The Advanced Selling Podcast

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!

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.

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 They share anecdotes of misjudged executives and outdated research that led to missed opportunities.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.

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.

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!

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.

Discover the hidden goldmine of your own expertise and how it shapes client relationships. The hosts discuss "familiarity blindness" and the importance of recognizing what you know that others might not. Learn to document your unique insights in a 'stuff I know' notes page. Explore how personal stories can strengthen business connections, and get inspired by a listener's success after sharing their skills through video. Plus, find out about community and coaching opportunities that can elevate your professional journey.

Dive into a fresh approach to sales that prioritizes the prospect's needs over traditional tactics. The host challenges the conventional ‘push’ method, advocating for a process built on mutual understanding. Discover how redefining discovery can double your closing rates, with real client success stories. Pre-call assessments are highlighted as key tools for fostering genuine connections. Ready to make a bold move in your sales strategy?

In this episode, Bryan shares a powerful mindset shift to help salespeople take control of the chaos: become a student of your calendar. He breaks down how proactive calendar management (daily, weekly, monthly, and even into next year) can give you more clarity, better pipeline health, and fewer wasted hours. Bryan challenges you to look at your calendar not just for what’s there, but for what’s missing. What calls, activities, or planning sessions should be on there but aren’t? He shares how to turn those gaps into intentional action items that move deals forward and build momentum. From pruning time-wasters to locking in future priorities, this episode is your guide to building a calendar that helps you sell. Curious about certification in the Blind Zebra Sales Operating System? Learn more here. And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.

It's graduation season, and Bill Caskey and Bryan Neale are sharing their top advice for new graduates entering the workforce—plus essential reminders for seasoned professionals who might need to hear these truths again. In this episode, you'll discover why understanding that life and sales naturally go up and down like an accordion can save you from unnecessary stress and help you navigate both the highs and lows with greater wisdom. Bill and Bryan explore how to build a professional network that compounds like interest and why starting early makes all the difference in your career trajectory. They discuss how to be judicious about that crucial first position and avoid toxic work environments that can shape your mindset for decades. You'll also learn a simple strategy for finding multiple mentors who can accelerate your growth, and why this approach works for both graduates and seasoned veterans alike. Whether you're a recent graduate, a parent with kids entering the workforce, or a seasoned professional looking for a reset, this episode delivers practical wisdom that can reshape how you approach career growth and life decisions. Don't forget to review the podcast and join the Advanced Selling Podcast LinkedIn group with over 13,000 members! ================================= Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com 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 now. If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin. =================================