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
15 snips
Dec 1, 2025 • 20min
From Thinking to Doing: Operational Disciplines That Work
This discussion dives into operational disciplines that propel high performers to success. Explore how committing to writing daily can enhance idea capture and clarity. Learn the importance of valuing your time by assigning a dollar-per-hour rate and protecting your calendar. The hosts emphasize aligning daily actions with annual goals to stay on track. Additionally, nurturing your network through consistent outreach is highlighted as a key strategy. Finally, embracing new technology keeps you competitive in an ever-evolving landscape.
19 snips
Nov 24, 2025 • 21min
The Mental Game: Building Discipline That Actually Works
Explore the surprising side of mental discipline that champions freedom instead of constraints. Learn how high performers thrive through quieting their minds and embracing possibility thinking. Discover the importance of accepting failure and viewing it as a stepping stone rather than an obstacle. Experience how small daily choices can free up mental energy and fuel growth. Shift your focus from past regrets to future potential, and see how rethinking discipline can lead to greater success in both life and business.
Nov 19, 2025 • 24min
Sales Compensation with Chris Goff
In this discussion, sales compensation expert Chris Goff, known as 'The Sales Comp Guy', shares insights from his deep background in sales operations and comp plan design. He highlights why trust issues arise around compensation plans, revealing insights into seller psychology. Chris advises on how salespeople can analyze their plans effectively, focusing on metrics like deal size and win rate. He also addresses common pitfalls leaders face when designing comp plans, emphasizing the crucial link between actions and rewards to enhance motivation.
8 snips
Nov 17, 2025 • 18min
Micro Mastery: Small Skills That Create Big Results
The hosts delve into the crucial micro skills that distinguish top sales professionals from amateurs. They emphasize the importance of asking for clarification when confusion arises and using specific calendar dates to improve scheduling clarity. Techniques like setting a five-minute warning for call wrap-ups and summarizing key points before ending conversations are highlighted. The discussion reveals how mastering these subtle yet powerful skills can dramatically enhance sales effectiveness and client interactions.
13 snips
Nov 13, 2025 • 5min
Your Most Powerful Pre-Meeting Asset
Salespeople often squander initial meetings on basics that could easily be addressed beforehand. A powerful tool discussed is the five-minute introductory video, designed to position you as a credible problem-solver right from the start. The key elements include a captivating hook, a succinct personal story, and addressing industry challenges. Listeners learn how to present a clear process for solving problems and dismantle outdated mindsets. This thoughtful approach transforms awkward first meetings into productive conversations.
13 snips
Nov 10, 2025 • 18min
Macro vs. Micro: Sales Skills That Actually Matter
Discover the vital difference between macro and micro sales skills, and why both are essential for success. Learn how effective strategic planning and reverse engineering of goals can set top performers apart. Explore the importance of financial literacy for sales professionals and the need for clear communication to engage prospects across generations. The power of storytelling is highlighted as a key tool for conveying value. Plus, hear why quick unlearning of outdated practices is becoming a competitive edge in the evolving sales landscape.
5 snips
Nov 7, 2025 • 7min
Beyond Process: The Courage to Walk Away
Discover the limits of process-driven selling as insights unfold from coaching a high-performing salesperson. Learn the importance of authenticity in spotting who truly fits as a client. Explore the courage needed to disqualify uncommitted prospects and why integrity should outweigh revenue. Bill Caskey shares compelling stories and practical tips to help you connect with the right clients and improve your close rate.
Nov 5, 2025 • 23min
Vince Beese: Red Zone
Vince Beese, a fractional CRO and seasoned sales coach with over 25 years in B2B enterprise, joins to discuss his framework, Red Zone Selling. He reveals that 80–90% of deals are won or lost in the final sales stages, emphasizing the importance of focus and urgency. Vince highlights common mistakes, like relying too heavily on a single champion, and stresses the need for team collaboration. He also critiques the industry's neglect of closing training, making a compelling case for stronger focus on finishing deals.
Nov 3, 2025 • 18min
"Let's Talk Money" 5 Scenarios Sales Reps Struggle With
Delve into the anxiety many sales reps feel about discussing money with prospects. Discover how generational differences influence conversations on pricing. Learn why bringing up price early can boost win rates and the importance of establishing clear ROI. Get tips for collaborative discussions on investment viability and responsible disqualification of prospects. Finally, avoid the dreaded 'I have no idea' response by offering budget ranges, equipping you to handle money talks like a pro!
14 snips
Oct 27, 2025 • 17min
Building a Winning Sales Culture (Part 2)
Discover actionable tips for cultivating a winning sales culture. Learn how strategic customer meetups can strengthen relationships and create referral opportunities. Explore the benefits of internal book clubs for team bonding and engagement. Elevate morale with team brag sessions that celebrate wins. Understand the importance of being proactive with new client contacts to avoid costly mistakes. Plus, challenge the common excuses that hinder sales teams from achieving their best!
