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
Feb 18, 2010 • 14min
Do You Optimize the Training You Get?
Send us Fan Mail We had no idea what to call this but here’s the situation. As trainers, we’re out working/coaching people 24/7. Some of those people are prone to accept new information—and do something with it. Others talk a goodgame in the training room—but have no intent of changing. And their results (or lack of) proves it. So [...] If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Feb 11, 2010 • 12min
Following Up (Without Being Desperate)
The hosts discuss strategies for handling customer follow-up and share tips on not losing track of potential customers. Importance of staying in touch with customers without appearing desperate and maintaining a mindset of abundance and detachment. The speakers discuss misinterpreting buying signals and emphasize the significance of empathy, patience, and honesty in the sales process.
Feb 4, 2010 • 13min
Finding Prospect Pain
Send us Fan Mail Bill returns from Green Bay having worked with a group of sales people who were seeking knowledge and skills about how to find “prospect pain.” In this episode, Bill explains some of the intricacies of how to understand what motivates prospects to change from their current state to a new state. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Jan 28, 2010 • 21min
Is Your World Abundant or Scarce?
Send us Fan Mail Abundance is a concept we talk about often, but in this podcast Bill devotes an entire 20 minutes to the topic. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Jan 21, 2010 • 11min
The One Thing You Do Before You Solve Problems
Send us Fan Mail Everyone fancies themselves as great problem solvers. But the one skill that we think you need PRIOR to problem-solving is “problem-finding.” In this episode, Bill and Bryan walk you through a Problem Finding approach that works perfectly for B2B sales professionals. Sales training today – and any sales strategy you employ – should have a component of problem finding/solving in it. If it doesn’t, you’ll resort right back to “convince and persuade” which is the old method. (You’re better than that.) If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Jan 14, 2010 • 15min
Sales Professionals: Back to Basics
Send us Fan Mail This week, Bill and Bryan review the basic selling skills needed for the new salesperson. But before you discount it as something "for rookies only," listening to this episode might help you go back to the very basics--it might even remind of some places where your skills can be improved. In a way, since the sales world has changed quite a bit in the last ten years, it never hurts to go back to some of the core principles guiding successful sales professionals. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Jan 12, 2010 • 14min
Become an Expert in Your Industry
Send us Fan Mail As we begin the new year, one thing we believe we could ALL be better at is the positioning of ourselves as experts in our industries. When you go into the sales process as a "salesperson," you are in a place of weakness. But when you enter the process as an "expert" who can bring a wealth of resources and counsel to the parties involved, you are stronger. Bill and Bryan give you two tips to get the "expert" ball rolling. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
Dec 17, 2009 • 11min
The Words of the New Sales Mind
Send us Fan Mail Everyone always wants to know the words to use to close business. Well, in this episode, Bill Caskey dips into the words of the new sales mind. This is a live presentation made to a group of sales professionals in which Bill outlines the “words” of the modern salesperson. Check these out to see how many of these you’re using in your approach. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
17 snips
Dec 10, 2009 • 14min
'Tis the Season...for Goal Setting
As the year wraps up, the hosts share a compelling formula for goal setting that focuses on what you can control. They emphasize the importance of accountability partnerships and six-month planning to stay on track. Exploring the nuances of financial goals, they break down the interplay between emotional motivations and actionable strategies. The discussion also reveals that true fulfillment lies in the journey of striving for goals, rather than merely achieving them, shedding light on common misconceptions in goal setting.
Dec 3, 2009 • 10min
Selling A Product at 50% Premium. Is It Possible?
Send us Fan Mail We get many questions from listeners about how to handle price objections when your product sells at a significant premium.One of Bill’s clients had exactly such a situation—a 50% premium. Listen in on the coaching that Bill gave – with Bryan’s comments, of course—to advance the deal. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider
