The Advanced Selling Podcast

Send us Fan Mail It’s a two-part question Mailbag Monday at The Advanced Selling Podcast.  In today's episode, veteran sales trainers Bill Caskey and Bryan Neale answer questions from Luke in Australia.   Are you looking for ways to help your prospect calls be more effective?   What if your prospect doesn’t talk or engage in your conversation?   Bill and Bryan will help you examine your messaging, context setting and your process. Are you bringing a “I hope they say yes in this meeting” energy to your conversations?   Learn how to focus on the right things and make your interactions more effective in this episode. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

Send us Fan Mail Would you like to know how to predict if your company can grow, and when? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale talk with bestselling author Aaron Ross about lessons from his books Predictable Revenue and From Impossible to Inevitable.  Do you know the key things that will most dramatically impact how your company grows? Do you understand sales specialization (hint: it means a new definition of prospecting for salespeople).   In this episode of The Advanced Selling Podcast, Aaron shares the best ways to retain top talent, how to divide the roles between lead responders and outside prospectors, and how to build the habits needed to be successful in predicting your sales success. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

Send us Fan Mail They make it look easy in the movies: Closing deals on the golf course. How does it work in real life? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale share their 5-step plan for conducting business while you entertain clients.   Are you taking prospects to sporting events, concerts, or a round of golf?   Are you wondering how to maximize those opportunities?   In this episode of The Advanced Selling Podcast, two non-golfers will give you their tips for managing expectations, knowing the appropriate etiquette and where/when to wine and dine your prospects in the sales process.   Don’t take Hollywood’s word for it— closing on the golf course isn’t as easy as it looks. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

Send us Fan Mail Are you on an island all alone? If you’re the lone salesperson or feel unsupported in your sales role, this episode is for you.   Veteran sales trainers Bill Caskey and Bryan Neale share tips and strategies you can use immediately to reduce the feeling that you’re all alone with nowhere to turn.   Are you a consumer of the knowledge around you?   Do you surround yourself with people who are like-minded?   In this episode of The Advanced Selling Podcast, Bill and Bryan will give you their checklist of things you can do to help feel like you’re a part of a community and fighting the sales battle with others around you. Be lonely no more. Listen in to find out how. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

Send us Fan Mail Are you intimidated by the idea of Search Engine Optimization (SEO)? Are you looking for ways to make SEO more of a key part of your sales process? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale talk with a longtime friend of the show, John Jantsch. John’s new book, SEO for Growth, is already helping make the principles of SEO accessible for everyone, not just the experts.  A re you struggling with lead generation?   Do you wish your marketing team was sending you higher quality leads?   In this episode of The Advanced Selling Podcast, John shares tips you can use to become your own content marketer and gives you his hit list of where to begin when you think about writing your own content. You may find a few things about SEO that surprise you in today's show too. It’s not as scary as you may think. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

Send us Fan Mail Picture it: You walk into a prospect’s office, exchange introductions and say, “So tell me about your business?” The prospect looks at you, sighs and begins to tell you the same biographical information they’ve shared with every other salesperson who has walked through their door. Has this happened to you?   In today's episode, veteran sales trainers Bill Caskey and Bryan Neale interview a digital marketing agency CEO to learn more about how to not turn off your prospects before you’ve even started the conversation. Michael Reynolds, CEO of SpinWeb, a digital agency based in Indianapolis, shares his tips to help you prove you’ve done your research in advance.   Are you assuming things about your prospect’s situation?   Do you know how to balance your questions with sincere comments that aren’t “tactics” or seen as “salesy?”   In this episode, Bill and Bryan engage Michael in an insightful conversation that will help you build a much warmer prospecting list.  Who wouldn’t mind a few less cold calls? ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

Get ready to tackle the challenges of cold calling! Veteran sales trainers share invaluable strategies for engaging prospects effectively. Learn how to shift your mindset and approach with good intent to ease potential resistance. The discussion emphasizes the importance of genuine communication and personal storytelling in sales. Plus, discover how skepticism can be a powerful tool in connecting with clients and making your pitch more persuasive. It's all about creating a service-oriented approach!

Send us Fan Mail Are you using email as a prospecting technique and struggling to get responses?   In this episode, veteran sales trainers Bill Caskey and Bryan Neale take on the topic so many salespeople were never taught: how to write words that compel your reader to take action.   How are you crafting emails to the C-Suite?   Are you going out on a limb to reach out to people you don’t know?   In today's episode of The Advanced Selling Podcast, Bill and Bryan give you techniques you can use to increase the effectiveness of your prospecting emails.  They also let you in on two secrets— the subconscious thing almost ALL salespeople do that gets in their way, and one of the most valuable skills of the sales pros of the future.  Do you want to know the secrets? Listen in today to find out. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

Send us Fan Mail It's that time of the year again! We are closing in on the final half of 2016 and it's this time that gets us thinking about next year and our goals. In this episode, veteran sales trainers Bill Caskey and Bryan Neale discuss elements of a good sales or project plan and how you should look at anything you do as a project. Are you tired of the old "SMART" Goal plan? Are you wondering where to begin with you project?  In today's episode of The Advanced Selling Podcast, Bill and Bryan give you eight tips on creating a winning plan for anything you do. Whether your goal is to expand your territory, increase your income or up your revenue, this one is for you.  ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

Send us Fan Mail Have you ever struggled to figure out the right attire for a new prospect meeting? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale take two listener questions for this Mailbag Monday.  Are you wondering how to get reacquainted with customers or prospects you haven’t talked to in a long time?   Are you looking for tips to know if you’re dressed appropriately for a sales call?   In this episode of The Advanced Selling Podcast, Bill and Bryan give you specific actions for both questions.  And don’t worry— they aren’t giving fashion advice.  Just good, solid things to think about before you walk out the door each day. ========================================= Want to have your sales question answered on The Advanced Selling Podcast? Email us at listener@advancedsellingpodcast.com or give us a call 317.575.0057 ext. 10. Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================