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, mymorningroutine.c...
Jul 08, 2021•15 min
In this episode, Bill and Bryan go a little bit deeper into the concept that they have found is the most helpful for their coaching clients when it comes to growing their income. You’ve heard the guys talk about it before: Detachment. The July 9th ASP Insider training is a much deeper dive into ways you can become detached so you can experience a heightened potential in your future. Go to http://advancedsellingpodcast.com/insider to join now! To save you spot for our FREE "6 Months of Sales Mome...
Jul 05, 2021•20 min
In this episode, sales trainers, Bill Caskey and Bryan Neale address a common question that they get from salespeople who are required to make hundreds of cold calls a week, "I'm sick and tired of cold calling and I can't keep doing it any longer." The guys go deep into the psychology of cold calls and discuss the need to find other methods of prospecting that won't result in burning out your people in a year. ========================================= Have you joined our ASP Insider Program yet?...
Jul 01, 2021•23 min
In this episode, Bill and Bryan talk about a topic that came from one of our ASP Insider members. He was wondering how he could bump his income without needing to find an enterprise sales position and having to travel all over the country. The guys discuss some psychological concepts to money and the idea of how our beliefs limit our income. ========================================= Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider Do you have a...
Jun 28, 2021•21 min
What should you do when your Sales Manager doesn't do things the way you would do them? Bill Caskey and Bryan Neale address a question from the CoVideo mailbag 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? ========================================= Have you joined our ASP Insider Program yet? Learn more at htt...
Jun 24, 2021•19 min
We are in a new world, and it’s been said frequently that we must change our thinking about that new world so that we can succeed in it. In this episode, Bill and Bryan discuss changes you need to make in your thinking and skillsets if you are to flourish with all the new rules of virtual business. ========================================= Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider Do you have a question you want answered on the podcast? ...
Jun 21, 2021•17 min
Have you ever 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. ========================================= Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider Do you have a question you want answered on the podcast? Ema...
Jun 17, 2021•19 min
In this episode Bill and Bryan share a conversation they had prior to recording where they realized this massive job shift chaos is occurring in businesses around the world. The guys give some ways to handle the tsunami from both the VP of sales/sales leader standpoint and the sales professional standpoint. If you are getting restless in your current career, it’s not unusual at all. The pandemic has forced us to think about things in a different way and the guys give you some thoughts on how you...
Jun 14, 2021•21 min
Is discipline really necessary in professional selling today? On this episode of the Advanced Selling Podcast, Bill and Bryan bring some alternative ideas about discipline and the art of accountability. The question they have is: is discipline really the problem? Or is there something deeper? They guys discuss the deeper motivations inside all of us and how we might look at discipline in a different way. They gives some ways to help us muster the courage to do what needs to be done every day. ==...
Jun 10, 2021•21 min
This question comes from our ASP LinkedIn group. Liz asks, "what is the best way to communicate her value to prospects when they may not want to hear it straight on?" Her messaging is about a product that is a little sensitive to people and she feels like they become resistant too quickly. The guys give some ideas on how she can rework her messaging to make it more effective. We will start taking more questions from our LinkedIn group so if you’re not already a member make sure you go to advance...
Jun 07, 2021•18 min
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 through the prospec...
Jun 03, 2021•22 min
On this episode, the guys take questions from the LinkedIn group, one of which is " how do you handle it when a key influencer leaves the buying team?" The second question is "how do you navigate through 'off-the-shelf' solutions when you are a custom solutions provider?" We will start taking more questions from our LinkedIn group so if you’re not already a member make sure you go to advancedsellingpodcast.com/LinkedIn to join today! ========================================= Have you joined our ...
May 31, 2021•17 min
On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale continue the listener mailbag series and take a call from Scott in Louisville who asks how to use LinkedIn better for his not-for-profit. Bill and Bryan address the changing dynamic that is LinkedIn and how to see it as not just a connection tool but also a content publishing platform. They also give him some ways he can increase his reach by connecting to the right people. ========================================= Have...
May 27, 2021•22 min
On this weeks episode Bill Caskey and Bryan Neale address a question that came in from a listener, "how much automation should I design into the sales process?" The guys each give some examples of good automation and bad automation so that you can determine how much more efficient you can be with technology. ========================================= Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider Do you have a question you want answered on the...
May 24, 2021•16 min
On this "Best Of" 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. ========================================= Looking for more sales training like this? V...
May 20, 2021•19 min
Being savvy with lead generation does not mean throwing up tons of content on tons of platforms. It means being much more mindful and intentional about how to craft your message so that you catch people where they are in the consideration process. Very important for sales people to understand that today. You have to be part seller, part marketer. ========================================= Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider Do you h...
May 17, 2021•16 min
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." ========================================= Looking for more sales train...
May 13, 2021•16 min
Bill Caskey and Bryan Neale take a look at the role practice plays in your sales results. They break down how both the sales leader and the sales professional several can execute practice sessions so that when you are about to walk on stage, you are ready! If you want FREE access to our Personal Brand Makeover Course , join The ASP Insider group at http://advancedsellingpodcast.com/insider and it's yours instantly! ========================================= Have you joined our ASP Insider Program...
May 10, 2021•20 min
Bill and Bryan have been talking about the importance of building your personal brand for several years. But, the pandemic has shifted that need into overdrive. The guys give you some reasons why you should build yours and some immediate tips that you can implement right now to begin that process. If you want FREE access to our Personal Brand Makeover Course , join The ASP Insider group at http://advancedsellingpodcast.com/insider and it's yours instantly! =======================================...
May 03, 2021•22 min
Have you ever thought about your experiences in business and how they have shaped your career? In this episode Bill and Bryan share two circumstances that they went through when they were young in sales and how it shaped a lot of who they are today. It’s quite easy to focus totally on the future and your goals and aspirations. But sometimes it’s useful to reflect the past to see your accomplishments in a slightly different light. We believe it gives you confidence and presence to succeed to even...
Apr 26, 2021•19 min
When you lose a deal, do you know the cause? In this episode Bill and Bryan talk about causes of temporary failure in sales and goal achievement. The fact is there is the cause of the situation but there are always micro causes that influence that. ========================================= Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider Do you have a question you want answered on the podcast? Email us at [email protected] and...
Apr 19, 2021•18 min
In all of our conversations with our clients and even advanced selling podcast listeners, we have heard this frustration of isolation and loneliness coming up more and more . This is a serious issue that could lead to mental health problems. And, we don’t want that for you. If you would like to join to like a group of like minded sales professionals, go to http://advancedsellingpodcast.com/linkedin. ========================================= Have you joined our ASP Insider Program yet? Learn more...
Apr 12, 2021•18 min
In this episode Bill Caskey and Bryan Neale address the existential issue of how to achieve higher results in sales. It’s something they’ve spoken about before but they dive a little bit deeper into the concept of having high intention. From the time we wake up in the morning till the time we hit the pillow at night If we keep our intention high good things happen. Plus the fear evaporates. ========================================= Have you joined our ASP Insider Program yet? Learn more at http:...
Apr 05, 2021•17 min
In this episode, Bill and Bryan reveal the most common questions they get from their clients about sales success and achievements. One question has to do with the sales process. Another question has to do with what to post on LinkedIn. And the third has to do with how we command a premium price for our products and services. ========================================= Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider Do you have a question you wan...
Mar 29, 2021•23 min
In this episode, Bill and Bryan talk about the future of the salesperson in the entire sales process. They give you some things that you should probably start thinking about as the world continues to shift away from a person-to-person, face-to-face mode to a more digital mode. No, we do not believe the salesperson is going anywhere, but the roles might change significantly. Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider ======================...
Mar 22, 2021•20 min
In this episode Bill and Bryan explore their observation of high performers becoming complacent when things are really good. We’re in an economy now where the market is strong and yet they still see people who are doing things the old way. The guys want to make sure that you don’t get complacent about your strategies. Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider ========================================= Do you have a question you want answe...
Mar 15, 2021•18 min
On this episode, the guys get inspired by Oprah and give you a list of their favorite tools, tech and software they think will help you be the most productive you can be. ========================================= 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? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.c...
Mar 08, 2021•16 min
Have you ever had a coach or trainer who told you what to do, but you find yourself falling back into the old habits? You're not alone. On this episode Bill and Bryan discuss the internal and external factors of change and how you can better implement the coaching your receive in your life. ========================================= 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 fo...
Mar 01, 2021•17 min
Generally sales people have a good sense of the notion of personal responsibility when it comes to results. You know you need to make a certain number of calls and do certain behaviors in the market. But is there another level of personal responsibility that has to do with how you think about your role? We think there is and in this episode we discuss some of those elements. ========================================= Do you have a question you want answered on the podcast? Email us at listener@ad...
Feb 22, 2021•17 min
In this episode bill and Brian talk about some core attributes that we think are important for you to embrace as you pursue sales excellence. We discuss consistency, passion, and discipline as well as the joy of prospecting, which is probably the first time you’ve ever heard that. ========================================= 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 sal...
Feb 15, 2021•17 min
