a Learner or a Knower? In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale field a question from Jordan in Alabama. With all the talk about being an “Expert” on our show, Jordan wants to know how to demonstrate your expertise without sounding like a know-it-all. Do you know how to communicate what you know without sounding like you’re running through your resume?   Do you want to know how to ask questions AND be an expert at the same time?   In this episode of The Advanced Selling Podcast, Bill and Bryan give you tactical strategies to up your Expert game and communicate your knowledge to your clients and prospects more effectively.   =================== Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. =================== Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

Welcome to Mailbag Monday… Thursday edition. Todays’s question is too good to wait until Monday.  It’s a big one: Was anyone really, truly born to be a salesperson? Veteran sales trainers Bill Caskey and Bryan Neale explore how to implement ASP training with the non-sales people on your team.   How do you and your team define “sales?   Do you think it’s a dirty word and shy away from using it?   In this episode of The Advanced Selling Podcast, Bill and Bryan work through how to reframe the definition of the sales role in your company. You’ll learn how to help non-sales people on your team handle rejections and resistance. You’ll pick up a few good tips about how to create a system that works, regardless of your title and place on the team. Whether you’re a sales person or in ops/customer service/marketing/field technician, you can successfully utilize the principles from The Advanced Selling Podcast every day.   ====================== Want more sales training like this? Visit www.advancedsellingpodcast.com fo

  Does your marketing department actually help you generate leads? Veteran sales trainers Bill Caskey and Bryan Neale take on the challenge of lead generation… whether you have a full marketing department or none at all.   What do you do when you’re a high-level sales pro without a marketing department?     Does your marketing department spend most of their time doing promos and not really generating any actual leads for you?     In today’s episode of The Advanced Selling Podcast, Bill and Bryan walk you through building your own marketing plan— even if you DO have a marketing department to support you. They teach you what it means to “think inbound” and how to establish your own Voice of a Customer series. If you’ve been frustrated by marketing support (or lack thereof), be ready to take notes and brush up on your mad marketing skills.     =========================   Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.   ========

Have you wondered what it would like to be a fly on the wall at The Advanced Selling Podcast? Veteran sales trainers Bill Caskey and Bryan Neale invite you in today as they blindly test each other on real sales strategy issues they’re working on with their clients.   You’ll hear Bill’s philosophy on negotiating price at the end of the deal and their discussion about the pros and cons of discounting. Bryan explores the rare and valuable skills every salesperson should have.   In this episode of The Advanced Selling Podcast, you’ll hear real scenarios from the training room with Bill and Bryan. Tune in to learn what it’s like to be in their classroom. ========================= Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ========================= Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

It’s another Mailbag Monday edition of The Advanced Selling Podcast. Veteran sales trainers Bill Caskey and Bryan Neale take a question from Matt, the owner of an IT company in Fort Wayne, IN.   Matt is looking for strategies to encourage customer loyalty and ways differentiate himself in the crowded technology marketplace. Do you have competitors nipping at your existing clients? Do you wake up in the middle of the night concerned about maintaining market share?   In today’s episode of The Advanced Selling Podcast, Bill and Bryan help you deal with competitors who offer similar services. They will show you how to identify if you’re making decisions for your customer or for your competitor and if you are really clear on what you want in a customer relationship. Learn to use competition to your advantage by stamping your personality onto what you sell. ======================  Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ===

Do you truly believe in the products you sell? Veteran sales trainers Bill Caskey and Bryan Neale give you the framework to know where you fall on the Belief Continuum.   Do you feel you have a deep obligation to tell the world about your products? Or are you afraid to shout it from the rooftops because maybe your products aren’t sexy, interesting or exciting? In today’s episode of The Advanced Selling Podcast, Bill and Bryan walk you through the Belief Continuum and give you solutions to help you move from one end to the other. If you feel like you just sell boring widgets, this episode is for you. If you’ve considered putting your company logo on your tombstone because you’re so proud of what you sell, this episode is for you too. The importance is knowing where you fall on the Belief Continuum… and what can you do about it. ========================= Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. =========================

How can we have people buy from us when they don’t even know we exist? Veteran sales trainers Bill Caskey and Bryan Neale go to the source today for the answer to that question (and many others). Grant Cardone, author of The 10X Zone, If You’re Not First, You’re Last and Sell or Be Sold, is the epitome of hustle and an expert salesman.   Do you want to know Grant’s secrets for success?   Are you curious why Grant believes salespeople are needed now more than ever?   In today’s episode of The Advanced Selling Podcast, Bryan and Grant dive deep into why salespeople have a unique opportunity in the new era of digital selling. Learn from the best of the best— hear a few stories, have a lot of laughs and get re-engergized about your career in sales from this thought leader and legendary salesman.   Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.