The Advanced Selling Podcast

Send us a text Have you ever used the saying “Be careful what you wish for?” Veteran sales trainers Bill Caskey and Bryan Neale welcome in the new year with a discussion around the all-too-common request from salespeople everywhere: a larger territory.How do you build, support, manage and retain a bigger client base, especially when your resources or distance to the customer may not change as the territory expands.Do you know who to call on most? How do you decide which accounts get more attention?In today’s episode of The Advanced Selling Podcast, Bill and Bryan ask a longtime listener and podcast client for his best practices while sharing some of their own. Bill teaches you one of his client’s easiest ways to help keep the feeling of personalized attention when you have lots of clients to manage. Bryan shows you how to develop your own “balanced scorecard” to determine how to divide your time and attention.  Their guest, Craig, kicks it with an old-school (and still works) technique to make sure your customers know you’re thinking about them when you can’t drop in.  Start your new year off right— and be ready to take notes.  Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10. 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 We're taking some time off at the Advanced Selling Podcast to spend time with our families, but here is one of our past favorite episodes from 2010 that we think you'll find beneficial. Enjoy the Holidays and we'll see you in 2016!In this episode of the Advanced Selling Podcast, Bill and Bryan take a deep dive into the dark underworld of limiting beliefs. What are the negative, self-doubting thoughts that creep around in your head and sneak up to scare away a perfectly good sale? Veteran sales trainers Bill Caskey and Bryan Neale shine the light on limiting beliefs. In this episode, you'll understand that everyone deals with their own set of limiting beliefs. You'll hear examples of some of the most common ones in sales. Finally, you'll learn tactics for confronting these limiting beliefs and ways to shift your mindset into a positive state.---------------------------------------------Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.---------------------------------------------Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10. Send your questions to listener@advancedsellingpodcast.com 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 We're taking some time off at the Advanced Selling Podcast to spend time with our families, but here is one of our past favorite episodes from 2010 that we think you'll find beneficial. Enjoy the Holidays and we'll see you in 2016!Why do so many people turn their noses up at “account management’? Is it just not sexy enough? Does it just not require the testosterone that we sales types are addicted to? Whatever it is, we miss a ton of business by not focusing on our current clients. ---------------------------------------------Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.---------------------------------------------Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10. Send your questions to listener@advancedsellingpodcast.com 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 We're taking some time off at the Advanced Selling Podcast to spend time with our families, but here is one of our past favorite episodes from 2010 that we think you'll find beneficial. Enjoy the Holidays and we'll see you in 2016!No one would ever admit that they did anything to stop a buyer from buying from them. Yet, salespeople do it all the time. We like to say there are things you do to “propel” the sale. And things you do to “repel” the sale. In this podcast, Bill addresses the very things most salespeople do.---------------------------------------------Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.---------------------------------------------Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10. Send your questions to listener@advancedsellingpodcast.com 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 We're taking some time off at the Advanced Selling Podcast to spend time with our families, but here is one of our past favorite episodes from 2010 that we think you'll find beneficial. Enjoy the Holidays and we'll see you in 2016!What can we learn from sales people who are new to the profession…or from one who wants to reset his career? Simple. We can reach back into our experience as trainers of sales teams and review what the “habits” are of those high achievers. In this podcast, Bill Caskey and Bryan Neale discuss some of their observations.---------------------------------------------Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.---------------------------------------------Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10. Send your questions to listener@advancedsellingpodcast.com 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 We're taking some time off at the Advanced Selling Podcast to spend time with our families, but here is one of our past favorite episodes from 2010 that we think you'll find beneficial. Enjoy the Holidays and we'll see you in 2016!Mike, a listener from Indianapolis, called in to ask a question about how he follows up with prospects who appear to have dropped off the radar screen. Bill and Bryan give Mike and listeners some ideas on how to do that – and how to prevent coming off desperate to your prospect.---------------------------------------------Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.---------------------------------------------Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10. Send your questions to listener@advancedsellingpodcast.com 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 We all know it— the old school “cookbook” model of selling is dead. Veteran sales trainers Bill Caskey and Bryan Neale explore a new model today— living in an “outbound” sales world.  Are you still chasing people around, burning a lot of calories and not getting the results you want?Are you making 30 calls a day and reminding yourself “the action is on the 29th call”?In this episode of The Advanced Selling Podcast, Bill and Bryan show you a different way focused on outbound, leveraged behaviors. They will help you learn how to shift your mentality from “how do I go get” to “how do I draw in” and why doing so will create more demand for your product. When people chase you, the process changes. You will go from selling people to helping people and never look back.---------------------------------------------Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.---------------------------------------------Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10. Send your questions to listener@advancedsellingpodcast.com  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 Does your sales team all work in the same office from 8am-5pm, Monday-Friday?  It’s likely you don’t. Veteran sales trainers Bill Caskey and Bryan Neale talk with the expert on managing remote teams in today’s episode.   Kevin Eikenberry, founder of the Remote Leadership Institute, shares his best practices for building the sales culture you want when your team isn’t always in the same physical office space (or even the same state).   What are the expectations your team has of how they work together?  What is the culture you truly want in your organization?  What adjectives would you use to describe the team when the Sales Manager/VP of Sales isn’t around to hear it?   In this episode of The Advanced Selling Podcast, Bill and Bryan soak up wisdom from Kevin about leadership, managing people and saying thank you.  Learn how to be a part of building the sales culture you want and the steps to take right now to get there. Go to blog.kevineikenberry.com to get your free 20 Days to Remarkable Leadership Program!---------------------------------------------Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.---------------------------------------------Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10. Send your questions to listener@advancedsellingpodcast.com   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 your prospects see you as a threat? Veteran sales trainers Bill Caskey and Bryan Neale explore the common “Threat Factor” that frequently occurs in sales situations.Is there a chance that you or the product/service you’re selling can be a threat to your buyer?Will buying from you ruffle any feathers in your prospect’s organization?  In today’s episode of The Advanced Selling Podcast, Bill and Bryan give you questions you can ask yourself to know how and if you’re being perceived as a threat… and what to do about it if you are. Bryan shares a real-life coaching conversation with one of his clients and Bill weighs in with suggestions of how to handle a situation where you could easily lose control of your message. They give you their best advice to help you avoid falling victim to the Threat Factor—and it all comes down to one word. Listen in to find out.    ---------------------------------------------Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.---------------------------------------------Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10. Send your questions to listener@advancedsellingpodcast.com 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 How do you handle a prompt “I’m not interested” from your prospect? Veteran sales trainers Bill Caskey and Bryan Neale discuss a question that came in from Marcin in Eastern Europe on today’s Mailbag Monday episode. They talk about when you exert pressure on your prospect you cause the feeling of flight. As a salesperson, how do you overcome an instant NO? How do we avoid vaulting right to the sale? In this episode of The Advanced Selling Podcast, Bill and Bryan provide some methods you can use to change the way you position yourself on the first call. Do you EMBRACE the “NO?” You will learn Bill and Bryan’s ways of examining what you’re saying and how you say it.---------------------------------------------Want a comprehensive training solution? Visit www.advancedsellingpodcast.com/products for access to "ALL IN" a three hour training and coaching program from Bill and Bryan.---------------------------------------------Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10. Send your questions to listener@advancedsellingpodcast.com 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