The Advanced Selling Podcast

Bill Caskey and Bryan Neale: B2B Sales Trainers
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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.
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12 snips
Jun 9, 2025 • 20min

What You Know Matters More Than What You Sell

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.
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9 snips
Jun 5, 2025 • 7min

Bold Move #1: Create a Sales Process That Benefits Your Prospects

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?
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Jun 4, 2025 • 17min

Become a Student of Your Calendar

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. Ready to stop chasing prospects and start attracting them? Join our ASP Insider coaching community for monthly sessions on advanced sales strategies. Next call: Authority Platform Building - August 1st at 12pm ET. Learn more: advancedsellingpodcast.com/insider
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Jun 2, 2025 • 20min

Essential Life & Career Advice for Graduates (That Every Professional Should Remember)

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. ================================= Ready to stop chasing prospects and start attracting them? Join our ASP Insider coaching community for monthly sessions on advanced sales strategies. Next call: Authority Platform Building - August 1st at 12pm ET. Learn more: advancedsellingpodcast.com/insider
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May 27, 2025 • 20min

The Death of the Decision Maker: How Buyer Behavior is Reshaping Sales

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.
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5 snips
May 21, 2025 • 12min

The Science of Sales Coaching

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!
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21 snips
May 19, 2025 • 22min

Why Buyers Don't Trust You (And What To Do About It)

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.
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9 snips
May 12, 2025 • 22min

Building Your Everyday Leads System

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!
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May 7, 2025 • 14min

Guiding Principles: Part 2

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.

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