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
Jul 28, 2025 • 22min
The Resistance Factor: Why Smart People Avoid Smart Changes
Bill and Bryan tackle the intriguing psychology behind resistance to change in sales. They discuss why some quickly adopt new strategies while others remain stagnant. The conversation reveals how the fear of acknowledging flaws in current methods can paralyze even the top performers. Insights like the '10-80-10 rule' shed light on differing approaches to learning. They also confront the challenge of selling transformation, examining how to embrace bold moves for growth in business.
24 snips
Jul 21, 2025 • 20min
Why Your Q4 Success Starts Now
The podcast emphasizes that summer activities can heavily influence your year-end success. It introduces strategies for shortening sales cycles and planning a robust business plan with three goal approaches. Discussions include the psychological aspects of goal setting and the importance of adapting to changing buyer behaviors. Humorous anecdotes from youth sports add a light-hearted dimension, while the hosts motivate listeners to break free from a summer slowdown mindset and strive for growth.
4 snips
Jul 16, 2025 • 9min
Are You Inspecting the Right Activity Metrics?
Discover the hidden power of calendar inspection for sales success. Regularly reviewing your team's calendars can catch pipeline gaps before they escalate. Learn why a structured sales playbook with numeric goals is crucial for consistent performance. This approach not only helps leaders but also keeps sales reps proactive and prepared. If you've ever felt uncertain about future sales, this discussion is a must-listen!
Jul 14, 2025 • 23min
What If Everything You Know About Sales Growth is Wrong?
Discover fresh perspectives on sales growth that challenge traditional thinking. The hosts delve into powerful quotes from visionaries like Buckminster Fuller and Elon Musk. They share personal stories, including a cautionary tale about the dangers of comfort zones. Learn about innovative strategies that replace outdated practices, like cold calling, with creative approaches. Embrace the discomfort of personal transformation to achieve ambitious business goals. It's time to break free and rethink everything you know about scaling your success!
12 snips
Jul 8, 2025 • 20min
Mid-Year Check-Up: How to Finish 2025 Strong
This session emphasizes the importance of conducting a mid-year evaluation for sales success. Practical strategies like the 'start, stop, continue' exercise are introduced to help refine plans. The conversation also centers on building a personal brand authentically, highlighting the need for individuality in an AI-driven world. Additionally, the hosts explore the 'Came From' exercise to better understand successful client relationships. Perfect for those looking to finish the year strong!
5 snips
Jul 2, 2025 • 14min
Let Structure Set You Free
Discover the surprising truth that more structure in sales teams leads to greater freedom. Dive into the importance of well-crafted sales playbooks that streamline processes and empower sales reps to focus on what matters. Explore how discipline fosters efficiency and learn strategies to counteract buyer inertia. Get insights on using AI to kickstart companies that lack a playbook. Plus, hear an intriguing analogy between spelling bees and sales playbooks that illustrates how structure can enhance creativity.
6 snips
Jun 30, 2025 • 23min
Stop Judging Prospects Before You Meet Them
The hosts dive into the dangers of making snap judgments about prospects, which can cost you valuable deals. They share anecdotes of misjudged executives and outdated research that led to missed opportunities. Emphasizing genuine curiosity, they advocate for open-mindedness and understanding your clients’ true needs. The discussion challenges the belief that personal relationships alone drive sales, highlighting the importance of authentic communication instead. Overall, it’s about connecting beyond first impressions to unlock potential.
9 snips
Jun 23, 2025 • 24min
How to Talk Financial Impact with Kevin Koharki
In this engaging discussion, Kevin Koharki, an accounting professor at Purdue University, dives into the crucial intersection of sales and finance. With a background in investment banking, he clarifies essential concepts like gross margin versus operating margin. Kevin stresses that discussing only payback periods is inadequate; sales professionals should focus on the total cost of ownership. He shares strategies for effectively communicating financial value to CEOs and CFOs, equipping listeners to elevate their sales conversations and position themselves as trusted partners.
10 snips
Jun 18, 2025 • 13min
Why Your Sales Team Needs a Real Playbook
Discover the secrets of a successful sales playbook, from foundational philosophies to accountability mechanisms that can elevate your team's performance. Explore the Blind Zebra Sales Operating System, a robust framework designed to deliver clarity and consistency. Learn about upcoming certification classes and a special event for sales leaders, focusing on mastering these strategies just in time for Q4. Don’t let the end of the year catch you off guard; get your sales playbook ready!
10 snips
Jun 16, 2025 • 22min
Turning Your Insecurities into Competitive Advantages
Bill and Bryan tackle the all-too-common experience of self-doubt in sales and business. They challenge the notion of 'fake it till you make it,' revealing how insecurities often creep in during key moments. Instead of suppressing these feelings, they encourage embracing them as potential strengths. Through personal stories, the hosts illustrate how acknowledging weaknesses can lead to innovative solutions and greater confidence. They also discuss imposter syndrome, reminding listeners that even the successful grapple with self-doubt.
