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The Advanced Selling Podcast

The Advanced Selling Podcast

Bill Caskey and Bryan Neale: B2B Sales Trainers, Business Strategists and L

Bill Caskey and Bryan Neale: B2B sales trainers for the past twenty years share their strategies, frameworks, tips and tricks to help you leverage your talent, grow your skills and create your own sales success. You'll discover how you can shift your mindset, win with prospects and build long-term relationships with your clients so you can thrive and advance in your career. Bill and Bryan's approach to sales is funny, often quirky and always real. Their work has allowed them to help sales professionals, managers and leaders at hundreds of companies all over the world implement successful strategies and build profitable sales teams. Prospecting, sales communication, buyer resistance, proposals and RFPs, pricing, cold calling, sales forecasting, pain points, psychology, positioning, deal coaching, goal setting, leading and managing, achieving your goals and all the other things that work (and don't work) in the world of sales to help you be the best possible version of yourself.

999 - #814: Goal Setting Mastery (Part 2 - Envisioning Your Destination)
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  • 999 - #814: Goal Setting Mastery (Part 2 - Envisioning Your Destination)

    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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    Mon, 11 Nov 2024 - 17min
  • 998 - #813: Goal Setting Mastery (Part 1 - Taking Stock)

    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.

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

    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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    Mon, 04 Nov 2024 - 16min
  • 997 - Stop the Jargon: A Conversation with Content Expert Erik Deckers

    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.

    Thu, 17 Oct 2024 - 18min
  • 996 - The Empathy Edge in Sales with Liesel Mertes

    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.

    Wed, 09 Oct 2024 - 31min
  • 995 - Sales Success Simplified With Will Barron

    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.

    Wed, 02 Oct 2024 - 34min
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