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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

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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21:54

The 'Just Get Started' Guide to AI in Sales

The Advanced Selling Podcast ·

2025/01/20

In this episode, Bill and Bryan cut through the AI hype to deliver actionable advice for sales professionals just beginning their AI journey. The guys share real-world applications including prospect list generation, content creation, and sales call preparation. Whether you're AI-curious or AI-anxious, this episode provides the concrete steps and use cases you need to start leveraging AI in your sales process today. You'll discover insights about treating AI like a knowledgeable friend rather than a

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06:02

Three Sales Fallacies That Are Limiting Your Success

The Advanced Selling Podcast ·

2025/01/16

In this insightful solo episode, Bill challenges common sales beliefs by exposing three destructive fallacies: The Activity Fallacy (believing more activity automatically equals better results), The Pressure Fallacy (assuming increased pressure leads to improved performance) The Control Fallacy (trying to micromanage prospect behavior). Caskey explains why these mindsets can actually hinder sales success and encourages sales professionals and leaders to examine their own potentially limiting

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11:18

Mastering Trade Show Selling

The Advanced Selling Podcast ·

2025/01/15

In this episode of the Advanced Selling Podcast: 2 Minute Drill, Bryan shares a practical framework for maximizing your ROI at trade shows. Too often, salespeople approach these high-cost opportunities without a clear plan. Bryan breaks down his proven framework into three key phases: pre-show, at-show, and post-show. Discover how to: ✅ Set measurable goals and engage on social media before the event. ✅ Build meaningful connections by interacting with speakers and influencers during the show. ✅

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15:36

Getting Back in the Sales Game for 2025

The Advanced Selling Podcast ·

2025/01/06

In their first episode of 2025, Bill and Bryan discuss strategies for sales professionals returning to work after the holiday break. The guys share four powerful techniques to jumpstart the new year: reconnecting with your fundamental purpose, actively engaging with your market through in-person meetings, developing a compelling personal brand in the digital space, and strengthening your network through strategic introductions. They also emphasize the importance of getting physically out of the

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21:20

Year-End Reflection: Looking Back to Move Forward

The Advanced Selling Podcast ·

2024/12/23

In this final episode of the year, Bill and Bryan share their approaches to year-end reflection. The guys discuss practical strategies including the "what worked/what didn't" analysis and Dan Sullivan's concept of "measuring backward" to appreciate your progress. Between nostalgic stories of family road trips and humorous takes on modern dishwasher dilemmas, Bill and Bryan offer actionable advice for sales professionals to evaluate their 2024 strategies and set themselves up for success. Whether

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06:11

Creating a Truly Customer-Centric Sales Process

The Advanced Selling Podcast ·

2024/12/19

In this solo episode, Bill challenges sales professionals to honestly evaluate whether their sales process genuinely benefits prospects. Drawing from his book "12 Bold Moves," he explains how to transform your approach by offering valuable assessments and personalized recommendation documents to prospects—whether they buy or not. Caskey illustrates how this approach, enhanced by AI tools, can help eliminate "commission breath" and potentially double closing rates by prioritizing genuine value

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21:59

Sales Predictions 2025: AI, Authenticity, and the End...

The Advanced Selling Podcast ·

2024/12/16

In this episode, Bill and Bryan share their predictions for the sales industry in 2025, including the accelerating impact of AI on sales roles, the death of "sticky" cold outreach tactics, the decline of legacy media, a potential resurgence of in-person sales meetings, the growing importance of personal branding, and a predicted exodus of Baby Boomer sales professionals. The guys also discuss some amusing trends they are seeing during holiday travel, and share thoughts on AI tools for Christmas

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05:54

Making Sales Skills Obsolete: The Power of Digital...

The Advanced Selling Podcast ·

2024/12/12

In this solo episode, Bill challenges traditional sales training wisdom by proposing a revolutionary approach: using digital assets to transform the buyer-seller relationship. Through a personal case study, he demonstrates how pre-recorded video content can ease the burden on salespeople to always be "on," while simultaneously building trust with prospects before the first call. Caskey argues that this approach not only aligns with changing buyer behaviors but also helps scale business results more

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21:43

What Ultra High Achievers Say (Part 3 of 3)

The Advanced Selling Podcast ·

2024/12/09

In the final installment of their Ultra High Achievers series, Bill and Bryan explore how top performers communicate. The guys break down the distinct language patterns that set ultra-successful salespeople apart. Learn how elite performers use contextual awareness, empathetic language, strategic disagreement, and financial fluency to achieve extraordinary results. Don't miss these crucial insights on mastering the vocabulary of success. ================================= Is it time to make a BOLD

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05:21

The Customer Journey Mismatch: A Cautionary Tale

The Advanced Selling Podcast ·

2024/12/05

In this solo series episode, Bill Caskey shares a revealing story about witnessing poor customer service at a store he visited recently, where a salesperson failed to meet a customer at their knowledge level when discussing smartwatch options. He uses this experience to illustrate a crucial sales lesson: the importance of understanding where customers are in their journey before attempting to sell. Caskey emphasizes that improving close rates requires asking the right questions and meeting prospects

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24:23

Go Fish in a Puddle with Chelsea Madden

The Advanced Selling Podcast ·

2024/12/04

In this solo episode, Bryan and special guest Chelsea Madden dive into the power of intent data and how sales teams can leverage it to craft smarter, more effective strategies. They discuss why intent data is a game-changer for identifying when prospects are actively researching solutions—but with a caveat: it’s not a shortcut to the sale. Learn how to use intent data authentically, avoid the “big brother” vibe, and adopt a consultative approach that resonates with prospects. If you want to deepen

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19:42

What Ultra-High Achievers Actually Do (Part 2 of 3)

The Advanced Selling Podcast ·

2024/12/02

In this second installment of their ultra-high achiever series, Bill and Bryan dive into the concrete actions that set exceptional performers apart from their peers. The guys explore why some people know what to do but don't take action, the power of rapid execution, and why ultra-high achievers plan in years while others plan in days. They also challenge conventional wisdom about working from home and share insights about investing in accelerated learning. Plus, they discuss an intriguing tangent

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22:39

Smarter Sales Rewards with Chris Dornfeld

The Advanced Selling Podcast ·

2024/11/27

In this solo episode, Bryan and special guest Chris Dornfeld dive into the science of effective sales compensation and incentive programs. They explore why most incentive budgets fail to deliver the intended results and how a behavior-focused, data-driven approach can change that. Chris shares insights from his company, Whistle, which uses behavioral science to optimize incentive programs, showing that immediate, personalized rewards tied to specific sales activities are far more effective than

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22:23

Inside the Mind of Ultra-High Achievers (Part 1 of 3)

The Advanced Selling Podcast ·

2024/11/25

In this first episode of a three-part series, sales experts Bill and Bryan explore how ultra-high achievers think differently than even regular top performers. The guys break down the unique mental patterns that set exceptional performers apart, including their exponential thinking, extreme objectivity, total ownership mindset, and purpose-driven approach. They also reveal why these rare individuals operate on an entirely different level - and why comparing to averages never crosses their minds

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13:40

Success Loves Discipline

The Advanced Selling Podcast ·

2024/11/20

In this solo episode, Bryan takes a thoughtful look back at his biggest takeaways from 2024. He explores the idea that sales is 90% process and 10% magic—and why most sales training only focuses on the magic. To drive exponential results, Bryan argues, great training must be paired with a powerful sales operating system. He also dives into the principle that success loves discipline. But discipline doesn’t mean rigid routines—it’s about consistently executing simple, effective processes. Bryan

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16:40

Goal Setting Mastery (Part 3 - Building "The How"...

The Advanced Selling Podcast ·

2024/11/18

Bill and Bryan conclude their powerful three-part series by focusing on execution and implementation. After examining current reality and creating vivid future goals in the previous episodes, they dive into practical strategies for bridging the gap between where you are and where you want to be. Learn valuable frameworks including the Start-Stop-Continue analysis, how to leverage AI tools for planning, and discover the power of Dan Sullivan's entrepreneurial time management system with its focus,

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17:24

Goal Setting Mastery (Part 2 - Envisioning Your...

The Advanced Selling Podcast ·

2024/11/11

In part two of their three-part series on goal setting mastery, Bill and Bryan dive into the importance of creating a clear and vivid vision for your sales future. The guys discuss why many salespeople struggle with setting specific goals and share practical approaches to overcoming the fear of commitment in goal-setting. They emphasize the power of visualization, from detailed income targets to ideal calendar management, and explain why your professional aspirations should be personal and

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16:57

Goal Setting Mastery (Part 1 - Taking Stock)

The Advanced Selling Podcast ·

2024/11/04

In this first episode of a three-part series, Bill and Bryan explore the importance of honest self-assessment in sales performance. They discuss why facing your "brutal facts" - from income reality to process effectiveness - is crucial for growth. The guys share insights about evaluating lead sources, analyzing revenue distribution, and understanding your true strengths and weaknesses. Drawing from Tom Bilyeu's success story and Grant Cardone's marketing strategies, Bill and Bryan offer practical

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