The Advanced Selling Podcast
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Bill Caskey and Bryan Neale: B2B sales trainers for the past twenty years share their strategies, frameworks, tips and tricks to help you leverage your talent, grow your skills and create your own sales success. You'll discover how you can shift your mindset, win with prospects and build long-term relationships with your clients so you can thrive and advance in your career. Bill and..
The Advanced Selling Podcast
20h ago
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 ..read more
The Advanced Selling Podcast
3d ago
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 ..read more
The Advanced Selling Podcast
1w ago
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. Tu ..read more
The Advanced Selling Podcast
3w ago
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 ..read more
The Advanced Selling Podcast
1M ago
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 wor ..read more
The Advanced Selling Podcast
1M ago
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 ac ..read more
The Advanced Selling Podcast
1M ago
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 ..read more
The Advanced Selling Podcast
2M ago
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.
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Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com ..read more
The Advanced Selling Podcast
2M ago
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 ..read more
The Advanced Selling Podcast
2M ago
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 ..read more