An email came in from one of our longtime listeners who is not feeling all that eager and inspired in his current sales position. He was questioning whether he has the commitment to stay the course or whether he needs a new opportunity. We hear this from a lot of people today. Our listeners are in constant growth mode and sometimes the companies don’t want to grow at the pace you want to grow up. ========================================= Do you have a question you want answered on the podcast? E...
Feb 08, 2021•20 min
In this episode, Bill Caskey and Bryan Neale address the idea that most sales professionals and BUSINESS owners don’t invest nearly enough in their own personal asset. They talk about why that is, what stops us, and how to get started in a quick way to begin to get a return on that investment. ========================================= 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...
Feb 01, 2021•21 min
If you have not joined a LinkedIn group, go to http://advancedsellingpodcast.com/linkedin so that you can be a part of our Q&A series this year. This weeks episode deals with an audio company looking to get into the podcast and editing business. We give them some ideas on how they can promote their business. Another comes from a young man who is new in sales and wants to know three lessons to help him grow his business quickly. ========================================= Do you have a question...
Jan 25, 2021•18 min
In this episode Bill Caskey and Bryan Neale address seven things that are probably on most sellers minds that they would like to tell their leaders. Chances are If we don’t have time in the office to connect with someone face-to-face it becomes harder to do virtually. We suggest you send this on to your sales manager if any of these fit for you. ========================================= Do you have a question you want answered on the podcast? Email us at [email protected] and w...
Jan 18, 2021•18 min
This episode was done for both sales leaders/managers and sales professionals. The topic is how do you size up your own skills or the skills of a potential candidate to determine whether they will be successful or not in your company. If you’re a sales person who has a sales manager who might benefit from listening to this, be sure to forward it to them. ========================================= Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast....
Jan 11, 2021•20 min
Bill and Bryan have grown weary of the last few years telling you to come up with your New Year’s business resolutions. So this year, they are doing it for you! They guys give you six resolutions they think it will change your business life in 2021. ========================================= 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 this podcast? D...
Jan 04, 2021•23 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. ========================================= Do you hav...
Dec 28, 2020•23 min
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 ever gotten or ever...
Dec 21, 2020•18 min
On this episode of The Advanced Selling Podcast, Bill and Bryan address a common issue that keeps coming up among their clients. The issue is, that everything is great inside the company except for the scoreboard. The guys give you some ways that whether you're a sales leader or a salesperson, you can face this problem head on. ========================================= Do you have a question you want answered on the podcast? Email us at [email protected] and we'll try to answer...
Dec 14, 2020•21 min
In this episode Bill Caskey and Bryan Neale address the issue of how the non-sales people inside your firm might be able to h elp you generate more business and acquire new customers. The Guys lay out a handful of suggestions that not only can your engineers and project managers use but you can as well. ========================================= 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 episod...
Dec 07, 2020•21 min
In this episode, Bill and Bryan break out some skills that we believe are important for your growth as you seek to make 2021 an awesome year. The guys talk about five areas of skills that you might not have thought about before that can be instrumental in helping you grow your business in 2021. We will be talking about this and other areas of goal setting in our insider program on Friday, December 4th so if you are pre-December 4th, make sure you join us and get access to this! Go to http://adva...
Nov 30, 2020•20 min
In this episode, the guys play another round of #ShouldI, where they take a question from the audience and each weigh in on a yes or no answer to the question. They deal with three questions today, should I start a podcast. Should I invite people to appointments cold on LinkedIn? Should I discount in the final hours if I get pressure from my prospect? If you're interested in bringing Bill and Brian in to do the 2021 goal setting and planning session, go to advancedsellingpodcast.com/virtual . ==...
Nov 23, 2020•20 min
In this week's episode, Bill Caskey and Bryan Neale address the idea of how you determine your value in your market. Yes, you represent products and services, but what about your value in that mix? The guys talk about confidence, clarity, communication, and a deeper take on who you are as a sales professional, but also as a human being. If you're interested in bringing Bill and Bryan in for 2021 goal setting and planning, go to advancedsellingpodcast.com/virtual . ===============================...
Nov 16, 2020•21 min
On this week's episode the guys take a great question from /Tom, who asked, "The best way to keep the flame alive with clients who are in between projects?" Bill and Bryan give Tom a few ideas on how to stay top of mind with his prospects. They also tell him how to think differently about that topic. If you're interested in bringing Bill and Bryan in for 2021 goal setting and planning, go to advancedsellingpodcast.com/virtual . ========================================= Do you have a question you...
Nov 09, 2020•19 min
Are you filtering your prospects, or are they filtering you? In this week's episode, Bill and Bryan handle a question from a listener about whether she should be choosey when it comes to prospects. She decided to hold the line with a bullying prospect and is now seeking advice since he called her bluff. If you're interested in bringing Bill and Bryan in for a 2021 Goal Setting and Planning Session , go to advancedsellingpodcast.com/virtual . ========================================= Do you have ...
Nov 03, 2020•20 min
Our hungry ghosts and inner goblins. We all have inner fears that hold us back. On this episode, Bill Caskey and Bryan Neale reveal some of their own fears and frustrations that they believe are worth talking about. They also ask that you do the same thing. This pandemic has created some uncertainty for many of us and uncertainty leads to us becoming unstable and afraid of things quickly. ========================================= Do you have a question you want answered on the podcast? Email us ...
Oct 26, 2020•20 min
In this episode, Bill Caskey and Bryan Neale talk about the all-important **2021 Goal Setting & Planning** sessions that you and your team should be doing now or soon. They also introduce you to a special training program where they can help your team complete their personal business plans for 2021. You can find out more about that program at: http://advancedsellingpodcast.com/virtual...
Oct 21, 2020•8 min
In this episode, the guys speak with Ben Parker and Aaron Bollinger of Kronologic.ai about the trends they are seeing in appointment setting and new business development. Kronologic.ai is at the front lines of enterprise and SMB sales development, and they have a finger on the pulse in that area. Aaron will be joining us in a live webinar on October 23rd called "How To Sell More With Video In 2021." Go here to register now: https://www.brighttalk.com/webcast/18314/445119 ========================...
Oct 19, 2020•27 min
This is a common question that we get from sales people who get stuck calling too low inside an organization. But rather than give you the things to say when that stuck-ness happens, we want to reframe the whole process and help you understand how that question should never come up again. If you are not already a member of our ASP Insider Monthly Live Training Program, go to AdvancedSellingPodcast.com/Insider . ========================================= Do you have a question you want answered on...
Oct 12, 2020•20 min
Listener questions on price, calling higher, going around people and including a calendar invite in the initial email. In this episode, the guys field some questions from our LinkedIn group and other emails we've received on issues facing salespeople today. They play a little game they like to call #ShouldI. If you have not checked out the Advanced Selling Podcast Insider Program, go to advancedsellingpodcast.com/insider and check out our video that shares a little bit of detail about how you ca...
Oct 05, 2020•19 min
In this week's episode, Bill Caskey and Bryan Neale talk about the value of practice when it comes to presentations and first calls. They use the example of sports teams and how much practice time they put in prior to showtime. But yet why in the sales profession, do we not do much practicing? If you have not checked out the Advanced Selling Podcast Insider Program, go to advancedsellingpodcast.com/insider and check out our video that shares a little bit of detail about how you can join. =======...
Sep 28, 2020•12 min
Bill and Bryan address several ideas on morning routines to help us get the most out of our days. Rather than give you a prescription on exactly what you should be doing every morning, we give you some thoughts on things that we have done that have helped us make our days worth more to us. If you have not checked out the Advanced Selling Podcast Insider Program, go to advancedsellingpodcast.com/insider and check out our video that shares a little bit of detail about how you can join. ===========...
Sep 21, 2020•20 min
On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale talk about leverage and your ability to take your time and have it return better results to you. The guys give you a couple of ideas you can run with right now that will help you leverage your time and the relationships you have to generate more impact in the market. If you haven't joined our Insider group, what are you waiting for? go to https://advancedsellingpodcast.com/insider to learn more! ========================...
Sep 14, 2020•20 min
In this episode, Bill Caskey and Bryan Neale address a common dilemma that sales leaders and sales people have, where do I invest my time, in the lead generation top of the funnel process or in converting those leads to sales? The guys talk about some real issues that could be even deeper than that, to make sure that we're working on the right end of the problem and give you a few thoughts on how to navigate this dilemma. If you haven't joined our Insider group, what are you waiting for? go to h...
Sep 08, 2020•16 min
In this episode, Bill Caskey and Bryan Neale address some of the causes of resistance to change. In the last episode, we talked about the embracing of change as a strategy for our new world. On this episode, the guys give you not only some causes so that we can reverse engineer and find out where we are, but also two or three ideas on how to break free. If you haven't joined our Insider group, what are you waiting for? go to https://advancedsellingpodcast.com/insider to learn more! =============...
Aug 31, 2020•16 min
On this episode, Bill Caskey and Bryan Neale address one of our clients who went on a rant recently about pre and post COVID language. We tend to hang on to the pre-COVID world when really we should be abandoning that language and embracing the new world as it is, not as we think it should be. Bill and Bryan give you some thoughts on how you can embrace this unique opportunity that we all have, even though we might not look at it that way. If you haven't joined our Insider group, what are you wa...
Aug 24, 2020•21 min
Closing is a huge problem for most B2B salespeople. In this episode, Bill and Bryan address the ever popular topic of closing percentage, which is deals proposed to deals closed. The national closing rate for B2B sales is well less than 20%, and the guys give you some fuel for your sales process to make sure that you get your percentage exponentially up. If you haven't joined our Insider group, what are you waiting for? go to https://advancedsellingpodcast.com/insider to learn more! ============...
Aug 17, 2020•29 min
In this episode Bill Caskey and Bryan Neale provide you with some level one thinking about how to craft your core message. This is an ongoing series that takes place in The ASP Insider program but the guys give you a peek and give you a couple of things to do immediately to start to shore up your message as you pursue deals in your market. If you're interested in getting live access to Bill and Bryan, go to https://advancedsellingpodcast.com/insider ========================================= Do y...
Aug 10, 2020•23 min
In this episode, Bill Caskey and Bryan Neale follow up last week's episode with some ideas on how to best measure your value so that you can talk about it intelligently with your prospect or customer. The guys give you a three-part framework for you to use and give you an assignment to do an exercise about value journey mapping. This will help you know what the components of your economic value truly are . If you're interested in getting live access to Bill and Bryan, go to https://advancedselli...
Aug 03, 2020•19 min
On this week's episode, Bill and Bryan share how they approach potential clients when there is a deal on the table. This includes the observations they make, the culture, perception and what they look for to help companies and individuals get the most bang for their dollars of training or coaching. If you're interested in getting live access to Bill and Bryan, go to https://advancedsellingpodcast.com/insider ========================================= Do you have a question you want answered on th...
Jul 27, 2020•18 min
