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PODCAST

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

business marketing

All Episodes

19:36

[Best of ASP] Building Your Question Bank

The Advanced Selling Podcast ·

2021/07/29

On this episode of the Advanced Selling Podcast, Bill and Bryan give you the eight-plus questions that, depending upon the circumstance, you need in your question bank. These questions are generic in nature, but would apply to virtually any B2B sales meeting scenario. If you aren't using these, you are really missing out on finding the prospect's real pain. ========================================= If you're not part of our ASP Insider, go to http://advancedsellingpodcast.com/insider to join today

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20:32

6 Months of Sales Momentum

The Advanced Selling Podcast ·

2021/07/26

On this episode of The Advanced Selling Podcast, the guys give you a preview of a recent webinar call "6 Months of Sales Momentum." They discuss the upcoming 6 Months of curriculum inside The ASP Insider Membership group and how you can jump-start the last half of 2021. To join the group, go to http://advancedsellingpodcast.com/insider ========================================= Do you have a question you want to be answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll

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13:32

[Best of ASP] Preparing For a Meeting, ASP Style

The Advanced Selling Podcast ·

2021/07/22

Bill and Bryan on the road going to a sales meeting with one of their clients, which made them think of a good episode topic, "how should I prepare for a sales meeting?" The guys discuss the proper framework for a sales meeting, a presentation, or a speech at an event. This episode was recorded live on-site in Durham, NC at an ASP listener sales conference, so they decided to give you a behind-the-scenes look at how they plan out an event like this. If you're interested in having Bill or Bryan or

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20:12

#660: 3 Questions on the Power of Being Detached

The Advanced Selling Podcast ·

2021/07/12

In our last ASP Insider session, we discussed the concept of detachment and how it’s a secret element of empowerment for sales professionals. On this episode, we take three questions that came from insiders that we did not have a chance to answer during the program. We wanted to share some of these with all of our listeners. To save you spot for our FREE "6 Months of Sales Momentum" webinar, go to http://advancedsellingpodcast.com/momentum! ========================================= Do you have a

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15:22

[Best of ASP] Morning Routines with Benjamin Spall

The Advanced Selling Podcast ·

2021/07/08

What is your morning routine? And does it prepare you for anything? In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale interview Benjamin Spall, author of a book titled "My Morning Routine: How Successful People Start Every Day Inspired." Benjamin interviewed more than 60 successful people to find out what their morning routines are for the day. He shares a few of these with our podcast audience. This is definitely a book we suggest purchasing, mymorningroutine.com

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19:34

#659: The One Mindset Shift We Must All Make

The Advanced Selling Podcast ·

2021/07/05

In this episode, Bill and Bryan go a little bit deeper into the concept that they have found is the most helpful for their coaching clients when it comes to growing their income. You’ve heard the guys talk about it before: Detachment. The July 9th ASP Insider training is a much deeper dive into ways you can become detached so you can experience a heightened potential in your future. Go to http://advancedsellingpodcast.com/insider to join now! To save you spot for our FREE "6 Months of Sales

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22:46

[Best of ASP] When Cold Calls Get the Best of You

The Advanced Selling Podcast ·

2021/07/01

In this episode, sales trainers, Bill Caskey and Bryan Neale address a common question that they get from salespeople who are required to make hundreds of cold calls a week, "I'm sick and tired of cold calling and I can't keep doing it any longer." The guys go deep into the psychology of cold calls and discuss the need to find other methods of prospecting that won't result in burning out your people in a year. ========================================= Have you joined our ASP Insider Program yet

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21:01

#658: How to Earn More Money Without Killing Yourself

The Advanced Selling Podcast ·

2021/06/28

In this episode, Bill and Bryan talk about a topic that came from one of our ASP Insider members. He was wondering how he could bump his income without needing to find an enterprise sales position and having to travel all over the country. The guys discuss some psychological concepts to money and the idea of how our beliefs limit our income. ========================================= Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider Do you have a

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18:43

[Best of ASP] Managing Your Manager

The Advanced Selling Podcast ·

2021/06/24

What should you do when your Sales Manager doesn't do things the way you would do them? Bill Caskey and Bryan Neale address a question from the CoVideo mailbag from a listener, who brings up how his manager makes demands on him, referring to a very specific scenario. Bill and Bryan take this question a little bit broader to the notion of how do you manage your manager if that's even possible? ========================================= Have you joined our ASP Insider Program yet? Learn more at

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16:41

#657: 5 New Skills Required for You to Compete

The Advanced Selling Podcast ·

2021/06/21

We are in a new world, and it’s been said frequently that we must change our thinking about that new world so that we can succeed in it. In this episode, Bill and Bryan discuss changes you need to make in your thinking and skillsets if you are to flourish with all the new rules of virtual business. ========================================= Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider Do you have a question you want answered on the podcast

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19:15

[Best of ASP] Standing Out From the Crowd

The Advanced Selling Podcast ·

2021/06/17

Have you ever wondered how you can differentiate yourself in the sales world? In this episode of The Advanced Selling Podcast, Bill and Bryan talk with John Lefler, the outbound Sales Manager at cardsdirect.com. John gives some ideas on how you can use greeting cards to be unique in your market. ========================================= Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider Do you have a question you want answered on the podcast? Email

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20:39

#656: The Coming Job Shift Tsunami

The Advanced Selling Podcast ·

2021/06/14

In this episode Bill and Bryan share a conversation they had prior to recording where they realized this massive job shift chaos is occurring in businesses around the world. The guys give some ways to handle the tsunami from both the VP of sales/sales leader standpoint and the sales professional standpoint. If you are getting restless in your current career, it’s not unusual at all. The pandemic has forced us to think about things in a different way and the guys give you some thoughts on how you can

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21:13

[Best of ASP] Discipline in Sales

The Advanced Selling Podcast ·

2021/06/10

Is discipline really necessary in professional selling today? On this episode of the Advanced Selling Podcast, Bill and Bryan bring some alternative ideas about discipline and the art of accountability. The question they have is: is discipline really the problem? Or is there something deeper? They guys discuss the deeper motivations inside all of us and how we might look at discipline in a different way. They gives some ways to help us muster the courage to do what needs to be done every day

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18:16

#655: How Do I Effectively Communicate My Value...

The Advanced Selling Podcast ·

2021/06/07

This question comes from our ASP LinkedIn group. Liz asks, "what is the best way to communicate her value to prospects when they may not want to hear it straight on?" Her messaging is about a product that is a little sensitive to people and she feels like they become resistant too quickly. The guys give some ideas on how she can rework her messaging to make it more effective. We will start taking more questions from our LinkedIn group so if you’re not already a member make sure you go to

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21:36

[Best of ASP] Overcoming "Passivity" in the Sales...

The Advanced Selling Podcast ·

2021/06/03

Are you to passive or too aggressive? How you get right in the middle? In almost every sales process there is, "Controlled tension." This happens when there is stress around who's controlling the process, you or the prospect. The reason you should be in control is because you have the solution, but the prospect thinks they should be in control because they have the money. This control tension gives way to the question of, "how assertive should you be in guiding the prospect through the prospect?"

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16:38

#654: When a Key Person Leaves the Buying Process

The Advanced Selling Podcast ·

2021/05/31

On this episode, the guys take questions from the LinkedIn group, one of which is "how do you handle it when a key influencer leaves the buying team?" The second question is "how do you navigate through 'off-the-shelf' solutions when you are a custom solutions provider?" We will start taking more questions from our LinkedIn group so if you’re not already a member make sure you go to advancedsellingpodcast.com/LinkedIn to join today! ========================================= Have you joined our ASP

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22:17

[Best of ASP] 5 LinkedIn Hacks You Should Be Using

The Advanced Selling Podcast ·

2021/05/27

On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale continue the listener mailbag series and take a call from Scott in Louisville who asks how to use LinkedIn better for his not-for-profit. Bill and Bryan address the changing dynamic that is LinkedIn and how to see it as not just a connection tool but also a content publishing platform. They also give him some ways he can increase his reach by connecting to the right people. ========================================= Have

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16:07

#653: How Automated Should Your Sales Process Be?

The Advanced Selling Podcast ·

2021/05/24

On this weeks episode Bill Caskey and Bryan Neale address a question that came in from a listener, "how much automation should I design into the sales process?" The guys each give some examples of good automation and bad automation so that you can determine how much more efficient you can be with technology. ========================================= Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider Do you have a question you want answered on the

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18:39

[Best of ASP] Understanding the Buyer's Brain

The Advanced Selling Podcast ·

2021/05/20

On this "Best Of" episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Brayan Neale sit down with a long time friend, Bryan Gray, Author and CEO of Return Path Group. They discuss the buyer's brain and how their thinking affects the sales process. Do you know how to get the limbic and reptilian brain to pay attention in any buying decision? Bryan has some tips on how to do just that. ========================================= Looking for more sales training like this

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15:44

#652: Savvy Lead Generation

The Advanced Selling Podcast ·

2021/05/17

Being savvy with lead generation does not mean throwing up tons of content on tons of platforms. It means being much more mindful and intentional about how to craft your message so that you catch people where they are in the consideration process. Very important for sales people to understand that today. You have to be part seller, part marketer. ========================================= Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider Do you have

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1,099 results

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