The Advanced Selling Podcast
Bill Caskey and Bryan Neale: B2B Sales Trainers
Bill Caskey and Bryan Neale deliver practical, no-nonsense sales training through their signature blend of humor, real-world insights, and actionable frameworks. Each episode tackles the challenges you face daily: prospecting, overcoming buyer resistance, pricing strategies, cold calling, deal coaching, and building long-term client relationships.Whether you're a sales professional, manager, or leader, you'll discover how to shift your mindset, leverage your natural talents, and create sustainable sales success. From mastering sales communication and handling RFPs to understanding buyer psychology and effective positioning, Bill and Bryan cover everything that actually works in modern B2B sales.
Episodes
Mentioned books
30 snips
Sep 24, 2025 • 31min
Stop Discounting - Closing Strategies with John Barrows
Join sales expert John Barrows, founder of Make It Happen Mondays, as he shares his wealth of knowledge on mastering the closing phase of sales. He discusses the pitfalls of reactive discounting and highlights the importance of starting conversations with procurement early. John emphasizes the balance between process and creativity in sales, urging leaders to coach effectively in high-stakes scenarios, and introduces innovative strategies like using video and engaging stakeholders to strengthen relationships.
41 snips
Sep 22, 2025 • 20min
Stop Being the Best-Kept Secret: How to Get Found by Your Ideal Clients
Struggling to be seen in the B2B world? Discover why traditional cold calling is out and visibility is the new king. Learn how a tax law client turned the tide with strategic insight videos and engaging LinkedIn articles. Find out how to connect with C-suite executives through smart interviewing and why attending key conferences can open doors. Get ready to embrace innovative tactics like hosting your own events to attract potential clients. It's time to step out of the shadows and get noticed!
21 snips
Sep 15, 2025 • 18min
The Myth of Creating Buyer Urgency
Bill and Bryan tackle the myth that urgency can be manufactured in sales. They discuss why buyers today are slower to make decisions due to economic uncertainty and technology overload. Traditional pressure tactics fall flat in this new landscape; instead, they advocate for creating trust through risk reduction and clear post-purchase explanations. Humorous anecdotes about old hotel gadgets set the tone as they analyze modern buyer behavior, emphasizing authenticity and connection as the key to closing deals.
16 snips
Sep 8, 2025 • 20min
The Rise of Accidental Salespeople
A new trend in sales is emerging: 'accidental salespeople' who aren't traditional sales roles but are crucial to buyer-seller dynamics. The discussion sheds light on the unique challenges these technical professionals face in sales situations. Coaching tailored to their skills is essential, as it’s easier to teach them key sales techniques than to train traditional salespeople in technical expertise. Lighthearted anecdotes about aging add humor, making the episode both insightful and entertaining.
18 snips
Sep 2, 2025 • 25min
AI Role-Playing Revolution with Hyperbound.ai
Sai Guduguntla, co-founder of Hyperbound.AI, shares his journey from AI engineer to sales innovator. He discusses the transformative power of AI in sales training, revealing how their platform offers real-time role-playing scenarios to boost skills. The conversation highlights the benefits of practicing in a judgment-free environment and the importance of building a culture of continuous learning. Listeners learn how to use this innovative tool to enhance confidence and improve closing rates, making sales practices more effective and engaging.
29 snips
Aug 29, 2025 • 20min
Expert Frameworks: The Video Hook That Stops the Scroll
In this engaging discussion, the hosts explore expert frameworks essential for sales success in a competitive market. They outline a compelling three-part video structure that hooks viewers within the first five seconds, builds an engaging story, and ends with a strong call-to-action. The conversation emphasizes the shift in social media dynamics, transforming platforms into interest-driven spaces. With a mix of humor, they also touch on the common challenges of virtual meetings, making this session both informative and entertaining.
16 snips
Aug 27, 2025 • 36min
Winning in the Red Zone with Marcus Chan
Marcus Chan, founder of Venli Consulting Group and a former record-holding swimmer, shares his expertise on navigating the critical 'red zone' of sales where deals often stall. He emphasizes the importance of early pricing discussions and fostering multi-stakeholder engagement to avoid late-stage surprises. Chan introduces his ADVANCE Framework, a valuable tool for enhancing sales forecasting and accountability. They also discuss shifting to monthly business reviews to drive commitment and transparency, equipping sales leaders with strategies to seal the deal.
8 snips
Aug 25, 2025 • 23min
The Prospect Experience Revolution: Small Actions, Big Impact
Dive into the revolutionary concept of 'PX 90'—the prospect experience—focusing on how small actions can have a big impact. Discover how personalized follow-ups and strategic introductions can set you apart from the competition. Listen to a fascinating customer service story from Southwest Airlines that highlights the power of positive interactions. Explore the role of AI in enhancing buyer-seller dynamics and the importance of personal touches like handwritten notes. Embrace delegation to empower your sales process and create genuine connections.
28 snips
Aug 21, 2025 • 6min
How 30 Pages Can Separate You from Every Competitor
Transform yourself into an industry authority with a mini book! Discover how one 20-page book led to bankable results, proving that a small investment can yield massive returns. Uncover strategies to stand out in a crowded market and attract premium clients. With insights and personal anecdotes, this discussion shows how to leverage your expertise for impactful positioning. Stop blending in and start becoming the expert everyone looks to!
19 snips
Aug 18, 2025 • 16min
Heart vs. Process: Why Both Matter in Sales Success
Discover the critical balance between heart-centered selling and process-driven strategies. A candid coaching moment reveals how emotional connection complements systematic approaches for sales success. The importance of decisiveness in both sales and relationships is emphasized, showcasing how clarity can enhance negotiation outcomes. Learn why authentic communication is key, with techniques that refine connections and elevate professionalism. Whether you're naturally warm or process-oriented, find your path to building genuine relationships while driving results.
