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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

18:45

#425: End of Year Deal Strategies

The Advanced Selling Podcast ·

2016/11/07

Are you nervously watching the days tick by to the end of the calendar year and wondering what in your funnel will close before the holidays? If this is you, today is your lucky day. In today's episode, veteran sales trainers Bill Caskey and Bryan Neale help you stop worrying and start taking action to close out deals before year end. Are you honestly assessing what is realistic and what’s not? Do you have a plan for how you’ll move opportunities to a Y or N? In this episode of The Advanced Selling

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24:24

#424: Owning Your Content Platform

The Advanced Selling Podcast ·

2016/10/31

Have you thought about what’s possible when you own your own platform? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale focus on helping you own the platform from which you tell your story. Are you producing your own content? Or are you holding yourself back from putting something out in a blog or on LinkedIn because you’re afraid of failure or looking stupid? In this episode of The Advanced Selling Podcast, Bill and Bryan help you understand what you can do to own the

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23:52

#423: Old School Sales Language

The Advanced Selling Podcast ·

2016/10/24

Budget. Prospect. Rapport. Value-add. Pain points. Tired of the same words that may be contributing to old school thinking in the sales process? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale dive into how the labels and words we use in sales may be negatively impacting the outcomes we achieve. Are you still asking your prospects about their pain points? Do people tell you your product/service doesn’t fit into their budget? In this episode of The Advanced Selling Podcast,

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17:16

#422: Mailbag Monday from Down Under

The Advanced Selling Podcast ·

2016/10/17

It’s a two-part question Mailbag Monday at The Advanced Selling Podcast. In today's episode, veteran sales trainers Bill Caskey and Bryan Neale answer questions from Luke in Australia. Are you looking for ways to help your prospect calls be more effective? What if your prospect doesn’t talk or engage in your conversation? Bill and Bryan will help you examine your messaging, context setting and your process. Are you bringing a “I hope they say yes in this meeting” energy to your conversations

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20:16

#421: Predictable Revenue - Aaron Ross

The Advanced Selling Podcast ·

2016/10/10

Would you like to know how to predict if your company can grow, and when? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale talk with bestselling author Aaron Ross about lessons from his books Predictable Revenue and From Impossible to Inevitable. Do you know the key things that will most dramatically impact how your company grows? Do you understand sales specialization (hint: it means a new definition of prospecting for salespeople). In this episode of The Advanced Selling

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14:45

#420: Closing Deals on the Golf Course

The Advanced Selling Podcast ·

2016/10/03

They make it look easy in the movies: Closing deals on the golf course. How does it work in real life? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale share their 5-step plan for conducting business while you entertain clients. Are you taking prospects to sporting events, concerts, or a round of golf? Are you wondering how to maximize those opportunities? In this episode of The Advanced Selling Podcast, two non-golfers will give you their tips for managing expectations,

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16:37

#419: Are You a Lonely Salesperson?

The Advanced Selling Podcast ·

2016/09/26

Are you on an island all alone? If you’re the lone salesperson or feel unsupported in your sales role, this episode is for you. Veteran sales trainers Bill Caskey and Bryan Neale share tips and strategies you can use immediately to reduce the feeling that you’re all alone with nowhere to turn. Are you a consumer of the knowledge around you? Do you surround yourself with people who are like-minded? In this episode of The Advanced Selling Podcast, Bill and Bryan will give you their checklist

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24:58

#418: SEO for Salespeople - John Jantsch

The Advanced Selling Podcast ·

2016/09/19

Are you intimidated by the idea of Search Engine Optimization (SEO)? Are you looking for ways to make SEO more of a key part of your sales process? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale talk with a longtime friend of the show, John Jantsch. John’s new book, SEO for Growth, is already helping make the principles of SEO accessible for everyone, not just the experts. A re you struggling with lead generation? Do you wish your marketing team was sending you higher

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28:44

#417: How to Not Annoy Your Prospects - Michael Reynolds

The Advanced Selling Podcast ·

2016/09/12

Picture it: You walk into a prospect’s office, exchange introductions and say, “So tell me about your business?” The prospect looks at you, sighs and begins to tell you the same biographical information they’ve shared with every other salesperson who has walked through their door. Has this happened to you? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale interview a digital marketing agency CEO to learn more about how to not turn off your prospects before you’ve even started

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18:11

#416: Bloody Knuckle Cold Calling

The Advanced Selling Podcast ·

2016/09/05

Are you in a cold-calling business? In this episode, veteran sales trainers Bill Caskey and Bryan Neale field a question from Blake in Texas that we know many listeners find challenging. How do you engage with a prospect when you’re knocking on their door? What can you do to soften the immediate feeling they have to tell you to go away? In today's episode of The Advanced Selling Podcast, Bill and Bryan share strategies for effective and efficient cold-calling. Getting right with your belief

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23:05

#415: Email as a Prospecting Tool

The Advanced Selling Podcast ·

2016/08/29

Are you using email as a prospecting technique and struggling to get responses? In this episode, veteran sales trainers Bill Caskey and Bryan Neale take on the topic so many salespeople were never taught: how to write words that compel your reader to take action. How are you crafting emails to the C-Suite? Are you going out on a limb to reach out to people you don’t know? In today's episode of The Advanced Selling Podcast, Bill and Bryan give you techniques you can use to increase the

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21:41

#414: Elements of a Good Plan

The Advanced Selling Podcast ·

2016/08/25

It's that time of the year again! We are closing in on the final half of 2016 and it's this time that gets us thinking about next year and our goals. In this episode, veteran sales trainers Bill Caskey and Bryan Neale discuss elements of a good sales or project plan and how you should look at anything you do as a project. Are you tired of the old "SMART" Goal plan? Are you wondering where to begin with you project? In today's episode of The Advanced Selling Podcast, Bill and Bryan give you eight

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17:15

#413: Mailbag Monday - Listener Questions

The Advanced Selling Podcast ·

2016/08/22

Have you ever struggled to figure out the right attire for a new prospect meeting? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale take two listener questions for this Mailbag Monday. Are you wondering how to get reacquainted with customers or prospects you haven’t talked to in a long time? Are you looking for tips to know if you’re dressed appropriately for a sales call? In this episode of The Advanced Selling Podcast, Bill and Bryan give you specific actions for both

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16:43

#412: Sales Lessons from the Olympics

The Advanced Selling Podcast ·

2016/08/18

Are you staying up late every night mesmerized by the Olympics? In this episode, veteran sales trainers Bill Caskey and Bryan Neale look to lessons sales people can learn from athletes competing at the top of their game. How do you prepare yourself when something doesn’t go as planned in a sales call? How can you detach from things around you that you can’t control? In today's episode of The Advanced Selling Podcast, Bill and Bryan give you specific techniques to take your sales game all the

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15:25

#411: Inner Game Tips from a PGA Golfer

The Advanced Selling Podcast ·

2016/08/15

What do golf pros know about sales training? You may be surprised by the overlaps in inner game principles. In this episode, veteran sales trainers Bill Caskey and Bryan Neale reflect on Donald Miller’s Storybrand podcast and an interview with Ben Crane, a PGA golf pro. Do you struggle to avoid your subconscious taking over your inner game? Are you practicing reps to help get your mind right? In today's episode of The Advanced Selling Podcast, Bill and Bryan share tips to help you focus on

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14:23

#410: Sales Pressure - Aspirational or Desperate?

The Advanced Selling Podcast ·

2016/08/11

Are you feeling sales pressure? (Don’t worry, you’re not alone.) In this episode, veteran sales trainers Bill Caskey and Bryan Neale help managers and salespeople identify the differences between aspirational and desperate pressure. Are you stressed about sales and struggling to think objectively about your pipeline? Are you looking at the long term view or just short term wins? In today's episode of The Advanced Selling Podcast, Bill and Bryan share techniques you can use to turn pressure

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23:30

#409: Thoughts from a Longtime Listener

The Advanced Selling Podcast ·

2016/08/08

Have you wondered what it’s like to be a fly on the wall of a recording session at The Advanced Selling Podcast? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale are joined by a loyal listener who jumps into the conversation during a visit to the studio. Are you a naturally curious person? Are you looking for ways to keep growing your sales skills after decades in the business? In this episode of The Advanced Selling Podcast, Bill and Bryan talk with Paul from Ontario,

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16:46

#408: Helpful Hints for Email Excellence

The Advanced Selling Podcast ·

2016/08/04

Have you gotten stuck in a back-and-forth email chain with a prospect that didn’t end well? In this episode, veteran sales trainers Bill Caskey and Bryan Neale dissect an actual listener email and break down what worked (and didn’t work) in his exchange with a potential customer. Are you reading your emails out loud before sending to check your tone? Are you out of balance with your communication style and language? In today's episode of The Advanced Selling Podcast, Bill and Bryan give

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13:00

#407: Sales Managers: Coaching After the Ride Along

The Advanced Selling Podcast ·

2016/08/01

Calling all Sales Managers: there’s an art to coaching your team after the ride along. In this episode, veteran sales trainers Bill Caskey and Bryan Neale talk to Sales Managers with tips (and things not to do) when coaching after a ride along experience. This episode isn’t about the ride along itself— it’s about what happens when you get back in the car. What makes a really good feedback session? How do you help your team grow from the experience? In today's episode of The Advanced Selling

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17:04

#406: Stir Your Sales Funnel

The Advanced Selling Podcast ·

2016/07/28

Is your sales funnel getting stale? Are you stuck in the rut of closed-loop prospecting? In this episode, veteran sales trainers Bill Caskey and Bryan Neale share tips and techniques for stirring up your sales funnel to get better movement and momentum. Are you using a ranking system to know which prospects deserve more focus and attention? Are you activating opportunities you already have in your funnel or are you letting them sit there and stall out? In today's episode of The Advanced

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