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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

17:38

#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

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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

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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

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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

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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

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17:22

#386: Is Enthusiasm Contagious? Or Dangerous?

The Advanced Selling Podcast ·

2016/05/16

Do you believe that enthusiasm is really contagious? In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale address the age-old attribute of enthusiasm. Bill relates a story of observing a struggling sales person trying to get one of his clients’ sales teams fired up to sell more stuff. It didn’t go well. Not because he wasn’t representing a valuable product. But because of “how” he decided to create enthusiasm with his audience. It derailed quickly. Have you ever been in the

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24:40

#385: New listener? Start here.

The Advanced Selling Podcast ·

2016/05/12

Are you curious how The Advanced Selling Podcast came into existence? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale get personal. They share how they began their careers in sales and how the podcast got its start. Whether you’re a longtime listener or new to the Advanced Selling Podcast, you’ll find valuable lessons in hearing Bill and Bryan talk about busted sales calls, good and bad sales managers and their overarching philosophy that lead them to the work they do

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19:25

#384: Lessons from a New Listener

The Advanced Selling Podcast ·

2016/05/09

A new set of eyes on anything can be valuable, even for the most seasoned pros. In today's episode, veteran sales trainers Bill Caskey and Bryan Neale capture best practices and strategies from a new listener to The Advanced Selling Podcast, Brittney Russo. You’ll hear how Brittney has used Bill and Bryan’s training to close large deals, ramp up in her company faster and challenge her competitors. In this episode of The Advanced Selling Podcast, Bill and Bryan share notes you can use right away

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19:58

#383: Is Your Sales Bucket Leaking?

The Advanced Selling Podcast ·

2016/05/05

Do you have leaks in your sales bucket? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale are fired up— not just about leaks in your bucket, but about discovering a leak in their own bucket too. Do you prospect when sales are good or only when things start to slow down? Do you run a well-organized sales process? Are you leveraging your training and knowledge as much as you can? In this episode of The Advanced Selling Podcast, Bill and Bryan fight to prevent their ego

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17:55

#382: Sales Coaching for a Celebrity

The Advanced Selling Podcast ·

2016/05/02

Do movie stars make good salespeople? In today's episode,veteran sales trainers Bill Caskey and Bryan Neale put celebrity status to the test as they break down a sales call by Hugh Jackman to place his fair trade coffee in grocery stores around the United States. You will learn a lot from Hugh’s approach, including how to ask questions that demonstrate your intent and language you can use to identify if you and your prospect share common goals in the conversation. In this episode of The

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19:15

#381: Mailbag Mashup: Triple Threat Thursday

The Advanced Selling Podcast ·

2016/04/28

Why take one question from a listener when we can take three? In today's episode, sales trainers Bill Caskey and Bryan Neale respond to questions from listeners and give a shout out to US Military members around the world. Are you looking for strategies on spec selling? Have you considered paying for someone to develop content for you to use in developing your expert persona? In this episode of The Advanced Selling Podcast, Bill and Bryan share techniques and strategies that will help you right

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18:05

#380: One of You, a Few of Them: Selling to a Group

The Advanced Selling Podcast ·

2016/04/25

Are you preparing to sell to a group and not just one individual buyer? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale share their strategies to help you master your sales experience in front of a panel, board or large group. How can you vary your questions to speak to people individually and directly? How can you use your story to help you create meaningful connections with everyone in the room? In this episode of The Advanced Selling Podcast, Bill and Bryan give you

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21:18

#379: Preparing for the Big Meeting

The Advanced Selling Podcast ·

2016/04/21

Does your heart skip a beat when you get called into The Big Meeting? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale dive into strategies to help you prepare when a client or prospect asks you to come in for a “we need to see you right away” discussion. Are you in your head about what you assume the issue is? Do you know how to set the context at the start of the meeting so you can maintain control of the conversation? In this episode of The Advanced Selling Podcast, Bill

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16:29

#378: Preparing Like a Pro

The Advanced Selling Podcast ·

2016/04/18

Are you looking for an edge in your sales game? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale teach you a framework for preparation to knock your sales calls out of the park. Do you focus on the process or the outcome? Are you using the same verbiage with every audience or are you tweaking your message to match the situation? In this episode of The Advanced Selling Podcast, Bill and Bryan help you master the fundamentals that lead to your success. Tune in to hear how

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18:28

#377: Building Your Sales Six-Pack

The Advanced Selling Podcast ·

2016/04/14

Who doesn’t want six-pack abs? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale become your trainers in the gym as you develop your sales muscles. Do you know how to tear down the resistance? Are you constantly looking for new ways to build and nurture your platform? (Hint: If you’re not, you should be.) In this episode of The Advanced Selling Podcast, Bill and Bryan will share the core components to building your “sales six-pack.” You’ll know exactly what to focus on to

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21:28

#376: Building Your Life Muscles

The Advanced Selling Podcast ·

2016/04/11

Are you looking for a little pick-me-up as you dive into Q2? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale give you a little extra shot of motivation as they talk about the “life muscles” you should be working to build. Are you a lifelong learner? Are you aware of the vibe you give off when you enter a meeting, conversation or new relationship? In this episode of The Advanced Selling Podcast, Bill and Bryan focus on you, the person… not just you, the salesperson

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20:07

#375: Balance in the Sales Process

The Advanced Selling Podcast ·

2016/04/07

How do you know when to be assertive and when to sit back? In today's Mailbag Monday: Thursday edition, veteran sales trainers Bill Caskey and Bryan Neale answer a question from Jason about finding the right balance in a deal. Are you violating the principles of abundance and detachment if you are assertive with your prospects? How do you monitor your own self awareness each step of the way to keep yourself in check? In this episode of The Advanced Selling Podcast, Bill and Bryan will help you

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16:41

#374: Preventing the “Hijacked” Sales Call

The Advanced Selling Podcast ·

2016/04/04

How do you avoid the awkwardness of a lopsided meeting? We’ve all been there— you and three people from your team show up to meet with one buyer. The vibe at the table feels clunky and unbalanced. In today's episode, veteran sales trainers Bill Caskey and Bryan Neale help you structure a successful “three-headed meeting.” What roles do you, the VP of Sales and anyone else play to help the meeting go smoothly? How do you avoid losing control of your own sales call to technical jargon or

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22:43

#373: Auto Sales: Lessons from the Car Lot

The Advanced Selling Podcast ·

2016/03/31

It’s more than just a cliché— selling cars is big business. In today's episode, veteran sales trainers Bill Caskey and Bryan Neale explore what we all can learn from the world of auto sales. What strategies can you use to help your buyer feel like they actually WANT your help? Are you exerting pressure on your buyer without realizing it? In this episode of The Advanced Selling Podcast, Bill and Bryan share real life lessons from buying and selling cars (Bryan really did his research and spent time a

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17:49

#372: Pain Selling... Still the Best Approach?

The Advanced Selling Podcast ·

2016/03/28

Pain-finding is one of the oldest sales techniques in the book. Are you still selling that way? In today's Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale respond to a question from a listener about selling opportunity vs. selling pain. Do you quiz your prospects with questions to identify where they’re struggling the most? Are you looking for things in their answers that will lead you to a deal? In this episode of The Advanced Selling Podcast, Bill and Bryan focus

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1,104 results

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