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
Aug 19, 2024 • 22min
The Journey from Stuck to Thriving
Discover the journey from feeling stuck to thriving in your personal and professional life. The hosts share strategies for breaking free from complacency and recognizing signs of growth. They dive into the importance of seeking insights from successful peers and the transformational mindset shifts needed for pursuing new opportunities. Explore practical advice for navigating career transitions and overcoming fears, while also reflecting on health choices as a crucial aspect of overall wellness.
Aug 12, 2024 • 13min
The Price is Right - Overcoming Resistance
Price resistance is a hot topic in sales, especially with rising inflation and tighter budgets. The hosts break down how to identify when price objections reveal deeper issues of perceived value. They stress reframing discussions from mere price to the broader economics at play. Collaboration and transparency are key in these negotiations, as is understanding buyer motivations. Practical tips help sales professionals navigate the delicate balance of pricing strategies and effective communication to overcome resistance.
29 snips
Aug 7, 2024 • 39min
Cold Calling Sucks: An Eye-Opening Convo with 30 Minutes to President's Club
Armand Farrokh and Nick Cegelski, co-hosts of the popular sales podcast, delve into their insights from their book on cold calling. They debunk myths surrounding the practice, revealing surprising statistics on voicemails and objections. The duo emphasizes the importance of action over perfection in cold calling and shares practical strategies to build confidence. With personal anecdotes and data-driven approaches, they highlight how to effectively connect with prospects through warm calls and the power of shared experiences.
Aug 5, 2024 • 19min
Sales Lessons From Prince and Peyton Manning
In this engaging conversation, musical legend Prince and NFL superstar Peyton Manning serve as unexpected role models for sales excellence. The hosts draw fascinating parallels between their dedication to mastery and the sales profession. They emphasize the importance of relentless practice, humility, and the ability to connect with customers. Listeners are encouraged to embrace personal development and passion to achieve long-term success, making this a compelling exploration of how to elevate one’s game in business.
Jul 29, 2024 • 18min
Breaking Free From Business Blinders
Bill and Bryan tackle the concept of blind spots in business, urging owners to break free from entrenched thinking. They highlight how stress impacts decision-making, offering techniques to identify personal stress indicators. The duo encourages challenging assumptions and enhances self-awareness. Practical advice for salespeople focuses on overcoming fixed mindsets and remaining open to new perspectives. The conversation blends humor with serious insights, making it both engaging and informative for business leaders.
Jul 22, 2024 • 18min
Why Sales Training Doesn't Work
In the podcast, Bill and Bryan challenge traditional sales training methods, highlighting its limitations in today's business world. They discuss the flaws of focusing solely on 'getting to yes' and emphasize the need for a more holistic and authentic approach to sales. The hosts explain why sales training often fails to deliver results, the changing landscape of sales with younger generations, and the importance of running your sales territory 'like a business'. They suggest a paradigm shift in how sales development and training are approached.
Jul 17, 2024 • 32min
Live from Indianapolis
John Geter, Regional Sales Manager at Partners Personnel, joins Bryan in Indianapolis to discuss shifting to a 6-month business strategy for the rest of '24. They explore sales leadership challenges, personalized engagement strategies, and the impact of technological advancements on sales.
Jul 15, 2024 • 21min
The Choices That Shape Your Success
The podcast explores critical career dilemmas faced by sales professionals, such as staying in a comfortable job versus seeking new opportunities and breaking through income plateaus. They emphasize the impact of recognizing and making intentional choices in shaping one's success and offer advice on approaching these challenges. The hosts reflect on the mundane advice in local news broadcasts and discuss the importance of personal choice in achieving career growth.
Jul 2, 2024 • 18min
Live from Kansas City
Chad Waldo, a longtime listener, joins Bryan in Kansas City to share early career experiences in sales. They discuss the pressures of sales, the importance of patience, controllable behaviors, and the math of sales. The podcast reflects on transitioning into sales, dealing with challenges, and defining success, emphasizing the role of personal touch in sales interactions.
20 snips
Jun 24, 2024 • 19min
Diagnosing Your Way to More Deals
Sales diagnostics take center stage as the hosts liken it to vital lab work in healthcare. They emphasize the importance of intention, assertiveness, and detachment for effective selling. Personal anecdotes illustrate how self-awareness can inspire prospects to embrace change. Listeners gain insights into data-driven analysis to better understand client needs. The conversation uncovers the necessity of accurately diagnosing the root issues to drive successful outcomes, moving beyond traditional sales wisdom.
