The Advanced Selling Podcast

Send us Fan Mail How do I successfully move in to a sales career in midlife? On this episode of The Advanced Selling Podcast, Bill and Bryan get a mailbag question from a listener, Matt in Arkansas, who's been in the telecom business for a while, but now is transitioning to sales. The guys give him a handful of suggestions that as we thought about them, actually apply to virtually any of us who are in professional selling today. Not just to newbies. If you’re interested in bringing one or both of the guys in for a sales retreat or sales meeting, send us an email at listener@advancedsellingpodcast.com, and if you’re a new listener, we’d love to hear about you. Send us an email telling us how you found the podcast and what you’d like to hear as you go down the journey with us to sales excellence! ========================================= Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now! Also, be sure to get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours!  Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today! Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

Send us Fan Mail On this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the key elements of writing a winning proposal, including making your proposal sing. It seems that we spend so much time in the sales process but then when we get to the proposal stage, we just fire it into a template. There has to be a better way to do it. That's why, the guys decided to have Bethany Fagan from PandaDoc.com joins us on this episode. Bethany shares how to really make your proposal stand out from the crowd.  ========================================= Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now! Also, be sure to get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours!  Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today! Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

Send us Fan Mail On this episode of the Advanced Selling Podcast, Bill and Bryan give you the eight-plus questions that, depending upon the circumstance, you need in your question bank. These questions are generic in nature, but would apply to virtually any B2B sales meeting scenario. If you aren't using these, you are really missing out on finding the prospect's real pain. The guys also want to give a big shout out to our sponsors, PandaDoc.com/ASP and Outreach.io/ASP. Great sponsors they are, and we thank them for their support! If you're interested in bringing one or both of the guys in for a sales retreat or sales meeting, send us a email at listener@advancedsellingpodcast.com, and if you're a new listener, we'd love to hear about you. Send us an email telling us how you found the podcast and what you'd like to hear as you go down the journey with us to sales excellence! ========================================= Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now! Also, be sure to get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours!  Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today! Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

Send us Fan Mail Is discipline really necessary in professional selling today? On this episode of the Advanced Selling Podcast, Bill and Bryan bring some alternative ideas about discipline and the art of accountability. The question they have is: is discipline really the problem? Or is there something deeper? They guys discuss the deeper motivations inside all of us and how we might look at discipline in a different way. They gives some ways to help us muster the courage to do what needs to be done every day. If you're interested in bringing one or both of the guys in for a sales retreat or sales meeting, send us a email at listener@advancedsellingpodcast.com, and if you're a new listener, we'd love to hear about you. Send us an email telling us how you found the podcast and what you'd like to hear as you go down the journey with us to sales excellence! ========================================= Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now! Also, be sure to get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours!  Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today! Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

Send us Fan Mail On this week's episode of The Advanced Selling Podcast, Bill and Bryan address two pressing problems that sales organizations face. The first is how to scale the business and the second is whether the old elements of persuasion still work. The guys go through some detail on each of these topics. One of the books mentioned is a book called Scale by Frank Bria. If you're interested in bringing one or both of the guys in for a sales retreat or sales meeting, send us a email at listener@advancedsellingpodcast.com, and if you're a new listener, we'd love to hear about you. Send us an email telling us how you found the podcast and what you'd like to hear as you go down the journey with us to sales excellence! ========================================= Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now! Also, be sure to get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours!  Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today! Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

Send us Fan Mail On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a listener question from the mailbag from someone who wanted to know whether they should outsource their lead generation. The guys talk about the three different types of lead generation, sales person directed, internally focused, or outside agency directed. They also give some insight on how to look at these three areas of focus, depending upon where you are in your business. ========================================= Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now! Also, be sure to get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours!  Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today! Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

Send us Fan Mail Bill and Bryan talk about a topic today that is a lot less about sales and a lot more about emotional well being. They discuss emotional addictions and how they may enter into the sales process and the thinking process behind how we achieve. Bill mentions Gabor Maté, who is a Hungarian author, who's written a lot about addictions in the chemical field, but also has expanded to look at it from an entrepreneur and business standpoint. You can find out more about him at gabormate.com. If you're interested in bringing one or both of the guys in for a sales retreat or sales meeting, send us a email at listener@advancedsellingpodcast.com, and if you're a new listener, we'd love to hear about you. Send us an email telling us how you found the podcast and what you'd like to hear as you go down the journey with us to sales excellence! ========================================= Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now! Also, be sure to get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours!  Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today! Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

Send us Fan Mail Like fingernails screeching against a chalkboard, these words create tremendous pain in the heart of a salesperson. On this week's episode of The Advanced Selling Podcast, Bill and Bryan discuss the ways this insidious culmination happens and give you some ideas on what you can do to avoid it. If you would like the guys to come see you at a retreat, sales meeting, or product launch, send an email to listener@advancesellingpodcast.com to get the ball rolling! ========================================= Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now! Also, be sure to download a free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours!  Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today! Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

Send us Fan Mail Bill and Bryan on the road going to a sales meeting with one of their clients, which made them think of a good episode topic, "how should I prepare for a sales meeting?"  The guys discuss the proper framework for a sales meeting, a presentation, or a speech at an event. This episode was recorded live on site in Durham, NC at an ASP listener sales conference, so they decided to give you a behind the scenes look at how they plan out an event like this. If you're interested in having Bill or Bryan or both come to your upcoming sales meeting, send us an email. In the title line, put "Come see us" to listener@advancedsellingpodcast.com. ========================================= Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today! Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

Send us Fan Mail In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss a questions they received from a psychologist in Brazil. Dr. G is struggling to get prospects in the door because he believes therapy is taboo in their culture.  They guys give Dr. G some ways of thinking about this problem differently and some ways he could flip his message and turn this opportunity in to a good thing.  If you're interested in having Bill or Bryan or both come to your upcoming sales meeting, send us an email. In the title line, put "Come see us" to listener@advancedsellingpodcast.com. ========================================= Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today! Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================