The Advanced Selling Podcast

Send us a text Have you gotten stuck in a back-and-forth email chain with a prospect that didn’t end well?   In this episode, veteran sales trainers Bill Caskey and Bryan Neale dissect an actual listener email and break down what worked (and didn’t work) in his exchange with a potential customer.   Are you reading your emails out loud before sending to check your tone?   Are you out of balance with your communication style and language? In today's episode of The Advanced Selling Podcast, Bill and Bryan give tactical and specific guidance to help you polish your emails and avoid saying something that gets misunderstood by your prospect. ========================================= 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 Calling all Sales Managers: there’s an art to coaching your team after the ride along. In this episode, veteran sales trainers Bill Caskey and Bryan Neale talk to Sales Managers with tips (and things not to do) when coaching after a ride along experience. This episode isn’t about the ride along itself— it’s about what happens when you get back in the car.   What makes a really good feedback session?   How do you help your team grow from the experience?   In today's episode of The Advanced Selling Podcast, Bill and Bryan give you actionable tips to you can use on your next ride along.   Hint: If you’re not a Sales Manager, you probably should forward this episode to them after you listen. You’ll be glad you did. ========================================= 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 Is your sales funnel getting stale? Are you stuck in the rut of closed-loop prospecting?   In this episode, veteran sales trainers Bill Caskey and Bryan Neale share tips and techniques for stirring up your sales funnel to get better movement and momentum.   Are you using a ranking system to know which prospects deserve more focus and attention?   Are you activating opportunities you already have in your funnel or are you letting them sit there and stall out?   In today's episode of The Advanced Selling Podcast, Bill and Bryan give you five to-do’s that will keep your sales funnel active and stoked. ========================================= 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 Pro athletes, musicians and artists practice their craft daily. Do you practice your sales skills daily to get to the top of your game?   In this episode, veteran sales trainers Bill Caskey and Bryan Neale give you six practical ways you can practice your sales techniques and hone your skills. Will you step up to the 10 Day Challenge? Are you part of a Power Triad?   In today's episode of The Advanced Selling Podcast, Bill and Bryan share things you can begin doing today to practice your skills and increase your sales success. ========================================= 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 if you could practically guarantee your success in sales? Would you do what it takes?   In this episode, veteran sales trainers Bill Caskey and Bryan Neale give you insight into the characteristics of a successful salesperson.   Do you have your goals written down?   Are you willing to stay a few more minutes and make one more call at the end of the day? In today's episode of The Advanced Selling Podcast, Bill and Bryan will share a how-to list that will help you know where to focus your efforts and achieve your greatest success. ========================================= 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 a mid-year sales slump?   Are you looking for ways to modify your prospecting techniques for Q3-Q4?   In this episode, veteran sales trainers Bill Caskey and Bryan Neale give you an assessment to grade your prospecting behaviors in the first half of the year.   Are you using a true referral system to generate leads? Do you employ behavioral KPI’s (and stick to them)?   In today's episode of The Advanced Selling Podcast, you will learn the elements of healthy prospecting strategies and give yourself a mid-year grade.  If you’re in the market to up your game for the second half of the year, don’t miss this episode. Don’t forget to download the complete checklist on our website too. https://advancedsellingpodcast.com ========================================= 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 Do you feel like you have to win every deal?  In this episode, veteran sales trainers Bill Caskey and Bryan Neale explore a listener question from Lauren in St. Louis.   Are you (or people on your team) motivated most by money?   Do you have an unhealthy balance between your base salary and commission structure?  In today's episode of The Advanced Selling Podcast, Bill and Bryan will help you identify what you’re attached to and why.  You’ll be able to analyze if you are more interested in solving the problem than your customer is and what to do when it happens. ========================================= 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 Do you have trouble talking about money with your prospects?   Does “budget” feel like a dirty word? In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale take on the tough topic of “Economics.”  Using a real scenario from one of Bill’s client sessions, they will walk you through steps to help make the money conversations less intimidating (for you and for your prospects).   Are you educating or persuading when you talk with a prospect?   Are you trying to convince yourself the sale is a good idea if it isn’t?   In this episode of The Advanced Selling Podcast, Bill and Bryan will help you manage your mindset and your mechanics when covering anything related to the economics of your deal.  If you’ve ever been uncomfortable talking about money in a sales call, you must listen to this episode. ========================================= 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 managing a team that includes Millennials?   In the second part of our series on Millennials, veteran sales trainers Bill Caskey and Bryan Neale bring back Millennial coach and expert Lindsay Boccardo to talk with managers about how to maximize the value Millennials can bring to your team.   Are you giving them feedback more than once every six months?   Are you asking deeper questions to understand the real issues?   Are you helping your team understand how their contribution can impact the business and world around them? If you’re a sales manager, you’ll want to listen to this episode with a pen and note paper by your side. If you’re a Millennial, you’re going to want to forward this episode to your manager (and you should). The Millennial generation is already making an impact on businesses around the world, and these strategies can help you make sure your business is one of them. Learn more about Lindsay Boccardo at http://lindsayboccardo.com. ========================================= 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 noticed that some sales people just seem like they “get it” more than others?  In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale explore what the top 5% do that make them stand out and have greater success than their peers. What are they doing differently than everyone else? Why are people afraid to ask those at the top for their advice? In this episode of The Advanced Selling Podcast, Bill and Bryan dive into ways you can up your selling game, including tips for the tiny tweaks that make a big impact. The great news: the differences aren’t major. True sales pros know the growth is at the margin. ========================================= 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