In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale take on two different questions sent in by podcast listeners. The first question in is from Leon in Australia who asks about how to handle channel partners in his new sales role. The second question is from a lady who has been working a prospect for the last few months and they've gone radio silent on her. Bill and Bryan give her several encouraging and indignant ideas on what she can do from this point f...
Apr 30, 2018•20 min
On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale discuss a concept they experience far too often with their own clients, Paradigm Blindness. We all have a certain way we do things and we become locked in to those ways. We become blind to change and don't consider other ways to achieve greater success. Bill and Bryan give you some tips on how to identify your own Paradigm Blindness and some ideas on how you might go about getting out of it. =============...
Apr 23, 2018•22 min
On this episode of Advanced Selling Podcast, Bill and Bryan take a listener call from Paula who poses the question of, "how we extract ourselves from the commodity dungeon with our pricing and our offer." The guys tackle Paula's question head on and acknowledge that it happens to virtually every company, and maybe even in every sales process. The customer sees the same things from other vendors, but doesn't see the uniqueness and differences, and it's up to you to decide how to portray them. The...
Apr 16, 2018•25 min
Bill and Bryan get this question a lot from clients: how do I keep the momentum rolling after I deliver the proposal, when a lot of times that's when things go silent? On this week's episode of The Advanced Selling Podcast, the guys take on this very question. They approach it from the perspective of preventing it from happening in the first place and remedying it when it does occur. Also, be sure to join our LinkedIn group. We will be posting some behind the scenes videos where we plan out each...
Apr 09, 2018•21 min
In this episode of The Advanced Selling Podcast, Bill and Bryan take a note from a client in the Personal Brand Makeover Course, and work through his personal story. Developing your personal story is very difficult to do alone, and we find that it helps to review it periodically to make sure that you are on track with it. Bill and Bryan give you a handful of tips and improvement points on what he sent in and hopefully you can use some of these to improve your own story. =========================...
Apr 02, 2018•21 min
On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address a question from a listener that leads them into a discussion regarding what constitutes a good sales meeting. If you have a sales manager or leader who does not listen to the podcast, make sure they get access to this! You can go into the Advanced Selling podcast app, click the share button, and text the episode to your sales manager. In companies today, we seem to say there are too many meetings,...
Mar 26, 2018•19 min
In this episode of The Advanced Selling Podcast podcast, veteran sales trainers Bill Caskey and Bryan Neale answer a question sent in by a listener who is interested in getting into sales and wonders whether he should take the leap or not. The guys expand this question a little bit away from the specifics of this to where are you going with your career? What are some of your options moving forward? Do you ever get down to the end of the day and say, "Is this what my life is going to look like fo...
Mar 19, 2018•16 min
On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale dive into the CoVideo Mailbag to take a voice message from Kansas City. KC from KC's question revolves around the issue of how to handle territories that don't always lend themselves to clean delineation. The guys have several ideas for how to avoid sales drama between salespeople, but they also give you some thoughts on how you can deal with territory alignment issues. If you have a sales question you want answered on ...
Mar 12, 2018•19 min
If you are in professional sales, it is doubtful that you consider yourself a victim, however, often we slip into a mode of victim thinking and we aren't aware of it. In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale provide some thoughts on how to avoid the victim mentality. When we have a victim mentality, we limit our ability to be creative and to be successful. Bill and Bryan give you some indicators that you might have slipped into that mode...
Mar 05, 2018•16 min
In this week's episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale take a question from listener David who asks about when to give up on a prospect. As usual, Bill and Bryan go into what to do when you’re in that position but more importantly, they discuss ways to prevent yourself from getting into this position in the first place. If you have a sales question you want answered on the podcast, email us a voice memo to [email protected] ==========...
Feb 26, 2018•17 min
On this episode of the Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale play host to Mike Schultz of RAIN Group. RAIN Group just released a Sales Research Study that polled a thousand different sellers and buyers to determine what the optimum behavior salespeople need to adopt for successful outcomes. If you're interested in data-driven selling then Mike has statistics that might just blow your mind. Grab a pencil and paper and take copious notes on this podcast episode! Find...
Feb 19, 2018•27 min
In this episode of The Advanced Selling Podcast, Bill and Bryan discuss a client that they work with when it comes to building their personal story. The fact is that personal story building is not easy and even though we have devoted several episodes to it over the past few years, we think it's still important that we keep this in front of you. The guys pick out seven observations that they made with their client and what you can learn about it. Here are some other episodes on Your Personal Stor...
Feb 12, 2018•17 min
On today's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale field two questions from the CoVideo Mailbag. The first question centers around whether the listener is cut out for sales and the other focuses on what type of sales would be best. If you've been in the profession over a year, it's likely you've had that feeling at some point, am I cut out for this? It's okay to have that feeling and Bryan and Bill talk you through how to deal with it. Send your sales questions to li...
Feb 05, 2018•16 min
In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale laugh a little bit about the term, "Sales enablement," but they catch themselves and realize that it truly is a thing. They provide you some tips on how you can better enable the sales process, whether you have team or are a lone ranger. Also, send us your question via a voice memo to [email protected] and Bill and Bryan will rush you out a sweet little gift just for you. ==============================...
Jan 29, 2018•19 min
The definition of Insanity is doing the same thing over and over again and expecting different results. A salesperson must constantly be evolving. The same actions will get you the same results. As you look forward on 2018, you need to evaluate the things you need to Start Doing, Stop Doing and Continue Doing to accomplish your goals. On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale offer their opinion on some things to immediately stop doing an...
Jan 22, 2018•15 min
On this episode of The Advanced Selling Podcast, Bill Caskey & Bryan Neale answer a listener question from John in Washington DC. He’s new in the SAaS space and has figured out where his problem is but not yet what to do about it. The issue is, “Should he be first or last to propose?” As you might guess, Bill & Bryan take the question and bend it all sorts of ways to come up with some good suggestions for John. This is really less about the SAas space, and more about how to handle the ev...
Jan 15, 2018•21 min
In today's episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss a hot topic all over LinkedIn: Is Cold Calling Dead? The guys bring their own experience into the mix as they answer that very question and give you some thoughts on what cold calling should be used for and how to change your approach to it. They'll also give you some tips to use on your next cold call to get better results in the long run. ========================================= Lear...
Jan 08, 2018•19 min
Happy Holidays! Bryan and I are taking some time off here at The Advanced Selling Podcast. We hope you enjoy some time with friends and family and we can't wait to see you in 2018! ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at [email protected] or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener s...
Dec 25, 2017•5 min
It's no secret by now, our Personal Brand Makeover Course is Live! http://personalbrandmakeovercourse.com On this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale take a deep dive into Module 1 of The Personal Brand Makeover Course - Personal Clarity. What do you stand for? What do you value? If you don't truly know, it's time you get conscious of who you are. ========================================= Learn more about how to improve your personal brand with our Persona...
Dec 15, 2017•14 min
On this episode of the Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address the most common blind spots that they see sales people have as they pursue new business. They also give you some ideas on how you can become aware of what can be a difficult conversation, which is the exposing of those blind spots. Also, be sure to check out their brand new product, The Personal Brand Makeover Course at www.personalbrandmakeovercourse.com . ========================================...
Dec 11, 2017•17 min
For the last few years we always use these episodes in early December to talk about how to close out the year with strength. But, this year we are going to do it a little bit differently in that we want to have you start 2018 strong. In this episode of the Advanced Selling Podcast, Bill and Bryan list several to dos for December that will get you off to a quick start and help you to build momentum for your goals in 2018. They also introduce a product that they are going to be releasing in the ne...
Dec 04, 2017•20 min
In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address the silent killers that will cause you to end up in the commodity dungeon where only price matters. They reveal some tips on how to prevent yourself from being commoditized or extract yourself once you're in it. They also talk about their new course, called The Personal Brand Makeover Course, which is coming soon! ========================================= Want to have your sales question answered ...
Nov 27, 2017•18 min
We are taking the week off for Thanksgiving, but we wanted to replay a recent episode we thought was interesting. Hope you enjoy it and talk to you next week! ========================================= Does it really take 8 to 12 contacts to turn a prospect into a customer? Bill Caskey and Bryan Neale address this very idea in today's episode. We had an awesome question from a listener in our co-video mailbag segment. She is a wardrobe and fashion expert, and is trying to figure out how to genera...
Nov 20, 2017•23 min
In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale interview a power listener, Mike Black, CEO of Inciting Marketing. The guys ask him what he has taken from his many years of listening to the podcast and how he has grown his business as a result. Mike was involved in social work and psychotherapy and realized that if he was going to generate income in business, he was going to have to learn how to sell. That's when he found the Advanced Selling Podcast. If you'd like t...
Nov 13, 2017•19 min
On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the building, or rebuilding, of your company story. Bill and Bryan walk through a three-part framework that will help you get clear about how to communicate your company story to your constituents. If you're interested in having them coach you on your story, send an email to [email protected] and in the subject line put Message Makeover. They'll select a handful of people to do a live coaching ...
Nov 06, 2017•19 min
In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale relate stories from their client base about this very issue, what do you do when a longtime buyer feels compelled to interview other vendors? As Bill and Bryan have done in the past, they break this topic down into prevention and remedy: Prevention is what can you do to prevent this from happening again, and the guys give ten points of learning around that. Remedy is what do you do about it if somebody just, "Serves you...
Oct 30, 2017•19 min
In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale address part two of their Inflation/Deflation series. Today's episode is how we often deflate our own power in the sales process. Most of the time it happens in negotiation, the sales process itself or when we need to find other decision-makers to go call on. Bill and Bryan give you some ideas on how to see yourself and your role to help you navigate through this tendency and temptation to self-deflate. ================...
Oct 23, 2017•17 min
In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss a situation that came up for both of them in the past week with different clients. In both cases, the guys felt like there was a heightened sense of self-importance that was larger than reality. In this first of a two part series, Bill and Bryan give you some ideas on how you can catch yourself if you start to slip into this "lack of self-awareness" around your role. Part two, coming next ...
Oct 16, 2017•19 min
What vibe do you give off when you're around others? In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale talk about two words, commitment and energy, that will influence your success in professional selling. The guys break down each of these words and talk about what they see when they go into companies and work with high achievers in these two areas. ========================================= Want to have your sales question answered on The Advanced Sellin...
Oct 09, 2017•19 min
Does it really take 8 to 12 contacts to turn a prospect into a customer? Bill Caskey and Bryan Neale address this very idea in today's episode. We had an awesome question from a listener in our co-video mailbag segment. She is a wardrobe and fashion expert, and is trying to figure out how to generate more clients. Bill and Bryan give her some ideas that really anyone who's in sales and trying to generate more engagement with prospects can use. We'd love to hear your feedback on their answers by ...
Oct 02, 2017•23 min
