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
Jan 15, 2009 • 12min
Handling Absurd Customer Demands
Send us Fan Mail Today’s question came from a listener through www.askbillandbryan.com, who wanted to know how to respond to customer demands that could not be met. That in turn got Bill and Bryan talking about the various demands that customers/prospects put on salespeople. You’ll learn how to handle these when they come up, and maybe even avoid them altogether. (11:10) If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
4 snips
Jan 8, 2009 • 15min
How To Get In The Prospecting Mode
Send us Fan Mail Now that we’re well underway in 2009, we thought it helpful to take more questions from our listening audience.Question #1: How to change your mindset to get into prospecting mode. New business development is critical this year. So Bill and Bryan talk about this. Also, if you had trouble downloading the “2009 Sales Competencies” e-book, then go to http://www.2009salescompetencies.com and you can download it there. (13:56) If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Dec 18, 2008 • 13min
2009 Sales Competencies
Send us Fan Mail So what do you need to be good at? I know that sounds like a crazy question but it might be relevant. In our sales training business, we believe this: If you’re struggling with ANY part of the sales process, then it’s probably a result of insufficient skill in that area. So, in this episode, Bill and Bryan talk about a few of the new competencies that the salesperson of the future needs to have. Then you can sign up for the rest of them online at www.2009salescompetencies.com. (12:36) If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Dec 11, 2008 • 15min
Why Salespeople Should Blog
Send us Fan Mail Sometimes we come across a person—a client in this case—who embodies our principles (and does what we say!!). In this case, the Direct Mail Diva (Stephanie Summers), sits down with us and tells us how she’s created a blog that is helping her sales efforts. She’s truly a sales 2.0 type—and you’ll learn from her. Also, you’ll get access to a PDF report on blogging—just for our listeners. Email us at listener@advancedsellingpodcast.com. Put BLOGGING in subject line.Check out Stephanie's blog at www.directmaildiva.blogspot.com.Duration: (13:56) If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Dec 4, 2008 • 16min
The Attributes of a Good Sales Manager
Send us Fan Mail Salespeople, what’s the number one attribute of the best manager you’ve had? Bryan recently conducted an informal poll, and the answers are surprisingly simple. In this episode Bill and Bryan discuss the attributes of a good sales manager and continue a previous discussion on motivation. (15:00) If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Nov 25, 2008 • 13min
Sounding Like Every Other Salesperson
Send us Fan Mail Ever wonder if you look like the same old salesperson the prospect sees everyday? I know we all can’t imagine that, but what if you really look do like that? That wouldn’t be so good, would it? Well, in this episode, Bill and Bryan answer a question from the www.askbillandbryan.com website. It comes from a listener who’s concerned that he might be sounding like everyone else. And that frustrates him. (12:31) If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Nov 13, 2008 • 16min
Handling Customer Demands in the Sales Process
Send us Fan Mail A valuable episode on a problem coming up more frequently these days—how to handle it when the prospect makes crazy demands in the sales process. One in particular is when they want you to come in and spend an inordinate amount of time doing unpaid consulting. Bryan and Bill take an actual coaching example to talk about how to handle this. (14:52) If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Nov 6, 2008 • 13min
Managing Expectations in the Sales Process
Send us Fan Mail Ever wonder if you raise expectations too high for your prospects? So that when you do business with them, there’s no way they can be satisfied? Well, you might do it unknowingly. And this is what Bryan and Bill discuss in this week’s episode. (12:27) If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Oct 30, 2008 • 19min
Networking: Key to Sales Success
Send us Fan Mail On this episode of The Advanced Selling Podcast: Networking—The 10-Letter, 4-Letter Word. Love it or hate it, it's CRITICAL to a salesperson's success. Networking "diva" Julie Bauke provides a fresh approach to an old topic. (18:16) Contact Julie Bauke at: www.congruitycareer.com If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Oct 23, 2008 • 14min
Presentation Tips
Send us Fan Mail Do your presentations leave people cold? How would you know? Salespeople need to be good at presentations. Period.And the rules are changing as well. You’ll need to stop selling and begin educating and connecting with people.Here, Bill Caskey and Bryan Neale talk about some tips to use when doing a presentation. They cover a few. Then you can email them at listener@advancedsellingpodcast.com to get the PDF of the rest. (13:10)Other blogs/podcasts mentioned in the podcast:www.sethgodin.comwww.ultimatesaleschick.comwww.salesleadershipofindianapolis.com If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
