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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

17:59

#444: All The Small Things

The Advanced Selling Podcast ·

2017/04/03

In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the never-ending importance of paying attention to the details in how you speak with prospects and clients. You can build a lot of goodwill throughout the sales process but one false move and you'll be on the outside looking in. In this podcast, Bill and Bryan go through some ways that you can start to identify the blind spots that other people see - and you're missing.

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14:20

#443: Customer Misperceptions

The Advanced Selling Podcast ·

2017/03/27

Have you ever had a customer that just doesn't see the value in what you do because they have a misconception of the entire product or category? This happened to one of our listeners, Mark from UK. He battles this exact thing in his world and needs some advice. Is your product considered nice to have or need to have? And is there really such a thing as a need to have? In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale give their best advice to Mark

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17:47

#442: My Prospect Won't Buy

The Advanced Selling Podcast ·

2017/03/20

What to do when you can save the prospect money and they still don't buy? In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale answer a question from a listener on how to better compete against their giant competitors. They also discuss how to move people to action when you can save them money but they still won't purchase. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us

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15:14

#441: Trash Talking Your Competitor

The Advanced Selling Podcast ·

2017/03/13

You don't really think we are going to teach you new words for trash talking, do you? Of course not. On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss how to compete. They give you their thoughts on ways you can ratchet up your competitive skills so that maybe, just maybe, your competitor will be trash talking you. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us

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15:54

#440: Getting Somebody To Do Something They Don't...

The Advanced Selling Podcast ·

2017/03/06

The sales world is full of convincers and persuaders, but what happens when you run up against someone who just absolutely will not move? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale deal with two situations where this is the case. The first is someone in procurement who doesn't want to take the necessary paperwork to their manager. The other is a manufacturer who sells through reps and is unable to move the rep to represent their product in a different way. Listen closely

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17:45

#439: The Price Is Right

The Advanced Selling Podcast ·

2017/02/27

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale talk about one of the most common questions they get from their travels and training, how do you handle customers when they only buy on price? Do you feel like your customers only buy from you if you're the lowest priced? Do you often discount to make the deal? On this Advanced Selling Podcast, Bill and Bryan give you some ideas on how to rethink that conclusion and how to ensure that you are empowering yourself to fix it

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18:50

#438: Developing a Value Story

The Advanced Selling Podcast ·

2017/02/20

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale take a call from Davis who is a digital media representative in North Carolina. She finds herself uncertain about how to deliver a value proposition to multiple constituent levels within a company and also across market segments. Not to worry Davis! On this episode of The Advanced Selling Podcast, Bill and Bryan share some advice that can be used across virtually any business when you are in pursuit of new customers

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16:12

#437: Don't Care About My Bad Reputation

The Advanced Selling Podcast ·

2017/02/13

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale take a call from AJ in Oklahoma who is fretting about her company's bad reputation in the market. She now is the one, as the new salesperson, who has to go in and repair it. The question is how does she do so? On this episode of The Advanced Selling Podcast, Bill and Bryan share five lessons that anyone can implement to accomplish the goal of repositioning their market impression. ========================================= Want

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20:43

#436: Making Your Account Development Team a Profit...

The Advanced Selling Podcast ·

2017/02/06

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale address the skills required in the account development function. If you have an account development team or manager, make sure you send this episode on to them. Bill and Bryan get called in often to work with client success or account development teams and they've seen it all including the good, the bad, and the ugly. ========================================= Want to have your sales question answered on The Advanced Selling

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18:42

#435: Conveying ALL of Your Value

The Advanced Selling Podcast ·

2017/01/30

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale take a mailbag call from a listener. Sara ’Smile' sends us a voicemail about her concern that some of her prospects, after working her process, want something she us unwilling to sell - mainly because it won’t work AS WELL as another solution. It's a great question. In this episode of the Advanced Selling Podcast, Bill and Bryan walk her and you through some ways to think through it. =========================================

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17:24

#434: Remapping the Sales Process

The Advanced Selling Podcast ·

2017/01/23

In today's episode, veteran sales trainers Bill Caskey and Bryan Neale take on the topic of process: but not in the usual sense. REMAPPING the sales process is the new idea. What do you do when the process doesn’t go perfectly? (Because it never does.) How do we tactically implement a process that is VALUABLE to the prospect even if they don’t buy from you? In this episode of The Advanced Selling Podcast, Bill and Bryan give you tactical sales tools to answer these and other challenges when the way

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15:52

#433: Communicating Change to a Client

The Advanced Selling Podcast ·

2017/01/16

It seems like most of our show topics are devoted to prospecting and selling, however there is an important part to account and relationship management, and that is how to deliver transitional news to your client. This could be in the form of a price increase, a change in ordering structure, or something more significant like the buyout of your company. There is no news that's too small to at least pay attention to how you communicate it. In this episode of The Advanced Selling Podcast, Bill and

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18:00

#432: Feelings, Nothing More Than Feelings

The Advanced Selling Podcast ·

2017/01/09

Do you ever feel anxious, nervous or scared in sales? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale address a coaching client who feels overwhelmed in her new position in sales. As they talked, they decided that sales people have feelings everyday - and, sometimes they aren’t particularly helpful. In this episode of The Advanced Selling Podcast, Bill and Bryan give you some tips on how to deal with those ‘negative feelings’ in the profession. They'll tell you what the

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16:06

Best of 2016

The Advanced Selling Podcast ·

2016/12/26

Happy Holidays! We're taking some time off here at The Advanced Selling Podcast. But, don't worry, we have something just for you. We're giving you the Best Of 2016. Hope you enjoy it and see you in 2017! ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to

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16:55

#431: The Commodity Jungle

The Advanced Selling Podcast ·

2016/12/19

How Do You Stand Out in the Middle of the Commodity Jungle? We had a great caller from down under - Jared - who claims we’ll give him a ripper (we think that means we’ll give him a good answer!) On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale take on Jared's question about how to stand out against the competition. They frame this topic a little differently - mainly, how do you distinguish yourself “through the customer’s eyes” in a world that is

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14:54

#430: December Action Plan

The Advanced Selling Podcast ·

2016/12/12

In this episode, veteran sales trainers Bill Caskey and Bryan Neale discuss the most important things you can do in the next 10 days to finish up this year and start next year properly. Do you feel stressed out during the holidays? There is still time to get things done before the end of the year. It's a great time to think how you will jumpstart 2017. And, on this week's Advanced Selling Podcast, Bill and Bryan will give you some precise ideas on how you can do that

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22:02

#429: Your Brand = Your Reputation - Tyler Borders

The Advanced Selling Podcast ·

2016/12/05

Do you think “branding” as a salesperson is all about your company’s logo or your social media accounts? In this episode, veteran sales trainers Bill Caskey and Bryan Neale talk to branding expert Tyler Borders to learn more about why brand matters so much in sales. Do you know how you and your company want to be perceived by your prospects? Have you ever asked the people who know you best how they describe your brand? In today's episode of The Advanced Selling Podcast, Bill and Bryan dissect

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20:50

#428: How to Declutter Your Sales Life

The Advanced Selling Podcast ·

2016/11/28

Are you feeling the year-end overwhelm? Does your sales life feel crowded, chaotic or unintentional? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale give you strategies to de-clutter and re-focus for 2017. Are you cold calling just because you think you’re supposed to? Are you aimlessly prospecting without a true strategy behind it? In this episode of The Advanced Selling Podcast, Bill and Bryan share best practices and advice to help you engage in the best ways possible

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16:21

#427: Using Promotional Products in Sales - August...

The Advanced Selling Podcast ·

2016/11/21

Promotional products aren’t just cheap toys or plastic desk accessories… they can also be part of your sales strategy. In today's episode, veteran sales trainers Bill Caskey and Bryan Neale talk to promotional products expert August Wittenberg about tools you can use to get noticed and get in the door with your prospects. Do you know what’s relevant to your recipients and their industries? Are you using terminology to communicate with them that you know “speaks their language?” In this episode of

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17:46

#426: Decision Day - Are You All In?

The Advanced Selling Podcast ·

2016/11/14

Has it happened to you? That moment when you decide you’re tired of doors slamming in your face, picking up the cold phone or feeling beat up on price. In today's episode, veteran sales trainers Bill Caskey and Bryan Neale help you realize and accept that there is a better way to do things than what you may be doing now. Are you ready for today to be “The Day” when you stop hanging on to feelings and emotions that aren’t working for you in your sales career? In this episode of The Advanced Selling

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