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
Mar 26, 2014 • 15min
Call Volume: Legitimate Concern or A Red Herring?
Send us a text After some technical snafus, we're back with another episode of the Advanced Selling Podcast! One of the most popular questions in the sales world is "How important really is call volume?" Instead of asking that question, why not figure out what you're trying to accomplish. Are you just trying to get your call volume up? Or are you trying to accomplish sales and relationships? Bill and Bryan take this question and dive deeper into the actions that you should take and what behaviors you should focus on in order to really understand the end goal of your sales calls. Find out during this episode. Tune in for more episodes of the Advanced Selling Podcast
Mar 10, 2014 • 18min
Success is All About Commitment (Is It Confidence or Commitment?)
Send us a text How does commitment compare to confidence? We hear so much about how we must have "confidence" to be successful, don't we? But in this episode, Bill and Bryan talk about the differences and what it means to be truly "committed." In previous conversations, Bill and Bryan talked about where commitment fits into your sales process and offer ideas on how to improve your relationship with "commitment." How committed are you to your own profession -- and yourself? Find out during this episode! Tune in for more episodes of the Advanced Selling Podcast!
Mar 4, 2014 • 18min
Risky Behavior Is Your Best Friend In Sales
Send us a text In this episode of the Advanced Selling Podcast, Bill and Bryan talk about risky behavior when it comes to the sales world. Sometimes we're presented with circumstances that require us to jump outside our comfort zone to close a deal or advance a sale. Unfortunately, we’ve always been taught to “avoid behavior" that can get us in trouble. But in our profession, risky behavior might just be the BEST behavior to engage in. They discuss some of the perceived risky behavior situations and how to navigate your actions to optimize your results. Tune in for more episodes of the Advanced Selling Podcast!
Feb 24, 2014 • 18min
LinkedIn Question & Answer
Send us a text In this episode of the Advanced Selling Podcast, Bill and Bryan once again go to the LinkedIn group to address some frequently asked questions. Some of the topics they cover are the best introductory call techniques, advice for sales newbies, and how to address Linkedin invites (sending and receiving). We have had a lot of great discussion on our LinkedIn group, so if you have anything you would like addressed on the podcast be sure to subscribe to the Advanced Selling Podcast LinkedIn Group!Tune in every week for more episodes of the Advanced Selling Podcast!
Feb 17, 2014 • 15min
It's All About The Hustle
Send us a text The topic on this week's Advanced Selling Podcast is all about "Hustle." No, not the dance move from the 70's, it's the work you put in to your sales. Bryan's uncle has a quote above his desk that reads "Wealth without work is a sin." This couldn't ring any truer. Tune in every week for more great episodes of The Advanced Selling Podcast!
Feb 10, 2014 • 13min
Expert Positioning Detraction - Part #3
Send us a text This week's podcast is Part 3 of our Expert Positioning series. The topic is detraction or what are the things we do that take away from coming across as expert. It all has to do with how we get in our own way or what we do to undo our expert persona. These are the things we want to unlearn or untrain from our habits. Tune in every week for more great sales tips on The Advanced Selling Podcast!
Feb 3, 2014 • 17min
Expert Positioning Mechanics - Part #2
Send us a text In this week's podcast, Bill and Bryan follow up on a topic that they started last week, Expert Positioning. In other words, how do you come off as an expert. Last week they discussed the inner game of Expert Positioning, this week it's all about the mechanics. What actions should you take to come off as an expert in your field. If you missed last week's episode, be sure to catch up. Tune in every week to the Advanced Selling Podcast!
Jan 30, 2014 • 2min
Hot Tip Thursday Episode #14 - Approval VS. Intent
Send us a text In this episode of Hot Tip Thursday, Bill travels to Hollywood, home of the Movie/Music Awards. People in Hollywood are desperate for approval, are you the same way in your sales? It's time to ditch your desperate longing for approval for something that will really improve your process, HIGH INTENT.Join us every Thursday for more episodes of HOT TIP THURSDAY!
Jan 27, 2014 • 16min
Expert Positioning Mindset - Part #1
Send us a text In part one of the two part series, Bill Caskey and Bryan Neale discuss what it takes to have an Expert Positioning Mindset. They discuss what the inner game/mental side of giving off an expert persona requires. The inner game is truly the most important part of coming off as an expert. If you want to be concieved as an expert, you don't want to miss this one.Tune in every week for new episodes of The Advanced Sellling Podcast!
Jan 20, 2014 • 16min
LinkedIn Mailbag
Send us a text In today's Advanced Selling Podcast, Bill Caskey and Bryan Neale give their answers to some of our LinkedIn group member's submitted questions. Some of the topics they address are the inner game of cold calling, CRM (customer relationship management) systems, and strategies for dealing with a distant prospect. If you have any questions you'd like addressed, contact us at the Advanced Selling Podcast LinkedIn Group today at Advancedsellingpodcast.com/linkedin
