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 21, 2010 • 11min
If You Say These Things, You May Be A…
Send us Fan Mail It seems like Bill and Bryan are always telling you WHAT to do. Well today, they'll shift that a little and share WHAT NOT to do (or not to say). As sales trainers and coaches, they hear a lot of odd things that salespeople say to clients and prospects. And in this episode, they share [...] If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Jun 14, 2010 • 14min
The One Little Word That Makes a Big Difference
Send us Fan Mail The little word that makes a difference not only in your success level, but in your success with your prospects. Bryan and Bill talk about how you can look at the prospects in your sales funnel in a slightly different manner to determine next steps—by using this simple word. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Jun 7, 2010 • 18min
When Your Sales Prospect is Waivering
Send us Fan Mail As sales coaches, we love it when we have a chance to take a real live sales situation and analyze it. One of our great podcast listeners recently sent in a situation he was faced with—and Bryan and Bill spoke to him on this podcast offering suggestions on how to handle his prospect. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
May 31, 2010 • 16min
Different Levels of Sales Funnel
Send us Fan Mail Not all prospects in your sales funnel should be treated equally. But before you ‘mistreat’ them, listen to this episode as Bryan and Bill discuss the skill of “prospect discernment.” If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
May 24, 2010 • 14min
Has Your Value Changed Lately?
Send us Fan Mail Most people think they can work on their “value proposition” one time and recite to prospects forever. In this episode, Bill and Bryan shed some new light on how to modify your ‘value’ approach to take into account market conditions, trends and economic pains. The bottom line is that you may need to constantly be [...] If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
May 17, 2010 • 12min
Is One Prospect Worth It?
Send us Fan Mail We all want to be positioned as valuable—yet how many of us really take time to “execute” that position? And we all “say” we want to speak directly to people’s pains and frustrations, yet who among us has done what Bill and Bryan are recommending in this week’s episode? (Probably not many.) But try for [...] If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
May 10, 2010 • 12min
The Habits of the High Performers
Send us Fan Mail What can we learn from sales people who are new to the profession…or from one who wants to reset his career?Simple. We can reach back into our experience as trainers of sales teams and review what the “habits” are of those high achievers.In this podcast, Bill Caskey and Bryan Neale discuss some of their observations [...] If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
May 3, 2010 • 13min
The #1 Resistance Point of Prospects
Send us Fan Mail Every business on the planet has something in common with others. And in this podcast, you’ll hear what it is…and how to think about it in a way that allows you—the sales professional—to solve it. It has to do with how your prospects think about you and your solution. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Apr 26, 2010 • 13min
Account Management–Boring? Maybe. Profitable. YES!
Send us Fan Mail Why do so many people turn their noses up at “account management’? Is it just not sexy enough? Does it just not require the testosterone that we sales types are addicted to? Whatever it is, we miss a ton of business by not focusing on our current clients. In this episode, Bill and Bryan not [...] If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Apr 19, 2010 • 16min
If You’re In Sales, You’re In Marketing
Send us Fan Mail This cast takes a question from a listener and expands it to “a marketing tool kit for sales people.” You cannot rely on your marketing department to be the sole lead generator so you must know how to do that, too. Unfortunately, it’s our experience most sales people aren’t of the “marketing mindset.” So we [...] If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
