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 sales success. From mastering sales communication and handling RFPs to understanding buyer psychology and effective positioning, Bill and Bryan cover everything that actually works in modern B2B sales.
Episodes
Mentioned books
Mar 26, 2009 • 20min
Attitude of Leadership
Send us Fan Mail You are a leader—whether you’re in a position of leadership or not. In many companies, the leadership is not provided by the “one in charge” but by everyone else. So as a sales professional, you need to be in an “attitude of leadership.” Thus, we asked Kevin Eikenberry to be on this week. He wrote a book called “Remarkable Leadership,” which is a must read for anyone in business. Kevin gives us some tips on how best to have the attitude of leadership. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Mar 19, 2009 • 13min
So Your Prospect is Suddenly Price Sensitive
Send us Fan Mail On this week’s episode, Bill, Bryan and Brooke talk about the framework for an effective Personal Business Plan and how to handle prospect resistance on price. We deal with this issue because we’ve heard from listeners that their prospects are suddenly quite price sensitive. While that’s understandable, we want to make sure we’re asking the right questions. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Mar 12, 2009 • 16min
Catalytic Value
Send us Fan Mail Catalytic Value. Ever heard of it? Listen to this entry of ASP and you'll dramatically change the way you think about what you bring to your market. The ideas in this episode are for ELITE salespeople only. BUT WAIT-THERE'S MORE! You also get our inaugural "ASP Premium Content" offer. It's an idea that made one listener a lot of money. You'll have the chance to get the same advice. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Mar 5, 2009 • 15min
Handling Price Objections in the Sales Process
Send us Fan Mail Do price objections bother you? In this episode, Bill and Bryan talk at length about a popular formula for handling price objections. They debunk this formula and give you a new way to handle those pesky price objections from prospects. We realize that in this economy price becomes more of an issue and a resistance point, and we want to help you navigate through it. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Feb 26, 2009 • 17min
Mailbag - How To Sell In A Recession
Send us Fan Mail In today’s episode, Bill and Bryan answer some of your mail. One question is “How do I handle an office where everyone is snooping on me?” And the other is “How do I continue to sell during a recession?” That last one has been a huge issue for many salespeople. We’ll answer this one and also bring it up over and over this year. We also encourage you to go to http://www.2009salescompetencies.com and download the 12 competencies that every salesperson needs to have this year. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Feb 19, 2009 • 17min
2009 Sales Competencies - Part 2 of 2
Send us Fan Mail Well, this is part two of our series on 2009 sales competencies. We’ve had a lot of people request the e-book that we created. You can go to http://www.2009salescompetencies.comand pick up a copy. In this episode, Bill and Bryan address the second group of competencies which includes a) being a problem-finder; b) being a problem-solver; and c) being skilled at new business initiation. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Feb 12, 2009 • 14min
2009 Sales Competencies - Part 1 of 2
Send us Fan Mail This is part 1 of our 2-part series on sales competencies—what do you need to be good at to succeed in professional selling today? Bill Caskey and Bryan Neale address the background on these competencies and how you can make them your strong points. Good for B2B sales teams and salespeople. If you’re a sales manager, play this at your next sales meeting and create discussion on whether or not you believe in these. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Feb 5, 2009 • 16min
Detachment in the Sales Process
Send us Fan Mail There is a Caskey concept that keeps coming up and that is the application of Detachment in the sales process. Very few other sales strategies/systems deal with this because it’s a difficult notion to get your arms around. In this week’s episode, Bill Caskey and Bryan Neale address this issue head on. What does detachment mean? How can it be used to strengthen your results? And what you should stay away from. (15:08)Check out the competencies you'll need for2009. Download your free E-Book at www.2009SalesCompetencies.com If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Jan 29, 2009 • 12min
Selling in Today's Economic Climate
Send us Fan Mail In last week’s episode Bill and Bryan talked about how to communicate your value. But this week, they talk about that issue when it relates to the current economic climate. As sales strategies, your hosts deal with these questions in all of their current client work with sales forces around the world. The economy is on everyone’s mind—especially salespeople who call on prospects that are fearful. (11:42) If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Jan 22, 2009 • 14min
How to Communicate Value
Send us Fan Mail This is an extraordinarily difficult time to express your value to prospects. It seems like everyone is focused ONLY on money (“What does it cost?”). Yet there are ways to alleviate that. If you’re in professional sales today, you must know how to communicate what you do in a way people are compelled to hear more about. Bill and Bryan address tactics to use to sell your prospects more effectively. (13:12) If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
