The Advanced Selling Podcast

Discover the power of objectivity in sales as Bryan challenges you to evaluate your funnel without bias, envisioning real stakes. Unearth the concept of the 'Expert Persona' by diving into your customer’s world and fostering trust. Learn how tools like Google and ChatGPT can elevate your approach, turning sales into a partnership rather than a pitch. Embrace these guiding principles for greater success in your sales journey, with more tactical insights promised in future discussions!

In a live discussion, the hosts share essential skills for sales professionals during economic uncertainty. They emphasize focusing on what you can control, maintaining pricing discipline, and recognizing abundance in challenging markets. The conversation also covers adapting messaging for anxious clients and understanding AI's growing influence. Humorous anecdotes from their podcasting journey add a light touch, while practical strategies for mastering productivity and overcoming psychological barriers in decision-making ensure listeners stay resilient.

Dive into the intriguing realm of financial conversations in sales, where storytelling takes center stage over dull spreadsheets. Learn the importance of client lifetime value and how it shapes effective budgeting. Discover the significance of time horizons when discussing ROI and the common pitfalls salespeople face. The hosts highlight why not every deal is beneficial for customers and share tips on maintaining objectivity in financial discussions. This episode is a treasure trove of practical guidance for meaningful economic conversations that drive decisions.

The hosts dive into the importance of video content, highlighting YouTube's potential to surpass company websites. They tackle common fears about creating video, offering creative ideas like customer spotlights and demos. They argue that embracing video not only enhances customer connection but also offers immense rewards with minimal risks. Personal stories illustrate how video can boost confidence and engagement, especially in less dynamic industries. Plus, there’s a discussion on using AI tools to enhance podcast creation and maintain authenticity.

Discover how crafting compelling narratives can transform your sales approach. The hosts stress the significance of connecting with prospects through meaningful stories rather than mere anecdotes. They tackle the issue of over-discovery, advocating for a focus on conveying value. Learn how to shape your brand's narrative from the customer's perspective to truly resonate with their experiences. The conversation delves into the ever-evolving sales landscape and the importance of balancing understanding client needs with showcasing effective solutions.

Bill challenges the old-school sales mindset by advocating for a shift from selling to guiding. He highlights how traditional tactics often lead to negative karma with prospects. Instead, he offers a fresh approach: become a trusted guide who delivers value before seeking payment. Personal stories illustrate how creating helpful content can naturally attract clients, reducing the need for aggressive sales methods. Embrace this new mindset to foster authentic connections and better meet customer needs.

Time management in sales is a hot topic, as deadlines seem to fly by. The hosts emphasize the urgency that sales professionals feel and the need for a shift from short-term thinking to long-term planning. They share practical strategies for balancing immediate tasks with future growth initiatives. A humorous take on PR outreach and everyday office quirks adds a relatable twist. Additionally, the principle of giving to receive unveils how generosity can enhance revenue and customer loyalty, making it an essential mindset for success.

In this solo episode, Bill explores the critical concept of believing in your own economic value as a sales professional. Drawing from his document “The 15 Profit Amplifiers” created for clients, Bill discusses how understanding the economic impact of your solution transforms your ability to communicate value to prospects. Bill examines two primary ways your solution can deliver economic value: by alleviating pain points that cost customers money or by helping them achieve aspirational goals like increased revenue and profitability. The most powerful position is when your solution accomplishes both simultaneously. Whether your customers need to save money, make more money, or improve efficiencies, this episode provides valuable insights on how to identify, internalize, and articulate your true economic value proposition.  If you'd like to talk to Bill about your team, go to http://scheduleacallwithcaskey.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. 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

In this solo episode, Bill Caskey challenges traditional sales approaches that may be holding you back. If your closing rate is hovering around 20% or less, your approach likely needs an overhaul. Bill argues that many sales organizations are stuck in outdated paradigms, failing to adapt to modern buying processes where more stakeholders are involved and decisions take longer. Bill emphasizes that people don’t buy features—they buy transformation and results. He challenges listeners to start their next sales conversation by asking prospects where they want to go, not what features they’re looking for. 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. 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

In this episode, Bill and Bryan make a compelling case for why every sales professional and business leader should have their own YouTube channel. Moving beyond traditional sales training advice, they explore the numerous benefits of creating video content, from building deeper connections with younger buyers to establishing yourself as an industry thought leader. The guys share their “3E” framework—Educate, Explain, and Edify—while addressing common hesitations and highlighting the zero-downside, all-upside nature of this strategy. Bill and Bryan challenge listeners to embrace this digital asset opportunity that can transform your business and create a lasting legacy of your professional journey. They even offer to promote listeners’ YouTube channels who take action after hearing this episode. ================================= 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. =================================