What do golf pros know about sales training? You may be surprised by the overlaps in inner game principles. In this episode, veteran sales trainers Bill Caskey and Bryan Neale reflect on Donald Miller’s Storybrand podcast and an interview with Ben Crane, a PGA golf pro. Do you struggle to avoid your subconscious taking over your inner game? Are you practicing reps to help get your mind right? In today's episode of The Advanced Selling Podcast, Bill and Bryan share tips to help you focus on mindf...
Aug 15, 2016•15 min
Are you feeling sales pressure? (Don’t worry, you’re not alone.) In this episode, veteran sales trainers Bill Caskey and Bryan Neale help managers and salespeople identify the differences between aspirational and desperate pressure. Are you stressed about sales and struggling to think objectively about your pipeline? Are you looking at the long term view or just short term wins? In today's episode of The Advanced Selling Podcast, Bill and Bryan share techniques you can use to turn pressure into ...
Aug 11, 2016•14 min
Have you wondered what it’s like to be a fly on the wall of a recording session at The Advanced Selling Podcast? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale are joined by a loyal listener who jumps into the conversation during a visit to the studio. Are you a naturally curious person? Are you looking for ways to keep growing your sales skills after decades in the business? In this episode of The Advanced Selling Podcast, Bill and Bryan talk with Paul from Ontario, Cana...
Aug 08, 2016•24 min
Have you gotten stuck in a back-and-forth email chain with a prospect that didn’t end well? In this episode, veteran sales trainers Bill Caskey and Bryan Neale dissect an actual listener email and break down what worked (and didn’t work) in his exchange with a potential customer. Are you reading your emails out loud before sending to check your tone? Are you out of balance with your communication style and language? In today's episode of The Advanced Selling Podcast, Bill and Bryan give tactical...
Aug 04, 2016•17 min
Calling all Sales Managers: there’s an art to coaching your team after the ride along. In this episode, veteran sales trainers Bill Caskey and Bryan Neale talk to Sales Managers with tips (and things not to do) when coaching after a ride along experience. This episode isn’t about the ride along itself— it’s about what happens when you get back in the car. What makes a really good feedback session? How do you help your team grow from the experience? In today's episode of The Advanced Selling Podc...
Aug 01, 2016•13 min
Is your sales funnel getting stale? Are you stuck in the rut of closed-loop prospecting? In this episode, veteran sales trainers Bill Caskey and Bryan Neale share tips and techniques for stirring up your sales funnel to get better movement and momentum. Are you using a ranking system to know which prospects deserve more focus and attention? Are you activating opportunities you already have in your funnel or are you letting them sit there and stall out? In today's episode of The Advanced Selling ...
Jul 28, 2016•17 min
Pro athletes, musicians and artists practice their craft daily. Do you practice your sales skills daily to get to the top of your game? In this episode, veteran sales trainers Bill Caskey and Bryan Neale give you six practical ways you can practice your sales techniques and hone your skills. Will you step up to the 10 Day Challenge? Are you part of a Power Triad? In today's episode of The Advanced Selling Podcast, Bill and Bryan share things you can begin doing today to practice your skills and ...
Jul 25, 2016•19 min
What if you could practically guarantee your success in sales? Would you do what it takes? In this episode, veteran sales trainers Bill Caskey and Bryan Neale give you insight into the characteristics of a successful salesperson. Do you have your goals written down? Are you willing to stay a few more minutes and make one more call at the end of the day? In today's episode of The Advanced Selling Podcast, Bill and Bryan will share a how-to list that will help you know where to focus your efforts ...
Jul 21, 2016•21 min
Are you feeling a mid-year sales slump? Are you looking for ways to modify your prospecting techniques for Q3-Q4? In this episode, veteran sales trainers Bill Caskey and Bryan Neale give you an assessment to grade your prospecting behaviors in the first half of the year. Are you using a true referral system to generate leads? Do you employ behavioral KPI’s (and stick to them)? In today's episode of The Advanced Selling Podcast, you will learn the elements of healthy prospecting strategies and gi...
Jul 18, 2016•19 min
Do you feel like you have to win every deal? In this episode, veteran sales trainers Bill Caskey and Bryan Neale explore a listener question from Lauren in St. Louis. Are you (or people on your team) motivated most by money? Do you have an unhealthy balance between your base salary and commission structure? In today's episode of The Advanced Selling Podcast, Bill and Bryan will help you identify what you’re attached to and why. You’ll be able to analyze if you are more interested in solving the ...
Jul 14, 2016•18 min
Do you have trouble talking about money with your prospects? Does “budget” feel like a dirty word? In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale take on the tough topic of “Economics.” Using a real scenario from one of Bill’s client sessions, they will walk you through steps to help make the money conversations less intimidating (for you and for your prospects). Are you educating or persuading when you talk with a prospect? Are you trying to ...
Jul 11, 2016•16 min
Are you managing a team that includes Millennials? In the second part of our series on Millennials, veteran sales trainers Bill Caskey and Bryan Neale bring back Millennial coach and expert Lindsay Boccardo to talk with managers about how to maximize the value Millennials can bring to your team. Are you giving them feedback more than once every six months? Are you asking deeper questions to understand the real issues? Are you helping your team understand how their contribution can impact the bus...
Jul 07, 2016•21 min
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...
Jul 04, 2016•22 min
Were you born after 1982? Do you work with people who were? In this two-part series, veteran sales trainers Bill Caskey and Bryan Neale take on a topic that’s being talked about around the world— Millennials and their impact on today's workforce. They talk with Millennial coach and expert Lindsay Boccardo about ways sales people and their managers can work better together to maximize the benefits of having this generation on their team. In Part I, the conversation focuses on Millennials as sales...
Jun 30, 2016•23 min
Can account management and the principle of detachment work together? The very nature of the word “retention” may make you feel like you can’t be detached from your clients. In this episode, veteran sales trainers Bill Caskey and Bryan Neale dive into the world of account management to give you strategies to increase your success in managing accounts. Do you walk the halls and get to know people in other departments? Are you focused on just what you’re currently doing for them or are you looking...
Jun 27, 2016•23 min
Are you writing your own marketing/sales emails? In this episode, veteran sales trainers Bill Caskey and Bryan Neale explore a listener question that everyone needs to hear. Do you write emails to your prospects and struggle to make them feel personal? Are you sending something of value to people when they connect with you on LinkedIn? In today's episode of The Advanced Selling Podcast, Bill and Bryan dive into strategies you can use to bring valuable content to people you correspond with. They ...
Jun 23, 2016•16 min
What are the attributes of a high performing sales person? In this episode, veteran sales trainers Bill Caskey and Bryan Neale talk about developing a personal ethos that involves continuous self improvement. To what degree do you carry a commitment to bettering yourself? When things don’t go your way, do you look inward first or look around you to assess what others did wrong? In today's episode of The Advanced Selling Podcast, Bill and Bryan share questions to ask and ideas to consider as you’...
Jun 20, 2016•22 min
Is youth helpful or harmful for salespeople? How can you best control your pieces of the sales process and let go of the rest? In this episode, veteran sales trainers Bill Caskey and Bryan Neale take two mailbag questions from listeners— Ty in Texas and Shawn in Wisconsin. Are you looking for ways to position yourself as an expert even when you’re young in age or new to your industry? What can you do to see yourself as a solution provider and help your prospects see you that way as well? In toda...
Jun 16, 2016•17 min
How do you ensure eternal sales success? In this episode, veteran sales trainers Bill Caskey and Bryan Neale use Charles Duhigg’s concept of Keystone Habits to determine what salespeople need to do to increase their success. (If you want more on this idea, check out Duhigg’s book, The Power of Habit: Why We Do What We Do in Life and Business .) Bill and Bryan share some of their own keystone habits— a blend of mental, physical and emotional strategies that you can use to improve your sales game....
Jun 13, 2016•19 min
Could the sales system be broken? For both Buyers and Sellers, what if the process isn’t really working? In this episode, veteran sales trainers Bill Caskey and Bryan Neale analyze both viewpoints and consider areas where the system can be improved on both sides of the selling process. Is the Buyer too focused on paying the least amount of money, not getting the best outcome? Is the Seller in “get the deal” mentality more than they are trying to provide a helpful solution for their prospect? In ...
Jun 09, 2016•21 min
How is your process similar or different to the process for winning complex enterprise sales? In this episode, veteran sales trainers Bill Caskey and Bryan Neale bring in an expert who has spent years winning big deals and teaching others how they can do it too. Bud Suse spent 12 years with IBM before moving into sales management for a start-up, spending hours in well-known sales training programs along the way. He realized that the success in large deals comes from defining a process, testing i...
Jun 06, 2016•18 min
What happens in a training session when Bill or Bryan doesn’t have the answer? In a special episode of “Stumpology,” veteran sales trainers Bill Caskey and Bryan Neale bring their toughest client issues to each other to solve. How do you handle it when the client can’t get away from selling features/functions? How can you create the space with your sales team to be able to educate them? In today's episode of The Advanced Selling Podcast, the teachers become the students (of each other). They wil...
Jun 02, 2016•18 min
Are you looking for ways to generate more leads? (because who isn’t?) In today's episode, veteran sales trainers Bill Caskey and Bryan Neale respond to a specific request to provide four things sales people can do right now to generate leads. Have you considered hosting a marketing event for your prospects (not a sales event, a marketing event)? Are you using your current client’s words and testimonials to help you communicate what you do to your prospects? In this episode of The Advanced Sellin...
May 30, 2016•17 min
Standing out in a commoditized sales environment is tough. In today's episode, veteran sales trainers Bill Caskey and Bryan Neale explore the world of landscapers and the B2C marketplace. How do you sell a premium priced product, service or experience when everyone around you is selling for less? Are you creating a vision for your customer or having them help paint the vision with you? In today's episode of The Advanced Selling Podcast, Bill and Bryan give you specific steps to take to help comb...
May 26, 2016•18 min
Products or services— which do you think are easier to sell? In today's Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale dive into a question from a listener in Sweden. If you provide a service, how do you “productize” your service and make it something tangible? If you sell a product, how can you “service-ize” your offering and not hide behind the item? In this episode of The Advanced Selling Podcast, Bill and Bryan share their strategies to create powerful connections...
May 23, 2016•18 min
How do you create a sense of urgency for a prospect? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale address one of their most frequently asked questions. What is the true role of a sales professional? Do you understand where your prospect is starting and where they are trying to go? In this episode of The Advanced Selling Podcast, Bill and Bryan share how you can reframe the question and avoid manipulating or coercing your prospects. They will give you tips to help you ev...
May 19, 2016•17 min
Do you believe that enthusiasm is really contagious? In today ’s episode, veteran sales trainers Bill Caskey and Bryan Neale address the age-old attribute of enthusiasm. Bill relates a story of observing a struggling sales person trying to get one of his clients’ sales teams fired up to sell more stuff. It didn’t go well. Not because he wasn’t representing a valuable product. But because of “how” he decided to create enthusiasm with his audience. It derailed quickly. Have you ever been in the po...
May 16, 2016•17 min
Are you curious how The Advanced Selling Podcast came into existence? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale get personal. They share how they began their careers in sales and how the podcast got its start. Whether you’re a longtime listener or new to the Advanced Selling Podcast, you’ll find valuable lessons in hearing Bill and Bryan talk about busted sales calls, good and bad sales managers and their overarching philosophy that lead them to the work they do toda...
May 12, 2016•25 min
A new set of eyes on anything can be valuable, even for the most seasoned pros. In today's episode, veteran sales trainers Bill Caskey and Bryan Neale capture best practices and strategies from a new listener to The Advanced Selling Podcast, Brittney Russo. You’ll hear how Brittney has used Bill and Bryan’s training to close large deals, ramp up in her company faster and challenge her competitors. In this episode of The Advanced Selling Podcast, Bill and Bryan share notes you can use right away ...
May 09, 2016•19 min
Do you have leaks in your sales bucket? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale are fired up— not just about leaks in your bucket, but about discovering a leak in their own bucket too. Do you prospect when sales are good or only when things start to slow down? Do you run a well-organized sales process? Are you leveraging your training and knowledge as much as you can? In this episode of The Advanced Selling Podcast, Bill and Bryan fight to prevent their ego from ge...
May 05, 2016•20 min
