The Advanced Selling Podcast

Send us Fan Mail No one wants to hear that, do they? In this podcast, Bill and Bryan address the idea of "helping your customer buy" rather than "selling to him." Their belief is that when one does not make a sale, one has failed to do something very important in the process.Have a comment on the show? Mail us at listener@advancedsellingpodcast.com. Or you can call the show at 317.722.6299. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail In this episode, Bryan interviews his favorite salesperson and favorite guest of all time and learns her secrets and insights into high-performance selling. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail I’m sure there’s a name for this condition…but we’re wondering sometimes how disconnected salespeople are from the reality of the sales process—and the prospect. To us, there is a massive disconnect that begins almost immediately between salesperson and prospect. And to not address it is to abdicate control—and lose the sale. But there is a better way, and in this podcast, Bill and Bryan reveal it. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail It seems that we all know “stuff.” Some of that stuff is useless and some is profoundly valuable. Recently, Bryan met an ex-NFL Offensive Coordinator who wants to publish a book called “S*** I Know That Works.” Bryan and Bill address “S*** They Know Works In The Pursuit Of A Sale.” If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail One area of new business that we salespeople often forget is our current client base. We seem to enjoy “the hunt” so much that we forget to farm our current base for new opportunities to solve problems. In this episode, Bill and Bryan discuss what holds us back from this…and some ideas on how you [...] If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail We ask the question because it’s one of many we’re getting more often from sales managers/VPs. What should my sales team be good at? What should their behavior be? What is a good ‘sales personality’? In this podcast, Bill answers some of those questions by referring to the Hogan Assessment, a personality inventory tool we [...] If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail Bill Caskey goes solo on this episode and discusses what it means to be a ‘trusted advisor.’ There’s a lot of talk in the market among salespeople and sales managers about being said advisor. But Bill finds that most of it is just talk. He gives you 5 considerations to become that trusted advisor for [...] If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail Virtually every company we know of generates a large percentage of their business from referrals, yet VERY FEW sales professionals have a system to generate those referrals. To get help on this topic, we went to the world’s leading guru on referrals, John Jantsch. John recently wrote a book called The Referral Engine, Teaching Your [...] If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail Bill and Bryan are forever getting calls from both managers who are in hiring mode…and salespeople who are in I-need-a-job-mode. They both make mistakes in the process. In this episode Bill and Bryan share some ideas on how both parties can become more effective in their quest to hire—and get hired. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail Whenever we say 'process' to a sales person, we get yawns and indifference. But the fact is that every sales problem you have...probably...has something to do with a chink in your process. In this episode, Bill and Bryan look into the ever-important issue with 'decision process' and how you can better influence it.(Podcaster Notes: The decision process is one of those hard to teach skills in sales. We have found recently that the decision process for many companies has become more centralized--which brings with it additional trouble for sales people. It seems that every decision is reviewed, analyzed and audited. And if the purchase doesn't bring with it a cost savings or revenue growth, it's put off. So, as sales professionals, you MUST know how decisions are made and, when possible, be a part of them.) If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider