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 On this week's podcast, Bill and Bryan tackle a Linkedin Question regarding the tactics taught by David Sandler. Sandler used to teach that at the end of the sales call your prospect was only allowed one of two answers, yes or no, there isn't a "Think it over" option. Bill and Bryan take a step back and break down the sales process. You won't want to miss it! Tune in every Monday for new episodes of the Advanced Selling Podcast!...
Send us Fan Mail On this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss the concept of "Plotting Your Product." Every product has a place on a scale from Life and Death to Luxury. Where does your product lie? It is important to position your product but you also need to learn to change your positioning. Be sure to tune in every Monday for new episodes of the Advanced Selling Podcast!...
Send us Fan Mail On this episode of the Advanced Selling Podcast, Bill and Bryan give out "free marriage therapy" for the salesperson/sales manager relationship. What makes for a healthy functional relationship? Typically it's a below average relationship, and both sides hold responsibility, so Bill and Bryan talk about getting that relationship above average and working better together. Tune in to more episodes of the Advanced Selling Podcast!...
Send us Fan Mail On this week's episode of the Advanced Selling Podcast, Bill does an interview with Chris Wirthwein, author of "The People Powered Brand". Chris talks about what is it that causes a change in buyer behavior, and explain why "people" is the answer. Bill and Bryan then discuss some of the key points of Chris' ideas and how it relates to the end result of the sales process and training. Tune in for more episodes of the Advanced Selling Podcast...
Send us Fan Mail In this episode of the Advanced Selling Podcast, Bill and Bryan discuss the similarities in attitudes and expectations amongst buyers and sellers from region to region across the globe. Many people focus on how to deal with the differences, but Bill and Bryan take a refreshing look at the subject and explain how the sameness can transcend regional differences and country differences. Plus a big announcement on how YOU can be a client of Bill and Bryan's regardless of where you'r...
Send us Fan Mail This week on the Advanced Selling Podcast, Bill and Bryan talk about Pluckers Wing Bar. How does this exactly translate to the usual sales tips that are commonly discussed? You're just going to have to listen to find out! Tune in for more episodes of the Advanced Selling Podcast.
Send us Fan Mail What is it that puts us in a state of mind where we can accomplish great things? Bill and Bryan consistently talk about how to get your mindset right and hot to make sure we think about embracing abundance. On this podcast, they discuss a few ways to get into a "mental flow" when it comes to thinking abundantly. From goal setting to the final solution with your client, Bill and Bryan explain how important your flow is in achieving success. Tune in for more episodes of the Advanc...
Send us Fan Mail After some technical snafus, we're back with another episode of the Advanced Selling Podcast! One of the most popular questions in the sales world is "How important really is call volume?" Instead of asking that question, why not figure out what you're trying to accomplish. Are you just trying to get your call volume up? Or are you trying to accomplish sales and relationships? Bill and Bryan take this question and dive deeper into the actions that you should take and what behavi...
Send us Fan Mail How does commitment compare to confidence? We hear so much about how we must have "confidence" to be successful, don't we? But in this episode, Bill and Bryan talk about the differences and what it means to be truly "committed." In previous conversations, Bill and Bryan talked about where commitment fits into your sales process and offer ideas on how to improve your relationship with "commitment." How committed are you to your own profession -- and yourself? Find out during this...
Send us Fan Mail In this episode of the Advanced Selling Podcast, Bill and Bryan talk about risky behavior when it comes to the sales world. Sometimes we're presented with circumstances that require us to jump outside our comfort zone to close a deal or advance a sale. Unfortunately, we’ve always been taught to “avoid behavior" that can get us in trouble. But in our profession, risky behavior might just be the BEST behavior to engage in. They discuss some of the perceived risky behavior situatio...
Send us Fan Mail In this episode of the Advanced Selling Podcast, Bill and Bryan once again go to the LinkedIn group to address some frequently asked questions. Some of the topics they cover are the best introductory call techniques, advice for sales newbies, and how to address Linkedin invites (sending and receiving). We have had a lot of great discussion on our LinkedIn group, so if you have anything you would like addressed on the podcast be sure to subscribe to the Advanced Selling Podcast L...
Send us Fan Mail The topic on this week's Advanced Selling Podcast is all about "Hustle." No, not the dance move from the 70's, it's the work you put in to your sales. Bryan's uncle has a quote above his desk that reads "Wealth without work is a sin." This couldn't ring any truer. Tune in every week for more great episodes of The Advanced Selling Podcast!
Send us Fan Mail This week's podcast is Part 3 of our Expert Positioning series. The topic is detraction or what are the things we do that take away from coming across as expert. It all has to do with how we get in our own way or what we do to undo our expert persona. These are the things we want to unlearn or untrain from our habits. Tune in every week for more great sales tips on The Advanced Selling Podcast!...
Send us Fan Mail In this week's podcast, Bill and Bryan follow up on a topic that they started last week, Expert Positioning. In other words, how do you come off as an expert. Last week they discussed the inner game of Expert Positioning, this week it's all about the mechanics. What actions should you take to come off as an expert in your field. If you missed last week's episode, be sure to catch up. Tune in every week to the Advanced Selling Podcast!...
Send us Fan Mail In this episode of Hot Tip Thursday, Bill travels to Hollywood, home of the Movie/Music Awards. People in Hollywood are desperate for approval, are you the same way in your sales? It's time to ditch your desperate longing for approval for something that will really improve your process, HIGH INTENT. Join us every Thursday for more episodes of HOT TIP THURSDAY!
Send us Fan Mail In part one of the two part series, Bill Caskey and Bryan Neale discuss what it takes to have an Expert Positioning Mindset. They discuss what the inner game/mental side of giving off an expert persona requires. The inner game is truly the most important part of coming off as an expert. If you want to be concieved as an expert, you don't want to miss this one. Tune in every week for new episodes of The Advanced Sellling Podcast!...
Send us Fan Mail In today's Advanced Selling Podcast, Bill Caskey and Bryan Neale give their answers to some of our LinkedIn group member's submitted questions. Some of the topics they address are the inner game of cold calling, CRM (customer relationship management) systems, and strategies for dealing with a distant prospect. If you have any questions you'd like addressed, contact us at the Advanced Selling Podcast LinkedIn Group today at Advancedsellingpodcast.com/linkedin...
Send us Fan Mail In the thirteenth episode of Hot Tip Thursday, Bill urges you to go against what you've been told. Sometime your feelings can be a great indication of what's really going on. When you FEEL something it's best to get it out in the open and SAY it. If you implement this tip in your calls, you wil improve your communication with the prospect. Tune in every Thursday for More HOT TIPS!
Send us Fan Mail In this Podcast, Bill Caksey and Bryan Neale discuss what makes a great intial phone call with the prospect. They give all of the essential components of a great first call, but it's up to you to implement them. Be sure to listen all the way to the end to hear a secret exercise to perfect your first call. Listen in every Monday for new episodes of The Advanced Selling Podcast!
Send us Fan Mail In the first episode of The Avanced Selling Podcast of 2014, Bill Caskey and Bryan Neale discuss their predictions for the upcoming year. They predict trends they believe we will see in Marketing, Sales, the Stock Market, and even some personal Advanced Selling Podcast predictions. Be sure to tune in, these predictions can add value to your sales. We are looking forward to a great New Year at The Advanced Selling Podcast so be sure to listen every week!...
Send us Fan Mail In the final episode of 2013, Bill interviews marketing expert Jeffrey Rohrs. Author of "Audience: Marketing In The Age Of Subscribers, Fans & Followers," Jeff heads up ExactTarget's Marketing Insights Team. He has some great advice that applies to not only Marketing but also to the sales process. His advice is truly noteworthy. You really do not want to miss it! From all of us The Avanced Selling Podcast, we would like to wish you Happy Holidays!...
Send us Fan Mail In the twelth episode of Hot Tip Thursday, Bill gives some great advice for going into the new year, "Know What's Next." This applies with every step in the sales process, when you send a proposal know what the next step is. Always know what's going to happen before you do something. Tune in every Thursday for more HOT TIP THURSDAY!
Send us Fan Mail In this week's Advanced Selling Podcast, Bill Caskey interviews Jeff Bell, creator of TheAdvertisingFormula.com. Jeff Bell is an expert in Lead Generation for sales. Jeff has some terrific advice for cold calling, for generating leads, and for following up with prospects in your industry. This is a great episode, Don't miss it!
Send us Fan Mail In the 11th episode of Hot Tip Thursday, Bill gives some advice for coming to the end of the year. His advice to to take 2 hours two different times and write out your world righ now, then write out what you want your world to look like. Then take the rest of the time and figure out the "How" to bridge those two. Don't miss this episode and tune in every Thursday for more HOT TIP THURSDAY!
Send us Fan Mail In this week's podcast, Bill and Bryan interview Bo Eason. Bo Eason is a former NFL player and an acclaimed broadway playwright and performer. He is now an international presence/story coach with clients worldwide. He is now dedicated to helping others tap the power of their personal story and become effective, persuasive communicators. "You are a once in a Lifetime Phenomenon." Bo Eason. You do not want to miss this episode!...
Send us Fan Mail In the tenth episode of Hot Tip Thursday, Brooke discusses a term she has coined for her business, "Remarkable Reinvention." We all do things that don't work but yet we do them over and over again. Get out of your old ways by reading, writing, massages, etc. It's time to Remarkably Revinvent yourself. Catch this episode and tune in every Thursday for more Hot Tips!
Send us Fan Mail In this week's Advanced Selling Podcast, Bill and Bryan address one of the most common questions that most workers in America ask at one time or another and that is, "How do I ask for a raise?" This is one of the toughest stiuations to deal with and should be handled very carefully. If you are asking for a raise when you need more money, this is the wrong time to ask. Tune in now to find out more!...
Send us Fan Mail In this week’s episode Bill and Brooke cover a very common problem in the industry. As the end of the year approaches more and more sales people seem to resolve back to “Pixie Dust” to try and hit their goals. These are also known as quick fixes. Follow this 5 point system and not fall into the “Pixie Dust” trend.
Send us Fan Mail In this week's podcast, Bill and Bryan catch up after Bryan's trip to London. The topic this week is regarding pulling focus from your prospect's narrow needs and learning their end goals. This can increase your sales dramatically and be one of the most important things to learn. Don't miss this episode!
Send us Fan Mail In the eighth episode of Hot Tip Thursday, Bill gives some great advice on what to do when you see "Yellow Flags" from prospects. If something doesn't feel right, your next agenda should be to fix that. Find out how today!
