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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.

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#516: Understanding the Buyer's Brain - Bryan Gray (Sep 17th, 2018)

On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Brayan Neale sit down with a long time friend, Bryan Gray, Author and CEO of Return Path Group.

They discuss the buyer's brain and how their thinking affects the sales process.

Do you know how to get the limbic and reptilian brain to pay attention in any buying decision? Bryan has some tips on how to do just that. 

Download Bryan's FREE eBook titled, "Sales Is Broken" at https://advancedsellingpodcast.com/...

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#515: Morning Routines with Benjamin Spall (Sep 10th, 2018)

What is your morning routine? And does it prepare you for anything?

In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale interview Benjamin Spall, author of a book titled "My Morning Routine: How Successful People Start Every Day Inspired."

Benjamin interviewed more than 60 successful people to find out what their morning routines are for the day. He shares a few of these with our podcast audience. This is definitely a book we suggest purchasing, mymorningroutin...

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#514: Things a Sales Person Should Never Say (Sep 3rd, 2018)

In this week's episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale share with you phrases and jargon that should never be said in sales today.

Most of these things serve to deposition you in the mind of the prospect, so that you appear to be operating from a place of weakness. Bill and Bryan will also give you some things that are okay to say and some replacements for these "bad words."

If you have a question that you'd like to get to the guys, send a v...

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#513: You've Lost The Business. Now What? (Aug 27th, 2018)

How do you win back business when you lose it?

On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale give you some tips on what you can do the instant you lose a sale or an account leaves you.

This is a listener mailbag question from Aaron in Colorado who had this exact thing happened where he was in charge of all business development, but out of the loop on client success and bad things started to happen.

Now it's up to him to go back and re-persuade peo...

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#512: How To Turn Podcast Listening Into Income (Aug 20th, 2018)

In this episode, Bill Caskey and Bryan Neale take an email from a listener who has refined the art form of taking podcast content and turning it into usable mechanics to help him grow his income.

So the guys set off on a journey and give you seven ways that you can listen to podcasts, The Advanced Selling Podcast, or others, in a way that helps you implement some of the ideas that you hear.

One of the tips was, email the podcast host with a question, so this offer stands. Send your question...

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#511: Are You Ready For Your Next Big Thing? (Aug 13th, 2018)

In this episode of The Advanced Selling Podcast, Bill and Bryan take a listener question from a police officer who is interested in getting into sales. The guys break down his question a little further and say, "are you ready for your next opportunity?" Whether it's sales to customer success, or sales to sales manager, or any number of other progressions, are you ready? 

The guys give him some ideas on how to think about it, and some tips on what to do to prepare.

They would love to hear you...

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#510: Overcoming "Passivity" in the Sales Process (Aug 6th, 2018)

Are you to passive or too aggressive? How you get right in the middle?

In almost every sales process there is, "Controlled tension." This happens when there is stress around who's controlling the process, you or the prospect. The reason you should be in control is because you have the solution, but the prospect thinks they should be in control because they have the money. This control tension gives way to the question of, "how assertive should you be in guiding the prospect through the prospe...

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#509: Are You Sharing Your Perspective With Your Customers? (Jul 30th, 2018)

Think about how many prospects you've called on. Think about how many mistakes you've seen people make when they buy your product or your service. Think about how many questions you've been asked by interested prospects.

The fact is, you have enormous perspective on the industry you are in, yet I bet you, you don't use it very well.

In this episode of The Advanced Selling Podcast, Bill and Bryan discuss the notion of sharing your perspective with your prospects so that they can become a more ...

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#508: The Best Sales Advice Ever (Jul 23rd, 2018)

In their sales training businesses, Bill and Bryan are both often asked the question, "what is the best sales advice you can give me?"

This is usually a pretty difficult question because no one answer will fit every situation. And, with so many different sales methodologies out there, how can you know what's best?

On this week's episode of The Advanced Selling Podcast, they guys decided to step up to the challenge and put together their lists of the best advice they've either ever gotten or e...

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#507: What To Do When the Middleman Says No (Jul 16th, 2018)

In this episode of the Advanced Selling Podcast, Bill and Bryan take a listener question from Lauren, who asks how she can navigate the sales process better if she is not the low bid. She also asks how to handle the "middleman" in the process who will not let her get to the end user.

The guys had some attitudinal and philosophical issues about how she was thinking about it, but they also gave her some thoughts on how she can remedy this difficult situation.

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#506: How To Build Your Own Sales Methodology (Jul 9th, 2018)

In this episode of The Advanced Selling Podcast, hosts Bill Caskey and Bryan Neale walk you through a framework to help you build your own sales methodology. This is part 2 of last week's episode where Bill and Bryan talked about the big five sales training companies and they gave you some pluses and minuses about why you should or shouldn't have a philosophy/methodology.

In this week's episode, the guys go into detail about the eight things that you need to have as part of your new method.

i...

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#505: Which Sales Methodology is the Best? (Jul 2nd, 2018)

This week's topic came from a LinkedIn conversation from a VP of sales who asked the question, "What is the best sales methodology to use today?"

Veteran sales trainers, Bill Caskey and Bryan Neale discuss the largest five sales methodology training firms in the world, and share some thoughts on whether you even need a method, or not.

They guys offer their thoughts and on next week's episode, they will give you a framework you can use to build your own philosophy instead of using someone else...

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#504: What are you really motivated by? (Jun 25th, 2018)

In this episode of The Advanced Selling Podcast, veteran sales trainers and podcast hosts Bill Caskey and Bryan Neale discuss a question that came in that has rarely been discussed on the podcast, "How Can I Motivate My Team?" The guys walk through several different areas of motivation that can either inspire or hold back your sales team.

For you sales leader listeners this is a good opportunity for you to think about your team in a slightly different way and what truly motivates them.

If you...

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#503: When is Persistence a Deficit and not an Attribute? (Jun 18th, 2018)

In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address a deeper subject of persistence. Often times we can become overly persistent, and it will cost us big money in the sale cycle.

The guys also realized they've been calling on the same prospect and they both lost the deal, which adds material for this topic. They discuss some ways to handle the rejection and possibly even learn from the experience. 

If you'd like to get your question answered on ...

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#502: How Do I Keep Deals Moving When Prospects Disappear? (Jun 11th, 2018)

In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale take two separate CoVideo Mailbag listener questions.

One question has to do with, how should a sales professional deal with non-sales issues like collecting accounts receivables? The other question deals with, how do we modify our behavior and our thinking so that deals continue to flow after the initial contact?

We'd love to hear your question, so send us an email with a voice memo to, listener@advancedsellingpodca...

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#501: Generating Leads When Your Customer Isn't Online (Jun 4th, 2018)

On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale take a letter from listener Greg who's in the Agricultural industry and is struggling to generate a funnel full of leads.

He's tried radio and newspaper advertising but nothing seems to be working. So, Bryan and Bill give him a handful of ideas and suggestions on how he can go about changing the way he thinks about lead generation and changing the results as well.

Are you interested in having your ques...

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ASP LIVE: Old School vs. New School Selling (May 28th, 2018)

This week's podcast was recorded live from the Indianapolis Motor Speedway prior to the Indy 500 in front of an audience. Bill Caskey and Bryan Neale discuss habits of the old school sales person that don’t make it in today's competitive market.

Bryan and Bill walked through a handful of items that you can test your self against to see if you’re thinking old or thinking new.

You won't want to miss this LIVE podcast recording!

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Learn more about how to i...

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#500: The Importance of Relationships in Sales (May 21st, 2018)

In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the notion of relationship selling.

The question is not if relationships important in the sales cycle, we can all agree they are. The true question is what does a good relationship really mean with a prospect?

Bill and Bryan give you some filters through which you can look at your current client relationships to determine if they really are sound and what to do about it if they aren't.

...

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#499: Are You Listening To Your Instincts? (May 14th, 2018)

In this episode of The Advanced Selling Podcast, sales experts Bill Caskey and Bryan Neale address a common observation that they have when they're working with sales teams. There is a general lack of enthusiasm about following and listening to your instincts.

In every sales process there are issues that occur and if you are dialed in to your gut reaction you will take a certain course. On the other hand if you are blind to your instincts or you don't trust them, you might be in for long sell...

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#498: How To Prospect When You Are Burned Out (May 7th, 2018)

In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale take a question from a listener and client, who asks about issues inside her company that aren't going well.

The listener explains that she constantly has to get involved in operational and account management issues, which gets her away from her true role, business development. She is also experiencing some burn out over this dilemma.

On this episode, Bill and Bryan give her some advice on all three ar...

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