x

75% of people globally want unbiased news (Pew Research) but are concerned they're not getting that.

Get balanced coverage with Symby. See how stories are covered across diverse outlets and spot when one side covers a story the other skips.

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

18:42

#405: Methods for Sales Practice

The Advanced Selling Podcast ·

2016/07/25

Pro athletes, musicians and artists practice their craft daily. Do you practice your sales skills daily to get to the top of your game? In this episode, veteran sales trainers Bill Caskey and Bryan Neale give you six practical ways you can practice your sales techniques and hone your skills. Will you step up to the 10 Day Challenge? Are you part of a Power Triad? In today's episode of The Advanced Selling Podcast, Bill and Bryan share things you can begin doing today to practice your skills and

en

20:30

#404: Guaranteed Sales Success

The Advanced Selling Podcast ·

2016/07/21

What if you could practically guarantee your success in sales? Would you do what it takes? In this episode, veteran sales trainers Bill Caskey and Bryan Neale give you insight into the characteristics of a successful salesperson. Do you have your goals written down? Are you willing to stay a few more minutes and make one more call at the end of the day? In today's episode of The Advanced Selling Podcast, Bill and Bryan will share a how-to list that will help you know where to focus your

en

18:33

#403: Mid-Year Prospecting Checklist

The Advanced Selling Podcast ·

2016/07/18

Are you feeling a mid-year sales slump? Are you looking for ways to modify your prospecting techniques for Q3-Q4? In this episode, veteran sales trainers Bill Caskey and Bryan Neale give you an assessment to grade your prospecting behaviors in the first half of the year. Are you using a true referral system to generate leads? Do you employ behavioral KPI’s (and stick to them)? In today's episode of The Advanced Selling Podcast, you will learn the elements of healthy prospecting strategies

en

18:14

#402: Commission Detachment

The Advanced Selling Podcast ·

2016/07/14

Do you feel like you have to win every deal? In this episode, veteran sales trainers Bill Caskey and Bryan Neale explore a listener question from Lauren in St. Louis. Are you (or people on your team) motivated most by money? Do you have an unhealthy balance between your base salary and commission structure? In today's episode of The Advanced Selling Podcast, Bill and Bryan will help you identify what you’re attached to and why. You’ll be able to analyze if you are more interested in solving

en

15:55

#401: Talking Economics Doesn't Have To Be Scary

The Advanced Selling Podcast ·

2016/07/11

Do you have trouble talking about money with your prospects? Does “budget” feel like a dirty word? In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale take on the tough topic of “Economics.” Using a real scenario from one of Bill’s client sessions, they will walk you through steps to help make the money conversations less intimidating (for you and for your prospects). Are you educating or persuading when you talk with a prospect? Are you trying

en

20:50

#400: Managing Millennials in Sales - Lindsay Boccardo

The Advanced Selling Podcast ·

2016/07/07

Are you managing a team that includes Millennials? In the second part of our series on Millennials, veteran sales trainers Bill Caskey and Bryan Neale bring back Millennial coach and expert Lindsay Boccardo to talk with managers about how to maximize the value Millennials can bring to your team. Are you giving them feedback more than once every six months? Are you asking deeper questions to understand the real issues? Are you helping your team understand how their contribution can impact the

en

22:06

#363: Margin: Secrets of the Pros

The Advanced Selling Podcast ·

2016/07/04

Have you noticed that some sales people just seem like they “get it” more than others? In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale explore what the top 5% do that make them stand out and have greater success than their peers. What are they doing differently than everyone else? Why are people afraid to ask those at the top for their advice? In this episode of The Advanced Selling Podcast, Bill and Bryan dive into ways you can up your selling game, including tips for the

en

22:51

#399: Millennial Salespeople - Lindsay Boccardo

The Advanced Selling Podcast ·

2016/06/30

Were you born after 1982? Do you work with people who were? In this two-part series, veteran sales trainers Bill Caskey and Bryan Neale take on a topic that’s being talked about around the world— Millennials and their impact on today's workforce. They talk with Millennial coach and expert Lindsay Boccardo about ways sales people and their managers can work better together to maximize the benefits of having this generation on their team. In Part I, the conversation focuses on Millennials as sales

en

22:41

#398: Account Management Strategies

The Advanced Selling Podcast ·

2016/06/27

Can account management and the principle of detachment work together? The very nature of the word “retention” may make you feel like you can’t be detached from your clients. In this episode, veteran sales trainers Bill Caskey and Bryan Neale dive into the world of account management to give you strategies to increase your success in managing accounts. Do you walk the halls and get to know people in other departments? Are you focused on just what you’re currently doing for them or are you looking

en

16:08

#397: Writing Sales/Marketing Emails

The Advanced Selling Podcast ·

2016/06/23

Are you writing your own marketing/sales emails? In this episode, veteran sales trainers Bill Caskey and Bryan Neale explore a listener question that everyone needs to hear. Do you write emails to your prospects and struggle to make them feel personal? Are you sending something of value to people when they connect with you on LinkedIn? In today's episode of The Advanced Selling Podcast, Bill and Bryan dive into strategies you can use to bring valuable content to people you correspond with

en

22:07

#396: Attributes of High Performing Sales People

The Advanced Selling Podcast ·

2016/06/20

What are the attributes of a high performing sales person? In this episode, veteran sales trainers Bill Caskey and Bryan Neale talk about developing a personal ethos that involves continuous self improvement. To what degree do you carry a commitment to bettering yourself? When things don’t go your way, do you look inward first or look around you to assess what others did wrong? In today's episode of The Advanced Selling Podcast, Bill and Bryan share questions to ask and ideas to consider as

en

16:32

#395: Mailbag Mash-up: Thursday Edition

The Advanced Selling Podcast ·

2016/06/16

Is youth helpful or harmful for salespeople? How can you best control your pieces of the sales process and let go of the rest? In this episode, veteran sales trainers Bill Caskey and Bryan Neale take two mailbag questions from listeners— Ty in Texas and Shawn in Wisconsin. Are you looking for ways to position yourself as an expert even when you’re young in age or new to your industry? What can you do to see yourself as a solution provider and help your prospects see you that way as well? In

en

18:36

#394: Keystone Habits of a Salesperson

The Advanced Selling Podcast ·

2016/06/13

How do you ensure eternal sales success? In this episode, veteran sales trainers Bill Caskey and Bryan Neale use Charles Duhigg’s concept of Keystone Habits to determine what salespeople need to do to increase their success. (If you want more on this idea, check out Duhigg’s book, The Power of Habit: Why We Do What We Do in Life and Business.) Bill and Bryan share some of their own keystone habits— a blend of mental, physical and emotional strategies that you can use to improve your sales game

en

21:02

#393: Is the Sales System Broken?

The Advanced Selling Podcast ·

2016/06/09

Could the sales system be broken? For both Buyers and Sellers, what if the process isn’t really working? In this episode, veteran sales trainers Bill Caskey and Bryan Neale analyze both viewpoints and consider areas where the system can be improved on both sides of the selling process. Is the Buyer too focused on paying the least amount of money, not getting the best outcome? Is the Seller in “get the deal” mentality more than they are trying to provide a helpful solution for their prospect

en

17:40

#392: Winning Complex Enterprise Sales - Bud Suse

The Advanced Selling Podcast ·

2016/06/06

How is your process similar or different to the process for winning complex enterprise sales? In this episode, veteran sales trainers Bill Caskey and Bryan Neale bring in an expert who has spent years winning big deals and teaching others how they can do it too. Bud Suse spent 12 years with IBM before moving into sales management for a start-up, spending hours in well-known sales training programs along the way. He realized that the success in large deals comes from defining a process, testing

en

17:38

#391: Stumping Your Sales Trainer

The Advanced Selling Podcast ·

2016/06/02

What happens in a training session when Bill or Bryan doesn’t have the answer? In a special episode of “Stumpology,” veteran sales trainers Bill Caskey and Bryan Neale bring their toughest client issues to each other to solve. How do you handle it when the client can’t get away from selling features/functions? How can you create the space with your sales team to be able to educate them? In today's episode of The Advanced Selling Podcast, the teachers become the students (of each other). They

en

17:26

#390: How to Generate More Leads

The Advanced Selling Podcast ·

2016/05/30

Are you looking for ways to generate more leads? (because who isn’t?) In today's episode, veteran sales trainers Bill Caskey and Bryan Neale respond to a specific request to provide four things sales people can do right now to generate leads. Have you considered hosting a marketing event for your prospects (not a sales event, a marketing event)? Are you using your current client’s words and testimonials to help you communicate what you do to your prospects? In this episode of The Advanced

en

17:52

#389: Premium Pricing Revisited

The Advanced Selling Podcast ·

2016/05/26

Standing out in a commoditized sales environment is tough. In today's episode, veteran sales trainers Bill Caskey and Bryan Neale explore the world of landscapers and the B2C marketplace. How do you sell a premium priced product, service or experience when everyone around you is selling for less? Are you creating a vision for your customer or having them help paint the vision with you? In today's episode of The Advanced Selling Podcast, Bill and Bryan give you specific steps to take to help

en

18:22

#388: Products or Services: Which is Easier to Sell?

The Advanced Selling Podcast ·

2016/05/23

Products or services— which do you think are easier to sell? In today's Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale dive into a question from a listener in Sweden. If you provide a service, how do you “productize” your service and make it something tangible? If you sell a product, how can you “service-ize” your offering and not hide behind the item? In this episode of The Advanced Selling Podcast, Bill and Bryan share their strategies to create powerful

en

16:33

#387: Creating a Sense of Urgency

The Advanced Selling Podcast ·

2016/05/19

How do you create a sense of urgency for a prospect? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale address one of their most frequently asked questions. What is the true role of a sales professional? Do you understand where your prospect is starting and where they are trying to go? In this episode of The Advanced Selling Podcast, Bill and Bryan share how you can reframe the question and avoid manipulating or coercing your prospects. They will give you tips to help you

en

1,099 results

Similar Podcasts

TaxTalent.com The Golden Rule Podcast

Adam Golden

TaxTalent.com Podcast

Tony Santiago

Handelsblatt Crime - spannende Streitfälle der deutschen Wirtschaft

Ina Karabasz, Solveig Gode, Sönke Iwersen

Deffner und Zschäpitz – Der Wirtschafts-Talk von WELT

WELT

Black Box - La scatola nera della finanza

Guido Brera e Gian Luca Comandini -...