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
5 snips
Jan 6, 2025 • 16min
Getting Back in the Sales Game for 2025
As the new year kicks off, the hosts share dynamic strategies for sales professionals to thrive in 2025. They emphasize reconnecting with your core purpose and the power of in-person meetings. A focus on developing a compelling personal brand in the digital world takes center stage. Engaging with your market and strategically expanding your network through introductions are also highlighted. Plus, a humorous dive into the quirky realm of impersonators adds a lighthearted touch to the discussions!
Dec 23, 2024 • 21min
Year-End Reflection: Looking Back to Move Forward
Bill and Bryan dive into year-end reflection with practical strategies like analyzing what worked versus what didn't. They share amusing stories about household chores while encouraging listeners to take a moment for self-assessment. The importance of recognizing personal growth and satisfaction is highlighted, especially in relationships and careers. They discuss how joy in the workplace correlates with training investments. Finally, actionable tips for productivity and fulfillment pave the way for a successful start to the new year.
Dec 19, 2024 • 6min
Creating a Truly Customer-Centric Sales Process
Sales professionals are urged to rethink their processes to genuinely benefit prospects. By offering valuable assessments and personalized recommendations, trust and relationships are enriched. The use of AI tools can help eliminate the pressure of selling and double closing rates by focusing on delivering real value. A bold transformation invites you to prioritize the customer experience over just making the sale.
10 snips
Dec 16, 2024 • 22min
Sales Predictions 2025: AI, Authenticity, and the End of Sticky Sales
Discover predictions for the sales industry's future, highlighting AI's impact and the decline of outdated outreach tactics. The hosts discuss the rising importance of personal branding and hint at a shift towards in-person meetings. A humorous take on holiday travel and AI tools adds flair to their insights. With Baby Boomers likely exiting, new leaders must adapt to a changing landscape, prioritizing authenticity and genuine communication in sales.
Dec 12, 2024 • 6min
Making Sales Skills Obsolete: The Power of Digital Assets
Discover a groundbreaking approach to sales that shifts focus from traditional skills to digital assets. Learn how pre-recorded videos can build trust with prospects before the first call, easing the pressure on salespeople. This innovative strategy addresses changing buyer behaviors and boosts business results. Consider making a bold move in your business to reinvent the way you sell!
23 snips
Dec 9, 2024 • 22min
What Ultra High Achievers Say (Part 3 of 3)
In their concluding discussion, top performers in sales reveal the power of tailored communication. They emphasize empathetic language and the art of storytelling as essential tools for building client connections. A spotlight on financial fluency highlights how elite achievers navigate money conversations to align solutions with client goals. The discussion also dives into the strategic use of respectful disagreement, showcasing how language can transform customer engagement. Humorous anecdotes bring light to the serious strategies behind successful sales.
Dec 5, 2024 • 5min
The Customer Journey Mismatch: A Cautionary Tale
A recent retail experience sheds light on the vital role of customer service. Poor engagement can lead to missed opportunities and lost sales. Understanding where customers are in their journey is crucial for effective selling. Asking insightful questions fosters empathy and boosts conversion rates. This cautionary tale reminds us to align our approach with customer needs for better outcomes.
Dec 4, 2024 • 24min
Go Fish in a Puddle with Chelsea Madden
Chelsea Madden, a sales professional at Sales Intel, dives into the transformative power of intent data for sales teams. She explains how understanding when prospects are researching solutions can tailor approaches, but warns against viewing it as a shortcut. The conversation emphasizes the need for authenticity and a consultative style to connect with clients meaningfully. They also highlight the benefits of personalization and engaging multiple contacts within organizations to boost deal closure rates, ensuring a strategic and collaborative sales effort.
Dec 2, 2024 • 20min
What Ultra-High Achievers Actually Do (Part 2 of 3)
In this engaging discussion, the hosts break down the distinct habits that set ultra-high achievers apart. They highlight the importance of taking swift action and long-term planning, contrasting it with the more conventional short-term mindset. A fascinating analogy between children's artwork and a multi-million dollar piece sheds light on value perception. They also dive into the necessity of being physically present in the marketplace, emphasizing networking and proactive learning strategies for true success.
Nov 27, 2024 • 23min
Smarter Sales Rewards with Chris Dornfeld
Chris Dornfeld, co-founder of Whistle and expert in sales compensation, shares insights on optimizing incentive programs through behavioral science. He highlights why traditional incentive budgets often fail, advocating for immediate, personalized rewards tied to specific activities. The discussion emphasizes the importance of combining individual and team-based incentives, using real-time feedback to boost motivation. Chris also explores how cash incentives remain effective, revolutionizing the way sales teams approach motivation and recognition.
