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
12 snips
Oct 23, 2025 • 6min
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 • 15min
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 • 17min
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!
21 snips
Oct 6, 2025 • 19min
AI in Sales (Part 1): Practical Uses for Prep, Research, and Productivity
Bill and Bryan explore how they leverage AI in their sales processes, focusing on practical applications instead of hype. They reveal the significance of AI for prep work—like researching companies and understanding buyer contexts. Gen Z's aversion to anything fake comes to light, along with discussions on whether to disclose AI usage to prospects. Bill treats AI as a virtual assistant, while Bryan demonstrates its versatility, even in football officiating. The hosts emphasize an abundance mindset, urging listeners to embrace AI without fear.
30 snips
Sep 24, 2025 • 31min
Stop Discounting - Closing Strategies with John Barrows
Join sales expert John Barrows, founder of Make It Happen Mondays, as he shares his wealth of knowledge on mastering the closing phase of sales. He discusses the pitfalls of reactive discounting and highlights the importance of starting conversations with procurement early. John emphasizes the balance between process and creativity in sales, urging leaders to coach effectively in high-stakes scenarios, and introduces innovative strategies like using video and engaging stakeholders to strengthen relationships.
41 snips
Sep 22, 2025 • 19min
Stop Being the Best-Kept Secret: How to Get Found by Your Ideal Clients
Struggling to be seen in the B2B world? Discover why traditional cold calling is out and visibility is the new king. Learn how a tax law client turned the tide with strategic insight videos and engaging LinkedIn articles. Find out how to connect with C-suite executives through smart interviewing and why attending key conferences can open doors. Get ready to embrace innovative tactics like hosting your own events to attract potential clients. It's time to step out of the shadows and get noticed!
21 snips
Sep 15, 2025 • 18min
The Myth of Creating Buyer Urgency
Bill and Bryan tackle the myth that urgency can be manufactured in sales. They discuss why buyers today are slower to make decisions due to economic uncertainty and technology overload. Traditional pressure tactics fall flat in this new landscape; instead, they advocate for creating trust through risk reduction and clear post-purchase explanations. Humorous anecdotes about old hotel gadgets set the tone as they analyze modern buyer behavior, emphasizing authenticity and connection as the key to closing deals.
16 snips
Sep 8, 2025 • 19min
The Rise of Accidental Salespeople
A new trend in sales is emerging: 'accidental salespeople' who aren't traditional sales roles but are crucial to buyer-seller dynamics. The discussion sheds light on the unique challenges these technical professionals face in sales situations. Coaching tailored to their skills is essential, as it’s easier to teach them key sales techniques than to train traditional salespeople in technical expertise. Lighthearted anecdotes about aging add humor, making the episode both insightful and entertaining.
