Send us Fan Mail You just made a new connection on LinkedIn that would be a great prospect, is it too soon to reach out? On 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 whe...
Jan 21, 2019•18 min•Ep. 1
Send us Fan Mail What should you do when your Sales Manager doesn't do things the way you would do them? In this first episode of 2019, Bill Caskey and Bryan Neale address a question from the CoVideo mail bag from a listener, who brings up how his manager makes demands on him, referring to a very specific scenario. Bill and Bryan take this question a little bit broader to the notion of how do you manage your manager, if that's even possible? ========================================= Looking for ...
Jan 14, 2019•18 min•Ep. 1
Send us Fan Mail Happy New Years ASP Listeners! We are so glad to have you in 2019. On this episode Bill and Bryan were interviewed by Jeff Shore on his show, The Buyer's Mind Podcast. Jeff is talented Sales Trainer and Author and the guys had a great discussion about sales and what it takes to be successful today in the profession. Bill and Bryan will be back to regular episodes next week! If you have a question you would like answered on an upcoming episode, email us at listener@advancedsellin...
Jan 07, 2019•30 min•Ep. 1
Send us Fan Mail In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale share some thoughts about "vacation anxiety" as we head into the holiday break. They give you a handful of ideas that you can implement prior to January 1st, so that by the time the work week hits, the first week of next year, you are ready to go mentally, physically and emotionally. We will not be airing anymore live episodes until January 7th, so we hope all of our listeners and non-listeners, ...
Dec 17, 2018•21 min•Ep. 1
Send us Fan Mail On the previous episode of The Advanced Selling Podcast, Bill and Bryan talked about some inhibitions that people have about podcasting and then gave you some examples of how to use your podcast to generate leads. This episode they get into the gear and the possible formats you could use to make your podcast be successful. The guys give you a list of items that you will need if you want to go down the podcast path. If you haven't enrolled in our live masterclass on December 13th...
Dec 10, 2018•16 min•Ep. 1
Send us Fan Mail After 640 episodes and 13 years of podcasting, Bill and Brian finally decide to do a episode on the value of podcasting for sales professionals. They talk about some of the inhibitions that might be getting in your way from starting a podcast and how to overcome that obstacles. The guys also give you some ideas on how to use a podcast in your business to build your personal brand and generate leads. If you have ever considered starting a podcast, this episode is definitely for y...
Dec 03, 2018•21 min•Ep. 1
Send us Fan Mail In this week's episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address the notion of courage. They play a clip of Brené Brown, who was interviewed by Michael Gervais, on the Finding Mastery Podcast. Brené talks about the number one attribute that people are looking to leaders for, but we think the same thing applies to sales professionals, you have to have courage. Bill and Bryan give you six areas that they believe courage can come in. Also, ...
Nov 26, 2018•20 min•Ep. 1
Send us Fan Mail Bill and Bryan are taking a break for Thanksgiving this week, but have no fear, they have something very special planned for you podcast listeners. Bryan Gray stops by the studio to discuss a brand new Masterclass that the guy's have been working on with him. It's called "Winning the Buyer's Brain: Secrets to Carrying the Room and Winning the Deal" and it's coming to you live on December 13th! Go to https://www.winningthebuyersbrain.com to learn more and to register for the Mast...
Nov 19, 2018•23 min•Ep. 1
Send us Fan Mail Don't waste time with centers of influence meetings, unless you do this... On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale address some common misconceptions about "centers of influence" meetings. This is where you identify people who might be able to pass referrals on to you and so you meet them and then, mess it up by not having the correct mindset and process when you go. Bill and Bryan give you a handful of ideas on how to improve the outcomes of...
Nov 12, 2018•21 min•Ep. 1
Send us Fan Mail On this episode of The Advanced Selling Podcast, Bryan brings up an observation that he has been seeing a lot, the generational differences in the workforce today. Bill and Bryan discuss the differences and similarities between the generations and how they buy. They give you some tips on how you can interact with any of them, no matter what generation you might fall into. If you have a question you want answered on the podcast, send us an email at listener@advancedsellingpdodcas...
Nov 05, 2018•19 min•Ep. 1
Send us Fan Mail In this Halloween themed episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale dive deep into the concept of FEAR in sales. They talk about the things that sales people are afraid of and they even share some things that they've struggled with over the years. One thing that's always important when we talk about challenges and road blocks is to try to get to the bottom of why they are show stoppers for us and deal with some real issues. Once we conquer our fear, we ...
Oct 29, 2018•18 min•Ep. 1
Send us Fan Mail Have you every wondered how you can differentiate yourself in the sales world? In this episode of The Advanced Selling Podcast, Bill and Bryan talk with John Lefler, the outbound Sales Manager at cardsdirect.com. John gives some ideas on how you can use greeting cards to be unique in your market. CardsDirect is a new partner with us and they have some very unique designs and approaches to helping you stand out from the crowd as you manage your clients and seek out new prospects....
Oct 22, 2018•19 min•Ep. 1
Send us Fan Mail In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale talk about a circumstance that lots of sales forces struggle with, the notion of who controls the sales process. Bill and Bryan riff on such things as correct mindset, correct language, and what your ideal sales process is if you were to create it from scratch. This is definitely one area where most sales people fall short! If you have a sales question you want answered, make sure...
Oct 15, 2018•17 min•Ep. 1
Send us Fan Mail In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale take on a mailbag question from a listener named Alyx. Alyx is in the Health and Wellness industry and her question was, "how does one communicate value in a market where there are fads and fixes that people opt for?" Bill and Bryan discuss how a lot of this gets back to how you see the world of selling today, and are you part marketer and part seller, or just part seller? Many of the guys' tips and tac...
Oct 08, 2018•16 min•Ep. 1
Send us Fan Mail In this episode of The Advanced Selling Podcast, Bill and Bryan begin the planning process for 2019, but they start in a completely different way than you're used to. The first step in preparation of next year is to take inventory of the beliefs that we might have in sales that hold us back. Then the next step is to begin to release those beliefs and in their place, insert beliefs that are more conducive to higher achievement. If you're interested in bringing Bill or Bryan or bo...
Oct 01, 2018•14 min•Ep. 1
Send us Fan Mail On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address the topic of rejection, loss, and disappointment. There is a myth that we have to just move on when we get disappointed, and not feel the feelings that comes along with that. But we think that's wrong. Bill and Bryan give you some things to think about when it comes to preventing the feelings that come along with loss and disappointment, and what to what to do when it does happens...
Sep 24, 2018•17 min•Ep. 1
Send us Fan Mail On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Brayan Neale sit down with a long time friend, Bryan Gray, Author and CEO of Return Path Group. They discuss the buyer's brain and how their thinking affects the sales process. Do you know how to get the limbic and reptilian brain to pay attention in any buying decision? Bryan has some tips on how to do just that. Download Bryan's FREE eBook titled, "Sales Is Broken" at https://advancedsellin...
Sep 17, 2018•18 min•Ep. 1
Send us Fan Mail What is your morning routine? And does it prepare you for anything? In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale interview Benjamin Spall, author of a book titled "My Morning Routine: How Successful People Start Every Day Inspired." Benjamin interviewed more than 60 successful people to find out what their morning routines are for the day. He shares a few of these with our podcast audience. This is definitely a book we suggest purchasing, m...
Sep 10, 2018•15 min•Ep. 1
Send us Fan Mail In this week's episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale share with you phrases and jargon that should never be said in sales today. Most of these things serve to deposition you in the mind of the prospect, so that you appear to be operating from a place of weakness. Bill and Bryan will also give you some things that are okay to say and some replacements for these "bad words." If you have a question that you'd like to get to the ...
Sep 03, 2018•15 min•Ep. 1
Send us Fan Mail How do you win back business when you lose it? On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale give you some tips on what you can do the instant you lose a sale or an account leaves you. This is a listener mailbag question from Aaron in Colorado who had this exact thing happened where he was in charge of all business development, but out of the loop on client success and bad things started to happen. Now it's up to him to go back and r...
Aug 27, 2018•18 min•Ep. 1
Send us Fan Mail In this episode, Bill Caskey and Bryan Neale take an email from a listener who has refined the art form of taking podcast content and turning it into usable mechanics to help him grow his income. So the guys set off on a journey and give you seven ways that you can listen to podcasts, The Advanced Selling Podcast, or others, in a way that helps you implement some of the ideas that you hear. One of the tips was, email the podcast host with a question, so this offer stands. Send y...
Aug 20, 2018•17 min•Ep. 1
Send us Fan Mail In this episode of The Advanced Selling Podcast, Bill and Bryan take a listener question from a police officer who is interested in getting into sales. The guys break down his question a little further and say, "are you ready for your next opportunity?" Whether it's sales to customer success, or sales to sales manager, or any number of other progressions, are you ready? The guys give him some ideas on how to think about it, and some tips on what to do to prepare. They would love...
Aug 13, 2018•17 min•Ep. 1
Send us Fan Mail Are you to passive or too aggressive? How you get right in the middle? In almost every sales process there is, "Controlled tension." This happens when there is stress around who's controlling the process, you or the prospect. The reason you should be in control is because you have the solution, but the prospect thinks they should be in control because they have the money. This control tension gives way to the question of, "how assertive should you be in guiding the prospect thro...
Aug 06, 2018•21 min•Ep. 1
Send us Fan Mail Think about how many prospects you've called on. Think about how many mistakes you've seen people make when they buy your product or your service. Think about how many questions you've been asked by interested prospects. The fact is, you have enormous perspective on the industry you are in, yet I bet you, you don't use it very well. In this episode of The Advanced Selling Podcast, Bill and Bryan discuss the notion of sharing your perspective with your prospects so that they can ...
Jul 30, 2018•15 min•Ep. 1
Send us Fan Mail In their sales training businesses, Bill and Bryan are both often asked the question, "what is the best sales advice you can give me?" This is usually a pretty difficult question because no one answer will fit every situation. And, with so many different sales methodologies out there, how can you know what's best? On this week's episode of The Advanced Selling Podcast, they guys decided to step up to the challenge and put together their lists of the best advice they've either ev...
Jul 23, 2018•17 min•Ep. 1
Send us Fan Mail In this episode of the Advanced Selling Podcast, Bill and Bryan take a listener question from Lauren, who asks how she can navigate the sales process better if she is not the low bid. She also asks how to handle the "middleman" in the process who will not let her get to the end user. The guys had some attitudinal and philosophical issues about how she was thinking about it, but they also gave her some thoughts on how she can remedy this difficult situation. =====================...
Jul 16, 2018•14 min•Ep. 1
Send us Fan Mail In this episode of The Advanced Selling Podcast, hosts Bill Caskey and Bryan Neale walk you through a framework to help you build your own sales methodology. This is part 2 of last week's episode where Bill and Bryan talked about the big five sales training companies and they gave you some pluses and minuses about why you should or shouldn't have a philosophy/methodology. In this week's episode, the guys go into detail about the eight things that you need to have as part of your...
Jul 09, 2018•15 min•Ep. 1
Send us Fan Mail This week's topic came from a LinkedIn conversation from a VP of sales who asked the question, "What is the best sales methodology to use today?" Veteran sales trainers, Bill Caskey and Bryan Neale discuss the largest five sales methodology training firms in the world, and share some thoughts on whether you even need a method, or not. They guys offer their thoughts and on next week's episode, they will give you a framework you can use to build your own philosophy instead of usin...
Jul 02, 2018•18 min•Ep. 1
Send us Fan Mail In this episode of The Advanced Selling Podcast, veteran sales trainers and podcast hosts Bill Caskey and Bryan Neale discuss a question that came in that has rarely been discussed on the podcast, "How Can I Motivate My Team?" The guys walk through several different areas of motivation that can either inspire or hold back your sales team. For you sales leader listeners this is a good opportunity for you to think about your team in a slightly different way and what truly motivate...
Jun 25, 2018•25 min•Ep. 1
Send us Fan Mail In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address a deeper subject of persistence. Often times we can become overly persistent, and it will cost us big money in the sale cycle. The guys also realized they've been calling on the same prospect and they both lost the deal, which adds material for this topic. They discuss some ways to handle the rejection and possibly even learn from the experience. If you'd like to get your question...
Jun 18, 2018•15 min•Ep. 1
