The Advanced Selling Podcast: Sales Training | Leadership Coaching | B2b Sales Strategy | Prospecting Tips

On this week's episode the guys take a great question from /Tom, who asked, "The best way to keep the flame alive with clients who are in between projects?" Bill and Bryan give Tom a few ideas on how to stay top of mind with his prospects. They also tell him how to think differently about that topic. If you're interested in bringing Bill and Bryan in for 2021 goal setting and planning, go to advancedsellingpodcast.com/virtual. ========================================= Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode? Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider! =========================================

Are you filtering your prospects, or are they filtering you? In this week's episode, Bill and Bryan handle a question from a listener about whether she should be choosey when it comes to prospects. She decided to hold the line with a bullying prospect and is now seeking advice since he called her bluff. If you're interested in bringing Bill and Bryan in for a 2021 Goal Setting and Planning Session, go to advancedsellingpodcast.com/virtual. ========================================= Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode? Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Have you joined our ASP Insider Program yet? Learn more at http://advancedsellingpodcast.com/insider! =========================================

Our hungry ghosts and inner goblins. We all have inner fears that hold us back. On this episode, Bill Caskey and Bryan Neale reveal some of their own fears and frustrations that they believe are worth talking about. They also ask that you do the same thing. This pandemic has created some uncertainty for many of us and uncertainty leads to us becoming unstable and afraid of things quickly. ========================================= Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode? Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

In this episode, Bill Caskey and Bryan Neale talk about the all-important **2021 Goal Setting & Planning** sessions that you and your team should be doing now or soon. They also introduce you to a special training program where they can help your team complete their personal business plans for 2021. You can find out more about that program at: http://advancedsellingpodcast.com/virtual

In this episode, the guys speak with Ben Parker and Aaron Bollinger of Kronologic.ai about the trends they are seeing in appointment setting and new business development. Kronologic.ai is at the front lines of enterprise and SMB sales development, and they have a finger on the pulse in that area. Aaron will be joining us in a live webinar on October 23rd called "How To Sell More With Video In 2021." Go here to register now: https://www.brighttalk.com/webcast/18314/445119 ========================================= Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode? Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

This is a common question that we get from sales people who get stuck calling too low inside an organization. But rather than give you the things to say when that stuck-ness happens, we want to reframe the whole process and help you understand how that question should never come up again. If you are not already a member of our ASP Insider Monthly Live Training Program, go to AdvancedSellingPodcast.com/Insider. ========================================= Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode? Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

Listener questions on price, calling higher, going around people and including a calendar invite in the initial email. In this episode, the guys field some questions from our LinkedIn group and other emails we've received on issues facing salespeople today. They play a little game they like to call #ShouldI. If you have not checked out the Advanced Selling Podcast Insider Program, go to advancedsellingpodcast.com/insider and check out our video that shares a little bit of detail about how you can join. ========================================= Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode? Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

In this week's episode, Bill Caskey and Bryan Neale talk about the value of practice when it comes to presentations and first calls. They use the example of sports teams and how much practice time they put in prior to showtime. But yet why in the sales profession, do we not do much practicing? If you have not checked out the Advanced Selling Podcast Insider Program, go to advancedsellingpodcast.com/insider and check out our video that shares a little bit of detail about how you can join. ========================================= Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode? Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================  

Bill and Bryan address several ideas on morning routines to help us get the most out of our days. Rather than give you a prescription on exactly what you should be doing every morning, we give you some thoughts on things that we have done that have helped us make our days worth more to us. If you have not checked out the Advanced Selling Podcast Insider Program, go to advancedsellingpodcast.com/insider and check out our video that shares a little bit of detail about how you can join. ========================================= Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode? Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale talk about leverage and your ability to take your time and have it return better results to you. The guys give you a couple of ideas you can run with right now that will help you leverage your time and the relationships you have to generate more impact in the market. If you haven't joined our Insider group, what are you waiting for? go to https://advancedsellingpodcast.com/insider to learn more! ========================================= Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode? Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

In this episode, Bill Caskey and Bryan Neale address a common dilemma that sales leaders and sales people have, where do I invest my time, in the lead generation top of the funnel process or in converting those leads to sales? The guys talk about some real issues that could be even deeper than that, to make sure that we're working on the right end of the problem and give you a few thoughts on how to navigate this dilemma. If you haven't joined our Insider group, what are you waiting for? go to https://advancedsellingpodcast.com/insider to learn more! ========================================= Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode? Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. ==================================

In this episode, Bill Caskey and Bryan Neale address some of the causes of resistance to change.  In the last episode, we talked about the embracing of change as a strategy for our new world. On this episode, the guys give you not only some causes so that we can reverse engineer and find out where we are, but also two or three ideas on how to break free. If you haven't joined our Insider group, what are you waiting for? go to https://advancedsellingpodcast.com/insider to learn more! ========================================= Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode? Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

On this episode, Bill Caskey and Bryan Neale address one of our clients who went on a rant recently about pre and post COVID language. We tend to hang on to the pre-COVID world when really we should be abandoning that language and embracing the new world as it is, not as we think it should be. Bill and Bryan give you some thoughts on how you can embrace this unique opportunity that we all have, even though we might not look at it that way. If you haven't joined our Insider group, what are you waiting for? go to https://advancedsellingpodcast.com/insider to learn more! ========================================= Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode? Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. ================

Closing is a huge problem for most B2B salespeople.  In this episode, Bill and Bryan address the ever popular topic of closing percentage, which is deals proposed to deals closed. The national closing rate for B2B sales is well less than 20%, and the guys give you some fuel for your sales process to make sure that you get your percentage exponentially up. If you haven't joined our Insider group, what are you waiting for? go to https://advancedsellingpodcast.com/insider to learn more! ========================================= Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode? Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

In this episode Bill Caskey and Bryan Neale provide you with some level one thinking about how to craft your core message. This is an ongoing series that takes place in The ASP Insider program but the guys give you a peek and give you a couple of things to do immediately to start to shore up your message as you pursue deals in your market. If you're interested in getting live access to Bill and Bryan, go to https://advancedsellingpodcast.com/insider ========================================= Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode? Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

In this episode, Bill Caskey and Bryan Neale follow up last week's episode with some ideas on how to best measure your value so that you can talk about it intelligently with your prospect or customer. The guys give you a three-part framework for you to use and give you an assignment to do an exercise about value journey mapping. This will help you know what the components of your economic value truly are. If you're interested in getting live access to Bill and Bryan, go to https://advancedsellingpodcast.com/insider ========================================= Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode? Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

On this week's episode, Bill and Bryan share how they approach potential clients when there is a deal on the table. This includes the observations they make, the culture, perception and what they look for to help companies and individuals get the most bang for their dollars of training or coaching. If you're interested in getting live access to Bill and Bryan, go to https://advancedsellingpodcast.com/insider ========================================= Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode? Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

Am I cut out for sales is actually a very good question. In this episode, Bill and Bryan address some questions that are arising from some of their coaching clients in our post-COVID world. The way selling has been done and will be done in the future will change, but change to what? And we all want to be successful in the profession, but what does that even mean anymore? Bill and Bryan offer some thoughts and suggestions for those in this quandary. If you're interested in learning more about the Insider program, go to advancedsellingpodcast.com/insider. ========================================= Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode? Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. ===============================

In this episode, Bill and Bryan Neale cite an idea from a book by Steven Pressfield, "No One Wants to Read Your Sh*t." He talks about the idea of a concept as being crucial in communicating your value. The guys actually talk about the concept of the Advanced Selling Podcast and dig deep to try to find a thread that leads to the high concept of the podcast. If you're interested in learning more about the Insider program, go to advancedsellingpodcast.com/insider. ========================================= Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode? Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

As we start to re-open post-covid, are you still trying to use the same old message?  On this episode of The Advanced Selling Podcast, Bill and Bryan give you some ways that you can start to craft your post-covid sales story.  We'll be diving deeper into this topic on July's Insider call. If you haven't joined The ASP Insider yet, go to http://advancedsellingpodcast.com/insider to do it now! ========================================= Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on an upcoming episode? Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================