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
11 snips
Nov 25, 2024 • 22min
Inside the Mind of Ultra-High Achievers (Part 1 of 3)
Dive into the minds of ultra-high achievers and discover how their thinking sets them apart from the crowd. Explore the importance of measuring potential against personal benchmarks rather than averages. Laugh along as routines and beliefs clash in humorous ways. Uncover their unique, purpose-driven approaches to business that prioritize collaboration and customer service. Finally, learn why the process of achieving is just as vital, if not more so, than the outcome itself. Get ready for a fascinating journey into exceptional mindset!
16 snips
Nov 20, 2024 • 14min
Success Loves Discipline
Reflecting on 2024, the host emphasizes that sales is 90% process and only 10% magic. Most training overlooks this crucial reality. Discipline is presented as essential for success, not through rigid routines but by consistently following effective, simple processes. Drawing parallels to sports, the discussion highlights the need for internal mechanics to enhance performance. Small, disciplined changes can lead to significant sales improvements, offering fresh strategies for both sales leaders and individual contributors.
7 snips
Nov 18, 2024 • 17min
Goal Setting Mastery (Part 3 - Building "The How" Bridge)
The discussion wraps up a powerful series focusing on executing visionary goals. Key strategies like the Start-Stop-Continue analysis and leveraging AI tools are explored for effective planning. Listeners learn about balancing work with self-care while navigating their goals. Fun anecdotes about personal experiences, including a humorous take on walking pneumonia, add a light touch. Plus, the hosts delve into using AI for enhanced creativity in goal-setting. This episode is packed with actionable insights to transform aspirations into reality!
10 snips
Nov 11, 2024 • 17min
Goal Setting Mastery (Part 2 - Envisioning Your Destination)
Discover the art of creating a vivid vision for your sales future! The hosts explore why many struggle with goal setting and share tips to overcome the fear of commitment. They emphasize visualization techniques, from income targets to ideal time management. Examples highlight how personal aspirations can drive motivation beyond mere quotas. Plus, learn about the impact of nostalgia through music and the importance of personalized goal setting in shaping a fulfilling career path.
7 snips
Nov 4, 2024 • 17min
Goal Setting Mastery (Part 1 - Taking Stock)
Honest self-assessment is key to improving sales performance. The hosts discuss the importance of confronting uncomfortable truths and evaluating lead sources. They share insights on analyzing revenue distribution and identifying strengths and weaknesses. Drawing on success stories, they provide practical frameworks for reflection and planning. The conversation emphasizes the need for a balanced approach to goal-setting, ensuring alignment with personal strengths and sustainable growth.
Oct 17, 2024 • 18min
Stop the Jargon: A Conversation with Content Expert Erik Deckers
In this enlightening conversation, Erik Deckers, owner of a content marketing agency and humor columnist, tackles the pervasive issue of corporate jargon. He explains how buzzwords like "value prop" undermine effective communication. Deckers advocates for simplicity, encouraging professionals to write as if speaking to their moms. The discussion also highlights the importance of a conversational tone and nonverbal cues in clear communication. With humor and relatable anecdotes, Deckers urges listeners to ditch confusing jargon for better understanding and relationships.
Oct 9, 2024 • 31min
The Empathy Edge in Sales with Liesel Mertes
Liesel Mertes, an empathy consultant shaped by her personal experience of loss, shares insights on how empathy transforms sales. She discusses the importance of understanding customers beyond their immediate needs, fostering meaningful connections. Liesel emphasizes that building an empathetic culture helps sales leaders create trust and psychological safety within teams. Empathy isn't just a one-time act; it's a continuous practice essential for improved sales outcomes and workplace well-being.
Oct 2, 2024 • 35min
Sales Success Simplified With Will Barron
Will Barron, creator of the Salesman Podcast, emphasizes the power of a systematic sales process for achieving success. He argues that mastering the fundamentals is key—it's not about quick-fix tactics, but reliable metrics that track activities leading to meetings and closed deals. The conversation highlights how traditional sales training often neglects process over product knowledge. Will advocates for precision in sales tactics, accountability, and the importance of aligning sales roles with personal values for greater freedom and effectiveness.
Oct 1, 2024 • 17min
Yellow Flags: Turning Objections into Opportunities
The hosts explore the unseen efforts behind sales success, emphasizing the importance of authenticity. They introduce 'Yellow Flag Meetings' as a fresh approach to addressing objections, fostering open communication with clients. There's a focus on defining an ideal customer profile for deeper engagement and personal satisfaction in sales. The discussion encourages introspection and aligns one's noble purpose with professional objectives, showcasing how internal work leads to more genuine and effective client interactions.
10 snips
Sep 25, 2024 • 22min
Trust, Credibility and CRM with Matt Wittlief
Matt Wittlief, VP of Sales at Zinc Partners and CRM specialist, shares insights on leveraging Customer Relationship Management systems to enhance sales effectiveness. He emphasizes the importance of viewing CRM tools as valuable assets rather than chores. The discussion covers the blend of analytics and empathy in sales, the intricacies of reliable forecasting, and the vital role trust and credibility play in sales relationships. Matt also encourages sales leaders to embrace CRM for better decision-making and organizational influence.
