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
22 snips
Jun 23, 2025 • 23min
How to Talk Financial Impact with Kevin Koharki
In this engaging discussion, Kevin Koharki, an accounting professor at Purdue University, dives into the crucial intersection of sales and finance. With a background in investment banking, he clarifies essential concepts like gross margin versus operating margin. Kevin stresses that discussing only payback periods is inadequate; sales professionals should focus on the total cost of ownership. He shares strategies for effectively communicating financial value to CEOs and CFOs, equipping listeners to elevate their sales conversations and position themselves as trusted partners.
16 snips
Jun 18, 2025 • 12min
Why Your Sales Team Needs a Real Playbook
Discover the secrets of a successful sales playbook, from foundational philosophies to accountability mechanisms that can elevate your team's performance. Explore the Blind Zebra Sales Operating System, a robust framework designed to deliver clarity and consistency. Learn about upcoming certification classes and a special event for sales leaders, focusing on mastering these strategies just in time for Q4. Don’t let the end of the year catch you off guard; get your sales playbook ready!
25 snips
Jun 16, 2025 • 21min
Turning Your Insecurities into Competitive Advantages
Bill and Bryan tackle the all-too-common experience of self-doubt in sales and business. They challenge the notion of 'fake it till you make it,' revealing how insecurities often creep in during key moments. Instead of suppressing these feelings, they encourage embracing them as potential strengths. Through personal stories, the hosts illustrate how acknowledging weaknesses can lead to innovative solutions and greater confidence. They also discuss imposter syndrome, reminding listeners that even the successful grapple with self-doubt.
21 snips
Jun 9, 2025 • 19min
What You Know Matters More Than What You Sell
Discover the hidden goldmine of your own expertise and how it shapes client relationships. The hosts discuss "familiarity blindness" and the importance of recognizing what you know that others might not. Learn to document your unique insights in a 'stuff I know' notes page. Explore how personal stories can strengthen business connections, and get inspired by a listener's success after sharing their skills through video. Plus, find out about community and coaching opportunities that can elevate your professional journey.
15 snips
Jun 5, 2025 • 7min
Bold Move #1: Create a Sales Process That Benefits Your Prospects
Dive into a fresh approach to sales that prioritizes the prospect's needs over traditional tactics. The host challenges the conventional ‘push’ method, advocating for a process built on mutual understanding. Discover how redefining discovery can double your closing rates, with real client success stories. Pre-call assessments are highlighted as key tools for fostering genuine connections. Ready to make a bold move in your sales strategy?
11 snips
Jun 4, 2025 • 16min
Become a Student of Your Calendar
Discover how to master the chaos of your schedule by becoming a diligent student of your calendar. Explore proactive management techniques that can transform your productivity and sales pipeline. Learn to identify what’s missing from your calendar and turn those gaps into actionable steps. With humor and practical advice, find out how to prune time-wasting meetings and prioritize key activities that drive sales success. Unlock the secrets to becoming a more effective salesperson through intentional planning and time management.
14 snips
Jun 2, 2025 • 20min
Essential Life & Career Advice for Graduates (That Every Professional Should Remember)
Graduation season brings essential advice for both new graduates and seasoned professionals. Discover how to navigate the ups and downs of life and sales like an accordion. Learn the importance of building a strong professional network early on and avoiding toxic workplaces. Find out how to secure multiple mentors to accelerate your growth. The discussion also emphasizes resilience, effective communication, and thoughtful career choices, providing practical wisdom that everyone can benefit from.
6 snips
May 27, 2025 • 19min
The Death of the Decision Maker: How Buyer Behavior is Reshaping Sales
The podcast dives into the myth of the traditional decision maker. It highlights the shift to committee-based buying and emphasizes the need for adaptive sales strategies. The importance of emotional connections and elevating the buyer experience is discussed. Price objections are becoming less significant, with a focus now on value and transformation. Generational influences on purchasing behavior are also explored. The hosts offer strategies for navigating complex buyer dynamics and enhancing communication for successful sales.
10 snips
May 21, 2025 • 12min
The Science of Sales Coaching
Discover a bold new approach to sales coaching that prioritizes the science of selling over subjective methods. With an emphasis on measurable results, the discussion reveals why accountability is key for salespeople. Role-playing may not always translate to real-world success, especially in remote setups. The host challenges traditional practices, advocating for data-driven strategies that truly move the needle in performance. If you're ready to reinvent how you coach, tune in for transformative insights!
27 snips
May 19, 2025 • 21min
Why Buyers Don't Trust You (And What To Do About It)
The hosts discuss the shift in buyer behavior and the growing trust gap between buyers and sellers. Traditional sales tactics are becoming outdated as buyers are now more informed and self-directed. Transparency during the sales process is highlighted as key to building trust. They provide practical strategies for adapting to modern purchasing behaviors, emphasizing the importance of education and authenticity. By studying buyers rather than just honing sales skills, sales professionals can significantly improve their closing rates.
