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
Sep 24, 2024 • 16min
Authenticity vs. Sales Tactics
A fascinating discussion unfolds around the tension between authenticity and traditional sales tactics. The hosts emphasize the necessity of genuine interactions over outdated methods that can feel insincere. They tackle the evolution of sales dynamics, redefining rejection as a natural part of engagement. Building trust emerges as key, urging listeners to adopt innovative approaches that resonate with customers. Ultimately, the conversation challenges conventional wisdom, advocating for integrity and value-driven communication in a rapidly changing business landscape.
Sep 18, 2024 • 28min
Authenticity Matters with Andy Mork
In this engaging talk, Andy Mork, owner of Mork Productions and BrandSlap, dives into the challenges salespeople face in capturing attention and staying relevant. He emphasizes the power of authenticity in content creation, particularly with short-form video. Andy shares invaluable advice on embracing imperfections and leveraging smartphone technology for branding. Listeners gain insights into enhancing viewer engagement through effective video practices and the importance of consistency in personal branding. Perfect for anyone looking to elevate their sales game!
Sep 16, 2024 • 15min
Bad Advice and How to Avoid It
Bryan and Bill dive into the nuances of bad advice, revealing how it can come from anyone, including well-meaning friends and family. They emphasize the importance of critical thinking and the need to evaluate advice sources before acting on it. The hosts discuss balancing authority respect with personal judgment and navigating societal pressures surrounding food choices. They also tackle when to consider a career change due to poor leadership, highlighting how thoughtful advice can significantly impact workplace satisfaction.
Sep 9, 2024 • 20min
How Change Can Be a Competitive Edge
Change is a constant in sales and life, and adapting to it can be a competitive advantage. The hosts discuss how to reframe your mindset and embrace new opportunities rather than resist them. They share practical tips for navigating personal and professional transitions, highlighting the importance of flexibility. Reflecting on past experiences can prepare you for future changes, turning challenges into growth opportunities. Whether facing minor adjustments or significant transformations, there's valuable guidance to help you thrive.
Sep 4, 2024 • 25min
Standing Out in a Noisy World with Jon Barcellos
Jon Barcellos, the Head of Solutions at Postal, shares insights on cutting through the noise in sales today. He discusses the power of creating authentic connections through thoughtful gestures and simplified gifting strategies. Barcellos emphasizes that unique, memorable gifts can elevate client relationships and build trust. They also touch on the importance of personalization and the concept of multi-threaded relationships to optimize sales efforts without losing the human touch.
Aug 26, 2024 • 22min
Building Genuine Connections in the Digital Age
Explore the nuances of being a good 'LinkedIn citizen' by balancing authenticity and self-promotion. Discover practical tips on creating valuable content and building meaningful connections. Learn why inactivity on LinkedIn can hurt your visibility and opportunities. The conversation highlights personal stories and lessons about etiquette and mentorship, offering a fresh perspective on engagement strategies in the digital world.
Aug 21, 2024 • 15min
Level Up Your Sales Process
Discover how to streamline your sales process with two critical elements for success. Learn the importance of structured timelines and disciplined protocols to enhance your effectiveness. Get inspired to assess your current methods and implement efficient strategies. Plus, don’t miss the upcoming live Huddle event for valuable networking with sales leaders and certification opportunities that could elevate your skills.
Aug 19, 2024 • 22min
The Journey from Stuck to Thriving
Discover the journey from feeling stuck to thriving in your personal and professional life. The hosts share strategies for breaking free from complacency and recognizing signs of growth. They dive into the importance of seeking insights from successful peers and the transformational mindset shifts needed for pursuing new opportunities. Explore practical advice for navigating career transitions and overcoming fears, while also reflecting on health choices as a crucial aspect of overall wellness.
Aug 12, 2024 • 13min
The Price is Right - Overcoming Resistance
Price resistance is a hot topic in sales, especially with rising inflation and tighter budgets. The hosts break down how to identify when price objections reveal deeper issues of perceived value. They stress reframing discussions from mere price to the broader economics at play. Collaboration and transparency are key in these negotiations, as is understanding buyer motivations. Practical tips help sales professionals navigate the delicate balance of pricing strategies and effective communication to overcome resistance.
29 snips
Aug 7, 2024 • 39min
Cold Calling Sucks: An Eye-Opening Convo with 30 Minutes to President's Club
Armand Farrokh and Nick Cegelski, co-hosts of the popular sales podcast, delve into their insights from their book on cold calling. They debunk myths surrounding the practice, revealing surprising statistics on voicemails and objections. The duo emphasizes the importance of action over perfection in cold calling and shares practical strategies to build confidence. With personal anecdotes and data-driven approaches, they highlight how to effectively connect with prospects through warm calls and the power of shared experiences.
