The Advanced Selling Podcast

Bill Caskey and Bryan Neale: B2B Sales Trainers, Business Strategists and L
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The Advanced Selling Podcast

Bill Caskey and Bryan Neale: B2B sales trainers for the past twenty years share their strategies, frameworks, tips and tricks to help you leverage your talent, grow your skills and create your own sales success. You'll discover how you can shift your mindset, win with prospects and build long-term relationships with your clients so you can thrive and advance in your career. Bill and Bryan's approach to sales is funny, often quirky and always real. Their work has allowed them to help sales professionals, managers and leaders at hundreds of companies all over the world implement successful strategies and build profitable sales teams. Prospecting, sales communication, buyer resistance, proposals and RFPs, pricing, cold calling, sales forecasting, pain points, psychology, positioning, deal coaching, goal setting, leading and managing, achieving your goals and all the other things that work (and don't work) in the world of sales to help you be the best possible version of yourself.

  1. قبل ساعتين

    The Death of the Decision Maker: How Buyer Behavior is Reshaping Sales

    Bill and Bryan continue their deep dive into evolving buyer behavior with some eye-opening insights that challenge conventional sales wisdom. In this episode, they tackle the myth of "the decision maker." They explore how buying by committee has become the new normal and why your traditional one-to-one sales training might be preparing you for a world that no longer exists. The guys also discuss the critical importance of elevating the buyer experience beyond just data dumps, why price objections aren't as prominent as they used to be (and the generational factors behind this shift), and how successful salespeople need to paint a clear picture of transformation rather than just making promises. Whether you're struggling to navigate complex buying committees or wondering why your data-heavy presentations aren't closing deals, this episode offers strategies for adapting to today's buyer reality. ================================= Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join now. If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin. =================================

    ١٩ من الدقائق

  2. قبل ٦ أيام

    The Science of Sales Coaching

    In this episode, Bryan introduces a bold shift in how sales coaching should be done - by focusing on the science and mechanics of selling rather than the often subjective "art" of it. Drawing on nearly three decades of experience as a coach (and a self-proclaimed “recovering sales trainer”), Bryan proposes a more measurable, documentable, and results-driven approach to developing salespeople. Bryan explains why sales leaders should spend more time coaching what can be seen, measured, and repeated. He unpacks how role-playing, while sometimes helpful, doesn’t always translate to real-world outcomes, especially for remote or digital sellers. He dives into the difference between coaching “the art” of selling (which is based on opinions) and coaching “the science” (which is grounded in data and behavior). And he makes the case that most salespeople thrive when they’re held accountable to actual results, not just training exercises. If you're ready to rethink your approach to coaching - and focus on what actually moves the needle — this episode is for you. Curious about certification in the Blind Zebra Sales Operating System? Learn more here. And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.

    ١٢ من الدقائق

  3. ١٩ مايو

    Why Buyers Don't Trust You (And What To Do About It)

    Bill and Bryan explore how sales professionals need to shift their focus from traditional sales techniques to understanding modern buyer behavior. They discuss how buyers have become more self-directed in their research, the growing "trust gap" between buyers and sellers, and why transparency in the sales process is crucial for success in today's market. The guys examine why conventional manipulation tactics no longer work and offer practical strategies for adapting to how today's customers make purchasing decisions. Join the conversation and discover how studying your buyers—rather than just your sales skills—can significantly improve your closing percentages ================================= Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join now. If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin. =================================

    ٢١ من الدقائق

  4. ١٢ مايو

    Building Your Everyday Leads System

    Bill and Bryan Neale dive into a game-changing concept called "Everyday Leads" - a systematic approach to generating B2B leads continuously, not just when you desperately need them. The guys explore why salespeople often find themselves with empty pipelines after closing quarters strong, and how to break free from the traditional labor-intensive prospecting cycle. Bill shares insights from his work with clients on building automated webinar systems that generate warm leads, while Bryan emphasizes the power of consistent connector meetings. They also discuss the psychological barriers salespeople face when shifting from traditional cold calling to systematic lead generation, drawing parallels to fitness training and the difference between cardio and strength building. ================================= Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join now. If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin. =================================

    ٢١ من الدقائق
  5. Guiding Principles: Part 2

    ٧ مايو

    Guiding Principles: Part 2

    In this episode, Bryan continues exploring the Guiding Principles of the Blind Zebra Sales Operating System, picking up where he left off in Part 1. This time, he dives into the principles of intent and assertiveness — and why they’re game-changers for sales conversations. He shares how locking in a clear next step can eliminate the dreaded "calendaring ping pong" and keep momentum strong. Bryan explains how intent and assertiveness create a more customer-centered experience, even if that means losing the deal when the timing, problem, or solution isn’t quite right. Curious about certification in the Blind Zebra Sales Operating System? Learn more here. And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.

    ١٣ من الدقائق

  6. ٥ مايو

    Timeless Sales Skills in a World of Innovation

    Bill and Bryan explore the enduring fundamentals of sales that have stood the test of time despite decades of technological advancement. The guys reflect on timeless skills that remain essential in today's sales landscape: the art of discovery and qualification, the importance of genuine understanding and connection, bringing authenticity and purpose to your work, and the critical role of creating and executing a solid business plan. While new technologies and methodologies constantly emerge, these core elements continue to drive sales success.  ================================= Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join now. If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin. =================================

    ٢٠ من الدقائق

  7. ٢٨ أبريل

    Thriving in an Uncertain Market: Leveraging Tools & Building Connections (Part 2)

    In part 2 of their special live episode on navigating uncertain markets, Bill Caskey and Bryan Neale continue their discussion on essential skills for sales professionals. The guys emphasize the importance of utilizing free and low-cost tools already at your disposal, from LinkedIn to ChatGPT, rather than waiting until circumstances force your hand. Bill shares a powerful strategy for commanding premium pricing by developing a customer roadmap that builds trust in your process. Meanwhile, Bryan advocates for becoming a connector who actively brings valuable people together without keeping score. Through practical examples and personal experiences, Bill and Bryan demonstrate why taking decisive action now can position you to thrive regardless of economic conditions. ================================= Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join now. If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin. =================================

    ٢١ من الدقائق

  8. ٢٣ أبريل

    Guiding Principles: Part 1

    In this episode, Bryan dives into two of the Guiding Principles from the Blind Zebra Sales Operating System: Objectivity and Expert Persona. He challenges salespeople to view their funnel without bias - imagine betting your own money on each deal to test your objectivity. Bryan also unpacks what it means to become an expert in your customer’s world (not just your own product). It’s about earning trust by showing you care enough to really understand their business. Plus more tactical applications coming in the next episode, Guiding Principles: Part 2! Curious about certification in the Blind Zebra Sales Operating System? Learn more here. And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.

    ١٥ من الدقائق
مشاهدة الكل (١ ألف)

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من ٥
‫٣٤٣ من التقييمات‬

حول

Bill Caskey and Bryan Neale: B2B sales trainers for the past twenty years share their strategies, frameworks, tips and tricks to help you leverage your talent, grow your skills and create your own sales success. You'll discover how you can shift your mindset, win with prospects and build long-term relationships with your clients so you can thrive and advance in your career. Bill and Bryan's approach to sales is funny, often quirky and always real. Their work has allowed them to help sales professionals, managers and leaders at hundreds of companies all over the world implement successful strategies and build profitable sales teams. Prospecting, sales communication, buyer resistance, proposals and RFPs, pricing, cold calling, sales forecasting, pain points, psychology, positioning, deal coaching, goal setting, leading and managing, achieving your goals and all the other things that work (and don't work) in the world of sales to help you be the best possible version of yourself.

المعلومات

  • صناع العمل
    Bill Caskey and Bryan Neale: B2B Sales Trainers, Business Strategists and L
  • سنوات النشاط
    ٢٠٠٦ - ٢٠٢٥
  • الحلقات
    ١ ألف
  • التقييم
    ملائم
  • حقوق النشر
    © ASP Enterprises LLC | http://www.advancedsellingpodcast.com | 450 East 96th St. Suite 500, Indianapolis, IN 46240 | 317.575.0057
  • موقع البرنامج على الويب
    The Advanced Selling Podcast

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