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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

06:14

Stop Selling, Start Guiding: The New Mindset for...

The Advanced Selling Podcast ·

2025/03/28

In this solo episode, Bill challenges traditional sales approaches by advocating for a fundamental shift from "selling" to "guiding." He explains why old-school sales tactics create negative "karma" with prospects and offers a fresh alternative: becoming a trusted guide who provides value before asking for payment. Caskey shares personal examples of how creating helpful content has naturally attracted clients to him, eliminating the need for aggressive sales tactics. If you'd like to talk to Bill

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18:50

Time Goes Fast and Speeds Up: Mastering the Sales...

The Advanced Selling Podcast ·

2025/03/24

In this episode, Bill and Bryan tackle the challenge of time management in sales, exploring how “time goes fast and speeds up” as quarters and years fly by. They discuss the pitfalls of short-term thinking and offer practical strategies for sales professionals to extend their planning horizons. The guys emphasize the importance of looking beyond the current week to plan months ahead, while balancing immediate tasks with future initiatives. They share insights on creating momentum for future quarters

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04:06

The 15 Profit Amplifiers: Believing in Your Economic...

The Advanced Selling Podcast ·

2025/03/17

In this solo episode, Bill explores the critical concept of believing in your own economic value as a sales professional. Drawing from his document “The 15 Profit Amplifiers” created for clients, Bill discusses how understanding the economic impact of your solution transforms your ability to communicate value to prospects. Bill examines two primary ways your solution can deliver economic value: by alleviating pain points that cost customers money or by helping them achieve aspirational goals like

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06:18

It's Transformation, Not Features

The Advanced Selling Podcast ·

2025/03/13

In this solo episode, Bill Caskey challenges traditional sales approaches that may be holding you back. If your closing rate is hovering around 20% or less, your approach likely needs an overhaul. Bill argues that many sales organizations are stuck in outdated paradigms, failing to adapt to modern buying processes where more stakeholders are involved and decisions take longer. Bill emphasizes that people don’t buy features—they buy transformation and results. He challenges listeners to start their

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22:27

Why Every Sales Pro Needs Their Own Youtube Channel

The Advanced Selling Podcast ·

2025/03/11

In this episode, Bill and Bryan make a compelling case for why every sales professional and business leader should have their own YouTube channel. Moving beyond traditional sales training advice, they explore the numerous benefits of creating video content, from building deeper connections with younger buyers to establishing yourself as an industry thought leader. The guys share their “3E” framework—Educate, Explain, and Edify—while addressing common hesitations and highlighting the zero-downside,

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18:00

Standing Out in the Inbox: The Art of Sales Outreach

The Advanced Selling Podcast ·

2025/03/03

In this episode, Bill and Bryan tackle the critical topic of authentic communication in a world increasingly dominated by AI-generated content. The guys share examples of personalized communication that stands out, including a clever LinkedIn exchange between Bryan and a company that demonstrates how simple, authentic engagement can create meaningful connections. Bill and Bryan also challenge listeners to reconsider mass-produced outreach strategies and instead focus on thoughtful, personalized

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06:08

Why Every Sales Professional Needs a YouTube Channel

The Advanced Selling Podcast ·

2025/02/27

In this solo episode, Bill makes a case for why sales professionals can no longer afford to ignore YouTube as a critical business tool. He explains that in 2025, not having a YouTube channel is equivalent to not having a business card in 1985—it renders you virtually invisible to a significant portion of your potential clients. Bill addresses the changing buying behaviors of modern prospects who prefer to research, learn, and vet solutions through video content before ever speaking with a

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15:52

Less Clutter, More Deals

The Advanced Selling Podcast ·

2025/02/26

In this episode, Bryan dives into the importance of a regular CRM cleanup because let’s face it, an overloaded sales pipeline is just a junk drawer of data if left unchecked. He compares it to tidying up a messy garage: if you don’t clean it out, it becomes impossible to find what you actually need. Sales teams should make monthly CRM clean-outs a habit to keep their pipeline accurate, realistic, and actionable. Plus, a cleaner funnel = happier CEOs and CFOs. Tune in to learn how a streamlined CRM

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19:26

Bridging the Gap: Between-Meeting Engagement

The Advanced Selling Podcast ·

2025/02/24

In this episode, Bill and Bryan tackle a critical but often overlooked aspect of the modern sales process - what to do during the time gaps between prospect meetings. Moving beyond outdated practices like sending marketing brochures, they explore innovative strategies for maintaining momentum and building deeper connections. The guys share five powerful approaches including making strategic introductions, creating customized content, developing digital resource libraries, utilizing trackable video

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05:06

The Lost Art of Explanation: How to Influence Through...

The Advanced Selling Podcast ·

2025/02/20

In this solo episode, Bill explores why even experts fail to effectively communicate complex ideas, drawing from a recent experience watching an AI expert lose his audience. Through a practical framework, Bill reveals three essential components that transform complicated explanations into influential communications. He demonstrates how proper explanation isn’t just about information sharing—it’s about creating transformation and building trust. Bill breaks down how to build context, establish

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22:34

The Missing Metrics of Modern Selling

The Advanced Selling Podcast ·

2025/02/17

In this episode, Bill and Bryan challenge traditional sales metrics and explore the often-overlooked numbers that truly matter in today’s digital sales landscape. The guys discuss crucial modern measurements like inbound lead generation through LinkedIn, the power of tracking unsolicited introductions, and the importance of understanding average days to close. They give valuable insights about price increase mathematics and volume relationships, offering listeners practical ways to improve their

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01:43

The Hard Truth About Soft Coaching: Why Real Growth...

The Advanced Selling Podcast ·

2025/02/14

In this solo episode, Bill challenges the conventional wisdom of modern sales coaching by exposing why most coaching relationships fail to deliver real transformation. He argues that effective coaching isn’t about protecting egos or maintaining comfort—it’s about driving genuine growth through constructive confrontation and challenge. Bill presents a compelling formula for growth: discomfort multiplied by action equals real transformation. He explains why coaches who prioritize likability over

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15:19

Stop Treating Your CRM Like a Filing Cabinet

The Advanced Selling Podcast ·

2025/02/12

Too many sales teams use their CRM as a record-keeping tool instead of an agent of action. In this episode, Bryan breaks down how a well-utilized CRM can drive sales efficiency, improve deal visibility, and keep your pipeline moving. He shares simple yet powerful tactics to transform your CRM from a burden into a competitive advantage. Stop logging data and start leveraging it! Curious about certification in the Blind Zebra Sales Operating System? Learn more here. And if you haven't already, make

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17:07

From Features to Transformation

The Advanced Selling Podcast ·

2025/02/10

In this episode, Bill and Bryan dive deep into a crucial sales concept: the importance of selling transformation over features. The guys explore how salespeople often focus too narrowly on short-term gains and immediate features rather than the long-term transformative impact their solutions can have on clients’ businesses. Through real-world examples like Gong software and personal experiences, they demonstrate how successful sales require understanding and articulating the complete journey of

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05:36

Why Team Alignment Is Your New Sales Superpower

The Advanced Selling Podcast ·

2025/02/07

In this final installment of his three-part series on critical future sales skills, Bill Caskey explores the vital concept of team alignment planning. Bill explains why traditional approaches to stakeholder management are no longer sufficient in today’s complex sales environment. He also reveals how AI is transforming the traditional diagnosis phase of sales, shifting the salesperson’s core value to implementation expertise and team alignment. Lastly, he demonstrates why getting all stakeholders

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18:03

Why Top Performers Get the Hate: Success Resentment...

The Advanced Selling Podcast ·

2025/02/03

In this episode, Bill and Bryan explore a common phenomenon in sales organizations: why middle performers often harbor resentment towards top performers. The guys dissect the excuses commonly used to discredit high achievers’ success - from territory advantages to preferential treatment. The hosts share practical advice for breaking free from this mindset, including how to leverage top performers’ willingness to share their secrets of success. Whether you’re a sales leader or working to climb the

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04:22

Clear Path Planning: The Missing Link in Sales Success

The Advanced Selling Podcast ·

2025/01/31

In this solo episode, Bill tackles another critical skill for modern sales professionals - the art of clear path planning. He explains why simply knowing your destination isn’t enough; you must be able to clearly map out and communicate the journey from your prospect’s current reality to their desired future state. He challenges the common notion that “nobody cares about the details” and emphasizes why building buyer confidence through detailed planning is crucial in complex sales. Is it time to

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11:55

Right Under Your Nose

The Advanced Selling Podcast ·

2025/01/29

Ever consider that the opportunities you’re chasing might be right under your nose? In this episode, Bryan highlights why your best prospects aren’t always new—they’re already in your CRM. Learn how to turn your "Closed Lost" and "Inactive Client" lists into powerful prospecting tools to revive old connections and spark new opportunities. Key Takeaways: ✅ Use your "Closed Lost" list to re-engage prospects from 6-12 months ago—they may be ready now. ✅ Don’t overlook "Inactive Clients"—reach out 1-2

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21:27

Finding Your Authentic Path in Sales

The Advanced Selling Podcast ·

2025/01/27

In this episode, Bill and Bryan discuss the concept of “Quitter’s Day” - the January 10th phenomenon where most people abandon their New Year’s resolutions. The guys dive deep into what they call “The Big Illusion” - the false belief that conforming to others’ expectations leads to fulfillment. Through personal anecdotes and the story of Brad Stevens’ dramatic career shift from pharmaceutical sales to NBA coaching, they discuss the importance of staying true to your authentic self in sales and life

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05:54

Beyond Features: Selling the Vision of Tomorrow

The Advanced Selling Podcast ·

2025/01/23

In this solo episode, Bill Caskey explores a vital but often overlooked sales skill - the ability to help prospects vividly envision their future after implementing your solution. Through a compelling case study of a leadership program for sales managers, he demonstrates how making the future tangible can transform both the sales process and deliver genuine value to prospects, whether they buy or not. Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves

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1,096 results

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