The Advanced Selling Podcast

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. =================================

The podcast dives into the myth of the traditional decision maker. It highlights the shift to committee-based buying and emphasizes the need for adaptive sales strategies. The importance of emotional connections and elevating the buyer experience is discussed. Price objections are becoming less significant, with a focus now on value and transformation. Generational influences on purchasing behavior are also explored. The hosts offer strategies for navigating complex buyer dynamics and enhancing communication for successful sales.

Discover a bold new approach to sales coaching that prioritizes the science of selling over subjective methods. With an emphasis on measurable results, the discussion reveals why accountability is key for salespeople. Role-playing may not always translate to real-world success, especially in remote setups. The host challenges traditional practices, advocating for data-driven strategies that truly move the needle in performance. If you're ready to reinvent how you coach, tune in for transformative insights!

The hosts discuss the shift in buyer behavior and the growing trust gap between buyers and sellers. Traditional sales tactics are becoming outdated as buyers are now more informed and self-directed. Transparency during the sales process is highlighted as key to building trust. They provide practical strategies for adapting to modern purchasing behaviors, emphasizing the importance of education and authenticity. By studying buyers rather than just honing sales skills, sales professionals can significantly improve their closing rates.

Dive into the world of 'Everyday Leads,' a revolutionary approach to consistent B2B lead generation. Discover how to keep your pipeline full without the stress of last-minute prospecting. Explore tips on harnessing automated webinars for warm leads and the power of connector meetings. Learn about breaking mental barriers that hold salespeople back, likening the transition to systematic lead generation to fitness training. It's all about building a disciplined, effective strategy for sustained success!

Dive into the game-changing principles of intent and assertiveness to elevate your sales conversations. Discover how locking in clear next steps can eliminate frustrating back-and-forth scheduling. Explore the value of creating a customer-centered experience, even if it means walking away from a deal that's not right. Learn why honesty is key in building successful sales relationships and how it enhances genuine communication. Plus, get insights into a new coaching program designed for sales leaders.

Explore the timeless principles of sales that remain relevant despite the tech boom. Discover the significance of genuine human connections in a world increasingly reliant on AI. The hosts highlight the art of discovery and the necessity of a solid business plan. Delve into how motivation and structured planning can elevate client relationships. They also reflect on the evolving language of sales and the psychological barriers that may hinder success. The core elements discussed continue to be the backbone of effective selling.

In part 2 of their special live episode on navigating uncertain markets, Bill Caskey and Bryan Neale continue their discussion on essential skills for sales professionals. The guys emphasize the importance of utilizing free and low-cost tools already at your disposal, from LinkedIn to ChatGPT, rather than waiting until circumstances force your hand. Bill shares a powerful strategy for commanding premium pricing by developing a customer roadmap that builds trust in your process. Meanwhile, Bryan advocates for becoming a connector who actively brings valuable people together without keeping score. Through practical examples and personal experiences, Bill and Bryan demonstrate why taking decisive action now can position you to thrive regardless of economic conditions. ================================= Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete 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. =================================