The Advanced Selling Podcast
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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 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 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 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 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 Go to http://advancedsellingpodcast.com/insidersecrets https://vault.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 Go to http://advancedsellingpodcast.com/insidersecrets https://vault.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 Go to http://advancedsellingpodcast.com/insidersecrets https://vault.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 Go to http://advancedsellingpodcast.com/insidersecrets https://vault.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?" One important thing to do as a sales professional is to 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 Go to http://advancedsellingpodcast.com/insidersecrets https://vault.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 Go to http://advancedsellingpodcast.com/insidersecrets https://vault.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 Go to http://advancedsellingpodcast.com/insidersecrets https://vault.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 Go to http://advancedsellingpodcast.com/insidersecrets https://vault.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 Go to http://advancedsellingpodcast.com/insidersecrets https://vault.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. 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 Go to http://advancedsellingpodcast.com/insidersecrets https://vault.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 Go to http://advancedsellingpodcast.com/insidersecrets https://vault.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 prepartion 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 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? 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 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, 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 =================================
