In this episode, Bill and Bryan deal with the concept of subtexts. This is the notion that there's always something going on underneath the surface and our ability to work that out might be one of the keys to our success in selling. This goes for our personal habits and attitudes, but it also goes back to prospect behavior and how we find out what the problems are that our prospect has. The guys also discuss the lessons that we can learn from Kobe Bryant's life as well. Would you like to visit t...
Feb 10, 2020•18 min
In this episode, Bill and Bryan talk through a workshop they're going to be doing in front of a sales team of Advanced Selling Podcast listeners in the next couple weeks. They go through the kinds of problems that the customer is facing, which you might relate to as well. They also talk through how to get the group engaged, which they believe is vital any time you're in front of a group of sales professionals. If you want to know how to ask for the business or close more sales, this podcast is f...
Feb 03, 2020•20 min
Is it really possible to create the conditions where your prospect is asking you to sell them? In this episode, Bill and Bryan give you the critical conditions that must be in place if you are to strike a balance between you selling your prospect and your prospect selling you. We find that it typically moves in the direction of you taking on the burden of selling, and that doesn't allow you freedom. So we give you some hints at how to get your mind right and your actions right so that that can b...
Jan 27, 2020•23 min
What separates the amateur from the pro? In this episode, the guys go deep into the attributes that they see amateurs take with them to the market, and how that differs from the pro attributes. They discuss this in several different contexts; prospecting, managing the process, closing, and overall energy. As you listen to this episode, have a pencil and paper with you so that you can mark on the spectrum where you fall between amateur and pro in these four areas. Learn more about Kronlogic and s...
Jan 20, 2020•21 min
In this episode, Bill Caskey and Bryan Neale kick the year off by talking about how to better button up your sales process so that your closing percentage goes sky high through the year! The guys give you a couple examples from different disciplines that use the same kinds of tools that we as salespeople should use in our day-to-day world. Learn more about Kronlogic and sign up for a free trial at https://www.kronologic.ai . ========================================= Ready to make a change in 202...
Jan 13, 2020•22 min
How much is each of your sales meetings worth? If you don't know, then you are missing out on some extremely valuable information. On this week's episode, Bill and Bryan interview co-founders of the sales lead & calendar automation tool, Kronologic. Learn more about Kronlogic and sign up for a free trial at https://www.kronologic.ai. ========================================= Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@ad...
Jan 06, 2020•24 min
In the final episode of 2019, Bill Caskey and Bryan Neale review the past year of lessons from their individual coaching and training and from responses they have received from Podcast listeners. The guys believe it’s always helpful to use this reflective time of year to see what you have learned and what lessons you can implement in 2020. The guys have a couple of things that you might not expect to hear from them that they think makes this podcast episode worth listening to. ==================...
Dec 16, 2019•23 min
In this holiday episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale outline 10 useful, practical, and maybe even comical gifts that you should ask for from your family for this holiday season. If you haven't finalized your Christmas list, you should definitely listen up! ========================================= Want to have Bill or Bryan at your next sales meeting? Send us an email to [email protected] or go to advancedsellingpodcast.com and click on the Come ...
Dec 09, 2019•17 min
In this episode of The Advanced Selling Podcast, Bill and Bryan interview Amit Bendov, the CEO and co-founder of Gong. Amit shares some of the lessons from the Gong Sales Enablement Tool that every salesperson should pay attention to. You can find out more about Gong and what they do on their LinkedIn page, https://www.linkedin.com/company/gong-io/ . If you'd like to have Bryan, Bill or both come visit you with one of your upcoming sales retreats or sales meetings, send us an email to listener@a...
Dec 02, 2019•23 min
On this episode of The Advanced Selling Podcast, Bill and Bryan host a special LIVE recording in Indianapolis Indiana. Have you ever wondered, why did I lose that deal I worked so hard to get? If so you're in luck! The guys give you a framework on how you can determine not only why you lost the deal, but why you you won a deal as well. Also, Bill gives you his custom acronym, F.E.C.E.S., on why frameworks are so important to the sales process. ========================================= Want to ha...
Nov 18, 2019•16 min
This is Part 2 of a special LIVE Advanced Selling Podcast recording in Indianapolis Indiana. On this episode, the guys take live questions from the audience and give them their best advice. They received some really good questions that you won't want to miss! ========================================= Want to have Bill or Bryan at your next sales meeting? Send us an email to [email protected] or go to advancedsellingpodcast.com and click on the Come See Us button at the top! Loo...
Nov 18, 2019•19 min
On this episode of The Advanced Selling Podcast, Bill and Bryan each share one of their favorite sales success hacks and why it works. While they don't typically like the word hack, because they believe it dilutes the power and importance of being a professional, there is still something magical about a simple thing you can do that will get you better results. If you'd like to bring Bryan, Bill or both in during the first quarter of next year, send us an email to listener@advancedsellingpodcast....
Nov 11, 2019•15 min
No kidding. There really is such a thing as success anxiety, or fear of success. In this episode, Bill and Brian dig a little bit deeper than normal on what might really be happening. They share some personal stories of how it's affected them and how they see it impact their clients. If you feel like for the last few years you've had one foot on the accelerator and one foot on the brake and have, listen up to this episode, it may be a life changer. ========================================= Have ...
Nov 04, 2019•19 min
On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss what the future will look like regarding selling skills. The guys talk debate whether the skills used now in the sales process will be relevant in the future and they give you some ways to stay up to date with your skills. If you are interested in bringing the guys in digitally, you can sign up for the Deal Work Studio by going to advancedsellingpodcast.com and click on the button in the b...
Oct 28, 2019•16 min•Ep. 568
On this episode, Bill Caskey and Bryan Neale address something that they have seen plague sales teams and people over the years, adopting the right mindsets and actually going all in on them. The guys talk about what happens when you dabble and what happens when you can go all in and get truly committed to getting our heads on straight. If you are interested in bringing the guys in digitally, you can sign up for the Deal Work Studio by going to advancedsellingpodcast.com and click on the button ...
Oct 21, 2019•23 min
On this bonus episode of The Advanced Selling Podcast, Bill and Bryan discuss the Deal Work Studio and how it can benefit your team. What if you could get Bill and Bryan to work with you and your team to review the specific deals you are working on or about challenges your team struggles with? Well, now you can! It's called Deal Work Studio, and you can go to https://advancedsellingpodcast.com and click on the button in the banner to get started....
Oct 17, 2019•7 min
On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale continue their Deal Work series. The guys give you the six most common mistakes that sales team make when they do Deal Strategy Work internally. They also give you their solutions to this mistakes and how you can avoid them. What if you could get Bill and Bryan to work with you and your team to review the specific deals you are working on or about challenges your team struggles with? Well, now you can! It's called Deal ...
Oct 14, 2019•16 min
In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale talk about the value of sales meetings where deal work is done. Bill and Bryan have both found that deal working is one of the most valuable components of any coaching or training program. The idea is taking deals that you're in the middle of, and that are not moving at the pace you'd like them to move , and strategizing on what you can do to create more momentum. What if you could get Bill and Bryan to work with you an...
Oct 07, 2019•19 min
On this week's episode of The Advanced Selling Podcast, Bryan had the chance to sit down with is a best-selling author, award-winning humanitarian, and CEO of Sports 1 Marketing, David Meltzer. David shares some great ideas on how salespeople can obtain happiness and success in their profession. He also gives some ways to think differently about success and productivity. This is one episode you definitely don't want to miss! Learn more about David and get a copy of his books at https://www.davem...
Sep 30, 2019•21 min
On this episode of The Advanced Selling Podcast, Bill and Bryan take a CoVideo Mailbag question from Ted in the New England area. Ted has recently had the opportunity to move locations at his company, but he's starting completely over from scratch and wants to know the best way to approach the situation. New Manager, new team, new territory and new set of customers. The guys give him some ideas that might give him a leg up when he gets started and some ways to think differently about this opport...
Sep 23, 2019•14 min
On this episode of The Advanced Selling Podcast, veteran sales trainers, Bill Caskey and Bryan Neale discuss the topic of underused or non-utilized assets by salespeople. The guys give you a handful of categories to begin to evaluate yourself and help you determine what gifts you might have hiding away or skills you have that go unused. We are all multidimensional creatures with different interests, passions, and skills. Unless we bring our entire selves to the table, we show up sub-optimized. D...
Sep 16, 2019•19 min
In this episode, sales trainers Bill Caskey and Bryan Neale address one of the biggest heartaches in professional selling, when you lose a deal you thought you had. All that work, all that preparation, all that emotional energy, and you've come up empty-handed. The guys give you some thoughts on ways to prevent that from ever happening again and what to do when a deal slips through your grasp. If you haven't yet signed up or downloaded The Ultimate Pregame - 7 Steps to Rock Your Sales Calls Ever...
Sep 09, 2019•16 min
The guys are out for labor day but they still wanted to give you something valuable for this week. This is a replay of one of our most popular from 2018. Hope you enjoy! 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 a...
Sep 02, 2019•16 min
On this week's episode of The Advanced Selling Podcast, Bill and Bryan share the Ultimate Guide for anyone interviewing for a sales job. This topic was partially inspired by last week's episode "When You Are Calling on a CEO." The guys share their tips on how to conduct yourself during the interview and some ways you might stand out from everyone else. If you are considering making a job change or are getting ready to interview for a new position, you won't want to miss this episode! Have you co...
Aug 26, 2019•22 min
On this week's episode of The Advanced Selling Podcast, Bill and Bryan address the interaction that you will have with CEOs and other top-level owners of companies that are prospects of yours. The guys give you some tips on how you can wire your mind correctly so that you advance your deals and don't sabotage them. The fact is that in your niche, CEOs have trends and issues that are on their mind that you need to know about. The better you can be able to understand the role that the CEO plays in...
Aug 19, 2019•22 min
On this episode, Bill Caskey and Bryan Neale address an issue that they've seen and witnessed inside their client companies. The issue is that these companies are providing the sales team with more and more data to use in their sales process and presentation, which can actually be a bad thing. The guys caution you that while data is good and can be effective, don't forget about the emotional buying needs of your customers since the fact is that a big part of their decision process will be emotio...
Aug 12, 2019•22 min
On this week's episode of The Advanced Selling Podcast, Bill and Bryan go out on the edge a little with a talk about one of the most critical skills that sales professionals and leaders need to master, the skill of transitioning your approach and reinventing yourself. This idea came from a podcast Bill listened to recently called "The Capability Amplifier with Dan Sullivan and Mike Koenigs." https://capabilityamplifier.com The guys believe that If we're to survive in the chaotic wild world of bu...
Aug 05, 2019•18 min
In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale bring two separate issues that they've each had come up in the training programs that they do with their respective clients. The first issue is the question of what to do when a deal is in legal or in procurement and seems to have stalled. Bryan has this happen with a couple of his clients who have a longer sales process. The second issue Bill brought up was with a client who struggles with pulling the trigger on creati...
Jul 29, 2019•19 min
In this episode of The Advanced Selling Podcast, Bill and Bryan riff on a recent online conversation between Jeffrey Haslett and Mike Weinberg, where they were talking about the importance of personal brand building in B2B sales. Jeffrey and Mike suggested in their conversation that we not look at Kim Kardashian and Gary Vaynerchuk as people that we want to replicate. Bryan and Bill have slightly different variations of opinion on that and they'll share those with you and give you some ideas on ...
Jul 22, 2019•18 min
On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale take on a first ever listener mailbag video question. This week's question comes from a listener named Seth, who asks how he should handle it when he's got subject matter experts that accompany him on sales calls who are not behaving the way he would like. The guys break it down to talk about how do you coach people pre-call , and then what to do during the call when things get out of hand. Want t...
Jul 15, 2019•17 min
