The Advanced Selling Podcast: Sales Training | Leadership Coaching | B2b Sales Strategy | Prospecting Tips

Informações:

Synopsis

Bill Caskey and Bryan Neale: B2B sales trainers for the past twenty years share their strategies, frameworks, tips and tricks to help you leverage your talent, grow your skills and create your own sales success. You'll discover how you can shift your mindset, win with prospects and build long-term relationships with your clients so you can thrive and advance in your career. Bill and Bryan's approach to sales is funny, often quirky and always real. Their work has allowed them to help sales professionals, managers and leaders at hundreds of companies all over the world implement successful strategies and build profitable sales teams. Prospecting, sales communication, buyer resistance, proposals and RFPs, pricing, cold calling, sales forecasting, pain points, psychology, positioning, deal coaching, goal setting, leading and managing, achieving your goals and all the other things that work (and don't work) in the world of sales to help you be the best possible version of yourself.

Episodes

  • #772: Evaluating What Truly Matters

    06/11/2023 Duration: 20min

    In this episode, Bill and Bryan have an important conversation about fulfillment and meaning beyond just hitting sales targets and revenue goals. They introduce the concept of the Thriving and Fulfillment Inventory (TFI), encouraging listeners to take stock of what activities and parts of their work truly light them up versus simply going through the motions. The guys share personal examples from their own careers about times they've chased validation or followed a certain path just because it led to more money, but didn't actually bring joy or meaning. They also stress the importance of having supportive people in your life who will encourage you to pursue your passions. Even if it doesn't immediately make sense on paper, sometimes it's those less obvious ideas that end up thriving and leading to fulfillment.  ================================= Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! The Insider program is open for enrollment. If you have not c

  • #771: The Invisible Forces Holding Your Back

    30/10/2023 Duration: 19min

    In this episode, Bill and Bryan discuss the invisible forces that hold us back from reaching our full potential. They talk about how we can get comfortable with a certain level of achievement or income, and then stop pushing ourselves to grow once we reach that threshold. The guys explore the roots of this "invisible pole" that anchors many of us from ascending to the next level in our careers and lives. They share motivating stories of public figures who have walked away from fame and fortune in pursuit of a simpler, more meaningful life. They also delve into the power of choice - how we can consciously choose our path and change course at any time. If you struggle with an invisible force holding you back, this episode will give you perspective and tools to break free. ================================= Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! The Insider program is open for enrollment. If you have not checked out our small learning group, go to

  • #770: Finding Passion, Purpose and Performance in Sales

    23/10/2023 Duration: 23min

    In this episode, Bill and Bryan tackle the common pressure for salespeople to make their passion their job and income source. They offer perspective around looking deeper to find fulfillment in elements of your current sales role, while also pursuing side projects and passions outside of work that can boost energy, creativity and performance. Drawing from their own experiences, they share stories and tips to help salespeople and other professionals nurture their interests and find deeper purpose, both within and outside of their primary career.  Tune in for an engaging dialogue and practical wisdom around achieving fulfillment both in and out of your sales job. Discover ways to love what you do, while also making time for the things you love. ================================= Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodca

  • #769: Leveraging Your Assets to Achieve More

    16/10/2023 Duration: 23min

    In this episode, Bill and Bryan discuss how high achievers and experienced sales professionals can get to the next level, not by necessarily learning new skills, but by better leveraging the skills and assets they already have. The guys talk about how our mindset of "more work and effort" often holds us back from identifying and utilizing key leverage points like time, relationships, talent, and technology. They also share examples and perspectives on how to inventory your unique assets and think creatively about maximizing them to improve your income, impact, and fulfillment in selling. ================================= Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today! If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin. Looking for mor

  • #768: Death By Data: When Numbers Kill the Sales Mojo

    09/10/2023 Duration: 14min

    In this episode, Bill and Bryan debate the pros and cons of relying too heavily on data in sales. They discuss common sales metrics like funnel velocity, win rates, and lead response times. While data can provide useful insights, the guys argue overusing statistics can drain the human creativity, relationships, and instinct needed to close deals. They'll help give you some perspectives on keeping data in its place so it doesn't kill the sales mojo. They also tell you how to leverage numbers to complement rather than replace sales skills and emotional intelligence. ================================= Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today! If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin. Looking for more sales training like th

  • #767: Maximizing Potential in Sales

    02/10/2023 Duration: 26min

    In this episode, Bill and Bryan discuss the critical role of sales leadership in helping teams reach their full potential. The guys highlight the need for sales leaders to lead by example and invest in their own growth. The hosts also emphasize the importance of self-improvement for sales professionals and how taking ownership of your development can lead to breakthroughs in your career. If you're looking for insights on sales leadership, personal growth, and maximizing your potential in sales, tune in for valuable tips and inspiration. ================================= Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today! If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin. Looking for more sales training like this podcast? Download our FRE

  • #766: Is It Time to Make a Career Transition?

    25/09/2023 Duration: 23min

    Are you in the job market or planning to make a move soon? In this episode, Bill and Bryan discuss tips for job seekers in the current market and share strategies for finishing the year strong in sales. The guys offer valuable advice on standing out and positioning yourself effectively to land your dream sales job. They also emphasize the importance of being visible and leveraging your personal brand through platforms like LinkedIn. As we celebrate our 17 years of podcasting, we want to hear from you! Send us your well-wishes, questions, or any thoughts you'd like to share. Email us at listener@advancedsellingpodcast.com. We appreciate your support and look forward to the next 17 years with you! ================================= Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today! If you haven't alr

  • #765: Old School Techniques That Still Work

    18/09/2023 Duration: 19min

    In this episode, Bill and Bryan continue their birthday celebration by revisiting some old school sales techniques that still pack a punch in the modern world of selling. The guys share insights on picking up the phone for personal outreach, getting in the game by attending events and networking, asking for help, and the power of inviting prospects to meaningful events. These timeless strategies are a reminder that successful sales is about building genuine connections and leveraging them for business growth. Don't miss this episode filled with practical tips that can reinvigorate your sales efforts.  ================================= Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today! If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin. L

  • #764: Lessons from 17 Years at The Advanced Selling Podcast

    11/09/2023 Duration: 24min

    Join Bill Caskey and Bryan Neale in this special episode as they celebrate their 17th birthday on the Advanced Selling Podcast. The guys reflect on their journey, share behind-the-scenes insights into podcasting, and answer questions from their listeners. They'll share how they consistently find topics, the platform they use, the gear they recommend, and the valuable lessons they've learned along the way. This episode is not just a celebration of their podcast but a glimpse into the power of consistency, camaraderie, and the global reach of podcasting. ================================= Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today! If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin. Looking for more sales training like this podcast?

  • #763: What Your Team Needs but Doesn't Have

    05/09/2023 Duration: 16min

    In this episode, Bill and Bryan tackle a unique challenge: creating a video for sales leaders, VPs, CEOs, and presidents. The goal is to explore crucial yet often overlooked sales skills. Discover how advanced LinkedIn proficiency, the ability to convey complex ideas clearly, belief as a skill, and effective planning can transform your team's performance. Get practical tips and insights to enhance your sales abilities and stay ahead in the ever-changing world of sales. Don't miss this opportunity to elevate your team's game. Stay tuned for the upcoming video on the Advanced Selling Podcast website, and start mastering these essential skills today. ================================= Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today! If you haven't already, make sure you join us in our LinkedIn group

  • #762: How to Navigate Economic Uncertainty in Sales

    28/08/2023 Duration: 19min

    In this episode of the Advanced Selling Podcast, hosts Bill Caskey and Bryan Neale discuss the challenges salespeople face with constant economic news bombardment. They offer strategies to cut through the noise, stay focused, and serve clients. The guys emphasize the value of personal observation over media narratives and share insights on dealing with AI-driven content. Tune in for actionable tips to remain centered and productive in uncertain times. ================================= Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today! If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin. Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com ====================

  • #761: To Cadence or Not to Cadence

    21/08/2023 Duration: 11min

    In this episode, hosts Bill Caskey and Bryan Neale tackle the age-old question of sales cadences – the structured outreach sequences used by many salespeople. They discuss the merits of using a cadence while emphasizing the need for authenticity and value delivery. Bill and Bryan share insights into crafting meaningful interactions, rather than relying on automated templates. They challenge the idea of a one-size-fits-all approach, suggesting that offering valuable tools and advice can be more effective in building relationships. Tune in to gain a fresh perspective on sales cadences and discover how to strike the right balance between science and authenticity in your sales efforts. ================================= Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today! If you haven't already, make sur

  • #760: Navigating the Journey from Unseen to Desired

    14/08/2023 Duration: 09min

    In this episode, Bill and Bryan dive into a candid conversation about a common frustration they share when coaching clients – the challenge of convincing clients to create valuable content that bridges the gap between being unknown and becoming a trusted partner in the eyes of their prospects. The guys explore the journey from initial unawareness to eventual engagement and how offering a "gesture of value" at the start of this journey can be a game-changer for clients. They share insights on overcoming resistance, letting go of attachment to outcomes, and embracing the 80/20 principle to identify and nurture clients who are truly aligned with growth. ================================= Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today! If you haven't already, make sure you join us in our LinkedIn gr

  • #759: Mastering the Fundamentals of Sales

    07/08/2023 Duration: 12min

    In this episode, Bill and Bryan return to the bedrock of successful sales: Prospecting and Active Listening. The guys reflect on the enduring power of these two fundamental skills. Bill shares a pivotal lesson from his past, shifting his prospecting mindset from self-gain to problem-solving for clients. Bryan highlights the art of active listening with genuine intention, building deeper connections. They draw insights from Steve Jobs' storytelling and Apple's timeless strategies, reminding us that core principles never fade. Discover how these ageless techniques can redefine your sales approach.  ================================= Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!  The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today! If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingp

  • #758: Boosting Your Income in Sales

    31/07/2023 Duration: 18min

    Are you ready to shatter the limits on your income potential? In this episode, Bill and Bryan explore the secrets of achieving exponential income growth in sales and leadership roles. Drawing from their Insider program's insights, the guys demystify the concept of "exponential income," going beyond linear percentages. They challenge you to ask the right questions about your income goals, encouraging you to envision a world where extraordinary earnings are possible. By adopting a mindset of attracting abundance and opportunities, rather than constantly chasing money, you'll unleash your earning potential and pave the way for unparalleled growth.  ================================= Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!  The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today! If you haven't already, make sure you join

  • #757: Navigating Sales Cutbacks

    24/07/2023 Duration: 17min

    In this episode, Bill Caskey and Bryan Neale discuss the challenges sales professionals face during tough economic times marked by cutbacks and budget reductions. Drawing inspiration from their coach David Meltzer, they discuss valuable strategies for sales professionals to remain indispensable to both existing and new clients. The guys emphasize the importance of proactive communication, reevaluating offerings to meet market needs, and demonstrating exceptional value to clients.  ================================= Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!  The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today! If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin. Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate

  • #756: The Value of Unsolicited Coaching

    17/07/2023 Duration: 17min

    In this episode, Bill and Bryan discuss the concept of offering coaching to individuals who may not have explicitly sought it. They share scenarios where providing unsolicited advice can be impactful, whether it's within your family, team, or professional circle. They delve into the significance of conscious communication, highlighting the influence of verbal tics and how they can diminish one's effectiveness. Through personal stories and practical tips, they guide listeners on navigating coaching conversations and fostering self-awareness.  ================================= Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!  The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today! If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin. Looking for more sales training lik

  • #755: What's Really Going On?

    10/07/2023 Duration: 10min

    In this episode, Bill and Bryan delve into the hidden factors that often hinder sales professionals from taking necessary actions. They shed light on the blind spots that can cloud judgment and impede success. By asking the crucial question, "What's really going on?", Bill and Bryan encourage listeners to explore the underlying fears and mindset obstacles that prevent them from reaching their full potential. They also discuss how reframing problems and embracing a contrarian perspective can lead to breakthroughs in both personal and professional growth. Tune in to uncover the truth and unlock your sales potential. ================================= Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!  The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today! If you haven't already, make sure you join us in our LinkedIn group: http:

  • #754: Removing Friction From the Sales Process

    03/07/2023 Duration: 11min

    In this episode, Bill and Bryan discuss the idea of removing friction in the sales process. Drawing inspiration from a conversation with movement specialist Dr. Kelly Sterrett, they explore the importance of setting up processes that are easy to adhere to. While discussing the parallels between fitness and sales, they highlight the challenges faced in executing the sales process and provide insights on how to overcome them. They examine various barriers that hinder the smooth execution of the sales process, such as discomfort, fear, attachment to outcomes, and lack of clarity regarding the problems they solve for clients. Additionally, they address the resistance to ending a sales process that has lingered without progress. Tune in to this episode for an engaging discussion on identifying and eliminating friction points in the sales process, ultimately paving the way for more effective and successful selling. ================================= Do you want to get our "Insider Secrets?" Go to http://advancedsell

  • #753: Are You Suffering From LinkedIn Fatigue?

    26/06/2023 Duration: 17min

    In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale dive into the topic of LinkedIn fatigue. They candidly discuss their personal experiences and explore ways to overcome burnout and find meaningful engagement on the platform. If you've been experiencing LinkedIn fatigue or want to optimize your engagement on the platform, this episode offers valuable advice and actionable tips to help you find renewed energy and meaningful connections on LinkedIn. ================================= Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!  The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today! If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin. Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game

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