Send us Fan Mail Please allow Bryan to introduce himself. In this solo episode, Bryan shares a little bit about his personal and professional life. You'll hear the backstory of his firm got such an interesting name. He also shares details about the evolution of the Blind Zebra Sales Operating System and explains the difference between a sales process and a sales operating system. Ready to learn more about the Blind Zebra Sales Operating System? Let's go!...
May 22, 2024•23 min•Ep. 1
Send us Fan Mail In this episode, Bill and Bryan discuss what they see as the lost art of asking effective, insightful questions during sales discovery and qualification. Many salespeople rush through this stage by asking leading questions rather than using open-ended queries to genuinely understand the prospect's situation. The guys argue that failing to properly qualify through skillful questioning leads to cluttered pipelines full of unqualified deals. And they emphasize relearning the art of...
May 20, 2024•16 min•Ep. 1
Send us Fan Mail In this solo episode, Bill shares a powerful strategy for having more effective and comfortable conversations about pricing, ROI, and the financial implications of your product or service. He explains why salespeople often struggle with money conversations and avoid bringing up pricing until the last minute. His key advice is to reframe the pricing discussion to look at the full "economic picture" surrounding the prospect's investment decision. By expanding the dialogue to encom...
May 16, 2024•5 min•Ep. 1
Send us Fan Mail In this episode, Bill and Bryan delve into the importance of self-reflection for salespeople. They share thought-provoking questions that every salesperson should ask themselves to identify their true purpose, uncover limiting beliefs, and unlock their full potential. From understanding your "why" to recognizing your unique abilities and desired future, this episode provides a roadmap for self-examination and personal growth. Gain valuable insights to help you break through ceil...
May 13, 2024•23 min•Ep. 1
Send us Fan Mail In this solo episode, Bill Caskey shares a counterintuitive approach to controlling the sales process more effectively. He emphasizes the importance of having a clearly defined sales process to guide prospects throughout, but advocates against trying to forcefully control or push prospects through the process. He provides practical insights on when to disengage from unresponsive prospects and focuses on attracting customers who value and respect the sales process. Ready to Chall...
May 09, 2024•5 min•Ep. 1
Send us Fan Mail In this insightful episode, Bill and Bryan dive deep into the challenges salespeople and businesses face when trying to implement new strategies and make meaningful changes. They emphasize the importance of examining one's mindset and recognizing the underlying fears that often hinder progress. They discuss how defensive mechanisms and attachments to old ways of thinking can prevent individuals from embracing new behaviors and ideas, even when those changes could lead to better ...
May 06, 2024•19 min•Ep. 1
Send us Fan Mail In this solo episode, Bill Caskey dives into the critical mental and physical preparation needed before any important sales call, presentation, or client interaction. He emphasizes the importance of getting your mind in the right state by focusing on the proper intention - which is never to "sell them something." Bill provides practical tips on clarifying your intention to serve the client's needs and having a clear plan for executing the first 30-60 seconds to start interaction...
May 02, 2024•3 min•Ep. 1
Send us Fan Mail In this episode, Bryan and Bill address the general "funk" or malaise they're sensing across the sales landscape as the first quarter of the year comes to a close. With many companies missing their goals, leadership teams applying undue pressure, and salespeople making excuses, the guys offer advice for overcoming this negative mindset. They emphasize taking individual responsibility, adopting new prospecting behaviors and strategies, and avoiding the trap of "old thinking" that...
Apr 29, 2024•19 min•Ep. 1
Send us Fan Mail In this solo episode, Bill Caskey addresses a common challenge faced by professionals: the nagging feeling of fear, anxiety, or doubt that can creep up unexpectedly. Drawing from his extensive experience, Bill shares a simple yet powerful strategy to overcome these mental hurdles. By adopting a mindset centered on genuinely helping the customer, regardless of whether they ultimately choose to work with you, the fear and anxiety dissipate. Ready to Challenge the limits of your in...
Apr 25, 2024•4 min•Ep. 1
Send us Fan Mail In this episode, Bill and Bryan explore the concept of detachment from outcomes, inspired by insights from renowned thinker Seth Godin. The guys discuss the importance of embracing the journey itself rather than being overly attached to specific results. Using examples from their own experiences, they delve into how letting go of outcome fixation can open up new pathways for growth, creativity, and fulfillment. This thought-provoking episode encourages listeners to find joy in t...
Apr 22, 2024•17 min•Ep. 1
Send us Fan Mail In this episode, Bill and Bryan explore how salespeople's natural optimism and positive outlook can sometimes hinder their ability to effectively handle objections and resistance from prospects. Drawing parallels to the highly anticipated solar eclipse, they discuss the importance of shifting into an "emotionally neutral" mindset to approach objections as opportunities for collaboration and learning, rather than obstacles to overcome. The guys delve into the concept of "yellow f...
Apr 15, 2024•20 min•Ep. 1
Send us Fan Mail In this episode, Bill and Bryan discuss one of the bold moves from Bill's new book "12 Bold Moves" - the idea that clarity yields confidence. The guys explore how getting clear on intentions, roles, structures, and agendas can boost confidence in various situations, whether it's giving a presentation, handling a difficult client call, or creating video content. They share personal examples and insights on how seeking clarity, rather than just trying to muster up confidence, can ...
Apr 01, 2024•17 min•Ep. 1
Send us Fan Mail Bill and Bryan are joined by Taylor Wilding, VP of Sales at Xactly, to discuss key principles around effective sales compensation plan design. Taylor shares insights on motivating the right behaviors, balancing corporate goals with individual incentives, the importance of pipeline accuracy, and how reps can take an intentional approach to achieving their own income goals. They also cover warning signs that your compensation plan may need an overhaul and provide details on Xactly...
Mar 25, 2024•29 min•Ep. 1
Send us Fan Mail In this thought-provoking episode, Bryan and Bill explore the concept of accountability in sales. They challenge the traditional notion of leaders holding sales teams accountable, arguing that true accountability stems from within. Through insightful discussions and real-life examples, they provide a practical framework for salespeople to assess their strengths, identify areas for improvement, and find joy in the process. Discover how embracing self-accountability can unlock gre...
Mar 18, 2024•22 min•Ep. 1
Send us Fan Mail Accurate sales forecasting is a consistent struggle for many organizations. In this episode, Bill and Bryan dive deep into the root causes behind this prevalent issue. They explore how leadership's pressure for inflated pipelines can lead to inaccurate forecasts, as well as the inherent unpredictability of human nature that impacts both buyers and sellers. The guys discuss the importance of extreme objectivity in the sales process, addressing lagging closed dates and the need fo...
Mar 11, 2024•22 min•Ep. 1
Send us Fan Mail In this episode, Bill and Bryan discuss best practices for motivating sales teams through compensation. The guys explain why overly complex commission structures often backfire by eroding trust between sales reps and management. They share real world examples of commission plans gone wrong, and advise simplifying compensation to focus on customer needs instead of maximizing rep pay. They also emphasize striking a balance between company goals and rep motivations. Listen for tips...
Mar 04, 2024•18 min•Ep. 1
Send us Fan Mail In this episode, Bill and Bryan discuss some of their unconventional and counterintuitive sales tactics that go against the grain of traditional sales training. They talk about focusing on quality over quantity in your sales pipeline, how more income doesn't necessarily require more work, keeping your intentions pure when prospecting, and how transforming your mindset is key to boosting your sales and income. Tune in for a fresh perspective on selling that challenges sales coach...
Feb 26, 2024•22 min•Ep. 1
Send us Fan Mail We're about 6-7 weeks into the new year. How are you tracking against your 2024 goals so far? In this episode, Bill and Bryan discuss the importance of taking inventory and making any necessary course corrections at this stage. Learn tips on capitalizing on a strong start or regaining momentum from a slower beginning. They'll also cover the power of consistent behaviors and starting small to build sustainable growth. Whether you're firing on all cylinders or need a spark, this t...
Feb 19, 2024•19 min•Ep. 1
Send us Fan Mail In this introspective episode, Bill and Bryan discuss the importance of being aligned with your true self in order to build rapport with others. They talk about examining your own limitations, beliefs, and patterns of self-sabotage that may be holding you back from living your purpose. Bill shares how it's difficult to love others if you don't love yourself first. Bryan stresses the importance of telling yourself the truth and not beating yourself up. The guys also recommend the...
Feb 12, 2024•22 min•Ep. 1
Send us Fan Mail In this episode, Bill and Bryan discuss how to build genuine rapport and trust with prospects in a digital selling world. They talk about why rapport starts from within and how to have an authentic intention to understand clients. They also share tips on using tools like Zoom more effectively and ways to create rapport digitally. They guys explore what real trust means, how it's granted, not earned, and why trying too hard to "build rapport" can backfire. They emphasize being si...
Feb 05, 2024•19 min•Ep. 1
Send us Fan Mail In this episode, Bill and Bryan have an honest discussion about finding the courage to speak your truth in business and sales situations. They talk about times when we hold back from saying what we really think or feel, and why it's important to push past the fear and share truthful feedback and opinions even when it feels uncomfortable or risky. The guys share stories and examples from their own careers about difficult conversations with clients and colleagues where they ultima...
Jan 29, 2024•22 min•Ep. 1
Send us Fan Mail In this episode, hosts Bill and Bryan share their best tips and strategies for nailing your first sales call. They discuss how to prepare mentally, set the right context, use an agenda, tell relevant stories, and research your prospect. The guys emphasize having the right mindset of curiosity and fun rather than pressuring for the sale. They give actionable advice for building rapport quickly and exploring whether there should even be a second call. Tune in to pick up tactics th...
Jan 22, 2024•22 min•Ep. 1
Send us Fan Mail In this quick episode, Bill and Bryan provide some tactical tips to help you get started creating high-quality LinkedIn video content in 2024. The guys discuss how to frame your video around solving a specific problem, finding leverage like hiring an intern to help edit and repurpose your videos, being consistent with your process and format, and offering a clear call-to-action. Whether you're new to LinkedIn video or want to step up your game in the new year, this episode will ...
Jan 15, 2024•7 min•Ep. 1
Send us Fan Mail In this episode, Bill and Bryan discuss the power of choosing a single word to focus on each quarter of the year. The guys explain how picking an intentional word like "process" or "leverage" can help salespeople stay focused, make better decisions, and achieve their goals. They give you their strategies for selecting meaningful words of the quarter and putting them into practice in both business and life. They also share real examples of using these words to filter choices and ...
Jan 08, 2024•17 min•Ep. 1
Send us Fan Mail In this Holiday episode of The Advanced Selling Podcast, Bill and Bryan discuss an interesting question - if you had $1,000 to invest in your business or career in 2023 with the goal of generating more revenue in 2024, what would you spend it on? The guys share ideas like investing in LinkedIn Premium, sales enablement software, creating opt-in lead generation assets, and hosting events to position yourself as a thought leader. Tune in for their recommendations on how to leverag...
Dec 18, 2023•21 min•Ep. 1
Send us Fan Mail As 2023 draws to a close, Bill and Bryan reflect on key lessons and changes from this year that they aim to carry with them into 2024. This includes maintaining a steadfast mindset that "everything will be okay" even amidst challenges, focusing more on purpose over profits, and perfecting their sales processes for optimal results. Looking ahead, they preview a future episode where they will explore the self-image dilemma - how our subconscious beliefs about ourselves can inadver...
Dec 11, 2023•24 min•Ep. 1
Send us Fan Mail As 2023 winds down, Bill and Bryan share practical advice for sales professionals to hit the ground running on January 2nd. The guys discuss the power of planning ahead, calendaring key activities, and using the holidays to create assets like webinars. Even if your plans feel like a pipe dream now, put them on the calendar and work backwards. Gain momentum going into the new year so you're fired up, focused, and ready to crush it! Is it time for you to get serious about your 202...
Dec 04, 2023•18 min•Ep. 1
Send us Fan Mail We’re back in your feed with a bonus episode! Bryan Neale is joined by Margaret Henney, Director of Marketing at Covideo. The two chat about the new regulations being placed on email and what that means for sales & marketing. Margaret also shares some best practices for incorporating video into your sales process. To learn more about Covideo and see an example of how it can help you grow your business, visit https://www.covideo.com. ================================= Want our...
Nov 29, 2023•14 min•Ep. 1
Send us Fan Mail In this episode, Bill and Bryan explore how the tide is turning against inauthentic marketing outreach. With major email providers restricting spam, sales professionals now need marketing plans centered around value and relevance. How can you leverage existing social media habits to be more active on LinkedIn? What marketing behaviors should you commit to consistently? Tune in as Bill and Bryan discuss why sales and marketing success in 2024 will require embracing personalizatio...
Nov 27, 2023•20 min•Ep. 1
Send us Fan Mail In this episode, Bill and Bryan discuss the importance of identifying and utilizing your unique gifts and talents in business and sales. They talk about how natural talents can often be overlooked because they come so easily to us. The guys provide examples of skills that are in their "zone of genius" versus skills that are a struggle. They emphasize leveraging your gifts and spending less time trying to improve weaknesses. Whether you believe your gifts come from a higher power...
Nov 20, 2023•19 min•Ep. 1
