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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

22:11

#371: Master Your Messaging

The Advanced Selling Podcast ·

2016/03/24

Storytelling isn’t a new idea. But have you truly mastered your messaging? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale help you learn to blend your company’s story with your own to create your personal messaging. How do you know what things to say and not say when sharing your story? What elements of your story will help your customer better understand what you do? In this episode of The Advanced Selling Podcast, Bill and Bryan walk you through how to improve your

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20:09

#370: How to Handle a Closing Slump

The Advanced Selling Podcast ·

2016/03/21

In today's episode, sales coaches Bill Caskey and Bryan Neale take a question from a listener who just went 0-7 in the last week. Her question underscored the element of ‘upstream actions.’ In other words, what happens in the beginning of the sales process (upstream), determines what happens at the end. If you’re 0-7, you’re doing something wrong upfront. Listen as Bill and Bryan walk through how they might remedy a serious slump, both mechanically, and

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18:06

#369: An Open Letter to Sales Managers

The Advanced Selling Podcast ·

2016/03/17

If you ARE a sales manager or you HAVE a sales manager, you must listen to this episode. Today, veteran sales trainers Bill Caskey and Bryan Neale sound off in an open letter to sales managers. What if you’re listening to The Advanced Selling Podcast each week and you think your sales manager doesn’t buy into what you’re hearing? How can you avoid the antagonistic relationship that frequently exists between player and coach (or sales manager and sales person)? In this episode of The Advanced Selling

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27:27

#368: Mailbag Monday: Stories We Tell Ourselves

The Advanced Selling Podcast ·

2016/03/14

Are you eager to find more ways to offer the next product to your client? Do you have a generation gap in your company? Do you have customers who take your relationship for granted? In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale magnify Mailbag Monday by three. You will hear strategies to get out of a “product mentality” mindset. You will learn how to break down stereotypes about generations before and after you. You will learn to examine the movie you’re playing in your head

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19:57

#367: Increasing Prospect Conversations

The Advanced Selling Podcast ·

2016/03/10

Are you looking for ways to increase the number of prospects you talk to? Are you struggling with gatekeepers who prevent you from reaching the right person? In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale field a question from Blake to help him rethink an approach to getting in front of more prospects. Do you feel like the front desk person’s job is to fend you off? Does it frustrate you to know your product or service is better than a competitor and you can’t get more

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23:36

#366: Getting Ahead in Sales

The Advanced Selling Podcast ·

2016/03/07

Looking for ways to get ahead of your sales competition? In today’s Mailbag Monday edition, veteran sales trainers Bill Caskey and Bryan Neale respond to David’s question with advice about tactical things you can do to improve your effectiveness as a sales person. How do you plan and prepare for your day, your week, your quarter? Do you dig in head-first or do you methodically map out your time? In this episode of The Advanced Selling Podcast, Bill and Bryan give you techniques you can use to

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25:19

#365: Blind as a Bat

The Advanced Selling Podcast ·

2016/03/03

Do you struggle with creating a plan and sticking to it? How do you balance hyper-competitive DNA with the inner game principles? In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale try to stump each other with “blind” questions (no pun intended on Bill’s eye!). They pose a question to the other person with no prep or filter, and you won’t believe the techniques they come up with when put on the spot. In this episode of The Advanced Selling Podcast, Bryan gives you specific,

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21:24

#364: Mental Myths in the Sales Process

The Advanced Selling Podcast ·

2016/02/29

There’s only truly one thing you can control in the sales process— yourself. In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale dive into a question from Rocky about how to show up and be helpful in the sales process. Do you regularly check in with yourself to think about your inner game? Do you truly have pure intent when talking with clients and prospects? What myths do you have in your mind that aren’t actually real at all? In this episode of The Advanced

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21:08

#363: Margin: Secrets of the Pros

The Advanced Selling Podcast ·

2016/02/25

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

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19:24

#362: Sales Assets— More Than Just Numbers

The Advanced Selling Podcast ·

2016/02/22

Are you utilizing all of your assets in your sales process? In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale explore a question from Chelsea about how to use your talents to strengthen your impact when opening doors in sales. Do you have characteristics of your personality that you ignore when working your sales process? Do you utilize your personal interests, skills and things you love to do to help you connect with others? In this episode of The Advanced

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23:09

#361: “I Don’t Have Time for That!"

The Advanced Selling Podcast ·

2016/02/18

Do you struggle knowing what to prioritize first on your to-do list? In this episode, veteran sales trainers Bill Caskey and Bryan Neale help you focus on working big to small on your list of priorities. Do you find yourself saying “I don’t have time to do that”? Can you (and the rest of your team) state your overall company sales philosophy? In today’s episode of the Advanced Selling Podcast, Bill and Bryan share specific things you should be doing to help focus your efforts on the things

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21:04

#360: Broker in the Sales Process

The Advanced Selling Podcast ·

2016/02/15

When you hear “Broker,” do you think “Middle Man” or “Middle Woman?” In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale dive into two questions from Craig in Chicago. Do you diminish an interaction because someone is “just the broker?” If you ARE the broker, do you know how to communicate to your prospect that the sales process is better with you in it than it is without you? In this episode of The Advanced Selling Podcast, Bill and Bryan give you tactical

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34:15

#359: Religion and Sales Success - Rabbi Daniel Lapin

The Advanced Selling Podcast ·

2016/02/11

Religion and Sales— not heard together very often, right? Veteran sales trainers Bill Caskey and Bryan Neale bring in the expert on the topic today when they talk with Rabbi Daniel Lapin, known world-wide as “America’s Rabbi.” The author of “Thou Shall Prosper” digs into challenges people have around the acceptance or demonization of making money. Were you raised to believe money is a good thing or a bad thing? How does this impact your mindset in your sales role now? In this episode of The

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19:19

#358: Don’t be a Sales Know-It-All

The Advanced Selling Podcast ·

2016/02/08

Are you a Learner or a Knower? In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale field a question from Jordan in Alabama. With all the talk about being an “Expert” on our show, Jordan wants to know how to demonstrate your expertise without sounding like a know-it-all. Do you know how to communicate what you know without sounding like you’re running through your resume? Do you want to know how to ask questions AND be an expert at the same time? In this episode

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21:59

#357: Sales Training for Non-Sales People

The Advanced Selling Podcast ·

2016/02/04

Welcome to Mailbag Monday… Thursday edition. Todays’s question is too good to wait until Monday. It’s a big one: Was anyone really, truly born to be a salesperson? Veteran sales trainers Bill Caskey and Bryan Neale explore how to implement ASP training with the non-sales people on your team. How do you and your team define “sales? Do you think it’s a dirty word and shy away from using it? In this episode of The Advanced Selling Podcast, Bill and Bryan work through how to reframe the

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24:33

#356: How To Be Your Own Marketing Department

The Advanced Selling Podcast ·

2016/02/01

Does your marketing department actually help you generate leads? Veteran sales trainers Bill Caskey and Bryan Neale take on the challenge of lead generation… whether you have a full marketing department or none at all. What do you do when you’re a high-level sales pro without a marketing department? Does your marketing department spend most of their time doing promos and not really generating any actual leads for you? In today’s episode of The Advanced Selling Podcast, Bill and Bryan

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27:53

#355: Inside the Training Room

The Advanced Selling Podcast ·

2016/01/28

Have you wondered what it would like to be a fly on the wall at The Advanced Selling Podcast? Veteran sales trainers Bill Caskey and Bryan Neale invite you in today as they blindly test each other on real sales strategy issues they’re working on with their clients. You’ll hear Bill’s philosophy on negotiating price at the end of the deal and their discussion about the pros and cons of discounting. Bryan explores the rare and valuable skills every salesperson should have. In this episode of The

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19:43

#354: Mailbag Monday - Competitive Selling Edition

The Advanced Selling Podcast ·

2016/01/25

It’s another Mailbag Monday edition of The Advanced Selling Podcast. Veteran sales trainers Bill Caskey and Bryan Neale take a question from Matt, the owner of an IT company in Fort Wayne, IN. Matt is looking for strategies to encourage customer loyalty and ways differentiate himself in the crowded technology marketplace. Do you have competitors nipping at your existing clients? Do you wake up in the middle of the night concerned about maintaining market share? In today’s episode of The Advanced

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24:21

#353: The Belief Continuum

The Advanced Selling Podcast ·

2016/01/21

Do you truly believe in the products you sell? Veteran sales trainers Bill Caskey and Bryan Neale give you the framework to know where you fall on the Belief Continuum. Do you feel you have a deep obligation to tell the world about your products? Or are you afraid to shout it from the rooftops because maybe your products aren’t sexy, interesting or exciting? In today’s episode of The Advanced Selling Podcast, Bill and Bryan walk you through the Belief Continuum and give you solutions to help you

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39:26

#352: Cardone Zone comes to The Advanced Selling...

The Advanced Selling Podcast ·

2016/01/18

How can we have people buy from us when they don’t even know we exist? Veteran sales trainers Bill Caskey and Bryan Neale go to the source today for the answer to that question (and many others). Grant Cardone, author of The 10X Zone, If You’re Not First, You’re Last and Sell or Be Sold, is the epitome of hustle and an expert salesman. Do you want to know Grant’s secrets for success? Are you curious why Grant believes salespeople are needed now more than ever? In today’s episode of The

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