The Advanced Selling Podcast

Send us Fan Mail Out of the box thinking continues this week with Bill and Bryan’s interview with Tom Heuer and Steve Coats, authors of "There is No Box." Sales managers and leaders should continue to listen to this session because is has to do with the very important topic of “comfort zones.” We all operate inside one and the authors give you some ideas on how to pull people out of them. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail If you’re like most people in sales management, you struggle with motivating and leading your team. In this episode, Bill and Bryan interview the authors of "There Is No Box," a book on leadership. Authors, Steve Coats and Tom Heuer, redefine what it means to be a sales leader. Sales professionals will learn from this approach as well, since they are the ones calling on customers trying to help them "get out of the box." This is a good episode to listen to in a group setting. Ask youself the question: are we doing these things? If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail One of the most stressful times for both salespeople and managers is the dreaded “manager ride-along.” It’s that time when the salesperson inflates their daily activity to prove to their manager that they really are working hard. And it’s the time the manager gets to be really smart (and critical). In this episode, Bill and Bryan address this event from both perspectives and give some hints on how to make this a more resourceful, helpful event. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail Airline pilots and sales pros have a lot in common. (Although people’s lives hang in the balance of the pilot—and maybe not the salesperson). In this episode, Bill and Bryan discuss the analogy in a way that you can learn from – that will help you know where you are with customers. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail Sometimes in the sales process you won’t have a chance to work your “exploration magic.”You know that part of the process when you explore what their problems are – so you can recommend the optimum solution.In this episode, Bill Caskey and Bryan Neale address the “one shot deal.” That’s when you have only one chance in front of the prospect to get to a decision. We don’t recommend you allow yourself to get to this point often, but when you do, take this episode with you. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Explore why some sales teams achieve extraordinary results while others falter. The discussion draws powerful parallels to the legendary 1992 US Olympic basketball team. Delve into the chronic challenges of lengthy sales cycles that drain resources and stifle growth. Learn about the importance of a problem-solving mindset and creative solutions. The hosts underscore the crucial link between a positive attitude and sales success, encouraging listeners to implement these insights for a winning team.

Send us Fan Mail If you’re a sales manager/leader, you should be constantly asking yourself, “How can I build a better team?” In this episode, Bill and Bryan help you with two big issues: how to continue to grow current clients; and how to keep from discounting to get business. This is part three of several podcasts for sales managers on how to assess your sales team’s competencies. If you’re a salesperson, no worries, this will be easy for you to take into your world. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail Do you or your people lose deals in the 11th hour of the sales process? Or do you have problems differentiating your value from your competition? Most sales teams do. And in this episode, Bill Caskey and Bryan Neale address this from a sales training standpoint. So, if you’re a sales manager or leader, and you are responsible for the professional growth of your team, listen up. You’ll hear exercises and wisdom from two guys who are in front of sales teams working on these issues every day of the year. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail If you’re a sales manager you’re going to love this epsiode because Bill and Bryan talk about how to train/coach your sales team on two very important topics. Even though most sales managers don’t invest tons of time in training (they probably should) there are many coaching moments that happen between manager and seller. They address the thinking behind some of these strategic changes. On the other hand, if you’re a sales person, you will still get plenty of content from this episode, because they address two issues that hold people back – whom you call on at your prospect company and how you think about prospecting. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail Can sales and marketing co-exist and work TOGETHER in a company? Many find angst and tension between these two functions. Our guests today shed light on how Yin and Yang, cats and dogs, and even sales and marketing people can work together...productively. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider