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
Mar 19, 2012 • 14min
Killing Yourself With Your Message?
Send us Fan Mail You probably couldn't help but think of Roberta Flack (Killing Me Softly With...) but that's not what this podcast is about. Bill and Bryan address the recurring problem of 'inadequate message' when you are communicating your ideas to prospects. Their intent in this cast is to help you expand your thinking about what you do-so [...] If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Mar 12, 2012 • 19min
Marshall Goldsmith Takes on Sales People
Send us Fan Mail Our guest this week on the Advanced Selling Podcast is Marshall Goldsmith who cut his 'expert teeth' in the Management and Leadership areas of business. But recently, he published a book called What Got You Here Won't Get You There. Bill had a chance to ask him some questions about what it takes to be [...] If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Mar 5, 2012 • 19min
What Listeners Want To Know About Prospecting
Send us Fan Mail We have watched the threads on the LinkedIn Advanced Selling Podcast group uptick toward an interest in prospecting and lead generation for sales people. Consequently, this podcast gives you some ideas on prospecting and attitudes around that. Bryan Neale is gone this week but we have two listeners who call in for some thoughts on [...] If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Feb 27, 2012 • 15min
How To Talk To Prospects Even When They Say “No”
Send us Fan Mail Bill and Bryan address an email question they received from a listener who is being asked by his manager to keep contacting people even though they said, "No" the first time. What do you do? Which brings up an even bigger question: How to follow up with people without being a pest? Bill and Bryan [...] If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Feb 20, 2012 • 14min
The High Personal Cost of ‘Assuming’ a Sale
Send us Fan Mail As you look at your opportunities, it's our guess that over one half of them have problems. No, not problems with the prospects themselves. But problems with the process you've taken them through. In this episode, Bryan and Bill break down one of the most frequent problems we see when we coach sales people: the [...] If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Feb 13, 2012 • 14min
You’re Working Too Hard
Send us Fan Mail Sales people work too hard. They do so in the name of 'aggressiveness'. We're all proud of our TYPE A behavior. But, wait a minute...why do we insist on working too hard when there is a huge potential right in front of us and we fail to see it? In this podcast episode, Bill and [...] If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Feb 6, 2012 • 15min
What is an Optimum Sales Process?
Send us Fan Mail A podcast listener asked us to take her through the best sales process-the one we suggest you use. There are tons of sales processes and methods in the world but, we like to keep things simple so we give you what we recommend to our clients. Much of what you hear here can be found [...] If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Jan 30, 2012 • 14min
How To Expand Your Value
Send us Fan Mail Often, we get so myopic in our view of our customer relationships, we totally miss added value we can bring to that relationship. Bryan talks about a sales deal where his client took a different approach-and created a long term partner. PLUS, that client avoided the 'commodity element' of most traditional customers where they put [...] If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Jan 23, 2012 • 16min
How To Talk ‘Money’ In The Sales Process
Send us Fan Mail In this episode, Bill and Bryan address the ever-emotional topic of money. Many facets to money like: Cost of problem Money in customer budget Money they're willing to spend to change Your belief in your own value They have addressed this recently in the area of "positioning." How you are positioned will determine the fees [...] If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Jan 16, 2012 • 13min
The Secret of Networking and Tradeshow Success
Send us Fan Mail In this episode, Bill and Brian discussed the secrets of tradeshow selling since this is the trade show season coming up But whether you participate in tradeshows or not this episode will help you become a better networker. The same skills apply. ******* Also mentioned in this podcast: Email It! A Seller's Guide To Emails [...] If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
