Am I cut out for sales is actually a very good question. In this episode, Bill and Bryan address some questions that are arising from some of their coaching clients in our post-COVID world. The way selling has been done and will be done in the future will change, but change to what? And we all want to be successful in the profession, but what does that even mean anymore? Bill and Bryan offer some thoughts and suggestions for those in this quandary. If you're interested in learning more about the...
Jul 20, 2020•22 min
In this episode, Bill and Bryan Neale cite an idea from a book by Steven Pressfield, "No One Wants to Read Your Sh*t." He talks about the idea of a concept as being crucial in communicating your value. The guys actually talk about the concept of the Advanced Selling Podcast and dig deep to try to find a thread that leads to the high concept of the podcast. If you're interested in learning more about the Insider program, go to advancedsellingpodcast.com/insider . =================================...
Jul 13, 2020•23 min
As we start to re-open post-covid, are you still trying to use the same old message? On this episode of The Advanced Selling Podcast, Bill and Bryan give you some ways that you can start to craft your post-covid sales story. We'll be diving deeper into this topic on July's Insider call. If you haven't joined The ASP Insider yet, go to http://advancedsellingpodcast.com/insider to do it now! ========================================= Do you have a question you want answered on the podcast? Email us...
Jul 06, 2020•12 min
Why do you do what you do? Have you ever even thought about it? We all have reasons why we do what we do and on this episode, Bill and Bryan help you get back to that core purpose "why." Have you joined The ASP Insider yet? Go to http://advancedsellingpodcast.com/insider to learn more now! ========================================= Do you have a question you want answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode? Looking for...
Jun 29, 2020•24 min
LinkedIn can be a great connection and business development tool, but sometimes you can actually hurt your business if you're not using it correctly. On this episode of The Advanced Selling Podcast, Bill and Bryan give their own pet peeves that you come across on LinkedIn. Listen in and see if you're making any of these mistakes! Want to turn your LinkedIn connections to appointments? Join us Friday, June 26th at 4PM EST for a FREE Livestream where we'll tell you how to do just that! Go here to ...
Jun 22, 2020•16 min
On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss the frustrations that they feel from time to time working with their clients. Whether it's reluctance to their coaching or just not taking their advice. They also take a hard look in the mirror and admit it could be half on them and half on the client. The guys give you some ways you can better show up to coaching experiences and how you might receive coaching in a better way. Want to turn...
Jun 15, 2020•18 min
In this week's episode, an ASP Insider anonymously sends a question about the process that he uses to convert leads to sales. The problem is that often the prospect decides to just go away and do nothing and he is left wondering how he can stop that. In this episode, Bill and Bryan give some ideas on how to address this problem if this is happening to you. Find out more about The ASP Insider and check out our new video at http://advancedsellingpodcast.com/insider . ==============================...
Jun 08, 2020•14 min
On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale give you a preview into some ASP Insider content that will be released on June 12th. They each select two components of the personal business planning process and go a little bit deeper into how you can take these components and begin to build your own plan around them. If you have some interest in how you can get coaching from Bill and Bryan, then join our ASP Insider! http://advancedsellingpodcast.com/insider Also, go...
Jun 01, 2020•17 min
In this episode, Bill Caskey and Bryan Neale talk about the constraints on us and on our future as sales professionals. In a rigorously honest sort of way, Bill and Bryan talk about some of the restrictions that they feel, given the business disruption, and some ways they cope with that to help them expand their level of freedom in the future. Also, they mention that you can go to advancedsellingpodcast.com/livestream to get access to the last three webinars that we did. If it's time for you to ...
May 25, 2020•19 min
In this episode, Bill and Bryan introduce you to the concept of traffic , as it relates to lead generation for your business. In internet circles, experts talk about traffic and conversion. In other words, how do you get traffic to a site, and how does the site convert visitors to clients? The same thing applies to you, and there are all sorts of traffic sources. But in this episode, we talk about the mindset of traffic. If it's time for you to level up your effectiveness in sales, then join our...
May 19, 2020•20 min
We love questions from listeners. In fact, it's one reason that we decided to do a series of webinars/live streams over the last couple of months to help our listeners cope with COVID and all things disrupted because of it. In this episode, Bill and Bryan, each select their favorite question from our listeners and share even better answers than maybe we gave in the live stream. If it's time for you to level up your effectiveness in sales, then join our ASP Insider! http://advancedsellingpodcast....
May 14, 2020•12 min
In this episode, Bill and Bryan address the sales processes that we all have, and question whether our needs have changed or whether we can continue to use the same one. And, the guys get into a discussion about a post-it note exercise that might help you diagram your current sales process using proper language and proper technology. If you're interested in joining our ASP Insider Community, go to advancedsellingpodcast.com/insider, and we'd love to have you on the inside! ======================...
May 12, 2020•20 min
In this episode, Bill and Bryan discuss the importance of being heard on your virtual calls or online communication. They talk about the value of the right microphone and audio setup, whether you're doing videos on your iPhone, Android, Zoom calls or virtual meetings on any other platform. RØDE Lavalier Mic: https://amzn.to/35GrP8b PowerDeWise Mic: https://amzn.to/3c8oa5j Audio Technica: https://amzn.to/3cez21A If you haven't already checked our brand new coaching program, The ASP Insider, go to...
May 07, 2020•13 min
In this episode of the Advanced Selling Podcast, Bill and Bryan address some mistakes that they're starting to see sales people make as they get ready to go back into the market to rebuild their businesses. We all have some tendencies to act in a certain way, but those tendencies might not serve us well at this time. So listen to this episode and see if you can pick out a couple of these things that you can avoid as you go into relaunch mode. If you haven't already checked our brand new coaching...
May 05, 2020•19 min
Whether you are a coaching a sales or just giving a co-worker some feedback, it's important to know how to be a good coach. On this episode, Bill and Bryan give their best tips on how to be a better coach to those around you. Also, if you haven't already signed up, we're doing a free LIVE Coaching Zoom call this Friday, May 1st at 4PM EST. We will be choosing listeners to do a coaching session and you could be one of them! You won't want to miss it, just click here to register now! =============...
Apr 30, 2020•19 min
How do you show up to a coaching call? Do you prepare yourself ahead of time, or just show up? On this episode of The Advanced Selling Podcast, Bill and Bryan give you their advice on how you should prepare yourself to get the most out of any coaching experience you might have. By the way, we're doing a free LIVE Coaching Zoom call this Friday, May 1st at 4PM EST. We will be choosing listeners to do a coaching session and you could be one of them! You won't want to miss it, just click here to re...
Apr 28, 2020•16 min
What does the future hold for sales meetings? Will things go back to business as usual or will they be changed forever? On this episode of The Advanced Selling Podcast, Bill and Bryan take a listen question they were unable to get to on the live coaching call. Although both of the guys admit they don't actually know what the future holds for in-person sales meetings, they do offer their thoughts on how it might be and some ways to embrace whatever is to come. If you haven't already checked our b...
Apr 23, 2020•17 min
We had a great turn out for our LIVE coaching on April 17th, but we were unable to get to everyone's questions. So, we decided to start answering them on the podcast. On this episode, we discuss a question that we received from a sales manager who asked, "what can my reps do to better build rapport on a virtual meeting?" Bill and Bryan give you their tips on building rapport and how you can do it virtually. If you haven't already checked our brand new coaching program, The ASP Insider, go to htt...
Apr 21, 2020•16 min
In this episode, the guys tackle the questions they were unable to get to on the last LIVE Zoom call on March 24th. If you weren't able to join us then in March, don't worry! We are going to be doing another FREE LIVE Coaching Call on Friday, April 17th at 12PM EST. The topic is "Get Ready for the OPENING of the COUNTRY!" To save to your spot, just go to https://bit.ly/2yik6k4 ========================================= Do you have a question you want answered on the podcast? Email us at listener@...
Apr 16, 2020•15 min
Have you considered what is going to change as a result of COVID-19? Well, that's exactly what Bill and Bryan discuss on this episode of The Advanced Selling Podcast. This is a continuation of our series on the market disruption caused by the Corona Virus. The guys give you their guesses on how business will change and how it will affect you personally. Want to attend our FREE Live Coaching Session? Just go to https://bit.ly/2yik6k4 to save your seat now! ========================================...
Apr 14, 2020•18 min
On this episode of The Advanced Selling Podcast, Bill and Bryan continue their twice weekly series during the corona virus outbreak. The guys share their personal lessons that they have learned during the disruption from normal and how we can benefit from them. ========================================= Do you have a question you want answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode? Looking for more sales training like thi...
Apr 07, 2020•17 min
It’s nearly time to go back to work. In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale roll out for you the idea of planning for the next 30 days, which includes the “get back to work” strategy. Now is the perfect time to get your affairs in order so that when the spigot (Bryan’s favorite word to hear and Bill’s favorite to say) gets turned on. ========================================= Do you have a question you want answered on the podcast? Email us at listener@advanc...
Apr 02, 2020•14 min
With COVID on everyone’s mind…at all times…(thanks media :), the question is ‘what do we do right now?’ Bill gives you some things to chew on here. Yes, it’s all unchartered territory, isn’t it? Stay tuned for Tuesday and Thursday episodes during the craziness! ========================================= Do you have a question you want answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode? Looking for more sales training like thi...
Mar 24, 2020•20 min
This is the second episode in our Corona Virus series. In this episode, the guys talk about some specific actions to take and actually get a little mechanical with some tools that you can use to help continue the prospect experience at a high level. They also talk about the obligation that we all have to continue to make calls and bring value to people. ========================================= Do you have a question you want answered on the podcast? Email us at [email protected]...
Mar 19, 2020•13 min
In this episode, Bill Caskey and Bryan Neale address the COVID-19 crisis and the impact it could have on the sales profession. The guys also give you some tips on how to keep proper mental and emotional perspective during these strange times. ========================================= Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at [email protected] and put Come See Us in the subject line! Looking for more sales training...
Mar 17, 2020•15 min
In this episode, Bill and Bryan talk about how you can rethink time. We all hear the refrain, "I don't have enough time to get this done," but what does that really mean? In this episode, the guys each share some methods of filtering tasks that they have used in the past to help them generate revenue. Would you like to visit the Deal Work Studio? Well it's now live! Go to advancedsellingpodcast.com and click on the green button on the homepage to get started. ====================================...
Mar 16, 2020•19 min
In this episode, Bill Caskey and Bryan Neale jump around a little bit from a music video by a-ha, https://www.youtube.com/watch?v=djV11Xbc914, a model that we heard about from Terry Slattery called wimp junction , and then getting into some framework ideas for how you can build a story structure that helps you grow your business. The guys also talk about programs that they're doing out in the field, including the Deal Work Studio and our one-day events. Would you like to visit the Deal Work Stud...
Mar 09, 2020•19 min
On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a common challenge they see in the market. The problem is, "how do I generate more leads with the proper attitude and mindset?" The guys go through several scenarios and give you some proper mindsets that you can adopt that will make prospecting in business development so much easier for you. Would you like to visit the Deal Work Studio? Well it's now live! Go to advancedsellingpodcast.com...
Mar 02, 2020•17 min
On this episode of The Advanced Selling Podcast, Bill and Bryan address an email from a listener who asks the question, "How do I handle it when my prospect says, 'We will be making a decision soon? Wait for our call.'" As with most questions like this, there are two elements to it, one is prevention and one is remedy. Bill and Bryan talk about both of these, but the primary focus of their work today on this question is how do we prevent this from happening in the first place? Would you like to ...
Feb 24, 2020•14 min
The guys are on the road this week on The Advanced Selling Podcast, so they decided to record a live episode on the way to the event. They discuss the difficult decision to Opt-out of the deal. They give you the ways to handle the decision with the prospect and they give you some signs that it might be time to opt-out of your deal. Would you like to visit the Deal Work Studio? Well it's now live! Go to advancedsellingpodcast.com and click on the green button on the homepage to get started. =====...
Feb 17, 2020•18 min
