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
30 snips
Mar 31, 2025 • 20min
Mastering Your Sales Story: Connection Over Discovery
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.
7 snips
Mar 28, 2025 • 7min
Stop Selling, Start Guiding: The New Mindset for Modern Sales
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.
14 snips
Mar 24, 2025 • 20min
Time Goes Fast and Speeds Up: Mastering the Sales Timeline
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.
Mar 17, 2025 • 5min
The 15 Profit Amplifiers: Believing in Your Economic Value
Explore the power of believing in your economic value as a sales professional. Discover how understanding the economic impact of your solutions can enhance your communication with prospects. Learn about the dual benefits of addressing customer pain points while also helping them achieve aspirational goals. The insights provided can transform your approach to sales by identifying and articulating your true value proposition.
Mar 13, 2025 • 7min
It's Transformation, Not Features
Bill Caskey challenges traditional sales methods that may hinder your success. He points out that a low closing rate often signals the need for change. Instead of focusing on features, effective selling is about understanding the transformation and results that prospects seek. Caskey encourages initiating conversations by asking prospects about their goals. He emphasizes adapting to modern buying processes with multiple stakeholders for greater impact.
Mar 11, 2025 • 24min
Why Every Sales Pro Needs Their Own Youtube Channel
Explore the benefits of sales professionals creating their own YouTube channels to connect with younger buyers and strengthen their industry presence. Discover the '3E' framework—Educate, Explain, and Edify—to stand out in a competitive landscape. The speakers share how leveraging personal narratives can engage audiences effectively. They emphasize the zero-downside, all-upside strategy of building a digital content archive, enhancing visibility, and fostering lasting professional relationships. Join the digital revolution to leave a legacy!
29 snips
Mar 3, 2025 • 19min
Standing Out in the Inbox: The Art of Sales Outreach
Discover the art of authentic communication in a world of AI-generated content. The hosts share a hilarious LinkedIn exchange, proving that personalized messages can forge meaningful connections. They challenge the norm of mass outreach, advocating for thoughtful communication that builds rapport. With a focus on genuine engagement, they highlight how small gestures can create unexpected opportunities in sales. Tune in for insights on standing out in the inbox and making authentic connections.
5 snips
Feb 27, 2025 • 7min
Why You Need a Youtube Channel
Discover why video content is now essential for sales professionals. Ignoring YouTube today is like lacking a business card decades ago, leaving you invisible to clients. Learn about the shift in buying behaviors where prospects prefer researching through videos. Gain insights into creating engaging and authoritative video content that connects with potential clients. This informative discussion lays out a clear roadmap to boost your business in a video-driven world.
Feb 26, 2025 • 17min
Less Clutter, More Deals
Cleaning up your CRM is crucial for effective sales. An overloaded pipeline is like a cluttered garage—hard to navigate and filled with junk. Regular monthly clean-outs not only improve accuracy but also lead to happier executives. Streamlining your data management opens up space for real growth opportunities. Discover actionable steps to keep your sales process clear and productive.
20 snips
Feb 24, 2025 • 21min
Bridging the Gap: Between-Meeting Engagement
Bill and Bryan dive into the often-neglected time between prospect meetings, emphasizing engagement strategies that go beyond traditional follow-ups. They discuss five innovative techniques including strategic introductions and creating customized content. Building digital resource libraries is highlighted as a way to foster trust and connection. The importance of leveraging trackable video communication and inviting prospects to events is also covered. These actionable insights aim to maintain momentum and showcase value in today’s sales landscape.
