The Advanced Selling Podcast: Sales Training | Leadership Coaching | B2b Sales Strategy | Prospecting Tips

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?   In today's episode of The Advanced Selling Podcast, Bill and Bryan give you questions to ask and things to consider to analyze if your own sales system is broken.  The good news— if it is, they also provide strategies to help you make it better.   ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsell

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 it and repeating it.   How does your process stack up?   In today's episode of The Advanced Selling Podcast, Bud shares the best practices from his second (and just released) book, Winning Complex Enterprise Sales.  If you’re looking to improve your success with the big whales, this episode is for you. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for

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 will help you look at your own process and messaging to determine if you’re communicating through your buyer’s eyes or your own, and how you can meaningfully influence those around you.  ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and

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 Selling Podcast, Bill and Bryan give you four actionable things you can start working on immediately to help you increase your leads. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcas

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 combat the issue of premium pricing, regardless of what you’re selling. You’ll learn how to teach your customer about the buying process and communicate the impact of your work without sounding “salesy.”     ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive liste

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 connections with what you’re selling through the story you tell. You’ll learn how to paint the picture of your service or product and help your prospect truly understand what you’re offering. We’d love to know which you think is easier and why— just post your thoughts in our LinkedIn Group or shoot us an email (listener@advancedsellingpodcast.com).     ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give u

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 evaluate your intent in the relationship and how you can see yourself as a guide in your prospect’s process.  One of our most commonly asked questions isn’t actually about the language at all— it’s about how you THINK about the questions.   ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.

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 position of getting your audience “pumped?” How do you portray genuine enthusiasm to your prospect or client?  ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advan

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 today.  Don’t miss their one piece of advice anyone in sales needs to hear.   ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =

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 to re-energize your sales game. If you’re new to sales and/or new to The Advanced Selling Podcast, this episode will be invaluable as you’re getting up to speed.  If you’re a loyal listener and have had Bill and Bryan riding along with you for years, you will love Brittney’s fresh approach to learning.  Everyone will find takeaways in this episode— old dogs can always learn new tricks, right?!    ===================================== Want more sales training like this? Visit www.advancedsellingpodcast.com for acces

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 from getting the best of them— a rant of this magnitude not frequently heard on the show. Passed over for a local news story about successful podcasters, Bill and Bryan put together some of their best content yet to help you identify leaks in your bucket and what you can do about it when you find them. You won’t want to miss this one.  =================================== Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ================

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 Advanced Selling Podcast, Bill and Bryan examine self awareness, authenticity and ego through the lens of one of Hollywood’s most famous stars.   Do you think Hugh Jackman is an ASP listener?  He might just be! Click here to watch Hugh Jackman on CBS Sunday Morning. ======================================== Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ======================================== Join the LinkedIn Group www.advancedsellingpo

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 away, even if someone else asked the question.  You’ll love Bryan’s “Love – Hate – Rock – Suck” framework. Bill weighs in on the good and bad of being a veteran in an industry.  Have your pen ready for this episode— wherever you are in the world as you listen, you’ll want to take notes.   ================================== Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ================================== Join the LinkedIn Group www

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 specific language tools and action items that will ensure you make the impact you’re looking for on your group of buyers.   ================================= Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ================================= Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.

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 and Bryan give you a checklist of best practices for managing stressful emergency meetings. Whether it’s good news because you’re in the final stage of winning a proposal, or it’s not-so-good news and there is an issue they’re calling about, you will be able to handle the conversation like a pro.   ================================= Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ================================= Join the LinkedIn

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 beat sheets and Bill’s 10 minute P.I. Strategy will help you up your game right away. (The P.I. Strategy is so good even Bryan is stealing it).  ====================================== Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusivelistener sales tools and resources. ====================================== Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.

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 strengthen your sales muscles— and the good news is you can start right away.    ============================================== Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ============================================== Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.  

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.  They give you a framework and six core muscles you can begin building right away.   Are you ready to hit the gym?   ========================================= Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ========================================= Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.  

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 ask the right questions to better understand your buying groups. Only then will you be able to know when to push forward or pull back, giving you the best chance to build a true relationship with your prospect.   ====================================== Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ====================================== Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;

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 poorly-timed data?   In this episode of The Advanced Selling Podcast, Bill and Bryan will teach you how to maintain your status as the ringleader. You’ll learn language to help everyone at the table know and communicate their role. Best of all, they will share best practices around using technicians in your sales call to your advantage. Don’t lose control of your meeting— this episode can help. ======================================== Want more sales training like this? Visit www.advancedsellingpodcast.com for access to ex