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
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 Plus, hear why quick unlearning of outdated practices is becoming a competitive edge in the evolving sales landscape.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 • 22min
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 • 17min
"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!
7 snips
Oct 27, 2025 • 16min
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!
12 snips
Oct 23, 2025 • 5min
The Invisible Dimension of Sales
Bill Caskey dives into the 'invisible dimension' of sales, prompting introspection about whether prospects would miss you if you vanished. He discusses two levels of customer evaluation—skills versus the deeper impact of your unique presence. Caskey shares techniques for connecting with your authentic self, such as inventorying your experiences and clarifying your unique assignment. He emphasizes daily practices like meditation and journaling to maintain presence and encourages a shift from selling to becoming someone clients can't afford to lose.
5 snips
Oct 22, 2025 • 14min
Connect With Customers
Discover how to cultivate genuine customer connections with a strategic framework centered on generosity and purpose. Learn the importance of crafting a personal conquest account list by identifying specific individuals you wish to meet. Find out how to build a roster of natural networkers, or "Connectors," and the best practices for approaching them for introductions. Plus, explore the rewarding concept of the "karmic boomerang," which suggests that helping others can lead to unexpected opportunities for yourself.
Oct 20, 2025 • 16min
What Sales Culture Really Is (And Why It Matters)
Bill and Bryan delve into the essence of sales culture, distinguishing between the visible decor and the authentic atmosphere. They emphasize the significance of a learning environment that nurtures growth, rather than merely focusing on metrics. Observations reveal that physical cues often reflect a company’s true culture, while disengagement can signal cultural issues. The hosts also highlight the importance of language in fostering collaboration and building strong customer relationships. Listeners can expect practical strategies in the follow-up.
27 snips
Oct 13, 2025 • 18min
AI in Sales (Part 2): Pre-Call Research and Content Creation
Explore how Bill and Bryan effectively integrate AI tools into their sales strategies. They share real conversations with AI during client prep and highlight the importance of validating AI-generated research. Learn about creating compelling pre-meeting introduction videos that showcase expertise. Hear how AI can improve follow-up processes and enhance client interactions by remembering context. This discussion is packed with practical prompts and insights for any sales professional looking to modernize their approach.
7 snips
Oct 8, 2025 • 15min
Connect With Your Team
Discover how impactful sales leadership hinges on individual connections with team members. Instead of generic coaching, leaders should focus on understanding unique motivations beyond just financial incentives. Bryan emphasizes investing time wisely, recommending that 80% of coaching should go to high-potential performers. He even advises letting top sellers opt out to foster growth among the next tier. This approach can transform team dynamics and drive performance!
