The Advanced Selling Podcast
By Bill Caskey - Bryan Neale
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Podcast Description
Join hosts Bill Caskey and Bryan Neale each week on the Advanced Selling Podcast as they share tips, sales strategies, answers to listener questions, and client and expert interviews in an insightful and often humorous way. Bill and Bryan are part of the Caskey team--a training company specializing in training and developing B2B sales teams. They have worked with successful B2B sales teams, helping them leverage their talent, build their skills and create better outcomes by teaching sales strategy that has been effective for hundreds of companies.
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CleanThe High Personal Cost of ‘Assuming’ a Sale | As you look at your opportunities, it's our guess that over one half of them have problems. No, not problems with the prospects themselves. But problems with the process you've taken them through. In this episode, Bryan and Bill break down one of the most frequent problems we see when we coach sales people: the [...] | 2/20/12 | Free | View In iTunes |
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CleanYou’re Working Too Hard | Sales people work too hard. They do so in the name of 'aggressiveness'. We're all proud of our TYPE A behavior. But, wait a minute...why do we insist on working too hard when there is a huge potential right in front of us and we fail to see it? In this podcast episode, Bill and [...] | 2/13/12 | Free | View In iTunes |
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3 |
CleanWhat is an Optimum Sales Process? | A podcast listener asked us to take her through the best sales process-the one we suggest you use. There are tons of sales processes and methods in the world but, we like to keep things simple so we give you what we recommend to our clients. Much of what you hear here can be found [...] | 2/6/12 | Free | View In iTunes |
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CleanHow To Expand Your Value | Often, we get so myopic in our view of our customer relationships, we totally miss added value we can bring to that relationship. Bryan talks about a sales deal where his client took a different approach-and created a long term partner. PLUS, that client avoided the 'commodity element' of most traditional customers where they put [...] | 1/30/12 | Free | View In iTunes |
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CleanHow To Talk ‘Money’ In The Sales Process | In this episode, Bill and Bryan address the ever-emotional topic of money. Many facets to money like: Cost of problem Money in customer budget Money they're willing to spend to change Your belief in your own value They have addressed this recently in the area of "positioning." How you are positioned will determine the fees [...] | 1/23/12 | Free | View In iTunes |
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CleanThe Secret of Networking and Tradeshow Success | In this episode, Bill and Brian discussed the secrets of tradeshow selling since this is the trade show season coming up But whether you participate in tradeshows or not this episode will help you become a better networker. The same skills apply. ******* Also mentioned in this podcast: Email It! A Seller's Guide To Emails [...] | 1/16/12 | Free | View In iTunes |
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7 |
CleanDon’t Use Throwaway Lines | Sales specialists Bill Caskey and Bryan Neale address an issue that happens to ALL sales professionals, whether they know it or not: are prospects telling you the truth? In this sales podcast, Bill and Bryan address an actual client who struggled with the upfront agreement in the sales cycle. She felt like it was a [...] | 1/9/12 | Free | View In iTunes |
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8 |
CleanA New Year’s Wish For Sales People | Since we missed the Christmas episode, we thought we'd begin the year by making a few wishes for our fellow sales professionals. Our listeners seem to be dialed in to new skills and approaches. Therefore, we thought we'd hit you with a few advanced suggestions to help you make 2012 a Crushingly Big Year. As [...] | 1/2/12 | Free | View In iTunes |
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CleanA New Year's Wish For Sales People | Since we missed the Christmas episode, we thought we'd begin the year by making a few wishes for our fellow sales professionals. Our listeners seem to be dialed in to new skills and approaches. Therefore, we thought we'd hit you with a few advanced suggestions to help you make 2012 a Crushingly Big Year. As pieces, none of these sound like much. But if you can string them together this year, high income awaits. ******* Also mentioned in this podcast: This podcast was video tapped. You can view it by clicking here. Join our Linkedin Group! Download the free eBook 20 Rules for Modern Selling. Want more Bill and Bryan in your life? Take a look at their newest online sales magazine with videos, podcasts and articles for sales and leadership strategy. | 1/2/12 | Free | View In iTunes |
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CleanHow One Listener Grew Her Business… | We decided to interview one of our Linkedin group members today, Rachael Lyman. She has taken much of what we talk about on the podcast and actually implemented it in her selling cycle. In this episode, she gives some advice on how to be more effective in prospecting mode. Also mentioned in [...] | 12/19/11 | Free | View In iTunes |
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CleanHow One Listener Grew Her Business.... | We decided to interview one of our Linkedin group members today, Rachael Lyman. She has taken much of what we talk about on the podcast and actually implemented it in her selling cycle. In this episode, she gives some advice on how to be more effective in prospecting mode. Also mentioned in this podcast (plus other things we think you should know): Connect with Rachael on Linkedin (click here) Learn more about the Denver Metro Chamber of Commerce (click here) Join the Advanced Selling Podcast Linkedin Group (click here) Check out our newest site - CaskeyONE! Your single source for sales and leadership strategy. Take a look at our 2012 FREE eBooks 20 Rules For Modern Selling (click here) and The Truth About The Unspiring Leader (click here) | 12/16/11 | Free | View In iTunes |
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CleanA Psycho-Therapist Addresses Sales Self-Esteem | Our guest for this episode is a friend of the firm, Terry Daniel, who has a vast background in psychotherapy and specializes his work around personal growth and learning. Terry introduces our listeners to some rather deep subject matter, including a discussion around self-esteem, the comfort zones we're all in and a tip on how [...] | 12/12/11 | Free | View In iTunes |
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CleanThe Six Concepts We Teach That You Should Know | In this episode Bill and Bryan talk about their favorite things, no not software or organizers or websites but content. They go through things that they teach their clients that they find are the most useful and helpful to them and I think you will learn a lot from these six concepts that have worked [...] | 12/5/11 | Free | View In iTunes |
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CleanDo You Have Meaningful Conversations With Your Prospects? | In this episode Bill and Bryan address a rarely discussed concept - Meaningful Conversations. We all think we have them with people but upon further reflection they may not be as meaningful as we hoped. Bill and Bryan give you some tips on how to think about the kinds of conversations you are having with [...] | 11/28/11 | Free | View In iTunes |
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CleanImprove The Value You Bring To Existing Clients | In this episode, Bill and Bryan will continue to entertain you (at least that's what they think they're doing) with a discussion on a very practical topic: how do you sell more to existing clients? 'Closing and running' is not a good long term growth strategy-yet we all do it. We can use the excuse [...] | 11/21/11 | Free | View In iTunes |
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CleanThe Keys To Great Questioning | In this episode, Bill and Bryan do an "in the room" sales training where it becomes a stream of consciousness training from their experiences in the field. They address topics such as: What questions should I ask when asking for prospect revelation? How to refrain from the attitude of 'how do I get someone to [...] | 11/14/11 | Free | View In iTunes |
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CleanHow Sales People Bring EXTRA Value and How To Call On The ‘C’ Suite | Another example of a client who reached out beyond his comfort zone and took a huge risk with a prospect. We also are listening to your feedback. Your input tells us that you want to hear more about how to be better at calling at C level suite. Bill and Bryan break it down by [...] | 11/7/11 | Free | View In iTunes |
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CleanProfit By This Example of Expert Positioning in Sales | The new frontier of a modern sales person is in how you're positioned in the client's mind. In this episode, Bill and Bryan reveal a real-life story of a listener who has taken this "expert positioning" seriously and expanded his position with a client. You'll hear how a pharmaceutical sales rep worked with a client [...] | 10/31/11 | Free | View In iTunes |
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CleanMore on Being The Subject Matter Expert For Sales People | Yes, this is more on this very important strategy that we've been receiving tons of email about. We introduced this a few months ago and we'll be doing more on this. One of the most important strategies you can implement in selling is an "educational strategy." But, in order to do that you must be [...] | 10/24/11 | Free | View In iTunes |
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CleanWhen Your Territory and Products Are Stagnant | The mailbag question from a pharma-rep listener leads to a deeper discussion about the role a sales person should play in the sales cycle. It begins with a question on how you continue to bring value to your customers. Bill and Bryan go deep with this one, not only answering the question for our listener, [...] | 10/17/11 | Free | View In iTunes |
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CleanThe Answer Behind The Answer | Most salespeople realize they must ask questions in order to find information. The challenge though is that when they do, the prospect or client feels interrogated or impelled to give an answer even if it's not truthful. Bill and Bryan discuss a helpful tip from Seth Godin's Blog, "No business buys a solution for a [...] | 10/10/11 | Free | View In iTunes |
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CleanA Big Call Prep System | Many times, we see sales people under-prepare for big calls. Or, they prepare the wrong way, focusing on products and their advantages instead of what we believe they SHOULD be focused on. In this episode, Bill and Bryan break down the 'high pressure' sales call and give you a template to consider using as you [...] | 10/3/11 | Free | View In iTunes |
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CleanCreating Great Relationships (Part 3 of 3) | This is the third in a series of three podcasts on Creating Great Relationships. Bill and Bryan address several other components of what makes good relationships with prospects and clients. You can also access the PDF that has all 8 . Go to www.advancedsellingpodcast.com and click on TOOLBOX. ~~~~~~~~~~~~~~~~~~~~~ You’ve just written an email to [...] | 9/29/11 | Free | View In iTunes |
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CleanLying is No Way to Build a Relationship | Wow, that's a profound statement, isn't it? Of course it's not. Yet, we salespeople sometimes have a problem with the truth–as in "the whole truth." So, part 2 of our 3-part series on building strong relationships has to do with the candor you demonstrate with your client. The bottom line, as Bill and Bryan claim, [...] | 9/19/11 | Free | View In iTunes |
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CleanWhat Are The Rules of a Good Relationship? (Part 1 of 3) | Bill flies solo today (Bryan back next week) and begins a mini-series on what it takes to form a good relationship with your prospect or client. Sales people talk often about 'relationships' but it usually means, "Do I know them well enough that they will buy from me?" This series focuses on the rules of a good relationship so you can see if you are really building them or just paying lip service to them. Bill also cites a testimonial from a Canadian listener who used a very simple lesson she learned on the podcast to grow her business. *************************** You’ve just written an email to a prospect who’s not calling you back. You get ready to hit SEND…but as you read it again, you realize it just doesn’t quite capture your thoughts. Here’s our advice: STOP – Don’t SEND! Instead, read EMAIL IT!, The Seller’s Guide to Emails That Work. (http://emailitsellersguide.com/) *************************** | 9/13/11 | Free | View In iTunes |
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CleanSocial Media for Salespeople | In this episode, Doug Karr (www.marketingtechblog.com) invites Bill and Bryan into his office for his weekly radio show on Blog Talk Radio. The essence of this discussion was focused on social media and it's uses for sales professionals. While this may not be the first you've heard on this topic (that was a joke) you [...] | 9/7/11 | Free | View In iTunes |
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CleanSo What’s Your Story? Does It Compel People To Listen? | Sales people in any profession MUST be better story tellers. Telling someone your information is not enough today. You must build the context through how you position your product. And the best way to do that is through your stories. Brooke Green is this week's guest on the podcast. Brooke is a Caskey trainer and [...] | 8/29/11 | Free | View In iTunes |
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Clean*SPECIAL ANNOUNCEMENT* – LIVE Bill and Bryan | Today (8/26) at 3:00pm Eastern Time, Bill and Bryan will be guests on Douglas Karr's Blog Talk Radio - Marketing Technology. Listen at: http://www.blogtalkradio.com/marketingtech *If you can't make it to the live radio show, then you can download it at http://www.blogtalkradio.com/marketingtech. Bill and Bryan will also have excerpts in upcoming shows. | 8/26/11 | Free | View In iTunes |
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29 |
CleanNever Fear the Money Conversation | This episode is one of our frequent mailbag shows where we take questions from our audience. The first question is "what are some new ways to prospect?" Also in this episode, Bill discusses a recent webinar he was on that addressed what does the "new salesperson" look like. And it plays right in to the [...] | 8/22/11 | Free | View In iTunes |
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30 |
CleanHow to Close Six Months of Business in Three Weeks | One of our clients did just that. In fact, he began as a podcast listener, just like you. How did he do it? Well, there is no replacement for hard work but there are some lessons here that we can all learn from our friend who had a great three weeks in his business. Bill [...] | 8/15/11 | Free | View In iTunes |
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31 |
CleanWhen Prospects Nudge You Off Balance | Sometimes referred to as a "knee-jerk reaction", this happens when the prospect gets us off-balance by how they behave - or by what they say. In the sales process, it can happen in many places but the WORST thing you can do is "react." In this podcast, Bill and Bryan select five areas where they've [...] | 8/8/11 | Free | View In iTunes |
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CleanWhen You Give and Get Feedback | As sales pros and sales leaders, we're frequently in situations where we're either giving or getting "performance feedback." As with any business skill, there are right and wrong ways to look at feedback. In this episode, Dan Paulk, Senior Designer, Professional Development Programs at Hogan Assessments, discusses some 'feedback intelligence' that he has used as a psychotherapist and Hogan consultant. For those of you who don't recognize Hogan Assessments, they are one of the fastest growing personality assessment companies in the US. Full disclosure: We use the Hogan Inventory of Personality tests as both selection and coaching instruments for our private client group. We recently attended a certification class on Hogan and Dan was the workshop leader. We felt his approach to feedback was worth you knowing about. | 8/1/11 | Free | View In iTunes |
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CleanFavorite (and Productive) Things | We all have those favorite tools we use to grow our business, take care of current clients and generally, be more productive. And if it's good enough for Oprah, Lord knows it's good enough for the Advanced Selling Podcast. So in this episode, Bill and Bryan review their 10 favorite things - at least those [...] | 7/25/11 | Free | View In iTunes |
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CleanHow to Get the Prospect to Act | Well, this title might be a little presumptuous - that we can actually "get" someone to do what we want them to do. But the real issue is your frustration when prospects don't act as quickly as you'd like. So what's really going on in the prospect's mind on this one? Join Bill and Bryan as they each give their opinions based on what some of their clients are doing to help the sales process move forward quicker. ~~~~~~~~~~~~~~ You've just written an email to a prospect who's not calling you back. You get ready to hit SEND...but as you read it again, you realize it just doesn't quite capture your thoughts. Here's our advice: STOP - Don't SEND! Instead, read EMAIL IT!, The Seller's Guide to Emails That Work. http://emailitsellersguide.com/ | 7/18/11 | Free | View In iTunes |
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CleanNew in Sales? 5 Modern Skills (Part 2 of 2) | In today's episode, Bill and Bryan address the remaining five strategies that can help those new in sales: managing the sales process, how to listen better (and what to listen for), and how to handle objections (the strategy for this one might surprise you). We've said this before, but it bears repeating. This is NOT [...] | 7/11/11 | Free | View In iTunes |
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CleanNew in Sales? 5 Modern Skills (Part 1 of 2) | We get a fair number of questions about how to operate when you're new in sales. This just in: We're ALL new in sales in our current market conditions. Yes, we all need to be thinking like newbies. In this episode, Part 1 of a 2 part series, Bill and Bryan address two of five [...] | 7/5/11 | Free | View In iTunes |
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CleanWhat Every Salesperson Can Learn from John Wooden | Our guest this week is Pat Williams, VP Orlando Magic. Pat shares with you some of the lessons he learned while writing his latest book called Coach Wooden: 7 Principles That Shaped His Life and Will Change Yours. Pat has written 70 books on leadership, sales, success and philosophy, and it’s our opinion that his [...] | 6/27/11 | Free | View In iTunes |
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CleanInside Sales Tips | We got a question from our ever-present mail bag about inside sales and what techniques to use as you respond. It could be an inbound lead, a lead from a trade show, or maybe from your website. Regardless, there are right ways and wrong ways to follow up. In this episode, Bill and Bryan address [...] | 6/20/11 | Free | View In iTunes |
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CleanLessons Learned That Should Be Unlearned | Think about your first years in sales - or in business. And think of how many lessons you learned over those first few years. Many of those lessons were intrinsic, meaning you didn't sit down with a teacher to learn them, Instead it was by "osmosis." You just picked them up from the culture you [...] | 6/13/11 | Free | View In iTunes |
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CleanBuild Context to Build Sales | "Building Context" might be one of the least understood and underused concepts we teach in our sales training work with companies. If you want to create an atmosphere for the truth, then you MUST build context with your prospect. Bill and Bryan give you some examples of when we can all blow it-and what to [...] | 6/6/11 | Free | View In iTunes |
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CleanThe Illusion of Relationships | Sounds a bit deep doesn't it? Are most relationships really an illusion? Well, probably not. But in this episode, Bill and Bryan talk about customer relationships in a way that helps you identify if you have good ones or not. And they go thru a simple checklist of actions you can take to raise the [...] | 5/31/11 | Free | View In iTunes |
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CleanMailbag – When Should I Discount? | We wish there was one simple answer to the question "How do I know when to discount?" Our first instinct is to, of course, say "NEVER!" But the answer is fully dependent upon the context in which you're asking. And then, what if the customer says, "You won't get the business if you don't discount"? [...] | 5/23/11 | Free | View In iTunes |
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CleanThey Asked What? | This week's podcast is the Q&A from the live podcast event we did at the end of April. Bill and Bryan answer some great questions from the audience on "scenario intelligence: if they say, then we say," abundance, and "where do I find the time?" | 5/16/11 | Free | View In iTunes |
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CleanThey Asked What? | This week's podcast features the Q&A from the live podcast event we did at the end of April. Bill and Bryan answer some great questions from the audience on "scenario intelligence: if they say, then we say," abundance, and "where do I find the time?" | 5/16/11 | Free | View In iTunes |
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CleanEmail That Works | In this episode, Bill and Bryan review a program the company did recently on 'tips for emails.' Email has eclipsed conversations as the preferred mechanism of communicating. While we suggest that personal conversations are better, the fact is that you must be able to communicate well in writing today. They give some "do's and don'ts" [...] | 5/9/11 | Free | View In iTunes |
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CleanRoadmap To Revenue-10 Components To Sales Growth | (CAUTION: This podcast is X-tra long: 27 minutes) For our listeners who are accustom to our 10 minute podcasts, this might be a shocker-a full 27 minutes of 10 components to revenue growth. Actually this is the audio from a live-audience event we did in Indianapolis last week. This is not a step-by-step process to [...] | 5/3/11 | Free | View In iTunes |
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CleanTime to Look Inside Your Own House | From time to time we get emails from listeners who prefer to talk about their own internal corporate issues - and how these issues get in the way of the sale. So in this episode, Bill and Bryan address that very concern. They address it first as an inner game (mindset) issue and secondly as [...] | 4/25/11 | Free | View In iTunes |
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CleanDistinguishing Yourself from Others | Well, aren't we always wanting to find a way to differentiate our selves - and our products - from others who do similar things? And we've read books and books on how to do that. Maybe even sat thru seminars that address the issue. But we find most traditional solutions to that problem leave people [...] | 4/18/11 | Free | View In iTunes |
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CleanProblem Proliferation: A Clever Way to Say "Find the Customer's Pain" | Bryan always accuses Bill of using terminology he doesn't understand. Well, in today's podcast, Bill is riding solo and discusses a concept called "problem proliferation." Actually, if the truth were known, it is the biggest "miss" salespeople experience when in persuasion mode. It's the understanding of what's going on inside the prospect's life absent your solution. | 4/11/11 | Free | View In iTunes |
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CleanPreparing for a Sales Call (Part II of II) | In this episode, Bill and Bryan complete their list of new ways of preparing for a sales call. If you missed Part I, go back and catch last week's podcast. | 4/4/11 | Free | View In iTunes |
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CleanThe True (And Useful) Definition of DETACHMENT | We speak of it often in our training with clients--and we refer to it on the Podcast--but in this episode, we take a longer, deeper look at the concept of DETACHMENT in the sales process. The bottom line is that every sales problem you have is rooted in flawed thought--and this is the best place to begin to look. Are you 'attached' to the prospect saying, "Yes"? If so, listen up.... Also, we introduced a contest to help us create a Signature Sign-off. Email your ideas to listener@advancedsellingpodcast.com. Winner gets a 30-minute phone coaching session with both Bill and Bryan. | 3/22/11 | Free | View In iTunes |
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CleanFrom Sales Person to Sales Leader | Kevin Eikenberry is our guest today. He just wrote a book called From Bud to Boss...where he addresses what it's like when one gets promoted from a peer to a manager. We address this in the sales realm. So, if you're a sales manager who has recently been promoted from the field--or, if you're angling toward a promotion where you will lead your team, you will get great value out of this cast. He speaks of the three specific things you can consider as you lead teams or are led by a former peer. You can order the book at www.frombudtoboss.com and find out more about Kevin at www.kevineikenberry.com | 3/14/11 | Free | View In iTunes |
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CleanA Terrible, Live Example of a Cold Call | Today, Bill records a cold (voicemail) call from a vendor and dissects it with Bryan. The attempt here is NOT to disrespect the person making the call...but to use it for learning purposes. Listen as they analyze the process the caller goes thru...and then the recommendations they make to them--or anyone else if you MUST do cold calling. | 3/7/11 | Free | View In iTunes |
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CleanListener Mailbag: How Do You Adopt the Attitude of a Business Person vs a Salesperson? | We get great questions from our listeners. Today's episode actually references back a few episodes to an unfinished topic. Bill & Bryan will address, "How do you adopt the attitude of a business person vs a salesperson?" And, "How do you coach yourself so you will be clear to the buyer about what you do?" They'd love to hear from you. You can ask your own questions by going to ASK BILL & BRYAN or email them at: listener@advancedsellingpodcast.com | 2/28/11 | Free | View In iTunes |
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CleanWhat Goes Through Your Mind When "Competition" Is Mentioned? | What is there about it when a prospect brings up your competition that causes you to get fearful? I know...I know... you're not afraid, right? Well, maybe not, but I'll bet something goes through your mind when you hear someone mention your competitor. In this episode, Bill and Bryan address that as well as how to handle it when it comes up. | 2/14/11 | Free | View In iTunes |
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CleanBest Practices on Getting to the Decision Maker | This is the conclusion of a 2-Part Live Series recorded in Indianapolis in front of a studio audience. In this segment, Bill and Bryan took questions from the live audience and answered them as they came. In this podcast, the questions had to do with Cold Calling, Discussing Money, and Getting to the Decision Maker. Enjoy. | 2/7/11 | Free | View In iTunes |
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CleanStop Confusing Your Buyer! | Bill and Bryan this week stop in at the Jazz Kitchen for ASP LIVE!, our first of many live events this year. In this podcast, they address the specific things salespeople do - inadvertently - to confuse the prospect and lead to a 'no sale.' Next up on the LIVE! tour is San Jose, CA on March 17th at the Sonoma Chicken Coop and then back in Indy for an April event at the Jazz Kitchen. | 1/31/11 | Free | View In iTunes |
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CleanThe Search for the Perfect Salesperson (Rethinking Talent) | In this episode, Bill and Bryan address the search for sales talent and how most managers fail. To be clear, this is a podcast for sales managers BUT it's also an episode that might cause YOU to rethink your own talent. Ask yourself if you are good at these things - and where you might fall short. Email us at:listener@advancedsellingpodcast.com if you have other opinions. | 1/25/11 | Free | View In iTunes |
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CleanDo You Demonstrate That You Care? | Well, of course you do. No one in their right mind would admit they didn't care. We used to say, "You can tell how much someone cares by the questions they ask." But is that all there is to it? And what is the intent of the set of questions you ask? This podcast will help you re-frame why you ask questions and what else you can do to differentiate your value. Don't forget the ASP LIVE! event on January 28, 2011 (1130-100EST). Go to http://www.advancedsellingpodcast.com/live to register. ($12 includes lunch). | 1/18/11 | Free | View In iTunes |
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CleanStop Handling Objections Now! | In this episode, Bill and Bryan plead with you - beg you - to take a broader view of customer objections rather than merely thinking "how am I going to overcome this?" The "broader view" is not for every sales person in every situation - but it is a way to change your thinking so that you no longer feel pressure to overcome objections. | 1/10/11 | Free | View In iTunes |
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CleanProfessionalism in the Sales Ranks. Are You There? | In this week's episode, Bill and Bryan address a question that one of their clients had about their sales team--and the professionalism (or lack thereof) in their team. They detail the six characteristics of a highly skilled sales professional in this modern era. Also, look for more information on the Advanced Selling Podcast Live event at the Jazz Kitchen in Indianapolis on January 28 (Friday) at 11:30. Lunch-$12.00. Podcast listening-Free. | 1/4/11 | Free | View In iTunes |
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CleanHow to Manage a Sales Call | There is an entire art to "call management" which is the study of how a sales call works, how it flows, how it ends...and what you can to do get the optimum outcome. In this episode, Bill and Bryan address "call management" and how you can start the call in the optimum way. | 12/21/10 | Free | View In iTunes |
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CleanAre You an Old School Salesperson? | No one would ever admit that they're an "old school salesperson." It brings so much negative to mind. But that doesn't mean that there aren't some basics that you need to pay attention to. In this episode, Bill and Bryan each discuss a story of how they were approached by an OSS (old school seller) and what happened. They also give you some basic tips on how not to become an OSS. | 12/13/10 | Free | View In iTunes |
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Clean#1 Sales Problem Today: Stalled Deals | Bill and Bryan address the biggest problem they get asked about from all the listener emails they get. They each took a current client they're working with and outlined a struggle they had with this exact issue--stalled deals--and worked thru it so listeners can learn what to do. If you have a question, email them at listener@advancedsellingpodcast.com. | 12/6/10 | Free | View In iTunes |
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CleanBuzzwords, Jargon and Other Annoyances | Do you use worthless buzzwords and vernacular that means nothing to prospects? Is it possible that your use of those actually stalls the sale? It seems like we are so impressed with our own terms and concepts, that we use them freely. But what if the customer doesn't understand what you're talking about--and they never tell you that? Can you make the prospect psychologically NOT OK by your use of buzzwords? We think the answer is "Yes." Bill and Bryan address the hazards of buzzwords and how to avoid them. | 11/29/10 | Free | View In iTunes |
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CleanHow Do You React to the Upset Customer? | Bill and Bryan take a look at how to react to upset, annoying, frustrating clients. This comes from an actual letter that one of Bryan's clients received from a customer. You may not experience this client behavior too often, but when you do, they reveal some ways to think through it prior to reacting. | 11/22/10 | Free | View In iTunes |
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CleanWhat We Would Do If We Were in Your Business | We get the following questions all the time: "How do I generate more leads?" "How do I close more sales?" "How do I position my product so my customer sees my value?" So many of those questions...that we decided to answer them once and for all by telling you how we would operate your business if we were in your shoes. In this episode, Bill and Bryan go through a few of these and then you can also download the full report on your iphone app. | 11/15/10 | Free | View In iTunes |
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CleanAre You Practicing The New Rules Of Selling--Or Just Talking About Them? | Today, Bill and Bryan discuss an email that came in about a listener's sales manager who is rooted in the 'old way of selling' and he wonders how he can use the 'podcast content' in a way his sales manager accepts. The hosts also address the new rules of selling--and how every sales person can begin to adopt new ways to solve old sales problems. | 11/8/10 | Free | View In iTunes |
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CleanThe Lies We Tell Ourselves | We are forever talking about how we avoid being lied to by prospects...but what about the lies we tell ourselves? Yes, that's right. We lie to ourselves about many things. In this episode, Bill and Bryan detail four lies we tell ourselves and what impact that has on how we sell--and how people buy. As usual, you're encouraged to send us your comments at listener@advancedsellingpodcast.com. | 11/1/10 | Free | View In iTunes |
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CleanWhat Does It Mean To Be NEW In Sales? | What does it mean to be new in sales? And what can we learn from this? The answer is, "Telling Your Story." One thing we all struggle with is "standing out" or "differentiating" ourselves when in front of clients (or in front of prospective employers). In this episode, Bill and Bryan get into detail about how much of your "story" you should tell when in front of people who can hire you. Mail questions to listener@advancedsellingpodcast.com and they'll handle them in future episodes. | 10/25/10 | Free | View In iTunes |
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71 |
CleanHow Are You Thinking About Your Competition? | There are some very distinct sales/achievement philosophies that Bill and Bryan have that inform all past episodes of the podcast. The two they address today are COMPETITION and PRICING, both controversial in the eyes of most sales observers. It's their belief that if you want to make radical changes in your results, your mind has to change around some key portions of business. This is the first of a 'several part' series on the philosophies that will change your perspective on selling. | 10/19/10 | Free | View In iTunes |
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72 |
CleanSolving Sales Problems | The power of this podcast is in the different perspectives that Bill and Bryan have in solving sales problems. They each work with different clients, and those clients have issues that need attention. In this episode, Bill shares one of his client’s problems and Bryan does the same. Then, you get two perspectives on how to solve sales problems. | 10/11/10 | Free | View In iTunes |
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73 |
CleanHave Your Ever Thought About Why People Buy? | As sales professionals and business owners you spend hours talking about the sales pipeline. But when was the last time you talked about why people are in it and what’s going to cause them to move forward? Today, Bill and Bryan address several issues that will help you get a better handle on what actions to take and what your behavior should be in the buyer-seller process to learn more about why people will buy from you. | 10/6/10 | Free | View In iTunes |
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74 |
CleanHow Do You Handle It When The Decision Maker Has Changed? | Other than the second introduction to Whiteboard Wednesday, our bi-weekly web TV show for sales people all over the world, Bryan and Bill also address two common questions from The Sales Playbook: 1) What happens when a decision-maker has changed and now you must take up where the old buyer left off? and 2) How do you handle it when you’ve begged to get in the door and the buyer has “given” you an appointment? Bill and Bryan each offer their opinion on each question. That way, you get two perspectives on solutions to common sales problems. | 9/23/10 | Free | View In iTunes |
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75 |
CleanYour Attitude Is Good. But Is It Right? | Attitude is one of those terms thrown about that really has no meaning, in and of itself. In today’s podcast, Bill and Bryan address the correct Attitudes of Engagement to have prior to engaging with a prospect. It holds to their philosophy that EVERY SALES PROBLEM IS FIRST A “THINKING” PROBLEM on the part of the sales professional. Get these attitudes right, and the rest comes real easy. Do you have a comment for the hosts? Go to www.advancedsellingpodcast.com and leave a message. | 9/20/10 | Free | View In iTunes |
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CleanYou Will Learn From Our Mistakes | Is it possible that we can learn from our mistakes? Well, of course we can…but can we learn from someone else’s mistakes? Bill and Bryan test that theory out today by “coming clean” with some of their errors in past sales situations. You would NEVER admit to doing these things—or anything like these—but see if any of these resonate with you. | 9/13/10 | Free | View In iTunes |
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77 |
CleanWhen Your Customer Fails To Buy, It Might Be Your Fault | No one wants to hear that, do they? In this podcast, Bill and Bryan address the idea of "helping your customer buy" rather than "selling to him." Their belief is that when one does not make a sale, one has failed to do something very important in the process. Have a comment on the show? Mail us at listener@advancedsellingpodcast.com. Or you can call the show at 317.722.6299. | 9/7/10 | Free | View In iTunes |
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78 |
CleanBryan Interviews His Favorite Salesperson | In this episode, Bryan interviews his favorite salesperson and favorite guest of all time and learns her secrets and insights into high-performance selling. | 8/30/10 | Free | View In iTunes |
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79 |
CleanAre You Disconnected From Reality? | I’m sure there’s a name for this condition…but we’re wondering sometimes how disconnected salespeople are from the reality of the sales process—and the prospect. To us, there is a massive disconnect that begins almost immediately between salesperson and prospect. And to not address it is to abdicate control—and lose the sale. But there is a better way, and in this podcast, Bill and Bryan reveal it. | 8/23/10 | Free | View In iTunes |
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CleanStuff That Works In The Pursuit Of A Sale | It seems that we all know “stuff.” Some of that stuff is useless and some is profoundly valuable. Recently, Bryan met an ex-NFL Offensive Coordinator who wants to publish a book called “S*** I Know That Works.” Bryan and Bill address “S*** They Know Works In The Pursuit Of A Sale.” | 8/16/10 | Free | View In iTunes |
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81 |
CleanYour Clients Are Your Best Prospects | One area of new business that we salespeople often forget is our current client base. We seem to enjoy “the hunt” so much that we forget to farm our current base for new opportunities to solve problems. In this episode, Bill and Bryan discuss what holds us back from this…and some ideas on how you [...] | 8/2/10 | Free | View In iTunes |
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CleanSix Tips For Giving an Effective Presentation | A week ago Bill received a phone call from one of his clients. The client was frustrated with a speech that he was planning to present the next day to a group of decision makers. Bill's client ask him, "How can I make my presentation stand out?" Bill answers his client's question in this vignette [...] | 7/29/10 | Free | View In iTunes |
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83 |
CleanWhat Are Your Behavioral Tendencies? | We ask the question because it’s one of many we’re getting more often from sales managers/VPs. What should my sales team be good at? What should their behavior be? What is a good ‘sales personality’? In this podcast, Bill answers some of those questions by referring to the Hogan Assessment, a personality inventory tool we [...] | 7/26/10 | Free | View In iTunes |
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CleanAre You Appreciated by Your Clients? | Bill Caskey goes solo on this episode and discusses what it means to be a ‘trusted advisor.’ There’s a lot of talk in the market among salespeople and sales managers about being said advisor. But Bill finds that most of it is just talk. He gives you 5 considerations to become that trusted advisor for [...] | 7/19/10 | Free | View In iTunes |
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CleanAre Your Referral Sources Working? | Virtually every company we know of generates a large percentage of their business from referrals, yet VERY FEW sales professionals have a system to generate those referrals. To get help on this topic, we went to the world’s leading guru on referrals, John Jantsch. John recently wrote a book called The Referral Engine, Teaching Your [...] | 7/12/10 | Free | View In iTunes |
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86 |
CleanMistakes in Hiring–And Getting Hired | Bill and Bryan are forever getting calls from both managers who are in hiring mode…and salespeople who are in I-need-a-job-mode. They both make mistakes in the process. In this episode Bill and Bryan share some ideas on how both parties can become more effective in their quest to hire—and get hired. | 7/5/10 | Free | View In iTunes |
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CleanInfluencing The Decision Process | Whenever we say 'process' to a sales person, we get yawns and indifference. But the fact is that every sales problem you have...probably...has something to do with a chink in your process. In this episode, Bill and Bryan look into the ever-important issue with 'decision process' and how you can better influence it.(Podcaster Notes: The decision process is one of those hard to teach skills in sales. We have found recently that the decision process for many companies has become more centralized--which brings with it additional trouble for sales people. It seems that every decision is reviewed, analyzed and audited. And if the purchase doesn't bring with it a cost savings or revenue growth, it's put off. So, as sales professionals, you MUST know how decisions are made and, when possible, be a part of them.) | 6/28/10 | Free | View In iTunes |
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CleanIf You Say These Things, You May Be A… | It seems like Bill and Bryan are always telling you WHAT to do. Well today, they'll shift that a little and share WHAT NOT to do (or not to say). As sales trainers and coaches, they hear a lot of odd things that salespeople say to clients and prospects. And in this episode, they share [...] | 6/21/10 | Free | View In iTunes |
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CleanExpanding Your Sales Might Just Be Right Under Your Nose | In today's vignette, Bill talks about a conversation he had with a client. He notices there are two issues: 1. The client needs advice on how to increase her sales 2. There is a lack of communication amongst the client's sales team Listen as Bill tries to resolve these issues and provides one tip that can increase your [...] | 6/16/10 | Free | View In iTunes |
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CleanThe One Little Word That Makes a Big Difference | The little word that makes a difference not only in your success level, but in your success with your prospects. Bryan and Bill talk about how you can look at the prospects in your sales funnel in a slightly different manner to determine next steps—by using this simple word. | 6/14/10 | Free | View In iTunes |
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CleanWhen Your Sales Prospect is Waivering | As sales coaches, we love it when we have a chance to take a real live sales situation and analyze it. One of our great podcast listeners recently sent in a situation he was faced with—and Bryan and Bill spoke to him on this podcast offering suggestions on how to handle his prospect. | 6/7/10 | Free | View In iTunes |
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CleanDifferent Levels of Sales Funnel | Not all prospects in your sales funnel should be treated equally. But before you ‘mistreat’ them, listen to this episode as Bryan and Bill discuss the skill of “prospect discernment.” | 5/31/10 | Free | View In iTunes |
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CleanHas Your Value Changed Lately? | Most people think they can work on their “value proposition” one time and recite to prospects forever. In this episode, Bill and Bryan shed some new light on how to modify your ‘value’ approach to take into account market conditions, trends and economic pains. The bottom line is that you may need to constantly be [...] | 5/24/10 | Free | View In iTunes |
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CleanIs One Prospect Worth It? | We all want to be positioned as valuable—yet how many of us really take time to “execute” that position? And we all “say” we want to speak directly to people’s pains and frustrations, yet who among us has done what Bill and Bryan are recommending in this week’s episode? (Probably not many.) But try for [...] | 5/17/10 | Free | View In iTunes |
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CleanThe Habits of the High Performers | What can we learn from sales people who are new to the profession…or from one who wants to reset his career? Simple. We can reach back into our experience as trainers of sales teams and review what the “habits” are of those high achievers. In this podcast, Bill Caskey and Bryan Neale discuss some of their observations [...] | 5/10/10 | Free | View In iTunes |
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96 |
CleanThe #1 Resistance Point of Prospects | Every business on the planet has something in common with others. And in this podcast, you’ll hear what it is…and how to think about it in a way that allows you—the sales professional—to solve it. It has to do with how your prospects think about you and your solution. | 5/3/10 | Free | View In iTunes |
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CleanAccount Management–Boring? Maybe. Profitable. YES! | Why do so many people turn their noses up at “account management’? Is it just not sexy enough? Does it just not require the testosterone that we sales types are addicted to? Whatever it is, we miss a ton of business by not focusing on our current clients. In this episode, Bill and Bryan not [...] | 4/26/10 | Free | View In iTunes |
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CleanIf You’re In Sales, You’re In Marketing | This cast takes a question from a listener and expands it to “a marketing tool kit for sales people.” You cannot rely on your marketing department to be the sole lead generator so you must know how to do that, too. Unfortunately, it’s our experience most sales people aren’t of the “marketing mindset.” So we [...] | 4/19/10 | Free | View In iTunes |
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CleanAre You Doing These Things To Stop Your Customer From Buying? | No one would ever admit that they did anything to stop a buyer from buying from them. Yet, salespeople do it all the time. We like to say there are things you do to “propel” the sale. And things you do to “repel” the sale. In this podcast, Bill addresses the very things most salespeople [...] | 4/1/10 | Free | View In iTunes |
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CleanWhat To Do When Your Client Doesn’t Implement Your Solution Correctly | What To Do When Your Client Doesn’t Implement Your Solution Correctly? This question comes from a listener in UK and has to do with his frustration at a client who bought from him but has failed to implement the solution correctly. A common issue…and frustrating since it blocks more business from that company AND the possibility [...] | 3/25/10 | Free | View In iTunes |
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CleanThe Three Things To Do RIGHT NOW To Get Started In Social Media | You’ve heard all the lists of things to do to get social media working for you…but today we have a REAL expert. Kyle Lacy, author of the book Twitter Marketing For Dummies, joins us to give us his two cents on social media...the do’s and don’ts. This is part two of a three-four part series [...] | 3/18/10 | Free | View In iTunes |
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CleanHow to Build Your Online Reputation Quickly | In this episode, Bill's client is creating a new technology division at her work. Her main concern is not having an established reputation yet, so Bill tackles her challenging question: How do I build my reputation quickly? | 3/15/10 | Free | View In iTunes |
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103 |
CleanSocial Media Mini Series for the Sales Professional (Part 1 of 3) | Tweeting. Linking. Updating. Like it or not social media is here to stay and it can play a huge role in your sales success. In this episode, Bryan interviews Gini Dietrich, CEO of Arment Dietrich PR firm (Social Media Diva—Bryan’s words, not hers) on all things social media for salespeople. Contact Gini on Twitter at Gini [...] | 3/11/10 | Free | View In iTunes |
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104 |
CleanHow to Create the Perfect Testimonial | Testimonials are the best way for you to show how your services have benefited others. In this epsiode, Bill provides three 'must have' components to create an outstanding testimonial that will bring in new prospects and increase your sales. | 3/10/10 | Free | View In iTunes |
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105 |
CleanWhen Your Prospect Won’t Call You Back | Last week, one of Bill's clients was frustrated with a common sales issue, "How do I get the prospect to call me back?" Being asked the question many times, he provides one strategic approach in this vignette to help you get that call back that you've been waiting for. | 2/26/10 | Free | View In iTunes |
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106 |
CleanA Checklist for Income | Ever wanted a “checklist for income"? Well, of course you have. And today we’re going to give it to you. On today’s cast, Bill and Bryan get down to the very basics of earning income in professional sales today. Access a PDF that has the complete checklist of all of their suggestions by clicking on [...] | 2/25/10 | Free | View In iTunes |
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107 |
CleanDo You Optimize the Training You Get? | We had no idea what to call this but here’s the situation. As trainers, we’re out working/coaching people 24/7. Some of those people are prone to accept new information—and do something with it. Others talk a good game in the training room—but have no intent of changing. And their results (or lack of) proves it. So [...] | 2/18/10 | Free | View In iTunes |
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108 |
CleanFollowing Up (Without Being Desperate) | Mike, a listener from Indianapolis, called in to ask a question about how he follows up with prospects who appear to have dropped off the radar screen. Bill and Bryan give Mike and listeners some ideas on how to do that – and how to prevent that awkward situation from happening in the first place. | 2/11/10 | Free | View In iTunes |
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109 |
CleanFinding Prospect Pain | Bill returns from Green Bay having worked with a group of sales people who were seeking knowledge and skills about how to find “prospect pain.” In this episode, Bill explains some of the intricacies of how to understand what motivates prospects to change from their current state to a new state. | 2/4/10 | Free | View In iTunes |
| Total: 109 Episodes |
Customer Reviews
Not bad, but they are very wordy.
I listened to several of these and found that ONCE YOU GET TO THE MEAT OF THE TOPIC they are pretry good. The biggest problem is wading through the chit chat that gets in the way of the meaningful dialog.
Good exercise
Listen to these all the time in the car on the iPhone. I love Bill and Bryan's modern, straightforward, value-based, no BS approach to sales. The podcasts are entertaining and there are frequent, valuable nuggets of information to keep your head in the right place. Some critics complain that there's nothing revolutionary here, but that's not the point. These podcasts provide ideas and mental exercise that will make you a better salesperson and provide food for thought toward personal improvement without the shallow one liners and gimmickry common to most "sales training."
Entertaining, yet very useful sales insights
Sales Manager is just one of the hats I wear, so I don't have time for (or interest in) drawn-out training theories, but I NEED to keep my sale approach and sales mentoring fresh. Bill and Bryan's take on each topic is always interesting and they keep it brief and entertaining. It is one of the best ways you could spend 10-15 minutes a week if you're selling or coaching a sales team. You really should consider listening to the past episodes, too!
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