The Advanced Selling Podcast

In this final episode of the year, Bill and Bryan share their approaches to year-end reflection.

The guys discuss practical strategies including the "what worked/what didn't" analysis and Dan Sullivan's concept of "measuring backward" to appreciate your progress. Between nostalgic stories of family road trips and humorous takes on modern dishwasher dilemmas, Bill and Bryan offer actionable advice for sales professionals to evaluate their 2024 strategies and set themselves up for success.

Whether you're sprinting to close year-end deals or taking time to reset, this episode provides a framework for meaningful reflection and planning.

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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.

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In this solo episode, Bill challenges sales professionals to honestly evaluate whether their sales process genuinely benefits prospects.

Drawing from his book "12 Bold Moves," he explains how to transform your approach by offering valuable assessments and personalized recommendation documents to prospects—whether they buy or not.

Caskey illustrates how this approach, enhanced by AI tools, can help eliminate "commission breath" and potentially double closing rates by prioritizing genuine value delivery over immediate sales.

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

In this episode, Bill and Bryan share their predictions for the sales industry in 2025, including the accelerating impact of AI on sales roles, the death of "sticky" cold outreach tactics, the decline of legacy media, a potential resurgence of in-person sales meetings, the growing importance of personal branding, and a predicted exodus of Baby Boomer sales professionals.

The guys also discuss some amusing trends they are seeing during holiday travel, and share thoughts on AI tools for Christmas shopping. 

This end-of-year episode combines practical sales insights with entertaining commentary on current trends affecting sales professionals.

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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.

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In this solo episode, Bill challenges traditional sales training wisdom by proposing a revolutionary approach: using digital assets to transform the buyer-seller relationship.

Through a personal case study, he demonstrates how pre-recorded video content can ease the burden on salespeople to always be "on," while simultaneously building trust with prospects before the first call.

Caskey argues that this approach not only aligns with changing buyer behaviors but also helps scale business results more effectively than relying solely on traditional sales skills.

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

In the final installment of their Ultra High Achievers series, Bill and Bryan explore how top performers communicate.

The guys break down the distinct language patterns that set ultra-successful salespeople apart.

Learn how elite performers use contextual awareness, empathetic language, strategic disagreement, and financial fluency to achieve extraordinary results. Don't miss these crucial insights on mastering the vocabulary of success.

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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.

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In this solo series episode, Bill Caskey shares a revealing story about witnessing poor customer service at a store he visited recently, where a salesperson failed to meet a customer at their knowledge level when discussing smartwatch options.

He uses this experience to illustrate a crucial sales lesson: the importance of understanding where customers are in their journey before attempting to sell.

Caskey emphasizes that improving close rates requires asking the right questions and meeting prospects where they are, rather than making assumptions about their knowledge or needs.

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

In this solo episode, Bryan and special guest Chelsea Madden dive into the power of intent data and how sales teams can leverage it to craft smarter, more effective strategies. They discuss why intent data is a game-changer for identifying when prospects are actively researching solutions—but with a caveat: it’s not a shortcut to the sale.

Learn how to use intent data authentically, avoid the “big brother” vibe, and adopt a consultative approach that resonates with prospects. If you want to deepen your engagement across the decision-making process, and fish in a puddle instead of the ocean, this episode is a must-listen!

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.

In this second installment of their ultra-high achiever series, Bill and Bryan dive into the concrete actions that set exceptional performers apart from their peers.

The guys explore why some people know what to do but don't take action, the power of rapid execution, and why ultra-high achievers plan in years while others plan in days. They also challenge conventional wisdom about working from home and share insights about investing in accelerated learning.

Plus, they discuss an intriguing tangent about a multi-million dollar modern art piece that sparks a conversation about value and perception. 

Join us on December 6th for our Personal Business Planning Workshop where we'll incorporate AI into your 2025 strategy. Insider members get 50% off! http://advancedsellingpodcast.com/insider

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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. Be sure to join our year-end, 2025 Business Planning Session on December 6th!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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In this solo episode, Bryan and special guest Chris Dornfeld dive into the science of effective sales compensation and incentive programs. They explore why most incentive budgets fail to deliver the intended results and how a behavior-focused, data-driven approach can change that. Chris shares insights from his company, Whistle, which uses behavioral science to optimize incentive programs, showing that immediate, personalized rewards tied to specific sales activities are far more effective than traditional lump-sum payouts.

You’ll learn why cash remains king, how to layer individual and team-based incentives, and the benefits of automating real-time rewards to keep motivation high. If you're trying to build a dynamic rewards system that drives the right behaviors, this episode is packed with actionable advice to help you rethink your approach to motivating your sales team.

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.

In this first episode of a three-part series, sales experts Bill and Bryan explore how ultra-high achievers think differently than even regular top performers.

The guys break down the unique mental patterns that set exceptional performers apart, including their exponential thinking, extreme objectivity, total ownership mindset, and purpose-driven approach.

They also reveal why these rare individuals operate on an entirely different level - and why comparing to averages never crosses their minds. This episode kicks off an in-depth look at the thinking, doing, and communication patterns of those who consistently break records and write their own rules.

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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. Be sure to join our year-end, 2025 Business Planning Session on December 6th!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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In this solo episode, Bryan takes a thoughtful look back at his biggest takeaways from 2024. He explores the idea that sales is 90% process and 10% magic—and why most sales training only focuses on the magic. To drive exponential results, Bryan argues, great training must be paired with a powerful sales operating system.

He also dives into the principle that success loves discipline. But discipline doesn’t mean rigid routines—it’s about consistently executing simple, effective processes. Bryan shares how this approach helps sales teams avoid common pitfalls and unlock greater success. Whether you’re a sales leader or an individual contributor, this episode offers fresh insights to sharpen your strategy and fuel your growth.

Curious about the 90%? You can learn more about the Blind Zebra Sales Operating System here.

And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Bill and Bryan conclude their powerful three-part series by focusing on execution and implementation. After examining current reality and creating vivid future goals in the previous episodes, they dive into practical strategies for bridging the gap between where you are and where you want to be.

Learn valuable frameworks including the Start-Stop-Continue analysis, how to leverage AI tools for planning, and discover the power of Dan Sullivan's entrepreneurial time management system with its focus, buffer, and free days.

This episode provides actionable steps to turn your 2025 vision into reality while maintaining balance and clarity of thought.

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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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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In part two of their three-part series on goal setting mastery, Bill and Bryan dive into the importance of creating a clear and vivid vision for your sales future.

The guys discuss why many salespeople struggle with setting specific goals and share practical approaches to overcoming the fear of commitment in goal-setting. They emphasize the power of visualization, from detailed income targets to ideal calendar management, and explain why your professional aspirations should be personal and aspirational rather than merely meeting company quotas.

Through real-world examples and actionable insights, Bill and Bryan guide you in creating a detailed roadmap for your sales future that goes beyond simple revenue targets to encompass your ideal role, schedule, and lifestyle. 

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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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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In this first episode of a three-part series, Bill and Bryan explore the importance of honest self-assessment in sales performance. They discuss why facing your "brutal facts" - from income reality to process effectiveness - is crucial for growth.

The guys share insights about evaluating lead sources, analyzing revenue distribution, and understanding your true strengths and weaknesses. Drawing from Tom Bilyeu's success story and Grant Cardone's marketing strategies, Bill and Bryan offer practical frameworks for taking inventory of your current sales reality.

Whether you're struggling with cold outreach or relying too heavily on a single revenue stream, this episode provides valuable guidance for end-of-year reflection and planning.

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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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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In this entertaining episode, Bill Caskey speaks with content marketing veteran Erik Deckers about the plague of corporate jargon in today's business world. Deckers, owner of a content marketing agency and longtime humor columnist, shares his insights on why phrases like "let's double click on that" and "value prop" are undermining clear communication in business. The conversation explores why professionals fall into using corporate buzzwords, how it affects their message clarity, and practical ways to communicate more effectively. Whether you're guilty of "circling back" or building planes while flying them, this episode offers a refreshing take on the importance of straightforward business communication and the power of writing like you're talking to your mom. Learn more about Erik and follow his blog at http://erikdeckers.com. You can also see some of his work at https://problogservice.com/. Want to break free and soar to new heights? "12 Bold Moves" is your gateway to a fearless reinvention of self and unlocking unprecedented sales success.  Get your copy now at http://12boldmoves.com.

In this solo episode, Bryan talks with empathy consultant Liesel Mertes about the transformative power of empathy in sales. Liesel shares how the loss of her daughter Mercy led her to help companies build empathetic cultures.

They explore how empathy helps salespeople understand their customers beyond the immediate problem, creating deeper, more meaningful connections. For sales leaders, fostering empathy means building trust and psychological safety within teams. 

Liesel stresses that empathy is an ongoing practice, essential for driving better sales outcomes.

Curious what the Blind Zebra Sales Operating System is all about? You can learn more here.

And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.

In this solo episode, Bryan is joined by special guest Will Barron to discuss the critical role of a well-defined, systematic sales process. They stress that true sales success comes from mastering fundamentals like booking meetings and communicating value, rather than relying on quick-fix tactics or gimmicks.

Will highlights the importance of a repeatable, reliable sales process backed by precise metrics—understanding how many activities lead to meetings, proposals, and closed deals. He also points out that sales training often overemphasizes product knowledge at the expense of process-driven success.

Listen now for great advice on systematizing the sales process to achieve efficiency and financial freedom.

Curious what the Blind Zebra Sales Operating System is all about? You can learn more here.

And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.

In this episode, Bryan and Bill continue their conversation about the concept of authenticity in sales and the critical importance of "backstage" work.

They explore how the unseen majority of a salesperson's efforts shapes their public persona and performance. The guys discuss the value of clearly defining an ideal customer profile and propose a fresh approach to objection handling through "Yellow Flag" meetings. 

The conversation also touches on discovering one's noble purpose in sales and how internal work leads to more authentic and effective client interactions. This episode is a must-listen for sales professionals seeking to enhance their authenticity and effectiveness in the field.

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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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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In this solo episode, Bryan is joined by Zinc Partners' Matt Wittlief to dive deep into the world of Customer Relationship Management systems, focusing on how salespeople and sales leaders can leverage CRM to drive better results. 

For many sales professionals, platforms like Salesforce are seen as glorified rolodexes and just another task on their to-do list. But Matt and Bryan challenge that notion and encourage a different perspective. They discuss how to make your CRM work for you by understanding the essential information that can enhance your daily workflow, prioritize your tasks, and guide your decision-making.

The guys also explore the art and science of forecasting, from analyzing opportunities and deal stages to evaluating historical trends. They share practical strategies for creating reliable forecasts that empower your team and influence organizational decisions.

Curious what the Blind Zebra Sales Operating System is all about? You can learn more here.

And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.

In this episode, Bill and Bryan discuss authenticity in sales. They explore the tension between being genuine and using learned sales tactics, questioning whether certain techniques compromise a salesperson's authenticity.

The guys talk about the evolution of sales practices, the importance of unlearning outdated methods, and the need for salespeople to adapt to the present and future of selling. They challenge listeners to reconsider traditional closing techniques and instead focus on building trust through consistent, value-driven interactions.

This episode offers fresh perspectives on maintaining integrity in sales while still achieving results in today's rapidly changing business landscape.

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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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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In this solo episode, Bryan is joined by Andy Mork, owner of Mork Productions and BrandSlap.

Bryan and Andy talk about the ongoing struggle salespeople face to capture buyers' attention and stay relevant. And while they agree that short form video is one of the best ways to do that, they also remind us that the key to creating good content is authenticity.

Bryan and Andy offer some great advice for getting started with video, embracing your own imperfection and what to do if you simply don't know what to say.

Curious what the Blind Zebra Sales Operating System is all about? You can learn more here.

And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.

In this episode, Bryan and Bill dive into the tricky topic of dealing with bad advice. Whether it comes from managers, family members, or even ourselves, not all advice is created equal.

The guys discuss strategies for critically evaluating advice, emphasizing the importance of critical thinking in sales and business. They explore how to frame questions to get more specific, useful advice and evaluate the source and motivations behind guidance.

They also tackle the challenge of balancing respect for authority with trusting your own judgment. And, when it might be time to consider a career change due to poor leadership. 

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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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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In this episode, Bill and Bryan dive into the ever-present topic of change, both in sales and in life. They discuss how to approach shifts in your career, from minor territory redesigns to major life transitions.

The guys offer valuable insights on reframing your mindset around change, getting ahead of industry trends, and finding your way into new situations rather than resisting them. With practical tips and thoughtful perspectives, this episode equips sales professionals and leaders with strategies to thrive in an evolving business landscape.

Whether you're facing a small adjustment or a significant transformation, tune in for guidance on embracing change and driving personal growth.

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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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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In this solo episode, Bryan is joined by Jon Barcellos, Head of Solutions at Postal.

Bryan and Jon talk about how difficult it can be to get buyers' attention and consider strategies to help sellers stand out in a noisy world. They also discuss the one critical element you must employ as part of any gifting program.

Want to meet Bryan and Jon in person? Join us for Huddle on Thursday, September 12!

Curious about the Blind Zebra Sales Operating System? You can learn more here.

In this episode, Bill and Bryan dive into the concept of "LinkedIn citizenship" and how to effectively use the platform without falling into the trap of constant self-promotion.

They discuss the importance of balancing giving and getting on LinkedIn, sharing practical tips on how to create valuable content, make meaningful connections, and avoid common pitfalls. Whether you're a seasoned LinkedIn user or just getting started, this episode offers insights on how to be a good "digital citizen" while leveraging the platform for professional growth.

Learn how to stand out among the 3% of content creators on LinkedIn and escape the obscurity that comes with inactivity.

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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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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In this solo episode, Bryan breaks down how to optimize your sales process by timestamping two critical elements.

Whether you've already got a sales process or are starting from scratch, you'll learn you how to set up clear, efficient timelines that make life easier for you and your prospect.

Listen now to make your sales process smoother and more effective!

See you at Huddle? Get tickets here.

If you're ready to learn more about the Blind Zebra Sales Operating System, you can get the details here.

In this episode, Bill and Bryan discuss the journey from point A (current reality) to point B (desired outcome) in sales and personal growth. They explore the concept of being stuck in a comfortable but limiting situation and provide practical strategies for breaking out of complacency.

The guys delve into recognizing and embracing the "twinges" of desire for growth, identifying and reframing obstacles that hold you back, and seeking insight from successful peers in your desired role.

They also emphasize the importance of changing your mindset when pursuing new opportunities. 

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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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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In this episode, Bill and Bryan tackle the timely issue of price resistance in sales. As inflation rises and budgets tighten, salespeople are facing increased pushback on pricing.

Bill and Bryan share valuable insights on how to handle these objections effectively. They discuss recognizing when "price" is masking a deeper issue of perceived value, and the importance of reframing the conversation from "price" to "economics."

The guys also provide tips for focusing on the full economic picture and ROI. Whether you're dealing with budget constraints, increased cost sensitivity, or prospects looking to negotiate, this episode provides practical advice for sales professionals navigating today's challenging economic landscape.

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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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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In this solo episode, Bryan engages in a dynamic conversation with Armand Farrokh and Nick Cegelski, co-hosts of the 30 Minutes to President's Club podcast. 

The duo shares insights from their new book, "Cold Calling Sucks, and That's Why It Works," which challenges common misconceptions about cold calling and provides data-backed strategies for success. 

Discover surprising statistics on voice mails, objections, and the power of multithreading in sales and unlock a wealth of other practical advice to revolutionize your cold calling game!

If you're ready to learn more about the Blind Zebra Sales Operating System, you can get the details here.

In this episode, Bill and Bryan draw unexpected parallels between sales excellence and two legendary figures: musical icon Prince and NFL quarterback Peyton Manning. They explore how the dedication, work ethic, and interpersonal skills of these superstars can inspire sales professionals to elevate their game.

The guys discuss the importance of a relentless commitment to mastery, consistent practice, and staying grounded while connecting with your team and customers. They also delve into the value of personal development, continuous improvement, and the crucial role of passion in achieving long-term success.

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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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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In this episode, Bill and Bryan delve into the critical issue of recognizing and addressing blind spots in business and sales. They explore how business owners can become too entrenched in their thinking, missing obvious solutions to their problems.

The guys discuss the impact of stress on decision-making and offer techniques for identifying personal stress indicators. They emphasize the importance of challenging assumptions and listening to instincts, providing valuable strategies for improving self-awareness and decision-making in high-pressure business environments.

Bill and Bryan offer practical advice for salespeople and business leaders on how to pull focus, overcome fixed mindsets, and remain open to new perspectives.

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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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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In this episode, Bill and Bryan challenge conventional wisdom by arguing that traditional sales training is no longer effective in today's business landscape.

Drawing from their decades of experience, they discuss why common sales methodologies fall short and why focusing solely on "getting to yes" is a flawed approach. The guys explore why companies default to sales training when results are lacking, the limitations of one-size-fits-all training programs, and how younger generations like Millennials and Gen Z are changing the sales game.

They emphasize the need for a more holistic, authentic approach to sales achievement and explain why running your sales territory "like a business" is crucial but rarely taught. And offer fresh perspectives on what truly drives sales success in the modern era, suggesting it's time for a paradigm shift in how we approach sales development and training. 

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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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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In this solo episode, Bryan is at the Blind Zebra World Headquarters in Indianapolis, in front of a live audience. As we reach the midpoint of 2024, the first half has been challenging for some of us and outstanding for others, but everyone is eager to finish the year strong.

Bryan is joined by John Geter, Regional Sales Manager at Partners Personnel, to discuss the outlook for the back half of '24. They explore John’s plans for the next six months and emphasize the importance of shifting from annual planning to a six-month business strategy. This approach allows for a much-needed reset, considering all the changes experienced in the first half of the year.

If you're ready to learn more about the Blind Zebra Sales Operating System, you can get the details here.

In this episode, Bill Caskey and Bryan Neale explore critical career dilemmas faced by sales professionals.

They discuss pivotal choices such as staying in a comfortable job versus seeking new opportunities, breaking through income plateaus, and embracing personal branding. They emphasize how recognizing these moments and making intentional decisions can significantly impact career growth.

The guys offer advice on approaching these challenges, highlighting that even small choices can lead to substantial long-term success. 

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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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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In this solo episode, Bryan comes to you from Lonnie’s Reno Club at the Ambassador Hotel in Kansas City. Bryan and a live audience are joined by a longtime listener, Chad Waldo.

Bryan and Chad reflect on their early careers in sales, from pressure to panic, and tell some personal stories that will likely resonate with anyone who’s ever been new to sales. They also discuss the math of sales, the importance of patience, and remind us to focus on controllable behaviors.

Want to learn more about the Blind Zebra Sales Operating System? Let's go!

In this episode, Bill and Bryan dive into the critical skill of sales diagnostics. Drawing insights from Bill's recent health experience, they explore how thorough "lab work" in sales can uncover compelling reasons for prospects to change.

The guys discuss the importance of intention, assertiveness, and detachment in the sales process, emphasizing the need for salespeople to become skilled diagnosticians rather than order-takers.

They also offer practical tips on improving your diagnostic game, including how to use data effectively and when to walk away from opportunities. 

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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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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In this episode, Bill shares his personal story of a recent health scare that served as a wake-up call, prompting him to reevaluate his habits and behaviors.

The guys delve into the importance of self-awareness, taking inventory of our actions, and the outcomes they produce. They discuss how easily we can fall into complacency, letting unproductive habits and outdated thinking hold us back from achieving our full potential.

This episode challenges listeners to take a hard look at their own habits, behaviors, and thought patterns, and consider what changes might be necessary to break through plateaus and reach new levels of success. 

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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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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In this episode, Bill and Bryan discuss the importance of actively building and maintaining your personal brand, even when you aren't actively looking for a new job. They emphasize how potential employers almost always review candidates' online presence, especially on LinkedIn, even before looking at resumes.

They guys share strategies for optimizing your LinkedIn profile, creating content that showcases your expertise, and nurturing your network consistently. They also propose the powerful idea of building your own email list of friends, family, acquaintances and past clients to share valuable content and insights with - making you top of mind when opportunities arise. 

=================================

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

=================================

In this solo episode, Bryan talks about the characteristics of a great sales operating system, including a "duh" factor and seriously quick speed to value. 

He also teaches you how to use a BZSOS tool called CRM Clean-Up to help take some of the pressure off yourself - and get your CRM data so clean you can eat off of it

Want to learn more about the Blind Zebra Sales Operating System? Let's go!

In this episode, Bill and Bryan Neale delve into the common resistance people face when trying to implement new approaches or strategies, particularly in the sales world.

The guys discuss the underlying reasons for this reluctance, often rooted in fear, and how to overcome it. Drawing from personal experiences and insights, they provide practical tips on recognizing self-limiting beliefs, embracing a growth mindset, and taking calculated risks to break through stagnation.

Whether you're a seasoned professional or just starting out, this episode offers valuable perspectives on embracing change and continuous improvement for long-term 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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

=================================

Please allow Bryan to introduce himself.

In this solo episode, Bryan shares a little bit about his personal and professional life.

You'll hear the backstory of his firm got such an interesting name. He also shares details about the evolution of the Blind Zebra Sales Operating System and explains the difference between a sales process and a sales operating system.

Ready to learn more about the Blind Zebra Sales Operating System? Let's go!

In this episode, Bill and Bryan discuss what they see as the lost art of asking effective, insightful questions during sales discovery and qualification.

Many salespeople rush through this stage by asking leading questions rather than using open-ended queries to genuinely understand the prospect's situation. 

The guys argue that failing to properly qualify through skillful questioning leads to cluttered pipelines full of unqualified deals. And they emphasize relearning the art of questioning to have more honest, productive sales conversations that expose the right opportunities.

=================================

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

=================================

In this solo episode, Bill shares a powerful strategy for having more effective and comfortable conversations about pricing, ROI, and the financial implications of your product or service.

He explains why salespeople often struggle with money conversations and avoid bringing up pricing until the last minute. His key advice is to reframe the pricing discussion to look at the full "economic picture" surrounding the prospect's investment decision.

By expanding the dialogue to encompass all of these financial elements, you can have a deeper, more thoughtful discussion that the prospect will appreciate.

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

In this episode, Bill and Bryan delve into the importance of self-reflection for salespeople. They share thought-provoking questions that every salesperson should ask themselves to identify their true purpose, uncover limiting beliefs, and unlock their full potential.

From understanding your "why" to recognizing your unique abilities and desired future, this episode provides a roadmap for self-examination and personal growth. Gain valuable insights to help you break through ceilings, align your career with your deeper motivations, and achieve greater success in sales and in life.

Don't miss this inspiring conversation that will challenge you to look inward and strive for continuous improvement.

=================================

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

=================================

In this solo episode, Bill Caskey shares a counterintuitive approach to controlling the sales process more effectively.

He emphasizes the importance of having a clearly defined sales process to guide prospects throughout, but advocates against trying to forcefully control or push prospects through the process.

He provides practical insights on when to disengage from unresponsive prospects and focuses on attracting customers who value and respect the sales process. 

Ready to Challenge the limits of your income? Join the Million Dollar Seller 5-Day Challenge Today! http://milliondollarsellerchallenge.com

In this insightful episode, Bill and Bryan dive deep into the challenges salespeople and businesses face when trying to implement new strategies and make meaningful changes. They emphasize the importance of examining one's mindset and recognizing the underlying fears that often hinder progress.

They discuss how defensive mechanisms and attachments to old ways of thinking can prevent individuals from embracing new behaviors and ideas, even when those changes could lead to better results.

The guys encourage listeners to question their own resistance to change and explore what they might be afraid of, whether it's fear of failure, fear of success, or fear of judgment.

=================================

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

=================================

In this solo episode, Bill Caskey dives into the critical mental and physical preparation needed before any important sales call, presentation, or client interaction.

He emphasizes the importance of getting your mind in the right state by focusing on the proper intention - which is never to "sell them something." 

Bill provides practical tips on clarifying your intention to serve the client's needs and having a clear plan for executing the first 30-60 seconds to start interactions powerfully. He stresses that nailing the opening sets the tone for the entire engagement. 

Ready to Challenge the limits of your income? Join the Million Dollar Seller 5-Day Challenge Today! http://milliondollarsellerchallenge.com

In this episode, Bryan and Bill address the general "funk" or malaise they're sensing across the sales landscape as the first quarter of the year comes to a close.

With many companies missing their goals, leadership teams applying undue pressure, and salespeople making excuses, the guys offer advice for overcoming this negative mindset. They emphasize taking individual responsibility, adopting new prospecting behaviors and strategies, and avoiding the trap of "old thinking" that leads to stagnation.

Whether feeling stuck in a funk or open to change, listeners will get a motivating kick to break out of unproductive routines and position themselves for success in any market 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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

=================================

In this solo episode, Bill Caskey addresses a common challenge faced by professionals: the nagging feeling of fear, anxiety, or doubt that can creep up unexpectedly. Drawing from his extensive experience, Bill shares a simple yet powerful strategy to overcome these mental hurdles.

By adopting a mindset centered on genuinely helping the customer, regardless of whether they ultimately choose to work with you, the fear and anxiety dissipate. 

Ready to Challenge the limits of your income? Join the Million Dollar Seller 5-Day Challenge Today! http://milliondollarsellerchallenge.com

=================================

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 today!

=================================

In this episode, Bill and Bryan explore the concept of detachment from outcomes, inspired by insights from renowned thinker Seth Godin.

The guys discuss the importance of embracing the journey itself rather than being overly attached to specific results. Using examples from their own experiences, they delve into how letting go of outcome fixation can open up new pathways for growth, creativity, and fulfillment.

This thought-provoking episode encourages listeners to find joy in the process and not get caught up in chasing externally defined markers of success. It's a refreshing reminder to stay present and enjoy the ride, wherever it may lead.

=================================

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

=================================

In this episode, Bill and Bryan explore how salespeople's natural optimism and positive outlook can sometimes hinder their ability to effectively handle objections and resistance from prospects.

Drawing parallels to the highly anticipated solar eclipse, they discuss the importance of shifting into an "emotionally neutral" mindset to approach objections as opportunities for collaboration and learning, rather than obstacles to overcome.

The guys delve into the concept of "yellow flags" - proactively identifying potential roadblocks with clients - and the benefits of this transparent approach. Tune in to discover how embracing the "eclipse" of objections can ultimately lead to stronger relationships and more successful sales outcomes.

=================================

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

=================================

In this episode, Bill and Bryan discuss one of the bold moves from Bill's new book "12 Bold Moves" - the idea that clarity yields confidence.

The guys explore how getting clear on intentions, roles, structures, and agendas can boost confidence in various situations, whether it's giving a presentation, handling a difficult client call, or creating video content. They share personal examples and insights on how seeking clarity, rather than just trying to muster up confidence, can position you for success. 

Whether you're in sales, performing on stage, or pursuing any endeavor, this episode highlights the transformative power of clarity in building true confidence.

=================================

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

=================================

Bill and Bryan are joined by Taylor Wilding, VP of Sales at Xactly, to discuss key principles around effective sales compensation plan design.

Taylor shares insights on motivating the right behaviors, balancing corporate goals with individual incentives, the importance of pipeline accuracy, and how reps can take an intentional approach to achieving their own income goals.

They also cover warning signs that your compensation plan may need an overhaul and provide details on Xactly's upcoming Upside user conference in San Francisco.

Struggling to design a sales compensation plan that actually works? Check out Xactly, xactlycorp.com, and see how their AI-powered platform can help optimize your commissions, motivate your team, and drive growth - be sure to mention The Advanced Selling Podcast! 

=================================

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

=================================

In this thought-provoking episode, Bryan and Bill explore the concept of accountability in sales. They challenge the traditional notion of leaders holding sales teams accountable, arguing that true accountability stems from within.

Through insightful discussions and real-life examples, they provide a practical framework for salespeople to assess their strengths, identify areas for improvement, and find joy in the process.

Discover how embracing self-accountability can unlock greater motivation, discipline, and ultimately, better sales results. Whether you're a salesperson seeking personal growth or a leader looking to foster a culture of ownership, this episode offers valuable insights to help you reinvent your approach to accountability.

Struggling to design a sales compensation plan that actually works? Check out Xactly, xactlycorp.com, and see how their AI-powered platform can help optimize your commissions, motivate your team, and drive growth - be sure to mention The Advanced Selling Podcast! 

=================================

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

=================================

Accurate sales forecasting is a consistent struggle for many organizations. In this episode, Bill and Bryan dive deep into the root causes behind this prevalent issue.

They explore how leadership's pressure for inflated pipelines can lead to inaccurate forecasts, as well as the inherent unpredictability of human nature that impacts both buyers and sellers.

The guys discuss the importance of extreme objectivity in the sales process, addressing lagging closed dates and the need for a true partnership mindset between buyers and sellers. 

Struggling to design a sales compensation plan that actually works? Check out Xactly, xactlycorp.com, and see how their AI-powered platform can help optimize your commissions, motivate your team, and drive growth - be sure to mention The Advanced Selling Podcast! 

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, Bill and Bryan discuss best practices for motivating sales teams through compensation.

The guys explain why overly complex commission structures often backfire by eroding trust between sales reps and management. They share real world examples of commission plans gone wrong, and advise simplifying compensation to focus on customer needs instead of maximizing rep pay.

They also emphasize striking a balance between company goals and rep motivations. Listen for tips on creating commission plans that incentivize integrity and service.

Struggling to design a sales compensation plan that actually works? Check out Xactly, xactlycorp.com, and see how their AI-powered platform can help optimize your commissions, motivate your team, and drive growth - be sure to mention The Advanced Selling Podcast! 

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, Bill and Bryan discuss some of their unconventional and counterintuitive sales tactics that go against the grain of traditional sales training.

They talk about focusing on quality over quantity in your sales pipeline, how more income doesn't necessarily require more work, keeping your intentions pure when prospecting, and how transforming your mindset is key to boosting your sales and income.

Tune in for a fresh perspective on selling that challenges sales coaching orthodoxy.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

We're about 6-7 weeks into the new year. How are you tracking against your 2024 goals so far?

In this episode, Bill and Bryan discuss the importance of taking inventory and making any necessary course corrections at this stage. Learn tips on capitalizing on a strong start or regaining momentum from a slower beginning.

They'll also cover the power of consistent behaviors and starting small to build sustainable growth.

Whether you're firing on all cylinders or need a spark, this timely mid-quarter checkup will get you focused on finishing 2024 strong.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this introspective episode, Bill and Bryan discuss the importance of being aligned with your true self in order to build rapport with others. They talk about examining your own limitations, beliefs, and patterns of self-sabotage that may be holding you back from living your purpose.

Bill shares how it's difficult to love others if you don't love yourself first. Bryan stresses the importance of telling yourself the truth and not beating yourself up.

The guys also recommend the book "Love Yourself Like Your Life Depends On It" by Kamal Ravikant for anyone struggling with low self-worth.

Tune in for an insightful discussion on getting in touch with your authentic self in order to improve relationships and success.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, Bill and Bryan discuss how to build genuine rapport and trust with prospects in a digital selling world.

They talk about why rapport starts from within and how to have an authentic intention to understand clients. They also share tips on using tools like Zoom more effectively and ways to create rapport digitally.

They guys explore what real trust means, how it's granted, not earned, and why trying too hard to "build rapport" can backfire. They emphasize being sincerely interested in learning about clients as individuals to foster genuine connections.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, Bill and Bryan have an honest discussion about finding the courage to speak your truth in business and sales situations. They talk about times when we hold back from saying what we really think or feel, and why it's important to push past the fear and share truthful feedback and opinions even when it feels uncomfortable or risky.

The guys share stories and examples from their own careers about difficult conversations with clients and colleagues where they ultimately decided to speak up.

They explore the personal growth that can come from expressing your authentic perspective, and the positive impact it can have on relationships and outcomes when done with care and good intent. 

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, hosts Bill and Bryan share their best tips and strategies for nailing your first sales call. They discuss how to prepare mentally, set the right context, use an agenda, tell relevant stories, and research your prospect.

The guys emphasize having the right mindset of curiosity and fun rather than pressuring for the sale. They give actionable advice for building rapport quickly and exploring whether there should even be a second call.

Tune in to pick up tactics that will transform your cold calls into warm, engaging conversations.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this quick episode, Bill and Bryan provide some tactical tips to help you get started creating high-quality LinkedIn video content in 2024.

The guys discuss how to frame your video around solving a specific problem, finding leverage like hiring an intern to help edit and repurpose your videos, being consistent with your process and format, and offering a clear call-to-action.

Whether you're new to LinkedIn video or want to step up your game in the new year, this episode will help set you on the path to success.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, Bill and Bryan discuss the power of choosing a single word to focus on each quarter of the year.

The guys explain how picking an intentional word like "process" or "leverage" can help salespeople stay focused, make better decisions, and achieve their goals. 

They give you their strategies for selecting meaningful words of the quarter and putting them into practice in both business and life. They also share real examples of using these words to filter choices and actions.

Join our upcoming Insider session! Go to http://advancedsellingpodcast.com/insider to join today.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this Holiday episode of The Advanced Selling Podcast, Bill and Bryan discuss an interesting question - if you had $1,000 to invest in your business or career in 2023 with the goal of generating more revenue in 2024, what would you spend it on?

The guys share ideas like investing in LinkedIn Premium, sales enablement software, creating opt-in lead generation assets, and hosting events to position yourself as a thought leader.

Tune in for their recommendations on how to leverage a small investment into bigger sales success.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

As 2023 draws to a close, Bill and Bryan reflect on key lessons and changes from this year that they aim to carry with them into 2024. This includes maintaining a steadfast mindset that "everything will be okay" even amidst challenges, focusing more on purpose over profits, and perfecting their sales processes for optimal results.

Looking ahead, they preview a future episode where they will explore the self-image dilemma - how our subconscious beliefs about ourselves can inadvertently limit our ability to reach our full potential, even when presented with clear opportunities for growth.

The guys plan to take a deeper dive into understanding and overcoming this self-sabotaging phenomenon.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

As 2023 winds down, Bill and Bryan share practical advice for sales professionals to hit the ground running on January 2nd.

The guys discuss the power of planning ahead, calendaring key activities, and using the holidays to create assets like webinars. Even if your plans feel like a pipe dream now, put them on the calendar and work backwards.

Gain momentum going into the new year so you're fired up, focused, and ready to crush it!

Is it time for you to get serious about your 2024 goals? If so, join our 2024 Personal Business Planning Masterclass on December 6th. To learn more go to http://billcaskey.com/personalbusinessplanning

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

We’re back in your feed with a bonus episode! Bryan Neale is joined by Margaret Henney, Director of Marketing at Covideo.

The two chat about the new regulations being placed on email and what that means for sales & marketing. Margaret also shares some best practices for incorporating video into your sales process.

To learn more about Covideo and see an example of how it can help you grow your business, visit https://www.covideo.com.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, Bill and Bryan explore how the tide is turning against inauthentic marketing outreach. With major email providers restricting spam, sales professionals now need marketing plans centered around value and relevance.

How can you leverage existing social media habits to be more active on LinkedIn? What marketing behaviors should you commit to consistently?

Tune in as Bill and Bryan discuss why sales and marketing success in 2024 will require embracing personalization and eschewing mass outreach spray and pray approaches of the past. Learn how to craft marketing that cuts through the noise by leading with authenticity.

Is it time for you to get serious about your 2024 goals? If so, join our 2024 Personal Business Planning Masterclass on December 6th. To learn more go to http://billcaskey.com/personalbusinessplanning

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, Bill and Bryan discuss the importance of identifying and utilizing your unique gifts and talents in business and sales. They talk about how natural talents can often be overlooked because they come so easily to us.

The guys provide examples of skills that are in their "zone of genius" versus skills that are a struggle. They emphasize leveraging your gifts and spending less time trying to improve weaknesses.

Whether you believe your gifts come from a higher power or are developed over time, they encourage you to reflect on and better utilize your unique abilities.

Is it time for you to get serious about your 2024 goals? If so, join our 2024 Personal Business Planning Masterclass on December 6th. To learn more go to http://billcaskey.com/personalbusinessplanning

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

Bill and Bryan discuss some of the most common mistakes sales teams make when trying to close out the year strong. They talk about the dangers of discounting to hit quota, warning that this can train customers to always expect a deal. 

The guys emphasize starting with the intention to help prospects truly, not just make the numbers look good. They advise against putting too much pressure on prospects to close deals by year-end when there may not be a good reason and the importance of having a vision for both the next 30-45 days and the coming year so you don't lose momentum. 

Time for you to get serious about your 2024 goals? If so join our 2024 Personal Business Planning Masterclass on December 6th. To learn more go to http://billcaskey.com/personalbusinessplanning

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

This week we’re bringing you a bonus episode of ASP! Host Bryan Neale sat down with Bill Johnson, CEO of Salesvue.

The two discuss the stark difference between sales when they started their career and sales in 2023. They also dig into how to make your CRM your system of action vs. just your system of record.

To learn more about Salesvue and whether it can help grow your business, visit https://salesvue.com.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, Bill and Bryan have an important conversation about fulfillment and meaning beyond just hitting sales targets and revenue goals. They introduce the concept of the Thriving and Fulfillment Inventory (TFI), encouraging listeners to take stock of what activities and parts of their work truly light them up versus simply going through the motions.

The guys share personal examples from their own careers about times they've chased validation or followed a certain path just because it led to more money, but didn't actually bring joy or meaning. They also stress the importance of having supportive people in your life who will encourage you to pursue your passions. Even if it doesn't immediately make sense on paper, sometimes it's those less obvious ideas that end up thriving and leading to fulfillment. 

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, Bill and Bryan discuss the invisible forces that hold us back from reaching our full potential. They talk about how we can get comfortable with a certain level of achievement or income, and then stop pushing ourselves to grow once we reach that threshold.

The guys explore the roots of this "invisible pole" that anchors many of us from ascending to the next level in our careers and lives. They share motivating stories of public figures who have walked away from fame and fortune in pursuit of a simpler, more meaningful life.

They also delve into the power of choice - how we can consciously choose our path and change course at any time. If you struggle with an invisible force holding you back, this episode will give you perspective and tools to break free.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, Bill and Bryan tackle the common pressure for salespeople to make their passion their job and income source. They offer perspective around looking deeper to find fulfillment in elements of your current sales role, while also pursuing side projects and passions outside of work that can boost energy, creativity and performance.

Drawing from their own experiences, they share stories and tips to help salespeople and other professionals nurture their interests and find deeper purpose, both within and outside of their primary career. 

Tune in for an engaging dialogue and practical wisdom around achieving fulfillment both in and out of your sales job. Discover ways to love what you do, while also making time for the things you love.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, Bill and Bryan discuss how high achievers and experienced sales professionals can get to the next level, not by necessarily learning new skills, but by better leveraging the skills and assets they already have.

The guys talk about how our mindset of "more work and effort" often holds us back from identifying and utilizing key leverage points like time, relationships, talent, and technology. They also share examples and perspectives on how to inventory your unique assets and think creatively about maximizing them to improve your income, impact, and fulfillment in selling.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, Bill and Bryan debate the pros and cons of relying too heavily on data in sales. They discuss common sales metrics like funnel velocity, win rates, and lead response times.

While data can provide useful insights, the guys argue overusing statistics can drain the human creativity, relationships, and instinct needed to close deals.

They'll help give you some perspectives on keeping data in its place so it doesn't kill the sales mojo. They also tell you how to leverage numbers to complement rather than replace sales skills and emotional intelligence.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, Bill and Bryan discuss the critical role of sales leadership in helping teams reach their full potential.

The guys highlight the need for sales leaders to lead by example and invest in their own growth. The hosts also emphasize the importance of self-improvement for sales professionals and how taking ownership of your development can lead to breakthroughs in your career.

If you're looking for insights on sales leadership, personal growth, and maximizing your potential in sales, tune in for valuable tips and inspiration.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

Are you in the job market or planning to make a move soon?

In this episode, Bill and Bryan discuss tips for job seekers in the current market and share strategies for finishing the year strong in sales.

The guys offer valuable advice on standing out and positioning yourself effectively to land your dream sales job. They also emphasize the importance of being visible and leveraging your personal brand through platforms like LinkedIn.

As we celebrate our 17 years of podcasting, we want to hear from you! Send us your well-wishes, questions, or any thoughts you'd like to share. Email us at [email protected]. We appreciate your support and look forward to the next 17 years with you!

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, Bill and Bryan continue their birthday celebration by revisiting some old school sales techniques that still pack a punch in the modern world of selling.

The guys share insights on picking up the phone for personal outreach, getting in the game by attending events and networking, asking for help, and the power of inviting prospects to meaningful events.

These timeless strategies are a reminder that successful sales is about building genuine connections and leveraging them for business growth. Don't miss this episode filled with practical tips that can reinvigorate your sales efforts. 

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

Join Bill Caskey and Bryan Neale in this special episode as they celebrate their 17th birthday on the Advanced Selling Podcast.

The guys reflect on their journey, share behind-the-scenes insights into podcasting, and answer questions from their listeners. They'll share how they consistently find topics, the platform they use, the gear they recommend, and the valuable lessons they've learned along the way.

This episode is not just a celebration of their podcast but a glimpse into the power of consistency, camaraderie, and the global reach of podcasting.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, Bill and Bryan tackle a unique challenge: creating a video for sales leaders, VPs, CEOs, and presidents. The goal is to explore crucial yet often overlooked sales skills.

Discover how advanced LinkedIn proficiency, the ability to convey complex ideas clearly, belief as a skill, and effective planning can transform your team's performance. Get practical tips and insights to enhance your sales abilities and stay ahead in the ever-changing world of sales.

Don't miss this opportunity to elevate your team's game. Stay tuned for the upcoming video on the Advanced Selling Podcast website, and start mastering these essential skills today.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode of the Advanced Selling Podcast, hosts Bill Caskey and Bryan Neale discuss the challenges salespeople face with constant economic news bombardment. They offer strategies to cut through the noise, stay focused, and serve clients.

The guys emphasize the value of personal observation over media narratives and share insights on dealing with AI-driven content. Tune in for actionable tips to remain centered and productive in uncertain times.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, hosts Bill Caskey and Bryan Neale tackle the age-old question of sales cadences – the structured outreach sequences used by many salespeople.

They discuss the merits of using a cadence while emphasizing the need for authenticity and value delivery. Bill and Bryan share insights into crafting meaningful interactions, rather than relying on automated templates.

They challenge the idea of a one-size-fits-all approach, suggesting that offering valuable tools and advice can be more effective in building relationships.

Tune in to gain a fresh perspective on sales cadences and discover how to strike the right balance between science and authenticity in your sales efforts.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, Bill and Bryan dive into a candid conversation about a common frustration they share when coaching clients – the challenge of convincing clients to create valuable content that bridges the gap between being unknown and becoming a trusted partner in the eyes of their prospects.

The guys explore the journey from initial unawareness to eventual engagement and how offering a "gesture of value" at the start of this journey can be a game-changer for clients. They share insights on overcoming resistance, letting go of attachment to outcomes, and embracing the 80/20 principle to identify and nurture clients who are truly aligned with growth.

=================================

Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

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 today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, Bill and Bryan return to the bedrock of successful sales: Prospecting and Active Listening. The guys reflect on the enduring power of these two fundamental skills.

Bill shares a pivotal lesson from his past, shifting his prospecting mindset from self-gain to problem-solving for clients. Bryan highlights the art of active listening with genuine intention, building deeper connections.

They draw insights from Steve Jobs' storytelling and Apple's timeless strategies, reminding us that core principles never fade. Discover how these ageless techniques can redefine your sales approach. 

=================================

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! 

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

Are you ready to shatter the limits on your income potential? In this episode, Bill and Bryan explore the secrets of achieving exponential income growth in sales and leadership roles.

Drawing from their Insider program's insights, the guys demystify the concept of "exponential income," going beyond linear percentages. They challenge you to ask the right questions about your income goals, encouraging you to envision a world where extraordinary earnings are possible.

By adopting a mindset of attracting abundance and opportunities, rather than constantly chasing money, you'll unleash your earning potential and pave the way for unparalleled growth. 

=================================

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! 

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, Bill Caskey and Bryan Neale discuss the challenges sales professionals face during tough economic times marked by cutbacks and budget reductions.

Drawing inspiration from their coach David Meltzer, they discuss valuable strategies for sales professionals to remain indispensable to both existing and new clients. The guys emphasize the importance of proactive communication, reevaluating offerings to meet market needs, and demonstrating exceptional value to clients. 

=================================

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! 

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, Bill and Bryan discuss the concept of offering coaching to individuals who may not have explicitly sought it. They share scenarios where providing unsolicited advice can be impactful, whether it's within your family, team, or professional circle.

They delve into the significance of conscious communication, highlighting the influence of verbal tics and how they can diminish one's effectiveness. Through personal stories and practical tips, they guide listeners on navigating coaching conversations and fostering self-awareness. 

=================================

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! 

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, Bill and Bryan delve into the hidden factors that often hinder sales professionals from taking necessary actions. They shed light on the blind spots that can cloud judgment and impede success.

By asking the crucial question, "What's really going on?", Bill and Bryan encourage listeners to explore the underlying fears and mindset obstacles that prevent them from reaching their full potential. They also discuss how reframing problems and embracing a contrarian perspective can lead to breakthroughs in both personal and professional growth.

Tune in to uncover the truth and unlock your sales potential.

=================================

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! 

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, Bill and Bryan discuss the idea of removing friction in the sales process.

Drawing inspiration from a conversation with movement specialist Dr. Kelly Sterrett, they explore the importance of setting up processes that are easy to adhere to. While discussing the parallels between fitness and sales, they highlight the challenges faced in executing the sales process and provide insights on how to overcome them.

They examine various barriers that hinder the smooth execution of the sales process, such as discomfort, fear, attachment to outcomes, and lack of clarity regarding the problems they solve for clients.

Additionally, they address the resistance to ending a sales process that has lingered without progress. Tune in to this episode for an engaging discussion on identifying and eliminating friction points in the sales process, ultimately paving the way for more effective and successful selling.

=================================

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! 

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale dive into the topic of LinkedIn fatigue. They candidly discuss their personal experiences and explore ways to overcome burnout and find meaningful engagement on the platform.

If you've been experiencing LinkedIn fatigue or want to optimize your engagement on the platform, this episode offers valuable advice and actionable tips to help you find renewed energy and meaningful connections on LinkedIn.

=================================

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! 

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, Bill Caskey and Bryan Neale delve into the world of AI and Chat GPT. As sales professionals themselves, Bill and Bryan share their perspectives on how these emerging technologies can be harnessed to enhance the sales process and boost productivity.

They both share their own experiences with Chat GPT and address common fears and misconceptions. They also discuss the importance of embracing new technologies rather than succumbing to resistance or anxiety.

Tune in to this episode to gain a fresh perspective on AI and Chat GPT, and learn how these tools can empower you as a sales professional in the ever-evolving business landscape.

=================================

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! 

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, Bill and Bryan dive into a common sales challenge: dealing with unexpected surprises in the sales process.

They discuss a recent situation faced by one of Bill's clients, where a seemingly promising deal suddenly took a sharp turn in another direction. Bill seeks Bryan's feedback on how to handle such situations and explores the concept of preemption to prevent future shell shocks.

Listen in to learn the importance of resilience, perspective, and the power of detachment in navigating sales surprises. 

=================================

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! 

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode of The Advanced Selling Podcast, Bill and Bryan dive into the importance of customer experience beyond the sales process.

Bryan shares a nerve-wracking car buying experience, highlighting the significance of every touchpoint a customer encounters. From the initial sales interaction to the onboarding process and beyond, the guys discuss the impact of consistent and thoughtful customer experience.

Tune in to discover how exceptional customer experiences can lead to increased referrals and long-term customer loyalty.

=================================

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! 

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, Bill and Bryan discuss the challenge of getting individuals who are only dabbling in new information to fully commit and embrace a new way of thinking.

They explore the root causes of resistance to change and going all in, highlighting fear and comfort as major factors. They also share some ways to take a rigorously honest look at one's sales approach and suggest codifying a sales philosophy as a starting point for change.

Discover how going all in on a sales philosophy can lead to profound transformation and success in the world of sales.

=================================

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! 

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, Bill Caskey and Bryan Neale of The Advanced Selling Podcast delve into the importance of engaging top-level executives, particularly CEOs, in the sales process. 

They discuss how involving CEOs can significantly increase closing rates and share their insights on why this is beneficial for both the salesperson and the customer. 

Listeners will gain valuable strategies for engaging the C-suite and improving their overall sales success.

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, sales experts Bill Caskey and Bryan Neale discuss the concept of burnout and the impact it can have on salespeople in today's environment.

They address the self-imposed and other factors contributing to burnout and explore strategies for avoiding burnout and maintaining mental and emotional health. And emphasize the importance of managing personal well-being while continuing to grow and build in the sales industry.

The guys also touch on the concept of reorienting and reinventing one's sales process to achieve desired outcomes without compromising personal health and well-being. Tune in to gain valuable insights on how to avoid burnout and sustain a healthy and successful sales career.

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In part 2 of our series, the guys take you beyond theory and into action.

Last week, Bill and Bryan equipped you with a practical framework and actionable tactics to help you identify your ideal client.

This week, we're diving deeper and sharing tips on how to successfully implement your framework and proactively seek out your ideal client. Get ready to elevate your client acquisition game and take your business to new heights!

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode of the Advanced Selling Podcast, Bill and Bryan discuss practical frameworks and tactics you can use to find your ideal client and the importance of scoring clients based on their fit with the ideal client framework and offer a simple scoring system.

The guys emphasize the importance of rethinking what your ideal client looks like in the current market and give you a framework to figure out what yours might look like.

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode of the Advanced Selling Podcast, Bill and Bryan discuss the trend of sales resistance in certain markets and the need to retool the ideal client. 

The guys address the fear of change that often comes with deciding to pivot even slightly and offer strategies to overcome it. They also talk about the importance of getting back to the problem and solution alignment, exploring new departments or markets, and facilitating the retooling process with the sales team, marketing, and product.

Tune in to learn how to shift your ideal client and overcome sales resistance to drive sales success.

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode of The Advanced Selling Podcast, Bill and Bryan dive into the current trends and changes happening in B2B selling.

As the world of sales continues to evolve, it's crucial for sales professionals to stay up-to-date on the latest strategies and tactics.

Whether you're a seasoned sales veteran or just starting out, this episode is a must-listen for anyone looking to stay ahead of the curve in B2B selling.

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

Do you consider yourself a hunter or a farmer? And is one better than the other?

In this episode, Bill and Bryan discuss this old debate that keeps coming up and give their opinions on hunters vs. farmers. They also give some tips to the sales leaders out there who feel like they don't have enough of either of these traits in their sales team.

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

Is your marketing department working with you or against you? 

In this episode, Bryan and Bill talk about a problem they see in many companies: sales and marketing not working together. They discuss how the two speak different languages, but they don't have to be at odds. 

And they'll give you some ways to better work with your marketing team. 

If you have a marketing department, be sure to forward this episode to them!

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

When the guys start working with a new client, they often see the same thing. Some of the people are completely open to coaching, but some are very resistant to new ideas or change.

Where does this resistance come from, and is it hurting or helping us?

In this episode, Bill and Bryan discuss reticence and resistance and how they might hold us back. They also give you ways to overcome this resistance to help you succeed. 

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

You've probably heard the saying, "people buy from people they know, like and trust." But, do you believe that's true?

In this episode, Bryan and Bill discuss what they believe the true reason is why people buy and whether it has anything to do with us. 

They also discuss how they think the sales profession will be changing in the very near future.

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

Are you still using outdated sales strategies? Today, you might just find out. 

In this episode, Bill and Bryan discuss old-school selling techniques that no longer work and their new school alternatives. 

They'll also give you some ideas that you can use to modernize your sales process. 

—Copy and paste this in and send it to people who do bad outreach :)—Thanks for your outreach. Not interested at this time, but may I offer some unsolicited advice? This is a guide for outreach that we use for our sales team. The templates are unique and seem to get action. It's called "EmailIt: A Seller's Guide" ($20). https://resources.billcaskey.com/emailitsellersguide The author is Bill Caskey. He also has a podcast specifically for B2B sales teams he does with Bryan Neale, called The Advanced Selling Podcast. You can find it here:www.advancedsellingpodcast.com I hope these ideas are of some value.

As you probably already know, Bill and Bryan have their own sales coaching practices, but it's been a while since they discussed what's working for them. 

In this episode, the guys each share a few things that they are currently seeing to be successful in the sales world. They'll give you some ideas you can implement right away. 

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

Do you think the salesperson's reputation has regressed, and it's all about the numbers?

The idea for this episode was inspired by Anthony Iannarino in one of his recent blog posts. https://www.thesalesblog.com/newsletter

The guys discuss what they are seeing in the sales profession, and they give you some ways that you can focus more on the customer and their needs. It just might make you a better sales professional. 

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

We are seeing it more and more in every news outlet. Are all the recent layoffs making you nervous, or are you safe? 

In this episode, Bryan and Bill address the increasing amount of layoffs in most industries. They also give you some things you can do as a sales professional to try and ensure you don't get blindsided by a layoff. 

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

It's about that time in January when most people fail at accomplishing their New Year's resolutions.

In this episode, Bryan and Bill discuss rethinking your resolutions and creating more meaningful goals. 

If you've failed, don't worry; you're not alone. And hopefully, this episode will help you create better resolutions you can accomplish!

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

Welcome back ASP listeners! We are so excited to be back and recording for 2023. 

In this episode, Bill and Bryan discuss whether they believe the selling game is rigged against the salesperson. This answer can vary depending on who you ask. 

The guys have an interesting take that you won't want to miss. 

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

As we connect with new prospects or work on new deals, have you ever asked yourself, "how ready am I to meet with them?"

As a sales professional, one important thing to do is assess your comfort level when meeting with decision-makers at different levels.

In this episode, Bill and Bryan will help you mentally prepare yourself and hopefully increase your readiness!

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, the guys discuss a diagram that Bill recently created. He argues that everyone falls into one of three categories.

Where do you fall in this diagram? Is fear holding you back from reaching the next rung? 

Listen now to find out how you can take the leap and overcome your fear!

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, Bill and Bryan take a listener question from the LinkedIn Group. 

The question is on selling to millennial b2b buyers and how they handle the buying process differently than generations before.

The guys give some personal experience they've had with millenial buyers. They also give some tips on how to update your approach to become more modern.

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

During this time of year, it can be easy to lose motivation. Not to mention other not-so-positive things going on around us, they can compound that feeling.

But we don't think you should give in. 

In this episode, Bill and Bryan give you some practices that you can do to find your motivation and start next year strong. 

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode of the Advanced Selling Podcast, Bill gives Bryan a mystery topic, and he has no clue what's coming.

The topic is based on an idea that Bill heard recently, "as a salesperson, what would you do if you couldn't make outbound calls?"

Tune in now to find out what Bryan comes up with! 

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

Well, the time is now to start planning out your 2023 Business Plan. Will you keep doing the same thing over and over?

In that last episode, we discussed how to rethink your thinking. In this episode, we'll talk about how to rethink your planning. 

We want 2023 to be a banner year for your business. But that's going to require a completely different plan than before. We'll tell you how!

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

As we approach the end of the year, we all start to think about how we want to plan out the following year. But before you go plan it out, we think there are things you need to work out. 

In this episode, Bill and Bryan discuss what needs to happen before creating your 2023 Business Plan. They take you through a process of reflection so you can get in the right headspace to create your plan.

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this Halloween episode of The Advanced Selling Podcast, Bill and Bryan discuss the gremlins of sales!

These are things that can throw us off or get in our way from doing what needs to be done in the sales process. 

Join us to find out how you can vanquish these gremlins for good! 

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

How prepared should you be for a meeting or event? And, can preparation actually hinder a deal?

In this episode Bill plays a clip from a podcast he recently listened to where they redefine the meaning of preparation.

They guys discuss their thoughts on how prepared you should be prior to a call. 

Do you want to get our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

As we approach the end of October, do you think it's too late to meet your year-end goals? 

In this episode, Bill and Bryan give you their thoughts on selling in Q4 and whether they think it's too late. 

They also give you some ways you can still prospect as the year-end approaches without sounding needy and desperate. 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

Ever wonder what Bill is currently reading? Or, maybe what tech Bryan is using to communicate with his clients? Well, this is the episode for you!

In this episode, the guys give you their list of favorite tools, tech, reading, and resources that you can use to succeed.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

As the 2022 year-end is approaching, have you started to prepare for the next year of business? Maybe you're starting to think about how to make the next year even better than this one. 

In this episode, Bill and Bryan give you some ways you can start to prepare to outperform yourself in 2023. 

They also give you some ways to avoid underperforming yourself as well. 

If you're a sales leader, forward this one on to your team! 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

Do you suffer from "Bigdealitis?" Where you get really attached to a big deal, and your normal sales process goes out the window.

In this episode, Bill and Bryan break down some of the elements of a large-size deal, and they discuss how it might be different from a normal deal. They'll give you some ways you can keep focused if a big deal comes along and maybe just cure your "Bigdealitis" :) 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

Are you inspecting your deals after they are done? 

We get it, your first instinct when you hear this topic is probably, No, thank you! 

But, in this episode, the guys give you the reasons why you should be inspecting your deals at a deep level. You might just find the areas that are most underdeveloped and, in turn, close more deals. 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

Let's face it, most of our time is spent alone, but that doesn't mean we can't grow on our own. 

In this episode of The Advanced Selling Podcast, Bill and Bryan discuss self-coaching. They also give you some strategies on how you can reflect on your performance and improve without outside help. 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, Bill and Bryan discuss where your expectations fit in your current situation. 

When things are going great, it's easy to set your expectations extremely high. But what about when things aren't going so well? That's when expectations can become unrealistic. 

The guys give you some ways you can get your expectations back in check.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, Bill and Bryan discuss Sales Culture. They share some of the better cultures that they've experienced as well as some bad ones they've seen.

They'll challenge you to ask the question, "how am I contributing to our team's culture?" If you're not contributing in a positive way, how can you change that?

They'll also give you some ways you can improve your culture and in turn your results. 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, Bill and Bryan challenge you to self-reflect to see if you're still pushing yourself to grow. 

Have you become complacent or are you open to learning new skills and techniques? 

The guys give you some ways you can get back into growth mode and how to look at learning in a new light. 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, Bill and Bryan revisit the poll that they discussed in the last episode. They decide to take the third response and devote an entire episode, all about inspiration. 

Over the last couple of years with the pandemic and the impending recession, it can easy to lack inspiration. 

The guys give you some ways you can look at your life in a different way and draw the inspiration you need to stay focused. 

They'll be running more polls in the LI group soon so if you're not part of it, join now! http://advancedsellingpodcast.com/linkedin 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode of The Advanced Selling Podcast, Bill and Bryan share the results they received from a recent poll they ran in the ASP LinkedIn group. 

The question was, "As you look to last half of '22, what is the ONE THING that you want help with?" 

They discuss not having enough leads, sales processes that last too long, and they will be devoting an entire episode all about inspiration next week.

They'll be running more polls in the LI group soon so if you're not part of it, join now! http://advancedsellingpodcast.com/linkedin 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode of The Advanced Selling Podcast, Bill and Bryan discuss whether they think we are on the verge of a recession and what it could mean for your business. 

Most businesses have been in steady growth mode for over a decade now but things might not be looking so great in the next year or so. 

The guys talk through how to handle the impact and Bill even challenges you to think about what part of your business could actually benefit from being in a recession.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode of the Advanced Selling Podcast, Bill and Bryan share their list of gurus that they personally follow. 

Whether you're looking for inspiration, advice, or just needing to reset, having a guru to follow can be incredibly useful.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

Have you ever had a sales method or technique that your manager didn't agree with? Well, that's exactly what this episode is all about. 

Bryan and Bill discuss what to do when you are not supported by your leadership. It can be a delicate situation, and they want to help you navigate it. 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode of The Advanced Selling Podcast, Bill is flying solo. 

He plays a clip from the most recent ASP Insider coaching call all about disempowering beliefs. 

He also challenges you to think about the biggest roadblocks in your life and how they might be tied to a limiting belief. 

If you're not already an ASP Insider member, you can join now to get access to this call and all the upcoming calls as well! Go to http://advancedsellingpodcast.com/insider to join now. 

=================================

Join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode of The Advanced Selling Podcast, Bill and Bryan finish their 2 part series all about discipline. 

In part 1 the guys discuss how to evaluate your discipline level in all areas of your life. The idea here is to find the gaps where you might be lacking the necessary discipline to help you succeed. 

In part 2 the guys give you a method of developing an action plan to fill in those gaps and work on building the discipline you need.

If you haven't already listened to part 1, be sure to go back and take a listen!

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode of The Advanced Selling Podcast, Bill and Bryan start a 2 part series all about discipline. 

In part 1 the guys discuss how to evaluate your discipline level in all areas of your life. The idea here is to find the gaps where you might be lacking the necessary discipline to help you succeed. 

In part 2 the guys will give you a method of developing a plan to fill in those gaps and work on building the discipline you need. Be sure to listen in next week!

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

Recently, Bill was in a coaching session with another sales trainer, and he was astounded by what he heard. The coach was teaching the group how to persuade the customer to do business with you and ways to manipulate them into getting your way.

These techniques haven't changed since the 60s and '70s. 

In this episode, Bill and Bryan discuss what's wrong with these techniques and how you can create a modern sales process that doesn't contain any sleazy gimmicks. 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

Let's face it, for the last 10 years or more, we've been in somewhat of a tailwind. All things have been easier than ever to sell. 

But, things might not be so easy in the coming months or years. 

In this episode, Bill and Bryan help you to take inventory of your current skills and challenge you to evaluate what skills you'll need to become truly Sales Ready for any market!

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

Usually “offers” which we define as everything that you will deliver to your customer, are prepared by the marketing department.

But we also have seen marketing departments being lax in this area. So you may have to deconstruct or reconstruct the offer so that it speaks to your customer.

In this episode, we give you 5 elements of a great offer that you can use starting immediately so that when you communicate that offer to your prospects and customers, they are clear about how you will solve their problems or get them to their land of opportunity.

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

That is what we call the “pivot point.”

In this episode, Bill and Bryan give you some ideas on making this pivot seamless so that it’s not clunky and awkward.

This is part one of a two-part series on how to make your offer and talk about it. Next week we will address Offer Construction.

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

If you haven't already, make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, Bill and Bryan discuss how to take control of your actions and regain the discipline you need to be successful.

Make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin. If you haven't commented in a while, please do so. That's where we get ideas for our episodes.

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

Ever wondered what questions the guys ask prior to working with a brand new client?

Well, you're in luck, because that's exactly what Bill and Bryan discuss in this episode. 

Be sure to take notes, because these are questions you should definitely be asking yourself.

Make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin. If you haven't commented in a while, please do so. That's where we get ideas for our episodes.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

As coaches, we are always looking for the master key to riches. While we admit there is never ONE thing, in this episode Bryan and Bill talk about one thing that they have seen high achievers master.

What do you think it is? OK, you have to listen to find out :-)

Make sure you join us in our LinkedIn group: www.advancedsellingpodcast.com/linkedin. If you haven't commented in a while, please do so. That's where we get ideas for our episodes.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

Every revenue team suffers a Sales Execution Gap — the ever-growing gap between an organization’s potential revenue and the actual revenue it achieves.

As the Sales Execution Gap expands, organizations miss more deals, waste more time, and lose more reps.

How did we get here? How do we prevent the Sales Execution Gap? And, how do we close the Gap to execute at our full potential?

In this episode, Scott Barker gives us some ways you can close the gap and solve this ever-growing issue in your business. 

To learn more about how Scott and the Outreach team can help, go to http://outreach.io

When we are unaware of what is happening to us, we will respond in error. They discuss "awareness" from the aspect of “how to interact with prospects” and also, “how we interact with ourselves.”

Be sure to save your spot for this week's LIVE RECORDING on May 4 “The Sales Execution Gap” with Scott Barker from Outreach! Go to http://advancedsellingpodcast.com/outreach to register now.

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

The guys see it all the time. They start working with a new sales team and see enormous potential in certain people who just quite aren't living up to it.

The good news is, that what's stopping them is usually something that can be solved. 

In this episode, Bill and Bryan give you some ways to overcome the blockage that might be holding you back.

Save your spot for our upcoming LIVE RECORDING on May 4 “The Sales Execution Gap” with Scott Barker from Outreach! Go to http://advancedsellingpodcast.com/outreach to register now.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

As a lead-up to our LIVE RECORDING on May 4th, Closing the Sales Execution Gap, Bryan and Bill talk about some things you can consider as you put people into your pipeline.

If you’re interested in how to make your prospecting and sales process management more efficient, join us on May 4th for “The Sales Execution Gap” with Scott Barker from Outreach! Go to http://advancedsellingpodcast.com/outreach to register now.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

They also give you some thoughts on how to best build momentum at the start of the process.

It is one of the three biggest challenges we find companies have in executing to achieve great sales results.

This month’s episodes are part of a lead-up to a LIVE RECORDING on May 4 “The Sales Execution Gap” with Scott Barker from Outreach! Go to http://advancedsellingpodcast.com/outreach to register now.

If you are a sales producer, manager, VP of sales, or CEO, you should consider attending this complimentary one-hour live session.

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

Obviously, a facet of your business is new business development, and you can waste a lot of time doing things that are totally inefficient.

This is a good episode if you are in a prospecting role at least 30% of the time in your current job.

Also, make sure you save you spot for our upcoming LIVE RECORDING on May 4 “The Sales Execution Gap” with Scott Barker from Outreach! Go to http://advancedsellingpodcast.com/outreach to register now. 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

Our economy has been solid or growing for years, but with the current situation, things aren't looking so optimistic. 

Bill and Bryan give you some perspective on how to better reflect on what's really happening around us and how to look at your personal skills so you can continue to thrive.

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

One thing that we find is that people lack a complete understanding of the assets they already possess. 

The guys give you some ways to identify your particular assets and how you can leverage those assets in your process. 

This is a brief preview of our upcoming ASP Insider group coaching on April 1st. If you aren't already apart of the group, go to http://advancedsellingpodcast.com/insider to join today!

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Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

How do you communicate your value at the beginning so the prospect can decide whether or not you are a good fit?

In this episode, Bill and Bryan give you some ways you can better articulate your value and how to create a more compelling and properly framed value statement.

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

With everything going on around us and managers and companies demanding more, more, more, it's easy to see why so many people are feeling burnt out. 

In this episode, Bill and Bryan discuss how to deal with performance pressure & anxiety in the sales role and how to avoid it before it rears its head. 

=================================

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

Do you have a set of rules & boundaries that you adhere to while selling?

In this episode, Bill and Bryan challenge you to create 3 rules for your sales life. They give you some examples of rules and some ways you can get started creating your own.  

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode of The Advanced Selling Podcast, Bill and Bryan discuss the motive behind what drives you in sales. 

The guys discuss whether everyone should build their brand and the advantages of social selling using your platform.

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, Bryan makes a huge announcement regarding his side-gig referring in the NFL.

Also, during this Super Bowl celebration week, the guys discuss how everyone has a "Super Bowl" in their goals and how we can work to achieve it.

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

But, in this episode, Bill and Bryan get deeper into how you are unique in the market — both as a company or as an individual performer.

We all have our uniquenesses but do we communicate them effectively? The guys give you an exercise on how to determine what makes you unique and special.

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

In this episode, Bill and Bryan review a message thread where a salesperson is pitching one of our listeners. He forwarded us the message as an example of what not to do and the guys dissect it.

If you have an email that is a train wreck that has come from someone wanting to do business with you, forward it on to [email protected].

We will dissect it on the air. Don't worry, completely anonymous. We won't use your name nor the sender‘s. Let’s see if we can fix this epidemic of terrible emails!

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=================================

We’ve gotten a lot of questions recently given the supply chain disruptions. It truly is a difficult issue right now. Most of the time we hear, "how do I handle customers who have open orders but I can’t deliver the goods?" In this podcast episode, Bill and Bryan give you some thoughts on how to handle this very difficult dilemma that you might find yourself in.

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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In this episode, the guys get into the deep work of assessing your limiting beliefs. Where are your limiting beliefs holding you back from your success?

This comes from the work that Bill and Bryan do with individual performers and corporate clients. It’s where half the group moves to higher levels of success but the rest of the group does not.

It’s always a belief issue.

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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Happy new year all! Our mission this year is to provide you with great content so you can continue to grow your business and your income. We are so glad you’re with us.

In the first episode of the year, the guys go through their six predictions for 2022.

And, they ask you to make sure you hold them accountable for this one year from today. 

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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Well, here we are, the last week of 2021! 

In this episode, Bill and Bryan give you your very short assignment for the week of December 20th.

You should be able to get this done in a few hours and enjoy the rest of your week.

We want to wish our loyal listeners happy holidays, merry Christmas, and a happy new year! We will see you the first Monday in January.

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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Continuing the "A December to Remember" series, Bill and Bryan give you your assignments for the week of December 13th.

This is a time at the end of the year where people start to check out so make sure that you listen to this podcast and start to think through how you’re going to make this week productive!

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

=========================================

In this podcast, Bill and Bryan give you your agenda for the week of December 6th.

This is part one of a three-part series called, "A December to Remember," where we take the weeks in December that are often filled with cocktail hours and parties, and remind you that there’s still work to be done.

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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Continuing the series, "The Best Sales Advice," Bill and Bryan invited master sales disruptor, Keenan https://www.asalesguy.com, to join them in this episode. 

Keenan is the author of the best-selling book, Gap Selling, and the CEO and president of A Sales Guy, Inc. For the past ten years, he’s ranked in the Top 50 Most Influential Salespeople by Top Sales World magazine.

The guys have been following him for years. And, after hearing this episode, you will, too!

In preparation for our December ASP Insider Personal Business Planning event this Friday, Bill and Bryan go through some most common mistakes people make when crafting their plan and some tips on how to do it the right way.

The guys give you their Do's and Don'ts for a crystal clear business plan for next year.

If you haven't already assembled your personal plan for next year, Bill and Bryan invite you to participate in the ASP insider program this Friday, December 3. Go here to find out more http://advancedsellingpodcast.com/insider

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Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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We’ve all had this happen to us; we’re in the 11th hour, we’ve delivered a proposal, and the prospect tells us to hang tight and wait.

This question came in from our LinkedIn group, Daniel, who has had this happen several times. Listen to this episode if you want clear concise prevention strategies so this doesn’t happen to you again.

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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When you want great advice, you go to a great source. So, we went to one of the best. 

John Barrows built an empire based on his passion for sales. He believes sales is the greatest profession in the world when done right – and the worst when done wrong. 

In this episode, John gives us the best sales advice he's received in his career. Learn more about John at https://jbarrows.com.

Is sales really broken? In many ways it is. 

This episode was inspired by an email Bill received from Anthony Iannarino discussing why sales is broken. Anthony lists the stats that he's uncovered from both the seller and the buyer that backs up his belief.

In this episode, Bill and Bryan start to break down the areas where they think sales is broken and they give you some ways you can reframe your thinking to accommodate the new ways of selling.

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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In this exclusive series called "The Best Sales Advice I Ever Received," Bill and Bryan are handpicking some of the industry's top leaders to have them share the best advice that they've gotten in their careers. 

Sales legend, author, and speaker Mark Hunter joins Bill and Bryan in the studio this week with some simple yet profound advice: stay focused, stay consistent. These two foundational principles touch on every aspect of the sales process from your motivation level to your customer interactions to your learning. Tune in to this inspiring episode with the master “hunter” and guru of high-profit prospecting.

To learn more about Mark, go to  https://thesaleshunter.com. 

In this episode, Bill and Bryan kick off a series that they will be releasing throughout the weeks on The Best Sales Advice Ever — coming from authors and sales experts in our space.

The guys thought there was no better way to kick it off than to have them share the best advice that they’ve received in their careers about sales and goal achievement.

If you haven't already, go to advancedsellingpodcast.com/linkedin and join our group so that you can also weigh in on the best advice you’ve ever gotten on selling!

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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A business is made or slayed along the customer journey.

Think US Airways. Blockbuster. 

When businesses fail, it’s usually due to a lack of empathy with their customers. Automated phone service, long wait times, Draconian return policies. The list goes on and on.

The competitive advantage goes to companies who get it right. 

Think Apple. Wayfair. Trader Joe’s. 

You have to map out the customer’s journey and manage every single touchpoint along the way.  For the salesperson, the customer experience doesn’t end when the deal is signed. The best salespeople keep coming around, maintaining that rapport over time.

In this episode of The Advanced Selling Podcast, Kris Rudeegraap, CEO and Co-founder of Sendoso, shares his tips on enhancing the customer journey through empathy, energy, and generosity.

He explains why account-based marketing (ABM) is like fishing with a spear instead of a fishing net. You won’t want to miss this one.  AFTER YOU LISTEN: 

Check out the Sendoso platform and lunch is on the guys! https://sendoso.com/demo-request/

Celebrating 15 years of podcasts!!

Bill and Bryan started the advanced selling podcast long before podcasting was a household word like it is today.

Over those 15 years, the guys have recorded over 700 episodes. And have over 12 million downloads.

We also honor all of those listeners who have been with us over the years, including those who started with us 15 years ago. Thank you!

You’ve heard the old saying… 

“Giving is better than receiving because giving starts the receiving process.”

But does it work when it comes to sales prospecting?

Absolutely. 

Studies show the ROI on gifting a prospect is high – and gifting a current client usually ends up in a longer-term relationship, repeat business, and more referrals.  

So… if you want to make an impact, differentiate, be remembered, and build goodwill, consider gifting.  Spice up your prospecting efforts with creativity, thoughtfulness, and personalization.

The key is to give without expectation.

Whether it’s a welcome kit or free content – a podcast episode, a download, a handwritten note – it’s impossible to forget someone who’s gone out of their way to help. 

To learn more about the art of business gifting, check out the conversation with Kris Rudeegraap, CEO and Co-founder of Sendoso, the leading sending platform. 

Check out the Sendoso platform and lunch is on the guys! https://sendoso.com/demo-request/

For lack of a better cliché…sales is a rollercoaster. Highs. Lows. We’ve all been there. Building momentum is key.

We’re usually so concerned with reaching the next peak that we forget to recognize the smaller wins along the way. And the worse culprits are oftentimes our managers This week, Kris Rudeegraap, CEO and CO-founder of Sendoso, the leading gifting platform, joins us to talk about putting the wind back in your sales, driving the momentum through the ups and downs – and why the proverbial pat on the back is critical.

After you listen: Check out the Sendoso platform and lunch is on the guys! https://sendoso.com/demo-request/

We are not in the new normal - it's the next normal. Bill and Bryan believe that in this next normal, you have to humanize your brand. 

Kris Rudeegraap, CEO of Sendoso, joins the show for a special four-part series exploring innovative ideas to help you stand out. In this first episode, he shares how he went from SDR to tech founder, raising a $100 million Series C fund while highlighting one key tactic for creating differentiation. 

After you listen: 

BE SURE to register for a special live event focusing on trust  How to build it, nurture it, and sustain it.

Sendoso’s CONNECTED Conference is October 13 from 11am to 3pm (EST). And as an Advanced Selling podcast listener lunch is on Sendoso if you CLICK HERE and reserve your spot now!

Join an all-star assembly of some of the best minds in marketing as they focus on TRUST, the key to better prospect and customer relationships, a better pipeline, and repeat business. It begins with credibility and ends when you stand out from the crowd. 

These 4 hours could change your business. 

Hosted by Trevor Noah, of The Daily Show, and Shola Richards, from Go Together Global. 

After analyzing 300,000 cold emails, the team at Gong has debunked one of sales’ greatest mysteries — and unlocked a strategy to DOUBLE the amount of meetings you book.

We are joined once again by the Devin and Sheena from Reveal: The Revenue Integillance Podcast. And, as you know, sales usually is not binary, typically nuances play into every situation.

However, this is the exception. The CTA (call to action) you use at the end of your email, matters more than you think.

To craft the perfect cold email, tune in to the episode then follow this link, https://pages.gong.io/highly-effective-email-ctas to find 43 emails proven highly effective by Gong’s research team.

To listen to the Reality, subscribe to Reveal: The RI Podcast here: https://link.chtbl.com/i6UODNbY

How do you get your deal unstuck when you’re nearing the end?

In this episode, Bill and Bryan complete their three-part series on getting unstuck in the sales process. The guys address the end of the sales process when drama occurs and deals get stuck.

They each give a few hints of how you can make this happen elegantly and organically with a minimum amount of drama.

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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Should you use slides on a discovery call?

Choose wisely because it impacts your chances of booking the next meeting by 17%.

On this episode of Opinions vs. Reality, we are joined once again by Devin and Sheena from Reveal - the Revenue Intelligence Podcast. We give you our opinion on the impact of using slide decks.

And, for when it’s the right decision, check out this cheat sheet for crafting sales decks that sell: https://pages.gong.io/crafting-sales-decks-checklist

To listen to the Reality, subscribe to Reveal: The RI Podcast here: https://podcast.gong.io

How committed are you to personal growth? 

This episode was inspired by one of Bryan's clients, Mike, who has had a 30+ year career in sales but is still one of the most eager to learn ways and grow.

The guys give you some ways you can be like Mike, and some way to stay motivated in your personal growth.

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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“I need to think about it” is the objection that makes every salesperson's skin crawl. But is it really the reason your deal didn’t close?

In this special Opinions vs Reality, Bryan and Bill are joined once again by Devin and Sheena from Reveal: The Revenue Intelligence Podcast.

Learn how to address any potential roadblock your seller might have. (Spoiler: It’s time to shift from sales to strategic advisor.)

To listen to the Reality, subscribe to Reveal: The RI Podcast here: https://link.chtbl.com/i6UODNbY

In this episode, Bill relays a story of one of his new clients who has asked for help on messaging. They sell a very complex solution to a large group of people in a long selling cycle.

He is struggling with how to craft his message so that it’s compelling to the prospect.

Bill and Bryan give you a handful of ideas on what to do and what not to do in this episode.

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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Do you know the impact cursing has on your sales calls?

In this special Opinions vs Reality episode, Bryan and Bill are joined by the hosts of Reveal: The Revenue Intelligence Podcast, Devin Reed and Sheena Badani.

The guys give their best opinion on whether cursing hurts or helps the sale and then Devin and Sheena give them a hint on whether they are right.

To listen to the Reality, subscribe to Reveal: The RI Podcast here: https://bit.ly/2VKDe6j

In this episode, Bill and Bryan talk about how to keep your sales process from getting stuck as you head into the center of it.

This usually centers around people and processes not behaving properly. The guys give you some clues on what's going to help you navigate when you are stuck in the middle. 

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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We recently did a poll with our LinkedIn group to find out what topics were of the most interest to you. The number one response was “how do I keep myself from getting stuck somewhere in the sales process?“

We decided to break it down into three areas, beginning, middle, and end. Today’s episode is on the beginning of the process.

Bill and Bryan give you tips on how to avoid getting stuck and what to do when you have that happen. 

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The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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The topic of coaching seems to be on a lot of people's minds today. But there are two ways to get coaching: one is in a one-to-one environment and the other is in a small group assembly.

Today, Bill and Bryan go through what a small group coaching environment might look like, some pros and cons, and some tips if you are considering starting your own small group.

The Insider program is open for enrollment. If you have not checked out our version of a small learning group go to http://advancedsellingpodcast.com/insider to join today!

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Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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In this episode, Bill Caskey and Bryan Neale address a LinkedIn post that came from Jeffrey. D where he talked about the role automation and AI has in the sales process. We did an episode a few weeks ago on automation, but here they dive a little bit deeper. The guys give you some other ways to think about how to use AI in your process without taking away the emotion that comes from having a human being with your prospect.

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If you're not part of our ASP Insider, go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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In this episode, Bill and Bryan answer a question from Karen B. about the "Omnichannel approach" to personal marketing and brand building. The guys dish out a couple of suggestions for you on ways to build your brand using a multi-channel approach without driving yourself nuts.

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If you're not part of our ASP Insider, go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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Bill and Bryan discuss sensitive topics in this week's episode. These topics all start with questions like, "What is enough? What does success mean for me? How hard do I have to work to achieve it?" The guys riff on ways you can ask yourself these questions and come up with good answers that apply to you.

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If you're not part of our ASP Insider, go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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You just made a new connection on LinkedIn that would be a great prospect, is it too soon to reach out?

In this episode of The Advanced Selling Podcast, Bryan Neale and Bill Caskey take on that very listener question from Jean-Pierre in the Netherlands. Too soon and you could ruin a connection, too late and you could miss an opportunity. 

Bill and Bryan give some thoughts on this situation and they give some indicators they've noticed when it's the right time to reach out and when it's time to let it be.

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If you're not part of our ASP Insider, go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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In this episode all about mindset and mentality, Bill and Bryan reveal some of their struggles with certain aspects of how we think.

If you'd like to get more tactical in this area of Mindset, we invite you to join us on Friday, August 6 for our ASP Insider program. We will dive much deeper into how we can improve our mindset and our thinking to succeed wildly in the world. Go to http://advancedsellingpodcast.com/insider to join today!

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Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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On this episode of the Advanced Selling Podcast, Bill and Bryan give you the eight-plus questions that, depending upon the circumstance, you need in your question bank.

These questions are generic in nature, but would apply to virtually any B2B sales meeting scenario. If you aren't using these, you are really missing out on finding the prospect's real pain.

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If you're not part of our ASP Insider, go to http://advancedsellingpodcast.com/insider to join today!

Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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On this episode of The Advanced Selling Podcast, the guys give you a preview of a recent webinar call "6 Months of Sales Momentum."

They discuss the upcoming 6 Months of curriculum inside The ASP Insider Membership group and how you can jump-start the last half of 2021. 

To join the group, go to http://advancedsellingpodcast.com/insider

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Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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Bill and Bryan on the road going to a sales meeting with one of their clients, which made them think of a good episode topic, "how should I prepare for a sales meeting?" 

The guys discuss the proper framework for a sales meeting, a presentation, or a speech at an event. This episode was recorded live on-site in Durham, NC at an ASP listener sales conference, so they decided to give you a behind-the-scenes look at how they plan out an event like this.

If you're interested in having Bill or Bryan or both come to your upcoming sales meeting, send us an email. In the title line, put "Come see us" to [email protected].

In our last ASP Insider session, we discussed the concept of detachment and how it’s a secret element of empowerment for sales professionals.

On this episode, we take three questions that came from insiders that we did not have a chance to answer during the program. We wanted to share some of these with all of our listeners.

To save you spot for our FREE "6 Months of Sales Momentum" webinar, go to http://advancedsellingpodcast.com/momentum!

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Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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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, mymorningroutine.com.

To save you spot for our FREE "6 Months of Sales Momentum" webinar, go to http://advancedsellingpodcast.com/momentum!

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Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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In this episode, Bill and Bryan go a little bit deeper into the concept that they have found is the most helpful for their coaching clients when it comes to growing their income.

You’ve heard the guys talk about it before: Detachment.

The July 9th ASP Insider training is a much deeper dive into ways you can become detached so you can experience a heightened potential in your future. Go to http://advancedsellingpodcast.com/insider to join now!

To save you spot for our FREE "6 Months of Sales Momentum" webinar, go to http://advancedsellingpodcast.com/momentum!

=========================================

Do you have a question you want to be answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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In this episode, sales trainers, Bill Caskey and Bryan Neale address a common question that they get from salespeople who are required to make hundreds of cold calls a week, "I'm sick and tired of cold calling and I can't keep doing it any longer."

The guys go deep into the psychology of cold calls and discuss the need to find other methods of prospecting that won't result in burning out your people in a year.

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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In this episode, Bill and Bryan talk about a topic that came from one of our ASP Insider members. He was wondering how he could bump his income without needing to find an enterprise sales position and having to travel all over the country.

The guys discuss some psychological concepts to money and the idea of how our beliefs limit our income.

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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What should you do when your Sales Manager doesn't do things the way you would do them?  Bill Caskey and Bryan Neale address a question from the CoVideo mailbag from a listener, who brings up how his manager makes demands on him, referring to a very specific scenario.

Bill and Bryan take this question a little bit broader to the notion of how do you manage your manager if that's even possible?

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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We are in a new world, and it’s been said frequently that we must change our thinking about that new world so that we can succeed in it. In this episode, Bill and Bryan discuss changes you need to make in your thinking and skillsets if you are to flourish with all the new rules of virtual business.

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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Have you ever wondered how you can differentiate yourself in the sales world?

In this episode of The Advanced Selling Podcast, Bill and Bryan talk with John Lefler, the outbound Sales Manager at cardsdirect.com. John gives some ideas on how you can use greeting cards to be unique in your market.

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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In this episode Bill and Bryan share a conversation they had prior to recording where they realized this massive job shift chaos is occurring in businesses around the world.

The guys give some ways to handle the tsunami from both the VP of sales/sales leader standpoint and the sales professional standpoint. If you are getting restless in your current career, it’s not unusual at all. The pandemic has forced us to think about things in a different way and the guys give you some thoughts on how you can capitalize on this.

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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Is discipline really necessary in professional selling today?

On this episode of the Advanced Selling Podcast, Bill and Bryan bring some alternative ideas about discipline and the art of accountability.

The question they have is: is discipline really the problem? Or is there something deeper?

They guys discuss the deeper motivations inside all of us and how we might look at discipline in a different way. They gives some ways to help us muster the courage to do what needs to be done every day.

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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This question comes from our ASP LinkedIn group. Liz asks, "what is the best way to communicate her value to prospects when they may not want to hear it straight on?"

Her messaging is about a product that is a little sensitive to people and she feels like they become resistant too quickly.

The guys give some ideas on how she can rework her messaging to make it more effective.

We will start taking more questions from our LinkedIn group so if you’re not already a member make sure you go to advancedsellingpodcast.com/LinkedIn to join today!

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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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 prospect?" In this episode, Bill and Bryan talk about "Passivity" both from a mindset standpoint and a tactical standpoint.

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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On this episode, the guys take questions from the LinkedIn group, one of which is "how do you handle it when a key influencer leaves the buying team?" The second question is "how do you navigate through 'off-the-shelf' solutions when you are a custom solutions provider?"

We will start taking more questions from our LinkedIn group so if you’re not already a member make sure you go to advancedsellingpodcast.com/LinkedIn to join today!

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale continue the listener mailbag series and take a call from Scott in Louisville who asks how to use LinkedIn better for his not-for-profit.

Bill and Bryan address the changing dynamic that is LinkedIn and how to see it as not just a connection tool but also a content publishing platform. They also give him some ways he can increase his reach by connecting to the right people.

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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On this weeks episode Bill Caskey and Bryan Neale address a question that came in from a listener, "how much automation should I design into the sales process?"

The guys each give some examples of good automation and bad automation so that you can determine how much more efficient you can be with technology.

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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On this "Best Of" 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. 

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Looking for more sales training like this? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today!

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

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Being savvy with lead generation does not mean throwing up tons of content on tons of platforms. It means being much more mindful and intentional about how to craft your message so that you catch people where they are in the consideration process.

Very important for sales people to understand that today. You have to be part seller, part marketer.

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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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."

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Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin.

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Bill Caskey and Bryan Neale take a look at the role practice plays in your sales results.

They break down how both the sales leader and the sales professional several can execute practice sessions so that when you are about to walk on stage, you are ready!

If you want FREE access to our Personal Brand Makeover Course, join The ASP Insider group at http://advancedsellingpodcast.com/insider and it's yours instantly!

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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Bill and Bryan have been talking about the importance of building your personal brand for several years. But, the pandemic has shifted that need into overdrive.

The guys give you some reasons why you should build yours and some immediate tips that you can implement right now to begin that process.

If you want FREE access to our Personal Brand Makeover Course, join The ASP Insider group at http://advancedsellingpodcast.com/insider and it's yours instantly!

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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Have you ever thought about your experiences in business and how they have shaped your career?

In this episode Bill and Bryan share two circumstances that they went through when they were young in sales and how it shaped a lot of who they are today.

It’s quite easy to focus totally on the future and your goals and aspirations. But sometimes it’s useful to reflect the past to see your accomplishments in a slightly different light. We believe it gives you confidence and presence to succeed to even greater heights in the future.

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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When you lose a deal, do you know the cause?

In this episode Bill and Bryan talk about causes of temporary failure in sales and goal achievement. The fact is there is the cause of the situation but there are always micro causes that influence that.

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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In all of our conversations with our clients and even advanced selling podcast listeners, we have heard this frustration of isolation and loneliness coming up more and more. This is a serious issue that could lead to mental health problems. And, we don’t want that for you.

If you would like to join to like a group of like minded sales professionals, go to http://advancedsellingpodcast.com/linkedin.

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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In this episode Bill Caskey and Bryan Neale address the existential issue of how to achieve higher results in sales. It’s something they’ve spoken about before but they dive a little bit deeper into the concept of having high intention.  

From the time we wake up in the morning till the time we hit the pillow at night If we keep our intention high good things happen. Plus the fear evaporates.

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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In this episode, Bill and Bryan reveal the most common questions they get from their clients about sales success and achievements.

One question has to do with the sales process. Another question has to do with what to post on LinkedIn. And the third has to do with how we command a premium price for our products and services. 

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Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

Do you have a question you want answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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In this episode, Bill and Bryan talk about the future of the salesperson in the entire sales process. They give you some things that you should probably start thinking about as the world continues to shift away from a person-to-person, face-to-face mode to a more digital mode.

No, we do not believe the salesperson is going anywhere, but the roles might change significantly.

Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider

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Do you have a question you want answered on the podcast? Email us at [email protected] and we'll try to answer it on an upcoming episode!

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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