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
28 snips
Aug 8, 2025 • 5min
The Trust Crisis: 4 Levers to Build Credibility
Explore the urgent trust crisis in sales, where skepticism reigns due to past dishonesty. Discover four key strategies to enhance your credibility: prioritize understanding over selling, walk away when the fit isn’t right, demonstrate value before pitching, and lead with solid proof instead of empty promises. Each interaction you have either strengthens or undermines trust. In a world rife with doubt, the quickest way to win is by proving your trustworthiness.
22 snips
Aug 4, 2025 • 20min
Building Your Platform of Authority
Discover the secret to building your platform of authority! Learn how sales professionals can use various mediums like podcasts and public speaking to share valuable insights. It's not about being the best, but standing out by offering unique observations. The hosts discuss actionable strategies to enhance your influence and encourage taking concrete steps to document insights. Plus, they humorously reflect on their podcasting journey and dive into contemporary issues like pet strollers. Tune in for motivation and practical tips!
9 snips
Jul 30, 2025 • 11min
Build Your Virtual Bench
Discover the strategy of maintaining a 'virtual bench' of top sales talent to avoid the scramble of hiring when a team member leaves. Learn how proactive relationship-building can give you a competitive edge. Bryan emphasizes the importance of keeping potential candidates warm with regular touchpoints. This approach ensures you’re always prepared for unexpected team changes, making sure you have the right people ready to step in at a moment's notice.
12 snips
Jul 28, 2025 • 21min
The Resistance Factor: Why Smart People Avoid Smart Changes
Bill and Bryan tackle the intriguing psychology behind resistance to change in sales. They discuss why some quickly adopt new strategies while others remain stagnant. The conversation reveals how the fear of acknowledging flaws in current methods can paralyze even the top performers. Insights like the '10-80-10 rule' shed light on differing approaches to learning. They also confront the challenge of selling transformation, examining how to embrace bold moves for growth in business.
37 snips
Jul 21, 2025 • 19min
Why Your Q4 Success Starts Now
The podcast emphasizes that summer activities can heavily influence your year-end success. It introduces strategies for shortening sales cycles and planning a robust business plan with three goal approaches. Discussions include the psychological aspects of goal setting and the importance of adapting to changing buyer behaviors. Humorous anecdotes from youth sports add a light-hearted dimension, while the hosts motivate listeners to break free from a summer slowdown mindset and strive for growth.
14 snips
Jul 16, 2025 • 8min
Are You Inspecting the Right Activity Metrics?
Discover the hidden power of calendar inspection for sales success. Regularly reviewing your team's calendars can catch pipeline gaps before they escalate. Learn why a structured sales playbook with numeric goals is crucial for consistent performance. This approach not only helps leaders but also keeps sales reps proactive and prepared. If you've ever felt uncertain about future sales, this discussion is a must-listen!
12 snips
Jul 14, 2025 • 23min
What If Everything You Know About Sales Growth is Wrong?
Discover fresh perspectives on sales growth that challenge traditional thinking. The hosts delve into powerful quotes from visionaries like Buckminster Fuller and Elon Musk. They share personal stories, including a cautionary tale about the dangers of comfort zones. Learn about innovative strategies that replace outdated practices, like cold calling, with creative approaches. Embrace the discomfort of personal transformation to achieve ambitious business goals. It's time to break free and rethink everything you know about scaling your success!
21 snips
Jul 8, 2025 • 19min
Mid-Year Check-Up: How to Finish 2025 Strong
This session emphasizes the importance of conducting a mid-year evaluation for sales success. Practical strategies like the 'start, stop, continue' exercise are introduced to help refine plans. The conversation also centers on building a personal brand authentically, highlighting the need for individuality in an AI-driven world. Additionally, the hosts explore the 'Came From' exercise to better understand successful client relationships. Perfect for those looking to finish the year strong!
13 snips
Jul 2, 2025 • 13min
Let Structure Set You Free
Discover the surprising truth that more structure in sales teams leads to greater freedom. Dive into the importance of well-crafted sales playbooks that streamline processes and empower sales reps to focus on what matters. Explore how discipline fosters efficiency and learn strategies to counteract buyer inertia. Get insights on using AI to kickstart companies that lack a playbook. Plus, hear an intriguing analogy between spelling bees and sales playbooks that illustrates how structure can enhance creativity.
17 snips
Jun 30, 2025 • 22min
Stop Judging Prospects Before You Meet Them
The hosts dive into the dangers of making snap judgments about prospects, which can cost you valuable deals. They share anecdotes of misjudged executives and outdated research that led to missed opportunities. Emphasizing genuine curiosity, they advocate for open-mindedness and understanding your clients’ true needs. The discussion challenges the belief that personal relationships alone drive sales, highlighting the importance of authentic communication instead. Overall, it’s about connecting beyond first impressions to unlock potential.
