Bill Caskey and Bryan Neale deliver practical, no-nonsense sales training through their signature blend of humor, real-world insights, and actionable frameworks. Each episode tackles the challenges you face daily: prospecting, overcoming buyer resistance, pricing strategies, cold calling, deal coaching, and building long-term client relationships.
Whether you're a sales professional, manager, or leader, you'll discover how to shift your mindset, leverage your natural talents, and create sustainable sales success. From mastering sales communication and handling RFPs to understanding buyer psychology and effective positioning, Bill and Bryan cover everything that actually works in modern B2B sales.
Send us Fan Mail Many times, we see sales people under-prepare for big calls. Or, they prepare the wrong way, focusing on products and their advantages instead of what we believe they SHOULD be focused on. In this episode, Bill and Bryan break down the 'high pressure' sales call and give you a template to consider using as you [...]
Send us Fan Mail This is the third in a series of three podcasts on Creating Great Relationships. Bill and Bryan address several other components of what makes good relationships with prospects and clients. You can also access the PDF that has all 8 . Go to www.advancedsellingpodcast.com and click on TOOLBOX. ~~~~~~~~~~~~~~~~~~~~~ You’ve just written an email to [...]
Send us Fan Mail Wow, that's a profound statement, isn't it? Of course it's not. Yet, we salespeople sometimes have a problem with the truth–as in "the whole truth." So, part 2 of our 3-part series on building strong relationships has to do with the candor you demonstrate with your client. The bottom line, as Bill and Bryan claim, [...]
Send us Fan Mail Bill flies solo today (Bryan back next week) and begins a mini-series on what it takes to form a good relationship with your prospect or client. Sales people talk often about 'relationships' but it usually means, "Do I know them well enough that they will buy from me?"This series focuses on the rules of a good relationship so you can see if you are really building them or just paying lip service to them.Bill also cites a testimonial from a Canadian listener who used a very simpl...
Send us Fan Mail In this episode, Doug Karr (www.marketingtechblog.com) invites Bill and Bryan into his office for his weekly radio show on Blog Talk Radio. The essence of this discussion was focused on social media and it's uses for sales professionals. While this may not be the first you've heard on this topic (that was a joke) you [...]
Send us Fan Mail Sales people in any profession MUST be better story tellers. Telling someone your information is not enough today. You must build the context through how you position your product. And the best way to do that is through your stories. Brooke Green is this week's guest on the podcast. Brooke is a Caskey trainer and [...]
Send us Fan Mail Today (8/26) at 3:00pm Eastern Time, Bill and Bryan will be guests on Douglas Karr's Blog Talk Radio - Marketing Technology. Listen at: http://www.blogtalkradio.com/marketingtech *If you can't make it to the live radio show, then you can download it at http://www.blogtalkradio.com/marketingtech. Bill and Bryan will also have excerpts in upcoming shows.
Send us Fan Mail This episode is one of our frequent mailbag shows where we take questions from our audience. The first question is "what are some new ways to prospect?" Also in this episode, Bill discusses a recent webinar he was on that addressed what does the "new salesperson" look like. And it plays right in to the [...]
Send us Fan Mail One of our clients did just that. In fact, he began as a podcast listener, just like you. How did he do it? Well, there is no replacement for hard work but there are some lessons here that we can all learn from our friend who had a great three weeks in his business. Bill [...]
Send us Fan Mail Sometimes referred to as a "knee-jerk reaction", this happens when the prospect gets us off-balance by how they behave - or by what they say. In the sales process, it can happen in many places but the WORST thing you can do is "react." In this podcast, Bill and Bryan select five areas where they've [...]
Send us Fan Mail As sales pros and sales leaders, we're frequently in situations where we're either giving or getting "performance feedback." As with any business skill, there are right and wrong ways to look at feedback. In this episode, Dan Paulk, Senior Designer, Professional Development Programs at Hogan Assessments, discusses some 'feedback intelligence' that he has used as a psychotherapist and Hogan consultant. For those of you who don't recognize Hogan Assessments , they are one of the f...
Send us Fan Mail We all have those favorite tools we use to grow our business, take care of current clients and generally, be more productive. And if it's good enough for Oprah, Lord knows it's good enough for the Advanced Selling Podcast. So in this episode, Bill and Bryan review their 10 favorite things - at least those [...]
Send us Fan Mail Well, this title might be a little presumptuous - that we can actually "get" someone to do what we want them to do. But the real issue is your frustration when prospects don't act as quickly as you'd like. So what's really going on in the prospect's mind on this one?Join Bill and Bryan as they each give their opinions based on what some of their clients are doing to help the sales process move forward quicker. ~~~~~~~~~~~~~~ You've just written an email to a prospect who's not c...
Send us Fan Mail In today's episode, Bill and Bryan address the remaining five strategies that can help those new in sales: managing the sales process, how to listen better (and what to listen for), and how to handle objections (the strategy for this one might surprise you). We've said this before, but it bears repeating. This is NOT [...]
Send us Fan Mail We get a fair number of questions about how to operate when you're new in sales. This just in: We're ALL new in sales in our current market conditions. Yes, we all need to be thinking like newbies. In this episode, Part 1 of a 2 part series, Bill and Bryan address two of five [...]
Send us Fan Mail Our guest this week is Pat Williams, VP Orlando Magic. Pat shares with you some of the lessons he learned while writing his latest book called Coach Wooden: 7 Principles That Shaped His Life and Will Change Yours. Pat has written 70 books on leadership, sales, success and philosophy, and it’s our opinion that his [...]
Send us Fan Mail We got a question from our ever-present mail bag about inside sales and what techniques to use as you respond. It could be an inbound lead, a lead from a trade show, or maybe from your website. Regardless, there are right ways and wrong ways to follow up. In this episode, Bill and Bryan address [...]
Send us Fan Mail Think about your first years in sales - or in business. And think of how many lessons you learned over those first few years. Many of those lessons were intrinsic, meaning you didn't sit down with a teacher to learn them, Instead it was by "osmosis." You just picked them up from the culture you [...]
Send us Fan Mail "Building Context" might be one of the least understood and underused concepts we teach in our sales training work with companies. If you want to create an atmosphere for the truth, then you MUST build context with your prospect. Bill and Bryan give you some examples of when we can all blow it-and what to [...]
Send us Fan Mail Sounds a bit deep doesn't it? Are most relationships really an illusion? Well, probably not. But in this episode, Bill and Bryan talk about customer relationships in a way that helps you identify if you have good ones or not. And they go thru a simple checklist of actions you can take to raise the [...]
Send us Fan Mail We wish there was one simple answer to the question "How do I know when to discount?" Our first instinct is to, of course, say "NEVER!" But the answer is fully dependent upon the context in which you're asking. And then, what if the customer says, "You won't get the business if you don't discount"? [...]
Send us Fan Mail This week's podcast is the Q&A from the live podcast event we did at the end of April. Bill and Bryan answer some great questions from the audience on "scenario intelligence: if they say, then we say," abundance, and "where do I find the time?"
Send us Fan Mail This week's podcast features the Q&A from the live podcast event we did at the end of April. Bill and Bryan answer some great questions from the audience on "scenario intelligence: if they say, then we say," abundance, and "where do I find the time?"
Send us Fan Mail In this episode, Bill and Bryan review a program the company did recently on 'tips for emails.' Email has eclipsed conversations as the preferred mechanism of communicating. While we suggest that personal conversations are better, the fact is that you must be able to communicate well in writing today. They give some "do's and don'ts" [...]
Send us Fan Mail (CAUTION: This podcast is X-tra long: 27 minutes) For our listeners who are accustom to our 10 minute podcasts, this might be a shocker-a full 27 minutes of 10 components to revenue growth. Actually this is the audio from a live-audience event we did in Indianapolis last week. This is not a step-by-step process to [...]
Send us Fan Mail From time to time we get emails from listeners who prefer to talk about their own internal corporate issues - and how these issues get in the way of the sale. So in this episode, Bill and Bryan address that very concern. They address it first as an inner game (mindset) issue and secondly as [...]
Send us Fan Mail Well, aren't we always wanting to find a way to differentiate our selves - and our products - from others who do similar things? And we've read books and books on how to do that. Maybe even sat thru seminars that address the issue. But we find most traditional solutions to that problem leave people [...]
Send us Fan Mail Bryan always accuses Bill of using terminology he doesn't understand. Well, in today's podcast, Bill is riding solo and discusses a concept called "problem proliferation." Actually, if the truth were known, it is the biggest "miss" salespeople experience when in persuasion mode. It's the understanding of what's going on inside the prospect's life absent your solution.
Send us Fan Mail In this episode, Bill and Bryan complete their list of new ways of preparing for a sales call. If you missed Part I, go back and catch last week's podcast.
Send us Fan Mail We speak of it often in our training with clients--and we refer to it on the Podcast--but in this episode, we take a longer, deeper look at the concept of DETACHMENT in the sales process.The bottom line is that every sales problem you have is rooted in flawed thought--and this is the best place to begin to look. Are you 'attached' to the prospect saying, "Yes"? If so, listen up....Also, we introduced a contest to help us create a Signature Sign-off. Email your ideas to listener@...
