The Advanced Selling Podcast

Send us a text Are you intimidated by the idea of Search Engine Optimization (SEO)? Are you looking for ways to make SEO more of a key part of your sales process? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale talk with a longtime friend of the show, John Jantsch. John’s new book, SEO for Growth, is already helping make the principles of SEO accessible for everyone, not just the experts.  A re you struggling with lead generation?   Do you wish your marketing team was sending you higher quality leads?   In this episode of The Advanced Selling Podcast, John shares tips you can use to become your own content marketer and gives you his hit list of where to begin when you think about writing your own content. You may find a few things about SEO that surprise you in today's show too. It’s not as scary as you may think. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. ========================================= Join me December 5th for my Personal Business Planning Workshop where we'll build your complete 2026 blueprint in just two hours. Reserve your spot at advancedsellingpodcast.com/insider

Send us a text Picture it: You walk into a prospect’s office, exchange introductions and say, “So tell me about your business?” The prospect looks at you, sighs and begins to tell you the same biographical information they’ve shared with every other salesperson who has walked through their door. Has this happened to you?   In today's episode, veteran sales trainers Bill Caskey and Bryan Neale interview a digital marketing agency CEO to learn more about how to not turn off your prospects before you’ve even started the conversation. Michael Reynolds, CEO of SpinWeb, a digital agency based in Indianapolis, shares his tips to help you prove you’ve done your research in advance.   Are you assuming things about your prospect’s situation?   Do you know how to balance your questions with sincere comments that aren’t “tactics” or seen as “salesy?”   In this episode, Bill and Bryan engage Michael in an insightful conversation that will help you build a much warmer prospecting list.  Who wouldn’t mind a few less cold calls? ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. ========================================= Join me December 5th for my Personal Business Planning Workshop where we'll build your complete 2026 blueprint in just two hours. Reserve your spot at advancedsellingpodcast.com/insider

Get ready to tackle the challenges of cold calling! Veteran sales trainers share invaluable strategies for engaging prospects effectively. Learn how to shift your mindset and approach with good intent to ease potential resistance. The discussion emphasizes the importance of genuine communication and personal storytelling in sales. Plus, discover how skepticism can be a powerful tool in connecting with clients and making your pitch more persuasive. It's all about creating a service-oriented approach!

Send us a text Are you using email as a prospecting technique and struggling to get responses?   In this episode, veteran sales trainers Bill Caskey and Bryan Neale take on the topic so many salespeople were never taught: how to write words that compel your reader to take action.   How are you crafting emails to the C-Suite?   Are you going out on a limb to reach out to people you don’t know?   In today's episode of The Advanced Selling Podcast, Bill and Bryan give you techniques you can use to increase the effectiveness of your prospecting emails.  They also let you in on two secrets— the subconscious thing almost ALL salespeople do that gets in their way, and one of the most valuable skills of the sales pros of the future.  Do you want to know the secrets? Listen in today to find out. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. ========================================= Join me December 5th for my Personal Business Planning Workshop where we'll build your complete 2026 blueprint in just two hours. Reserve your spot at advancedsellingpodcast.com/insider

Send us a text It's that time of the year again! We are closing in on the final half of 2016 and it's this time that gets us thinking about next year and our goals. In this episode, veteran sales trainers Bill Caskey and Bryan Neale discuss elements of a good sales or project plan and how you should look at anything you do as a project. Are you tired of the old "SMART" Goal plan? Are you wondering where to begin with you project?  In today's episode of The Advanced Selling Podcast, Bill and Bryan give you eight tips on creating a winning plan for anything you do. Whether your goal is to expand your territory, increase your income or up your revenue, this one is for you.  ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. ========================================= Join me December 5th for my Personal Business Planning Workshop where we'll build your complete 2026 blueprint in just two hours. Reserve your spot at advancedsellingpodcast.com/insider

Send us a text Have you ever struggled to figure out the right attire for a new prospect meeting? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale take two listener questions for this Mailbag Monday.  Are you wondering how to get reacquainted with customers or prospects you haven’t talked to in a long time?   Are you looking for tips to know if you’re dressed appropriately for a sales call?   In this episode of The Advanced Selling Podcast, Bill and Bryan give you specific actions for both questions.  And don’t worry— they aren’t giving fashion advice.  Just good, solid things to think about before you walk out the door each day. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. ========================================= Join me December 5th for my Personal Business Planning Workshop where we'll build your complete 2026 blueprint in just two hours. Reserve your spot at advancedsellingpodcast.com/insider

Send us a text Are you staying up late every night mesmerized by the Olympics?   In this episode, veteran sales trainers Bill Caskey and Bryan Neale look to lessons sales people can learn from athletes competing at the top of their game.   How do you prepare yourself when something doesn’t go as planned in a sales call?   How can you detach from things around you that you can’t control? In today's episode of The Advanced Selling Podcast, Bill and Bryan give you specific techniques to take your sales game all the way to Rio.   Are you ready to compete with the best of the best from around the world? Listen in today to find out. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. ========================================= Join me December 5th for my Personal Business Planning Workshop where we'll build your complete 2026 blueprint in just two hours. Reserve your spot at advancedsellingpodcast.com/insider

Send us a text What do golf pros know about sales training? You may be surprised by the overlaps in inner game principles.   In this episode, veteran sales trainers Bill Caskey and Bryan Neale reflect on Donald Miller’s Storybrand podcast and an interview with Ben Crane, a PGA golf pro. Do you struggle to avoid your subconscious taking over your inner game?   Are you practicing reps to help get your mind right?   In today's episode of The Advanced Selling Podcast, Bill and Bryan share tips to help you focus on mindfulness in the sales process.  You will learn how to quiet your mind, set your own expectations and focus on your prospects instead of yourself. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. ========================================= Join me December 5th for my Personal Business Planning Workshop where we'll build your complete 2026 blueprint in just two hours. Reserve your spot at advancedsellingpodcast.com/insider

Send us a text Are you feeling sales pressure? (Don’t worry, you’re not alone.)   In this episode, veteran sales trainers Bill Caskey and Bryan Neale help managers and salespeople identify the differences between aspirational and desperate pressure.   Are you stressed about sales and struggling to think objectively about your pipeline?   Are you looking at the long term view or just short term wins?   In today's episode of The Advanced Selling Podcast, Bill and Bryan share techniques you can use to turn pressure into a motivating piece of your role in sales.  You’ll learn where to focus, how to brainstorm new ideas more effectively and avoid the desperate movie that plays in your head when sales are in a slump. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. ========================================= Join me December 5th for my Personal Business Planning Workshop where we'll build your complete 2026 blueprint in just two hours. Reserve your spot at advancedsellingpodcast.com/insider

Send us a text Have you wondered what it’s like to be a fly on the wall of a recording session at The Advanced Selling Podcast? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale are joined by a loyal listener who jumps into the conversation during a visit to the studio. Are you a naturally curious person?   Are you looking for ways to keep growing your sales skills after decades in the business?   In this episode of The Advanced Selling Podcast, Bill and Bryan talk with Paul from Ontario, Canada about his experiences as a longtime listener.  Paul even has a chance to ask a question on behalf of listeners around the world— what would you ask if you were in our studio? ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. ========================================= Join me December 5th for my Personal Business Planning Workshop where we'll build your complete 2026 blueprint in just two hours. Reserve your spot at advancedsellingpodcast.com/insider