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
Jun 27, 2011 • 20min
What Every Salesperson Can Learn from John Wooden
Send us Fan Mail Our guest this week is Pat Williams, VP Orlando Magic. Pat shares with you some of the lessons he learned while writing his latest book called Coach Wooden: 7 Principles That Shaped His Life and Will Change Yours. Pat has written 70 books on leadership, sales, success and philosophy, and it’s our opinion that his [...] If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Jun 20, 2011 • 12min
Inside Sales Tips
Send us Fan Mail We got a question from our ever-present mail bag about inside sales and what techniques to use as you respond. It could be an inbound lead, a lead from a trade show, or maybe from your website. Regardless, there are right ways and wrong ways to follow up. In this episode, Bill and Bryan address [...] If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Jun 13, 2011 • 16min
Lessons Learned That Should Be Unlearned
Send us Fan Mail Think about your first years in sales - or in business. And think of how many lessons you learned over those first few years. Many of those lessons were intrinsic, meaning you didn't sit down with a teacher to learn them, Instead it was by "osmosis." You just picked them up from the culture you [...] If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Jun 6, 2011 • 12min
Build Context to Build Sales
Send us Fan Mail "Building Context" might be one of the least understood and underused concepts we teach in our sales training work with companies. If you want to create an atmosphere for the truth, then you MUST build context with your prospect. Bill and Bryan give you some examples of when we can all blow it-and what to [...] If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
May 31, 2011 • 16min
The Illusion of Relationships
Send us Fan Mail Sounds a bit deep doesn't it? Are most relationships really an illusion? Well, probably not. But in this episode, Bill and Bryan talk about customer relationships in a way that helps you identify if you have good ones or not. And they go thru a simple checklist of actions you can take to raise the [...] If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
May 23, 2011 • 13min
Mailbag – When Should I Discount?
Send us Fan Mail We wish there was one simple answer to the question "How do I know when to discount?" Our first instinct is to, of course, say "NEVER!" But the answer is fully dependent upon the context in which you're asking. And then, what if the customer says, "You won't get the business if you don't discount"? [...] If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
May 16, 2011 • 11min
They Asked What?
Send us Fan Mail This week's podcast is the Q&A from the live podcast event we did at the end of April. Bill and Bryan answer some great questions from the audience on "scenario intelligence: if they say, then we say," abundance, and "where do I find the time?" If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
May 16, 2011 • 13min
They Asked What?
Send us Fan Mail This week's podcast features the Q&A from the live podcast event we did at the end of April. Bill and Bryan answer some great questions from the audience on "scenario intelligence: if they say, then we say," abundance, and "where do I find the time?" If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
May 9, 2011 • 15min
Email That Works
Send us Fan Mail In this episode, Bill and Bryan review a program the company did recently on 'tips for emails.' Email has eclipsed conversations as the preferred mechanism of communicating. While we suggest that personal conversations are better, the fact is that you must be able to communicate well in writing today. They give some "do's and don'ts" [...] If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
May 3, 2011 • 28min
Roadmap To Revenue-10 Components To Sales Growth
Send us Fan Mail (CAUTION: This podcast is X-tra long: 27 minutes) For our listeners who are accustom to our 10 minute podcasts, this might be a shocker-a full 27 minutes of 10 components to revenue growth. Actually this is the audio from a live-audience event we did in Indianapolis last week. This is not a step-by-step process to [...] If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
