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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

29:06

#615: How to Fix Your Closing Problem

The Advanced Selling Podcast ·

2020/08/17

Closing is a huge problem for most B2B salespeople. In this episode, Bill and Bryan address the ever popular topic of closing percentage, which is deals proposed to deals closed. The national closing rate for B2B sales is well less than 20%, and the guys give you some fuel for your sales process to make sure that you get your percentage exponentially up. If you haven't joined our Insider group, what are you waiting for? go to https://advancedsellingpodcast.com/insider to learn more

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22:50

#614: Don't Let Your Message Leave Your Prospects Cold

The Advanced Selling Podcast ·

2020/08/10

In this episode Bill Caskey and Bryan Neale provide you with some level one thinking about how to craft your core message. This is an ongoing series that takes place in The ASP Insider program but the guys give you a peek and give you a couple of things to do immediately to start to shore up your message as you pursue deals in your market. If you're interested in getting live access to Bill and Bryan, go to https://advancedsellingpodcast.com/insider ========================================= Do you

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18:54

#613: How Should Your Customers Measure Your Value?

The Advanced Selling Podcast ·

2020/08/03

In this episode, Bill Caskey and Bryan Neale follow up last week's episode with some ideas on how to best measure your value so that you can talk about it intelligently with your prospect or customer. The guys give you a three-part framework for you to use and give you an assignment to do an exercise about value journey mapping. This will help you know what the components of your economic value truly are. If you're interested in getting live access to Bill and Bryan, go to

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18:19

#612: How to Look for Your Ideal Client

The Advanced Selling Podcast ·

2020/07/27

On this week's episode, Bill and Bryan share how they approach potential clients when there is a deal on the table. This includes the observations they make, the culture, perception and what they look for to help companies and individuals get the most bang for their dollars of training or coaching. If you're interested in getting live access to Bill and Bryan, go to https://advancedsellingpodcast.com/insider ========================================= Do you have a question you want answered on the

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21:45

#611: Is Sales Really For Me?

The Advanced Selling Podcast ·

2020/07/20

Am I cut out for sales is actually a very good question. In this episode, Bill and Bryan address some questions that are arising from some of their coaching clients in our post-COVID world. The way selling has been done and will be done in the future will change, but change to what? And we all want to be successful in the profession, but what does that even mean anymore? Bill and Bryan offer some thoughts and suggestions for those in this quandary. If you're interested in learning more about the

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22:53

#610: What is Your High Concept?

The Advanced Selling Podcast ·

2020/07/13

In this episode, Bill and Bryan Neale cite an idea from a book by Steven Pressfield, "No One Wants to Read Your Sh*t." He talks about the idea of a concept as being crucial in communicating your value. The guys actually talk about the concept of the Advanced Selling Podcast and dig deep to try to find a thread that leads to the high concept of the podcast. If you're interested in learning more about the Insider program, go to advancedsellingpodcast.com/insider

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12:19

#609: Crafting Your Post-Covid Sales Story

The Advanced Selling Podcast ·

2020/07/06

As we start to re-open post-covid, are you still trying to use the same old message? On this episode of The Advanced Selling Podcast, Bill and Bryan give you some ways that you can start to craft your post-covid sales story. We'll be diving deeper into this topic on July's Insider call. If you haven't joined The ASP Insider yet, go to http://advancedsellingpodcast.com/insider to do it now! ========================================= Do you have a question you want answered on the podcast? Email us

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23:55

#608: Getting Back to Your "Why"

The Advanced Selling Podcast ·

2020/06/29

Why do you do what you do? Have you ever even thought about it? We all have reasons why we do what we do and on this episode, Bill and Bryan help you get back to that core purpose "why." Have you joined The ASP Insider yet? Go to http://advancedsellingpodcast.com/insider to learn more now! ========================================= Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode? Looking for

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16:14

#607: What Not to Do on LinkedIn

The Advanced Selling Podcast ·

2020/06/22

LinkedIn can be a great connection and business development tool, but sometimes you can actually hurt your business if you're not using it correctly. On this episode of The Advanced Selling Podcast, Bill and Bryan give their own pet peeves that you come across on LinkedIn. Listen in and see if you're making any of these mistakes! Want to turn your LinkedIn connections to appointments? Join us Friday, June 26th at 4PM EST for a FREE Livestream where we'll tell you how to do just that! Go here to

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17:52

#606: Confessions of a Sales Coach

The Advanced Selling Podcast ·

2020/06/15

On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss the frustrations that they feel from time to time working with their clients. Whether it's reluctance to their coaching or just not taking their advice. They also take a hard look in the mirror and admit it could be half on them and half on the client. The guys give you some ways you can better show up to coaching experiences and how you might receive coaching in a better way. Want to turn

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13:40

#605: How Do I Handle crickets in the Sales Process?

The Advanced Selling Podcast ·

2020/06/08

In this week's episode, an ASP Insider anonymously sends a question about the process that he uses to convert leads to sales. The problem is that often the prospect decides to just go away and do nothing and he is left wondering how he can stop that. In this episode, Bill and Bryan give some ideas on how to address this problem if this is happening to you. Find out more about The ASP Insider and check out our new video at http://advancedsellingpodcast.com/insider.

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16:55

#604: 4 Important Elements of Your Personal Business...

The Advanced Selling Podcast ·

2020/06/01

On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale give you a preview into some ASP Insider content that will be released on June 12th. They each select two components of the personal business planning process and go a little bit deeper into how you can take these components and begin to build your own plan around them. If you have some interest in how you can get coaching from Bill and Bryan, then join our ASP Insider! http://advancedsellingpodcast.com/insider Also, go to

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19:12

#603: Do You Really Feel Free at This Time?

The Advanced Selling Podcast ·

2020/05/25

In this episode, Bill Caskey and Bryan Neale talk about the constraints on us and on our future as sales professionals. In a rigorously honest sort of way, Bill and Bryan talk about some of the restrictions that they feel, given the business disruption, and some ways they cope with that to help them expand their level of freedom in the future. Also, they mention that you can go to advancedsellingpodcast.com/livestream to get access to the last three webinars that we did. If it's time for you to

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20:00

#602: Have You Built a Lead Traffic System?

The Advanced Selling Podcast ·

2020/05/19

In this episode, Bill and Bryan introduce you to the concept of traffic, as it relates to lead generation for your business. In internet circles, experts talk about traffic and conversion. In other words, how do you get traffic to a site, and how does the site convert visitors to clients? The same thing applies to you, and there are all sorts of traffic sources. But in this episode, we talk about the mindset of traffic. If it's time for you to level up your effectiveness in sales, then join our ASP

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12:27

#601: Our Favorite Two Sales Questions From Our...

The Advanced Selling Podcast ·

2020/05/14

We love questions from listeners. In fact, it's one reason that we decided to do a series of webinars/live streams over the last couple of months to help our listeners cope with COVID and all things disrupted because of it. In this episode, Bill and Bryan, each select their favorite question from our listeners and share even better answers than maybe we gave in the live stream. If it's time for you to level up your effectiveness in sales, then join our ASP Insider

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20:20

#600: Your Post COVID Sales Process: Has it Changed?

The Advanced Selling Podcast ·

2020/05/12

In this episode, Bill and Bryan address the sales processes that we all have, and question whether our needs have changed or whether we can continue to use the same one. And, the guys get into a discussion about a post-it note exercise that might help you diagram your current sales process using proper language and proper technology. If you're interested in joining our ASP Insider Community, go to advancedsellingpodcast.com/insider, and we'd love to have you on the inside

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13:29

#599: You Have an Awesome Message, but Are You Being...

The Advanced Selling Podcast ·

2020/05/07

In this episode, Bill and Bryan discuss the importance of being heard on your virtual calls or online communication. They talk about the value of the right microphone and audio setup, whether you're doing videos on your iPhone, Android, Zoom calls or virtual meetings on any other platform. RØDE Lavalier Mic: https://amzn.to/35GrP8b PowerDeWise Mic: https://amzn.to/3c8oa5j Audio Technica: https://amzn.to/3cez21A If you haven't already checked our brand new coaching program, The ASP Insider, go to

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19:21

#598: Four Mistakes to Avoid When Preparing to Relaunch

The Advanced Selling Podcast ·

2020/05/05

In this episode of the Advanced Selling Podcast, Bill and Bryan address some mistakes that they're starting to see sales people make as they get ready to go back into the market to rebuild their businesses. We all have some tendencies to act in a certain way, but those tendencies might not serve us well at this time. So listen to this episode and see if you can pick out a couple of these things that you can avoid as you go into relaunch mode. If you haven't already checked our brand new coaching

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19:21

#597: How to Be a Good Coach

The Advanced Selling Podcast ·

2020/04/30

Whether you are a coaching a sales or just giving a co-worker some feedback, it's important to know how to be a good coach. On this episode, Bill and Bryan give their best tips on how to be a better coach to those around you. Also, if you haven't already signed up, we're doing a free LIVE Coaching Zoom call this Friday, May 1st at 4PM EST. We will be choosing listeners to do a coaching session and you could be one of them! You won't want to miss it, just click here to register now!

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15:45

#596: How to Show up to a Coaching Experience

The Advanced Selling Podcast ·

2020/04/28

How do you show up to a coaching call? Do you prepare yourself ahead of time, or just show up? On this episode of The Advanced Selling Podcast, Bill and Bryan give you their advice on how you should prepare yourself to get the most out of any coaching experience you might have. By the way, we're doing a free LIVE Coaching Zoom call this Friday, May 1st at 4PM EST. We will be choosing listeners to do a coaching session and you could be one of them! You won't want to miss it, just click here to

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1,099 results

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