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

Informações:

Sinopsis

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.

Episodios

  • #685: Are We Really This Bad at Emails?

    24/01/2022 Duración: 21min

    In this episode, Bill and Bryan review a message thread where a sales person is pitching one of our listeners. He forwarded us the message as an example of what not to do and the guys dissect it. If you have an email that is a train wreck that has come from someone wanting to do business with you, forward it on to listener@advancedsellingpodcast.com. We will dissect it on the air in neither use your name nor the sender‘s. Let’s see if we can fix this epidemic of terrible emails! ================================= 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! Do you have a question you want to be 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 =================================  

  • #684: What to Say When You Can't Ship

    17/01/2022 Duración: 16min

    We’ve gotten a lot of questions recently given the supply chain disruptions. It truly is a difficult issue right now. Most of the time we hear, "how do I handle customers who have open orders but I can’t deliver the goods?" In this podcast episode, Bill and Bryan give you some thoughts on how to handle this very difficult dilemma that you might find yourself in. ========================================= 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! Do you have a question you want to be 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 =========================================

  • #683: Drop the Rock

    10/01/2022 Duración: 21min

    In this episode, the guys get into the deep work of assessing your limiting beliefs. Where are your limiting beliefs holding you back from your success? This comes from the work that Bill and Bryan do with individual performers and corporate clients. It’s where half the group moves to higher levels of success but the rest of the group does not. It’s always a belief issue. ========================================= 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! Do you have a question you want to be 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 =========================================

  • #682: Bill and Bryan's Predictions for 2022

    03/01/2022 Duración: 20min

    Happy new year all! Our mission this year is to provide you with great content so you can continue to grow your business and your income. We are so glad you’re with us. In the first episode of the year, the guys go through their six predictions for 2022. And, they ask you to make sure you hold them accountable for this one year from today.  ========================================= 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! Do you have a question you want to be 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 =========================================

  • #681: A December to Remember - Week 3

    20/12/2021 Duración: 16min

    Well, here we are, the last week of 2021!  In this episode, Bill and Bryan give you your very short assignment for the week of December 20th. You should be able to get this done in a few hours and enjoy the rest of your week. We want to wish our loyal listeners happy holidays, merry Christmas, and a happy new year! We will see you the first Monday in January. ========================================= 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! Do you have a question you want to be 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 =========================================

  • #680: A December to Remember - Week 2

    13/12/2021 Duración: 16min

    Continuing the "A December to Remember" series, Bill and Bryan give you your assignments for the week of December 13th. This is a time at the end of the year where people start to check out so make sure that you listen to this podcast and start to think through how you’re going to make this week productive! ========================================= 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! Do you have a question you want to be 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 =========================================

  • #679: A December to Remember - Week 1

    06/12/2021 Duración: 14min

    In this podcast, Bill and Bryan give you your agenda for the week of December 6th. This is part one of a three-part series called, "A December to Remember," where we take the weeks in December that are often filled with cocktail hours and parties, and remind you that there’s still work to be done. ========================================= 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! Do you have a question you want to be 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 =========================================

  • The Best Sales Advice I Ever Received with Keenan

    02/12/2021 Duración: 15min

    Continuing the series, "The Best Sales Advice," Bill and Bryan invited master sales disruptor, Keenan https://www.asalesguy.com, to join them in this episode.  Keenan is the author of the best-selling book, Gap Selling, and the CEO and president of A Sales Guy, Inc. For the past ten years, he’s ranked in the Top 50 Most Influential Salespeople by Top Sales World magazine. The guys have been following him for years. And, after hearing this episode, you will, too!

  • #678: Crafting a Crystal Clear Business Plan for 2022

    29/11/2021 Duración: 18min

    In preparation for our December ASP Insider Personal Business Planning event this Friday, Bill and Bryan go through some most common mistakes people make when crafting their plan and some tips on how to do it the right way. The guys give you their Do's and Don'ts for a crystal clear business plan for next year. If you haven't already assembled your personal plan for next year, Bill and Bryan invite you to participate in the ASP insider program this Friday, December 3. Go here to find out more http://advancedsellingpodcast.com/insider ========================================= Do you have a question you want to be 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 =========================================  

  • #677: The 11th Hour Quagmire, How to Prevent It

    22/11/2021 Duración: 18min

    We’ve all had this happen to us; we’re in the 11th hour, we’ve delivered a proposal, and the prospect tells us to hang tight and wait. This question came in from our LinkedIn group, Daniel, who has had this happen several times. Listen to this episode if you want clear concise prevention strategies so this doesn’t happen to you again. ========================================= 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! Do you have a question you want to be 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 =========================================

  • The Best Sales Advice I Ever Received with John Barrows

    18/11/2021 Duración: 33min

    When you want great advice, you go to a great source. So, we went to one of the best.  John Barrows built an empire based on his passion for sales. He believes sales is the greatest profession in the world when done right – and the worst when done wrong.  In this episode, John gives us the best sales advice he's received in his career. Learn more about John at https://jbarrows.com.

  • #676: Is Sales Broken?

    15/11/2021 Duración: 18min

    Is sales really broken? In many ways it is.  This episode was inspired by an email Bill received from Anthony Iannarino discussing why sales is broken. Anthony lists the stats that he's uncovered from both the seller and the buyer that backs up his belief. In this episode, Bill and Bryan start to break down the areas where they think sales is broken and they give you some ways you can reframe your thinking to accommodate the new ways of selling. ========================================= 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! Do you have a question you want to be 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 =========================================

  • The Best Sales Advice I Ever Received with Mark Hunter

    11/11/2021 Duración: 09min

    In this exclusive series called "The Best Sales Advice I Ever Received," Bill and Bryan are handpicking some of the industry's top leaders to have them share the best advice that they've gotten in their careers.  This episode features Mark Hunter, https://thesaleshunter.com. Mark shares his favorite piece of advice he's gotten and discusses the importance of having a plan. 

  • #675: The Best Sales Advice Bill and Bryan Have Ever Received

    08/11/2021 Duración: 15min

    In this episode, Bill and Bryan kick off a series that they will be releasing throughout the weeks on The Best Sales Advice Ever — coming from authors and sales experts in our space. The guys thought there was no better way to kick it off than to have them share the best advice that they’ve received in their careers about sales and goal achievement. If you haven't already, go to advancedsellingpodcast.com/linkedin and join our group so that you can also weigh in on the best advice you’ve ever gotten on selling! ========================================= 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! Do you have a question you want to be 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.

  • #674: How important is the customer experience when it comes to sales? with Kris Rudeegraap, Sendoso

    01/11/2021 Duración: 11min

    A business is made or slayed along the customer journey. Think US Airways. Blockbuster.  When businesses fail, it’s usually due to a lack of empathy with their customers. Automated phone service, long wait times, Draconian return policies. The list goes on and on. The competitive advantage goes to companies who get it right.  Think Apple. Wayfair. Trader Joe’s.  You have to map out the customer’s journey and manage every single touchpoint along the way.  For the salesperson, the customer experience doesn’t end when the deal is signed. The best salespeople keep coming around, maintaining that rapport over time. In this episode of The Advanced Selling Podcast, Kris Rudeegraap, CEO and Co-founder of Sendoso, shares his tips on enhancing the customer journey through empathy, energy, and generosity. He explains why account-based marketing (ABM) is like fishing with a spear instead of a fishing net. You won’t want to miss this one.  AFTER YOU LISTEN:  Check out the Sendoso platform and lunch is on the guys! https:/

  • The ASP 15 Year Anniversary!

    28/10/2021 Duración: 11min

    Celebrating 15 years of podcasts!! Bill and Bryan started the advanced selling podcast long before podcasting was a household word like it is today. Over those 15 years, the guys have recorded over 700 episodes. And have over 12 million downloads. We also honor all of those listeners who have been with us over the years, including those who started with us 15 years ago. Thank you!

  • Gifting. Sales gimmick or great move? with Kris Rudeegraap, Sendoso

    25/10/2021 Duración: 10min

    You’ve heard the old saying…  “Giving is better than receiving because giving starts the receiving process.” But does it work when it comes to sales prospecting? Absolutely.  Studies show the ROI on gifting a prospect is high – and gifting a current client usually ends up in a longer-term relationship, repeat business, and more referrals.   So… if you want to make an impact, differentiate, be remembered, and build goodwill, consider gifting.  Spice up your prospecting efforts with creativity, thoughtfulness, and personalization. The key is to give without expectation. Whether it’s a welcome kit or free content – a podcast episode, a download, a handwritten note – it’s impossible to forget someone who’s gone out of their way to help.  To learn more about the art of business gifting, check out the conversation with Kris Rudeegraap, CEO and Co-founder of Sendoso, the leading sending platform.  AFTER YOU LISTEN:  Check out the Sendoso platform and lunch is on the guys! https://sendoso.com/demo-request/

  • #672: Celebrating the small sales wins leads to the big ones with Kris Rudeegraap, Sendoso

    18/10/2021 Duración: 12min

    For lack of a better cliché…sales is a rollercoaster. Highs. Lows. We’ve all been there. Building momentum is key. We’re usually so concerned with reaching the next peak that we forget to recognize the smaller wins along the way. And the worse culprits are oftentimes our managers This week, Kris Rudeegraap, CEO and CO-founder of Sendoso, the leading gifting platform, joins us to talk about putting the wind back in your sales, driving the momentum through the ups and downs – and why the proverbial pat on the back is critical. After you listen: Check out the Sendoso platform and lunch is on the guys! https://sendoso.com/demo-request/

  • #671: How can stand out? with Kris Rudeegraap

    11/10/2021 Duración: 26min

    We are not in the new normal - it's the next normal. Bill and Bryan believe that in this next normal, you have to humanize your brand.  Kris Rudeegraap, CEO of Sendoso, joins the show for a special four-part series exploring innovative ideas to help you stand out. In this first episode, he shares how he went from SDR to tech founder, raising a $100 million Series C fund while highlighting one key tactic for creating differentiation.  After you listen:  BE SURE to register for a special live event focusing on trust  How to build it, nurture it, and sustain it. Sendoso’s CONNECTED Conference is October 13 from 11am to 3pm (EST). And as an Advanced Selling podcast listener lunch is on Sendoso if you CLICK HERE and reserve your spot now! Joing an all-star assembly of some of the best minds in marketing as they focus on TRUST, the key to better prospect and customer relationships, a better pipeline, and repeat business. It begins with credibility and ends when you stand out from the crowd.  These 4 hours could ch

  • Opinions vs Reality with Gong: Which CTAs book more meetings?

    06/10/2021 Duración: 11min

    After analyzing 300,000 cold emails, the folks at Gong have debunked one of sales’ greatest mysteries - "what is the most effective cold email CTA?" If we’ve learned anything from the series Opinion vs. Reality with Devin and Sheena from Reveal - the Revenue Intelligence Podcast, it’s that sales isn’t binary. Except for this specific question. The winner is two times more effective than second place. To help you craft the perfect cold email, go here to find 43 emails proven highly effective by Gong’s research team, https://pages.gong.io/highly-effective-email-ctas To listen to the Reality, subscribe to Reveal: The RI Podcast here: https://podcast.gong.io

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