In preparation for our December ASP Insider Personal Business Planning event this Friday, Bill and Bryan go through some most common mistakes people make when crafting their plan and some tips on how to do it the right way. The guys give you their Do's and Don'ts for a crystal clear business plan for next year. If you haven't already assembled your personal plan for next year, Bill and Bryan invite you to participate in the ASP insider program this Friday, December 3. Go here to find out more ht...
Nov 29, 2021•19 min
We’ve all had this happen to us; we’re in the 11th hour, we’ve delivered a proposal, and the prospect tells us to hang tight and wait. This question came in from our LinkedIn group, Daniel, who has had this happen several times. Listen to this episode if you want clear concise prevention strategies so this doesn’t happen to you again. ========================================= The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http:...
Nov 22, 2021•18 min
When you want great advice, you go to a great source. So, we went to one of the best. John Barrows built an empire based on his passion for sales. He believes sales is the greatest profession in the world when done right – and the worst when done wrong. In this episode, John gives us the best sales advice he's received in his career. Learn more about John at https://jbarrows.com .
Nov 18, 2021•34 min
Is sales really broken? In many ways it is. This episode was inspired by an email Bill received from Anthony Iannarino discussing why sales is broken. Anthony lists the stats that he's uncovered from both the seller and the buyer that backs up his belief. In this episode, Bill and Bryan start to break down the areas where they think sales is broken and they give you some ways you can reframe your thinking to accommodate the new ways of selling. ========================================= The Insid...
Nov 15, 2021•18 min
In this exclusive series called "The Best Sales Advice I Ever Received," Bill and Bryan are handpicking some of the industry's top leaders to have them share the best advice that they've gotten in their careers. Sales legend, author, and speaker Mark Hunter joins Bill and Bryan in the studio this week with some simple yet profound advice: stay focused, stay consistent. These two foundational principles touch on every aspect of the sales process from your motivation level to your customer interac...
Nov 11, 2021•9 min
In this episode, Bill and Bryan kick off a series that they will be releasing throughout the weeks on The Best Sales Advice Ever — coming from authors and sales experts in our space. The guys thought there was no better way to kick it off than to have them share the best advice that they’ve received in their careers about sales and goal achievement. If you haven't already, go to advancedsellingpodcast.com/linkedin and join our group so that you can also weigh in on the best advice you’ve ever go...
Nov 08, 2021•15 min
A business is made or slayed along the customer journey. Think US Airways. Blockbuster. When businesses fail, it’s usually due to a lack of empathy with their customers. Automated phone service, long wait times, Draconian return policies. The list goes on and on. The competitive advantage goes to companies who get it right. Think Apple. Wayfair. Trader Joe’s. You have to map out the customer’s journey and manage every single touchpoint along the way. For the salesperson, the customer experience ...
Nov 01, 2021•11 min
Celebrating 15 years of podcasts!! Bill and Bryan started the advanced selling podcast long before podcasting was a household word like it is today. Over those 15 years, the guys have recorded over 700 episodes. And have over 12 million downloads. We also honor all of those listeners who have been with us over the years, including those who started with us 15 years ago. Thank you!
Oct 28, 2021•11 min
You’ve heard the old saying… “Giving is better than receiving because giving starts the receiving process.” But does it work when it comes to sales prospecting? Absolutely. Studies show the ROI on gifting a prospect is high – and gifting a current client usually ends up in a longer-term relationship, repeat business, and more referrals. So… if you want to make an impact, differentiate, be remembered, and build goodwill, consider gifting. Spice up your prospecting efforts with creativity, thought...
Oct 25, 2021•10 min
For lack of a better cliché…sales is a rollercoaster. Highs. Lows. We’ve all been there. Building momentum is key. We’re usually so concerned with reaching the next peak that we forget to recognize the smaller wins along the way. And the worse culprits are oftentimes our managers This week, Kris Rudeegraap, CEO and CO-founder of Sendoso, the leading gifting platform, joins us to talk about putting the wind back in your sales, driving the momentum through the ups and downs – and why the proverbia...
Oct 18, 2021•12 min
We are not in the new normal - it's the next normal. Bill and Bryan believe that in this next normal, you have to humanize your brand. Kris Rudeegraap , CEO of Sendoso, joins the show for a special four-part series exploring innovative ideas to help you stand out. In this first episode, he shares how he went from SDR to tech founder, raising a $100 million Series C fund while highlighting one key tactic for creating differentiation. After you listen: BE SURE to register for a special live event ...
Oct 11, 2021•27 min
After analyzing 300,000 cold emails, the team at Gong has debunked one of sales’ greatest mysteries — and unlocked a strategy to DOUBLE the amount of meetings you book. We are joined once again by the Devin and Sheena from Reveal: The Revenue Integillance Podcast. And, as you know, sales usually is not binary, typically nuances play into every situation. However, this is the exception. The CTA (call to action) you use at the end of your email, matters more than you think. To craft the perfect co...
Oct 06, 2021•12 min
How do you get your deal unstuck when you’re nearing the end? In this episode, Bill and Bryan complete their three-part series on getting unstuck in the sales process. The guys address the end of the sales process when drama occurs and deals get stuck. They each give a few hints of how you can make this happen elegantly and organically with a minimum amount of drama. ========================================= The Insider program is open for enrollment. If you have not checked out our version of a...
Oct 04, 2021•17 min
Should you use slides on a discovery call? Choose wisely because it impacts your chances of booking the next meeting by 17%. On this episode of Opinions vs. Reality, we are joined once again by Devin and Sheena from Reveal - the Revenue Intelligence Podcast. We give you our opinion on the impact of using slide decks. And, for when it’s the right decision, check out this cheat sheet for crafting sales decks that sell: https://pages.gong.io/crafting-sales-decks-checklist To listen to the Reality, ...
Sep 29, 2021•14 min
How committed are you to personal growth? This episode was inspired by one of Bryan's clients, Mike, who has had a 30+ year career in sales but is still one of the most eager to learn ways and grow. The guys give you some ways you can be like Mike, and some way to stay motivated in your personal growth. ========================================= The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/ins...
Sep 27, 2021•21 min
“I need to think about it” is the objection that makes every salesperson's skin crawl. But is it really the reason your deal didn’t close? In this special Opinions vs Reality, Bryan and Bill are joined once again by Devin and Sheena from Reveal: The Revenue Intelligence Podcast. Learn how to address any potential roadblock your seller might have. (Spoiler: It’s time to shift from sales to strategic advisor.) To listen to the Reality, subscribe to Reveal: The RI Podcast here: https://link.chtbl.c...
Sep 22, 2021•14 min
In this episode, Bill relays a story of one of his new clients who has asked for help on messaging. They sell a very complex solution to a large group of people in a long selling cycle. He is struggling with how to craft his message so that it’s compelling to the prospect. Bill and Bryan give you a handful of ideas on what to do and what not to do in this episode. ========================================= The Insider program is open for enrollment. If you have not checked out our version of a sm...
Sep 20, 2021•20 min
Do you know the impact cursing has on your sales calls? In this special Opinions vs Reality episode, Bryan and Bill are joined by the hosts of Reveal: The Revenue Intelligence Podcast, Devin Reed and Sheena Badani. The guys give their best opinion on whether cursing hurts or helps the sale and then Devin and Sheena give them a hint on whether they are right. To listen to the Reality, subscribe to Reveal: The RI Podcast here: https://bit.ly/2VKDe6j...
Sep 15, 2021•15 min
In this episode, Bill and Bryan talk about how to keep your sales process from getting stuck as you head into the center of it. This usually centers around people and processes not behaving properly. The guys give you some clues on what's going to help you navigate when you are stuck in the middle. ========================================= The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider ...
Sep 13, 2021•16 min
We recently did a poll with our LinkedIn group to find out what topics were of the most interest to you. The number one response was “how do I keep myself from getting stuck somewhere in the sales process?“ We decided to break it down into three areas, beginning, middle, and end. Today’s episode is on the beginning of the process. Bill and Bryan give you tips on how to avoid getting stuck and what to do when you have that happen. ========================================= The Insider program is o...
Sep 06, 2021•17 min
The topic of coaching seems to be on a lot of people's minds today. But there are two ways to get coaching: one is in a one-to-one environment and the other is in a small group assembly. Today, Bill and Bryan go through what a small group coaching environment might look like, some pros and cons, and some tips if you are considering starting your own small group. The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsell...
Aug 30, 2021•18 min
In this episode, Bill Caskey and Bryan Neale address a LinkedIn post that came from Jeffrey. D where he talked about the role automation and AI has in the sales process. We did an episode a few weeks ago on automation, but here they dive a little bit deeper. The guys give you some other ways to think about how to use AI in your process without taking away the emotion that comes from having a human being with your prospect. ========================================= If you're not part of our ASP I...
Aug 23, 2021•20 min
In this episode, Bill and Bryan answer a question from Karen B. about the "Omnichannel approach" to personal marketing and brand building. The guys dish out a couple of suggestions for you on ways to build your brand using a multi-channel approach without driving yourself nuts. ========================================= If you're not part of our ASP Insider , go to http://advancedsellingpodcast.com/insider to join today! Do you have a question you want to be answered on the podcast? Email us at l...
Aug 16, 2021•19 min
Bill and Bryan discuss sensitive topics in this week's episode. These topics all start with questions like, "What is enough? What does success mean for me? How hard do I have to work to achieve it?" The guys riff on ways you can ask yourself these questions and come up with good answers that apply to you. ========================================= If you're not part of our ASP Insider , go to http://advancedsellingpodcast.com/insider to join today! Do you have a question you want to be answered o...
Aug 09, 2021•18 min
You just made a new connection on LinkedIn that would be a great prospect, is it too soon to reach out? In this episode of The Advanced Selling Podcast, Bryan Neale and Bill Caskey take on that very listener question from Jean-Pierre in the Netherlands. Too soon and you could ruin a connection, too late and you could miss an opportunity. Bill and Bryan give some thoughts on this situation and they give some indicators they've noticed when it's the right time to reach out and when it's time to le...
Aug 06, 2021•18 min
In this episode all about mindset and mentality, Bill and Bryan reveal some of their struggles with certain aspects of how we think. If you'd like to get more tactical in this area of Mindset, we invite you to join us on Friday, August 6 for our ASP Insider program. We will dive much deeper into how we can improve our mindset and our thinking to succeed wildly in the world. Go to http://advancedsellingpodcast.com/insider to join today! ========================================= Do you have a ques...
Aug 02, 2021•19 min
On this episode of the Advanced Selling Podcast, Bill and Bryan give you the eight- plus questions that, depending upon the circumstance, you need in your question bank. These questions are generic in nature, but would apply to virtually any B2B sales meeting scenario. If you aren't using these, you are really missing out on finding the prospect's real pain. ========================================= If you're not part of our ASP Insider , go to http://advancedsellingpodcast.com/insider to join t...
Jul 29, 2021•20 min
On this episode of The Advanced Selling Podcast, the guys give you a preview of a recent webinar call "6 Months of Sales Momentum." They discuss the upcoming 6 Months of curriculum inside The ASP Insider Membership group and how you can jump-start the last half of 2021. To join the group, go to http://advancedsellingpodcast.com/insider ========================================= Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll...
Jul 26, 2021•21 min
Bill and Bryan on the road going to a sales meeting with one of their clients, which made them think of a good episode topic, "how should I prepare for a sales meeting?" The guys discuss the proper framework for a sales meeting, a presentation, or a speech at an event. This episode was recorded live on-site in Durham, NC at an ASP listener sales conference, so they decided to give you a behind-the-scenes look at how they plan out an event like this. If you're interested in having Bill or Bryan o...
Jul 22, 2021•14 min
In our last ASP Insider session, we discussed the concept of detachment and how it’s a secret element of empowerment for sales professionals. On this episode, we take three questions that came from insiders that we did not have a chance to answer during the program. We wanted to share some of these with all of our listeners. To save you spot for our FREE "6 Months of Sales Momentum" webinar, go to http://advancedsellingpodcast.com/momentum ! ========================================= Do you have ...
Jul 12, 2021•20 min
