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
15 snips
Jan 29, 2025 • 13min
Right Under Your Nose
Discover why your best prospects might be right under your nose in your CRM. Learn how to revive old connections from your 'Closed Lost' and 'Inactive Client' lists. Re-engage with prospects you haven't contacted in months, as they may be ready to talk now. Explore the potential of past customers returning or becoming valuable referral sources. Transform overlooked leads into a goldmine of new opportunities!
Jan 27, 2025 • 22min
Finding Your Authentic Path in Sales
The hosts dive into the phenomenon of 'Quitter’s Day,' humorously reflecting on the mass abandonment of New Year’s resolutions. They explore 'The Big Illusion,' questioning if conforming to others leads to true fulfillment. Highlighting the inspiring transition from pharmaceutical sales to NBA coaching, they emphasize the importance of authenticity in both sales and life. Listeners are encouraged to examine their own career paths and ensure alignment with personal values and integrity for a more fulfilling journey.
11 snips
Jan 23, 2025 • 7min
Beyond Features: Selling the Vision of Tomorrow
In a captivating discussion, the focus is on the power of helping prospects visualize their future with your solution. A compelling case study illuminates how this technique can elevate the sales experience and add genuine value. The conversation emphasizes the importance of fostering a strong company culture to attract talent and inspire innovation. Listeners are encouraged to ask deeper questions that enhance client relationships, paving the way for transformative interactions in the sales realm.
13 snips
Jan 20, 2025 • 23min
The 'Just Get Started' Guide to AI in Sales
Dive into the practical world of AI in sales! Discover how to generate targeted prospect lists, create engaging content, and prepare for sales calls using AI tools. The hosts compare AI to a knowledgeable friend, offering insight on how to approach these technologies effectively. They discuss varying levels of AI expertise among professionals and underscore the importance of personalized interactions with AI platforms. Whether you're curious or anxious about AI, this conversation equips you with actionable steps to enhance your sales strategy.
13 snips
Jan 16, 2025 • 7min
Three Sales Fallacies That Are Limiting Your Success
Dive into the intriguing world of sales misconceptions as the host unpacks three major fallacies. First, discover why more activity doesn't necessarily lead to better results – it might just be busywork. Next, explore the myth that increased pressure can boost performance, often causing the opposite effect. Finally, learn about the control fallacy, which reveals that trying to micromanage prospects can backfire. This thought-provoking discussion encourages sales professionals to re-evaluate their beliefs for greater success.
12 snips
Jan 15, 2025 • 12min
Mastering Trade Show Selling
Unlock the secrets to successful trade show selling with a three-phase framework. Learn how to set clear, measurable goals pre-event and leverage social media for maximum engagement. Discover the power of networking with speakers and influencers while at the show to forge valuable connections. Finally, master the art of timely follow-ups to stay ahead of the competition. Prepare, connect, and follow through for a winning strategy!
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 • 22min
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 • 7min
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 • 23min
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.
