How do you become the vendor your customers never even think to replace? In Part 1 of this short series, Bill and Bryan break down what it actually takes to become the obvious choice — not through last-minute discounts or closing tactics, but by building that clarity from the very first interaction.

They cover three foundational moves: filtering your pipeline through the right lens (are they an obvious fit for you?), getting pristine on your message including who you're not for, and articulating a clear payoff — not just ROI, but the tangible transformation clients can expect at different stages of the relationship. Plus, they discuss the power of multi-threading — bringing multiple people into the conversation on both sides — and why the obvious choice is often the one that does the most work before the final decision is ever made.

If you're tired of scrambling at the close, this episode is your reset.

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

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Fear shows up at every stage of a sales career — first calls, big promotions, major presentations, and yes, posting on LinkedIn. 

In this episode, Bill and Bryan dig into how fear works, why your brain treats a LinkedIn post like a saber-toothed tiger, and how to reframe anxiety into something useful. 

Plus: what beekeeping taught Bryan about walking into uncomfortable situations, and why the doom-and-gloom crowd is almost always wrong about new technology.

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

Are you walking into sales calls without getting clear on the actual problem you're solving? 

In this episode, Bill and Bryan dig into one of the most overlooked fundamentals in B2B sales: defining the real problem before pitching solutions. 

They explore how process focus beats outcome obsession, why accountability starts with you (not the market or the prospect), and how knowing when not to move forward is sometimes the most powerful sales move you can make.

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

What's the #1 problem facing salespeople and customer acquisition professionals right now? Bill and Bryan each share their answer — and while they come at it from slightly different angles, both point to the same root cause: the absence of a real system.

Bryan breaks down why time misallocation kills pipelines, and Bill makes the case that lead generation is the core issue most companies struggle to solve — not because of effort, but because they're relying on activity instead of architecture.

The guys walk through practical examples of what a real lead gen system looks like: calendar blocking that actually holds, consistent outreach cadences that generate 1-in-5 conversations, and leverage-based content strategies that let buyers raise their hand instead of being cold-called into a corner.

If your sales are inconsistent, your calendar is the first place to look.

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

Bill and Bryan are back from spring break with a powerful lesson about the long game in sales. 

Inspired by a 35-year-old charity event that grew into a $400 million movement, they dig into how the small actions you take — or skip — today create enormous downstream outcomes you can't predict. 

They challenge sellers to stop making excuses, stop being selfish with their knowledge, and start showing up consistently — on LinkedIn, in the field, and with their prospects — because someone out there might be suffering simply because they haven't heard from you yet.

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

Trust is the missing ingredient in most failed deals — and the old methods of building it (the hearty handshake, the enthusiastic follow-up email) no longer cut it. In part four of the Sales Identity Crisis series, Bill breaks down why modern buyers are slow to trust and offers a counterintuitive fix: create content.

Bill shares how consistent content — podcasts, video, written pieces — lets prospects sample your thinking long before a sales conversation begins. When they finally reach out, they're already sold. He also challenges the habit of chasing prospects for next steps, arguing that if you're the one pushing, something went wrong earlier in the process.

🔗 Want more advanced sales training? Join ASP Insider: https://advancedsellingpodcast.com/insider

Download your complimentary copy of the 12 Bold Moves audiobook at 12BoldMoves.com/Audiobook

In this solo episode, Bill Caskey continues his series on the Sales Identity Crisis — specifically, the shift from being a laborer to becoming a leverager.

If your sales approach is built on effort alone — more calls, more hours, more hustle — you're operating on an old model that's nearly impossible to scale. Bill breaks down a better framework: Discover, Develop, Deploy. Find the assets you already have (client success stories, your personal story, your expertise), build the skills to use them, and put them to work in the market.

Most salespeople close 20–25% at best, which means they're burning 75–80% of their effort on people who will never buy — largely because they never leveraged anything in the process. Bill challenges you to identify where leverage is absent in your sales approach and start building a new identity around it.

🔗 Want more advanced sales training? Join ASP Insider: https://advancedsellingpodcast.com/insider

Download your complimentary copy of the 12 Bold Moves audiobook at 12BoldMoves.com/Audiobook

Most salespeople wait for opportunity to come to them. Bill and Bryan flip that script.

In this episode, they explore what it means to create a "space for excellence" — the rooms, events, and moments where you show up, lean in, and let people see what you're made of. From a chance encounter at a restaurant to a woman coaching a thousand people to share their stories on stage, the lesson is clear: you can't demonstrate excellence from your couch, your car, or your home office.

They also dig into what happens when people do get their moment in the spotlight — and blow it by reading from a notecard. And they share the story of Milo, door holder number three, who might have the best mindset in the room.

Get out. Get in the room. Be excellent when it counts.

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

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A listener question from William — an engineer who also sells — kicks off a focused conversation on one of the oldest problems in B2B sales: getting commoditized on price.

Bill and Bryan tackle both sides of the equation: how to avoid being beaten down on price coming in, and how to successfully raise prices with clients you've already got. Their answer isn't a negotiation tactic — it's a positioning problem. And the fix starts long before the price conversation happens.

They cover why technical sellers tend to stay too low in the org chart, why your contact isn't selling your value upstairs for you, and what a price increase reaction tells you about where you actually stand with a client.

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

We're at the end of Q1 — and Bill and Bryan use a trip to the Pacers game as a launching pad for a conversation about what actually matters when you check the scoreboard.

Inspired by Bill Walsh's coaching philosophy and John Wooden's legendary process focus, this episode explores why fixating on the score is the wrong move — and what sellers and sales leaders should be analyzing instead. Bill and Bryan dig into the slow fade of good habits, why joy in the process is the real competitive advantage, and what it looks like when a salesperson truly loves what they do.

If your Q1 numbers aren't where you want them, this episode will help you look in the right places.

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

Every prospect tells you a version of their problem — and they're almost always wrong. Not lying. Just wrong.

In this solo episode, Bill Caskey breaks down why the surface problem your prospect presents is rarely the real problem, and why it's your job to uncover what's actually at stake. Bill walks through the questions you need to ask to get past symptoms and find the true pain: What's the cause? What happens if nothing changes? What are the economics of this problem?

When you help a prospect understand their own problem clearly, you earn the right to present your solution — and they become obsessed with solving it.

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Download your complimentary copy of the 12 Bold Moves audiobook at 12BoldMoves.com/Audiobook

It's Bill's birthday — and that means one thing: it's time to talk about gifts. But not the usual Amazon cards and polka dot sweaters. Bill and Bryan dig into the sales gifts worth actually giving yourself: the mindset shifts, investments, habits, and tools that compound over time.

In this episode, you'll hear about the gift of applying abundance thinking to your sales life, why investing in yourself is the one gift no one else will buy you, the power of true free time (and why refusing to take it is just inflated self-importance), building a personal brand by sharing real problems and solutions, becoming a generalist in the AI age, and seeing modern tools — your CRM, LinkedIn, AI — as gifts rather than burdens.

Whether it's your birthday or not, this episode is a reminder to stop waiting for your company to invest in you and start doing it yourself.

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

In this episode of The Advanced Selling Podcast, Bryan Neale welcomes Kayla Kurtz, VP of Sales and VP of Business Development at Forthea, for a focused conversation on how AI is reshaping modern sales.

Kayla shares how aligning sales and marketing improves lead quality and eliminates the “bad lead” blame game, before diving into practical ways sellers can use AI tools like ChatGPT and Copilot to refine emails, personalize outreach, and prepare for complex conversations. Bryan and Kayla also address the risks of inaccurate AI outputs and why positioning insights as questions, and not facts, protects credibility.

They close by exploring how buyers are using AI to research vendors and negotiate more strategically, challenging sales teams to elevate their preparation and technical depth. The episode reframes AI as a tool that sharpens execution without replacing relationship-driven selling.

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Curious about certification in the Blind Zebra Sales Operating System? Learn more here.

Bill and Bryan are giving you a preview of the March 6th ASP Insider session — and it's one you don't want to miss.

The topic is From Content to Conquest, but this isn't a social media training. It's about what you know, what you believe, and how you package your expertise so prospects say, "I want to know more."

Before diving into the March session, Bill and Bryan walk through the perspective shifts that have to happen first — because you can know exactly what to do and still not do it. The missing ingredient is almost always how you see things.

Plus, Bryan shares how the Mental Health for Salespeople series resonated far beyond the sales world — and what that buzz means for upcoming episodes.

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

What if your entire sales process—from networking to contract signing—was built on collaboration instead of persuasion? 

In this episode, Bill and Bryan break down what real collaboration looks like at every stage: pre-sale networking, early conversations, mid-stage resistance, and closing deals. You'll discover why most salespeople avoid collaboration (they're afraid of conflict), how to audit your sales process for collaborative moments, and the simple phrase that sets the tone from day one. 

Bill shares a client story about refusing to send a proposal until they collaborated on unanswered questions—and how it built immediate trust. 

Whether you're stuck in transactional mode or ready to differentiate yourself completely, this episode gives you a new through line that actually works.

Join the conversation: AdvancedSellingPodcast.com/linkedin

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

In this episode of The Advanced Selling Podcast, Bryan Neale welcomes Steve Benson, founder of Badger Maps, for a conversation on why outside sales teams are often overlooked by modern sales technology — and what happens when tools are finally built with field sellers in mind.

Bryan and Steve dig into the realities of territory design and route planning, calling out how many sales leaders still rely on gut feel and educated guesses when structuring territories. Steve explains how Badger Maps and Badger Align help sales teams visualize customers geographically, balance territories using real data, and create more efficient routes that lead to more meetings and measurable sales lift. They also explore why mobile-friendly CRM tools matter so much for outside sellers, and how removing friction from data entry in the field directly impacts performance.

The conversation expands into Badger Maps’ broader platform, including lead routing, geographic insights, and performance tracking, before Steve shares the origin story behind the product — a firsthand realization that sales data is far more powerful when you can see it on a map.

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Curious about certification in the Blind Zebra Sales Operating System? Learn more here.

What can Charlie Puth's collaboration with Kenny G for the Super Bowl national anthem teach us about sales? More than you'd think.

Bill and Bryan break down the story of how Charlie Puth persistently pursued Kenny G—not through aggressive follow-ups, but through generous, creative demonstrations of value. He sent tracks. He added a choir. He painted the picture so vividly that Kenny G couldn't help but respond.

The sales lessons are everywhere: Clean intention enables authentic persistence. Information isn't proprietary anymore, so stop withholding it. Collaboration beats competition. And most importantly, your "through line"—the underlying driver of your sales process—might be sabotaging your success.

Most sales methodologies operate on a selfish through line: What do I need to say or do to get the deal? That approach creates manipulation, defensiveness, and resistance. But what if collaboration was your through line instead?

Join the conversation: AdvancedSellingPodcast.com/linkedin

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

Bill Caskey explores the most important question in sales: What is your role in the buyer-seller dance?

In this solo episode, Bill breaks down the Guide Model—a three-part framework that transforms how you show up with customers. Instead of selling to people who don't need what you offer, you become the guide that customers are craving.

If you've ever wondered why buyers don't trust you or why price becomes the sticking point, this episode reveals what's really happening—and how to fix it.

This is part 2 of a 2-part series on how to be a guide.

🔗 Want more advanced sales training? Join ASP Insider: https://advancedsellingpodcast.com/insider

Download your complimentary copy of the 12 Bold Moves audiobook at 12BoldMoves.com/Audiobook

In the final episode of our mental health in sales series, Bill and Bryan tackle a truth most sellers ignore: you can't think your way out of a slump—you have to move your way out.

Drawing from Scott Galloway's "get out of the house" philosophy and real client stories, they explore how physical action—whether it's actual exercise or the behavioral action of getting out and connecting with people—breaks the isolation cycle that feeds sales depression.

Bill shares a coaching win where an engineer went from zero prospecting hours to booking two appointments just by reaching out to reconnect with old contacts. No pitch, no agenda—just human connection. 

Whether you're feeling stuck, isolated, or just going through the motions, this episode delivers the kick you need to stop overthinking and start moving.

This is Part 4 of our Mental Health in Sales series. Find all episodes at https://vault.advancedsellingpodcast.com/mental-health-in-sales

Join the conversation: AdvancedSellingPodcast.com/linkedin

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

In this solo episode, Bill breaks down why detachment might be the most important skill you're not practicing. When a client asked for help with negotiation, positioning, and value communication, Bill realized all these challenges stem from one core issue: attachment to outcomes.

Discover why healthy detachment isn't about not caring—it's about being deliberate in your process without getting entangled in results. Bill explains how attachment creates fear, shortcuts, and procrastination, while detachment creates freedom and effectiveness.

This is part 1 of a 2-part series. Next week: How to be the guide.

🔗 Want more advanced sales training? Join ASP Insider: https://advancedsellingpodcast.com/insider

Download your complimentary copy of the 12 Bold Moves audiobook at 12BoldMoves.com/Audiobook

In this episode of The Advanced Selling Podcast, Bryan Neale is joined by John Wechsler, CEO of Spokenote, for a conversation on why authentic, personalized video is becoming a critical advantage for modern sales teams.

Bryan and John discuss the difference between messaging and moments, emphasizing that when the moment matters more than the message, authenticity wins. John shares the evolution of Spokenote, from a simple sticker concept to a dynamic video platform, driven by real demand for scalable personalization. They unpack what truly differentiates Spokenote from other video tools: modular, variable video snippets that allow sellers to personalize outreach while staying efficient and fully integrated with existing CRM workflows.

The conversation also tackles one of the biggest barriers to video adoption in sales: hesitation and self-consciousness. John encourages sales professionals to embrace imperfection, reminding listeners that vulnerability often increases trust and likability.

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Curious about certification in the Blind Zebra Sales Operating System? Learn more here.

In part 3 of the mental health series, Bill and Bryan tackle the achievement trap that plagues high performers: when is enough enough? 

They introduce six practical frameworks for managing mental health in sales, covering the first three in depth: detachment from outcomes, obsessive focus on customer problems, and personal agency. Bill addresses a high performer's legitimate concern about whether detachment actually helps or hurts quota achievement, and Bryan shares insights from John Mellencamp's conversation with Joe Rogan about success and happiness. 

The episode includes the concept of "measuring backwards" and explains why serving customers beats obsessing over your own numbers.

Join the conversation: AdvancedSellingPodcast.com/linkedin

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

In part 2 of our mental health series, Bill and Bryan explore what creates genuine confidence in sales and why it starts with something bigger than yourself. 

They discuss the "divine assignment" concept, finding meaning in your work beyond financial gain, and how physical movement directly impacts emotional health. 

If you struggle with walking on eggshells around buyers or feel desperate for outcomes, this episode offers practical remedies including discovering your purpose and becoming obsessed with customer problems instead of deal outcomes.

Join the conversation: AdvancedSellingPodcast.com/linkedin

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

In this episode of The Advanced Selling Podcast, Bryan Neale is joined by the VP of Growth and Marketing at Sendoso, Patricia DuChene, to discuss how intentional gifting can be used as a strategic tool in modern sales. Rather than treating gifts as swag or gimmicks, their conversation reframes gifting as a human-first way to build trust, strengthen relationships, and create influence.

Bryan and Patricia explore why the most effective gifting focuses on people, not just decision-makers, and how timely, personalized gestures tied to real moments can open doors that traditional outreach often cannot. They also break down why active listening should be a measurable sales behavior, and how capturing personal details in the CRM enables more authentic, relevant engagement over time.

The episode also looks at how gifting fits into execution — from prospecting to post-sale adoption — and why treating it as a consistent activity metric, supported by tools like Sendoso, can be a powerful tool for sales teams looking to stand out without pressure or gimmicks.

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Curious about certification in the Blind Zebra Sales Operating System? Learn more here.

Bill and Bryan launch a vital series on mental health in sales—a topic that's rarely discussed but critically important. After Bill's month-long absence dealing with family tragedies, they dive into why salespeople face unique mental health challenges: quota pressure, identity tied to numbers, comparison traps, and the constant pursuit of an unreachable horizon.

Bryan shares his panic attack story from his P&G days (confusing a cardiologist visit for what turned out to be anxiety), while Bill opens up about avoidance behaviors and the realization that mental health issues don't discriminate based on success level.

This isn't about coddling—it's about real tools, tough love, and practical steps to tend to your mental health. They're inviting listeners to share what they want covered in the remaining episodes via the LinkedIn community.

Join the conversation: AdvancedSellingPodcast.com/linkedin

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

In this solo episode, Bill introduces the Complete Sales Engine Framework, focusing on the first two essential blocks: Attention and Engagement. He breaks down why most companies struggle with empty pipelines despite focusing heavily on conversion training, and shares practical strategies for social media content, email campaigns, and outreach that actually lead somewhere.

You'll learn how to create LinkedIn content with purpose, write emails that prospects actually want to read, make outreach meaningful (not desperate), and build engagement through webinars, assessments, and lead magnets that establish trust before the sales call even happens.

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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 Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Bill Caskey breaks down the exact business planning framework from the recent ASP Insider workshop. If you haven't done your 2026 planning yet, this episode walks you through nine critical building blocks that will set you up for sustainable sales success.

From defining your vision to finding the right accountability partner, Bill covers everything you need to create a plan that actually works—not just another resolution that fades by February.

Bill dives deep into why most sales professionals either skip planning entirely or create plans that are just wish lists with no real structure. This framework gives you that structure—from establishing your vision and identifying targets to building repeatable systems and developing the mindset that drives real growth.

Want the complete workshop replay with handouts and exercises? Check out advancedsellingpodcast.com/insider

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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 Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Most business planning workshops start with vision statements and call quotas. But Bill argues there's a critical block missing from that equation: personal development. In this solo episode, he breaks down Block 8 from his 2026 Business Planning Strategy—the piece that asks not just what you need to do, but who you need to become to achieve your goals sustainably.

Bill covers four essential areas: AI literacy and staying current, personal branding and findability, digital marketing fundamentals, and systems thinking. But the real question driving this episode is deeper: Who do you need to become in 2026 to execute your plan without grinding yourself into the ground?

If you're planning for 2026, this episode challenges you to think beyond behaviors and quotas to the spiritual and personal dimension of sustainable success.

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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 Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Last week, Bill and Bryan covered mental discipline—getting your head right. This week, they shift to operational discipline: the actual behaviors and systems that high performers use to win.

This isn't about overhauling your entire life. It's about looking at your current operational system and asking: Is this working? If yes, keep rolling. If not, tweak and modify.

Bill and Bryan break down five operational disciplines they see in top performers: committing to writing and idea capture, valuing time appropriately (what's your dollar-per-hour rate?), connecting daily plans to annual goals, feeding and nurturing networks, and continuously learning new technology.

This is Part 2 of the Discipline series. Catch Part 1 on Mental Discipline if you missed it.

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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 Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Bill and Bryan tackle mental discipline—but not the way you'd expect. Instead of rigid rules and forced habits, they reframe discipline as the inputs that create freedom, not constraints.

In this first part of a two-part series, they explore the mental shifts that separate high performers from the rest: quieting your mind, embracing possibility thinking, getting comfortable with failure, and continuously feeding your growth. You'll discover why discipline isn't about forcing yourself to do things you hate, but about setting up inputs that naturally lead to the results you actually want.

If you've been avoiding "discipline" because it sounds like punishment, this episode will change how you think about it—and help you build the mental game that drives real sales success.

Part 2 on Operational Discipline drops next week.

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

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

In this episode of The Advanced Selling Podcast, Bryan Neale sits down with sales compensation expert Chris Goff, better known across the industry as “The Sales Comp Guy.” With deep experience in sales operations, territory optimization, and comp plan design, Chris brings a rare, holistic perspective to one of the most emotionally charged topics in sales: how sellers get paid.

Together, Bryan and Chris unpack why compensation plans create so much tension, how leaders can design them with clarity and intention, and what great sellers do to maximize their earnings. Chris explains the psychology behind why salespeople often distrust comp plans and why that instinct is actually a sign of a strong seller’s mindset. He also breaks down the essential metrics every rep should analyze on their own, from deal size to win rate, to truly understand how their plan pays them.

On the leadership side, they explore the most common mistakes organizations make when modifying comp plans, and how vague or poorly communicated intentions can unintentionally drive the wrong behaviors. Chris emphasizes the importance of “proximity,” (ensuring the reward is as close as possible to the action,) to keep teams motivated, aligned, and engaged.

This conversation offers a refreshingly clear look at how great compensation plans get built, how sellers should navigate them, and how leaders can remove the unproductive “us versus them” dynamic that often surrounds pay discussions.

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Curious about certification in the Blind Zebra Sales Operating System? Learn more here.

Part two of our macro vs. micro skills series—and this one gets tactical.

Bill and Bryan dive into the small, incremental skills that most salespeople overlook but that separate pros from amateurs. These aren't the big-picture capabilities; they're the in-the-moment moves that determine whether your sales calls actually go anywhere.

The guys cover the courage to stop and clarify when something's confusing, the power of numeric calendar values (no more "let's connect next week"), putting time parameters around everything, and the art of reviewing before you hang up. Plus: why you should set a five-minute warning alarm on every sales call.

The bottom line? You can't assume people know how to conduct themselves in sales conversations. These micro skills matter—a lot.

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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 Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Most salespeople waste their first meeting covering basics that could've been handled beforehand. Bill introduces a game-changing digital asset: the introductory video—a 5-minute pre-meeting video that positions you as a credible problem-solver before the conversation even starts.

In this episode, Bill breaks down the exact structure of an effective introductory video, including the hook that grabs attention in 10 seconds, how to tell your story concisely, the three industry headwinds your prospects face, your process for solving them, and the mindset shifts clients need to embrace. He also shares why most sellers won't do this (it requires actual work) and why that's precisely your competitive advantage.

If you're tired of first meetings that feel like interrogations or product pitches, this framework gives you a smarter way to start every relationship.

Download your complimentary copy of the 12 Bold Moves audiobook at 12BoldMoves.com/Audiobook

Bill and Bryan break down the difference between macro and micro sales skills—and why both matter more than you think. Inspired by a prospect who called out his own team for not asking clarifying questions, this episode explores the big-picture capabilities that separate average performers from top producers.

They cover essential macro skills including strategic planning (with outcomes AND behaviors), reverse engineering your goals, financial literacy for sales professionals, explaining complex concepts clearly, and the art of storytelling. Plus: the "Gen Z stare," why unlearning quickly is your competitive advantage, and how one sales leader couldn't name five conquest accounts.

This is part one of a two-part series. Micro skills coming next week.

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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 Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Bill Caskey follows up on last week's deep dive by sharing insights from coaching a high-performing salesperson who's hitting the limits of process-driven selling. 

He reveals why even the best sales process isn't enough—you must show up authentically and have the courage to disqualify prospects who aren't truly committed. 

Through a compelling coaching story, Caskey explains how being grounded in who you are allows you to spot the 20% that's missing in a conversation and walk away from deals that would compromise your integrity, ultimately increasing your close rate with the right clients.

Download your complimentary copy of the 12 Bold Moves audiobook at 12BoldMoves.com/Audiobook

In this episode of The Advanced Selling Podcast, Bryan Neale sits down with longtime friend and sales veteran Vince Beese, a fractional CRO and sales coach with over 25 years of B2B enterprise experience and five successful exits under his belt. Together, they dive deep into “Red Zone Selling:” a framework inspired by football that helps sellers stay focused, avoid complacency, and close more deals when it matters most.

Vince breaks down how 80–90% of enterprise deals are won or lost in the “red zone” (the final stage of the sales process) and why too many sellers lose focus right when the game gets toughest. Bryan and Vince explore the mindset, discipline, and team coordination required to execute in high-stakes moments and turn opportunities into wins.

They also tackle one of the biggest gaps in modern sales leadership: the lack of attention on closing. While most training and enablement focus on top-of-funnel activities, elite sales organizations put just as much energy into finishing strong.

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Curious about certification in the Blind Zebra Sales Operating System? Learn more here.

Are you uncomfortable talking about money with prospects? You're not alone. In this episode, Bill and Bryan tackle one of the biggest challenges sales professionals face: bringing up price, cost, and economic conversations without the anxiety and uncertainty that usually comes with it.

Whether you're dealing with technology sales, competitive situations, or demonstrating clear ROI, this episode gives you the confidence to talk about money like the professional you are.

Key insights from this episode include:

• Why bringing up price early (ideally in the first or second call) leads to better win rates, according to Gong's research data

• The importance of establishing economic value before discussing price—and why you're the problem if you can't explain the ROI of your solution

• How to have the "math conversation" collaboratively with prospects, showing them when an investment doesn't make sense for their current situation

• When to disqualify a prospect based on revenue and business readiness (and why this is actually helping them, not manipulating them)

• The fatal mistake of saying "I have no idea" when asked about pricing—and what to say instead

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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 Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

In this episode, Bill and Bryan continue their conversation on sales culture with actionable tactics you can implement immediately. Whether you're building team culture or your personal approach, these strategies will help you create intentional, high-performing environments.

What You'll Learn: 

✅ How to build customer relationship culture through strategic meetups 

✅ The power of book clubs and team socialization for engagement 

✅ Team brag sessions that uplift everyone (not just the person being recognized) 

✅ Why being proactive with new client contacts is a cultural imperative 

✅ Breaking free from "selling time" excuses that hold teams back

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

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Bill Caskey poses a challenging question: If you disappeared from your prospect's world tomorrow, would they feel the loss? 

In this introspective solo episode, he explores the "invisible dimension" of sales—the deeper level where prospects evaluate not just your skills and process, but your unique presence and purpose. Caskey shares three powerful practices for connecting with your authentic self: inventorying your unique experiences, clarifying your God-given assignment, and maintaining daily practices of presence. 

This isn't about technique—it's about becoming someone prospects can't afford to lose.

Download your complimentary copy of the 12 Bold Moves audiobook at 12BoldMoves.com/Audiobook

And if you're serious about implementation, join us for a special 12 Bold Moves Implementation session on October 30th at 12PM EST. Enroll at 12BoldMoves.com/Masterclass

In this episode, Bryan Neale from Blind Zebra shares a tactical framework for building meaningful customer connections — one rooted in strategy, generosity, and intentional networking. He explains why great salespeople move beyond vague Ideal Customer Profiles (ICPs) to create “conquest account lists” that name specific people they want introductions to.

Bryan also challenges listeners to identify at least 20 “Connectors” — the natural networkers who love making introductions — and to proactively schedule time with them to ask for introductions, not referrals. He introduces the idea of the “karmic boomerang,” reminding us that connecting others first often leads to opportunity returning in unexpected ways.

Bryan briefly discusses Blind Zebra Sales Operating System (BZSOS) — a practical set of tools designed to help sales teams organize, prospect, and perform more effectively.

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Curious about certification in the Blind Zebra Sales Operating System? Learn more here.

Bill and Bryan kick off a two-part series on sales culture by sharing what they've observed from years of working inside dozens of organizations. In this episode, they explore the difference between surface-level culture (the pictures on the wall) and the real culture you can feel in the air.

Whether you lead a sales team or carry your own quota, this episode will help you see culture in tangible ways—and understand why the language you use, the people you surround yourself with, and the environment you create all matter more than you think.

Next week: Practical strategies and tactics you can use to actually build and improve your sales culture.

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

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

In part two of their AI series, Bill and Bryan get specific—sharing real examples of how they use AI in their daily sales work. Bill walks through actual ChatGPT conversations for client prep (including a memorable moment when the AI got it wrong about an ESOP), while Bryan demonstrates how he uses Claude to research prospects and create strategic talking points.

You'll hear how they validate AI-generated research during sales calls, why telling clients "I did some research" actually builds credibility, and how AI makes follow-up more thorough and rigorous. Plus: Bill's detailed prompt for creating pre-meeting introduction videos that position you as an expert before you even get on the call.

If you're still not using AI for sales prep and follow-up, this episode will show you exactly where to start—with real prompts, real mistakes, and real results.

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

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

In this episode, Bryan explores why the best sales leaders focus as much on connecting with their people as they do on connecting with their customers.

Sales is often seen as an individual sport - everyone chasing their own numbers and commissions. But the real magic happens when leaders take time to understand each team member’s unique motivations and coach them accordingly.

Bryan shares how great leaders:

• Build individual connections with reps instead of one-size-fits-all coaching
• Dig into each person’s core motivators (hint: it’s not always money)
• Spend their coaching time strategically, focusing 80% of one-on-one effort on good performers with high potential

Pro tip: If you’re a salesperson, forward this episode to your sales manager. It might just change the way your team connects and performs.

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Curious about certification in the Blind Zebra Sales Operating System? Learn more here.

Grab your Huddle ticket before it sells out (and it's almost sold out!).

Bill and Bryan dive into how they're actually using AI in their daily sales work—no hype, just practical applications. In part one of this two-part series, they share their number one use case: preparation for sales calls, including researching companies, understanding buyer contexts, and making discovery more efficient.

You'll learn why Bill treats AI like an executive assistant, how Bryan uses it for everything from client prep to football officiating, and why you should tell it to "calm down" when it gets too complimentary. Plus: why Gen Z hates anything that feels fake, Mark Cuban's controversial "one hour a day" rule, and whether you should tell prospects you used AI to research them.

If you're overwhelmed by AI or wondering where to start, this episode cuts through the noise with an abundance mindset approach. Bill and Bryan keep it real about what's working now—not what might happen in five years.

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

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

In this episode, Bryan is joined by John Barrows to talk about the high-stakes final stage of the sales process, where deals are either won or lost. Together, they explore why so many sales teams stumble here, often resorting to last-minute discounts or high-pressure tactics driven by forecast anxiety.

Bryan and John share strategies to keep control of the process, including engaging procurement early, coaching reps through nuanced situations, and avoiding the trap of reactive discounting. They also dive into the balance between the science (process) and art (closing) of sales—why the art has been lost in today’s risk-averse market, and how leaders can teach reps to customize their approach for authentic, effective selling.

Whether you’re a sales leader or an individual contributor, this episode will show you how to play to win, not just avoid losing, when it matters most.

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Curious about certification in the Blind Zebra Sales Operating System? Learn more here.

Discover how to build the introductory video that works 24/7 for your pipeline on October 3rd, 12PM EST. Join at advancedsellingpodcast.com/insider

Tired of perfecting your sales skills but struggling to get in front of the right people? Bill and Bryan tackle the universal challenge every B2B professional faces: visibility. Using a real client case study from the tax law industry, they reveal why traditional cold calling is dead and share actionable strategies to become visible where your prospects are already looking.

Discover how to leverage weekly insight videos, LinkedIn article publishing (including the brilliant interview strategy that gets you access to C-suite executives), strategic conference attendance, and hosting your own executive events. Plus, learn why 80% of sales success comes down to getting the meeting – not perfecting your pitch.

Ready to stop being the best-kept secret in your industry? This episode shows you exactly how to get found.

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

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

In this episode, Bill and Bryan debunk one of the most persistent myths in sales training - that you can create urgency in buyers through clever tactics and techniques. They explore why deals are taking longer to close in 2025, examining both macro factors (economic uncertainty, decision-making complexity) and micro factors (changed buyer behavior, technology overload).

The guys discuss how traditional urgency-creating methods like pattern interrupts and pressure tactics are not only ineffective but counterproductive in today's market. Instead, they reveal a modern approach focused on two key strategies: de-risking for the buyer and providing thorough explanations of what happens after the purchase.

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

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Bill and Bryan explore a growing trend that's reshaping the sales landscape: the rise of "accidental salespeople." These are the technical advisors, project managers, engineers, and executives who don't have "salesperson" on their business cards but find themselves increasingly vital to the buyer-seller relationship.

The guys discuss why these technically-minded professionals are becoming more important than ever, especially as traditional SDR/BDR approaches burn out prospects with low response rates. They argue that it's often easier to teach technical people the 20% of sales skills they need than to teach salespeople deep technical expertise.

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

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Stop being just another vendor - become THE expert they can't ignore. Join ASP Insider September 8th: http://advancedsellingpodcast.com/insider

What happens when two conversational AI engineers realize they can't sell their own startup? They build an AI sparring partner to teach themselves—and accidentally create a game-changing sales training platform.

We welcome the founders of Hyperbound.AI, Sai Guduguntla and Atul Raghunathan, who share their remarkable journey from technical founders struggling with sales to building a platform that's helping thousands of sales professionals practice and perfect their craft. In just 20 months, their AI-powered role-playing tool has been tried by reps from over 15,000 companies.

Ready to try it yourself? Visit Hyperbound.ai—no login required, no sales call needed. Just jump in and spar with an AI buyer that might be sassier than your toughest prospect.

Whether you're a sales leader managing 20 reps or 2,000, this episode reveals how AI is transforming sales training from a once-in-a-while event to an always-available competitive advantage.

In this early Labor Day release, Bill and Bryan dive into expert frameworks—essential tools for positioning yourself as a knowledgeable sales professional in today's market. Bill breaks down the critical video framework every salesperson needs.

Learn the three-part video structure that actually gets attention: the hook that stops the scroll in the first 5 seconds, the story that keeps them engaged, and the call-to-action that drives results. Discover why social media has shifted from a follower platform to an interest platform, and how this changes everything about creating content for your prospects.

Whether you're struggling with video content or just want to hear Bryan's HoloDome adventure, this episode delivers practical frameworks you can implement immediately.

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

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

In this episode, Bryan Neale and Marcus Chan dive into the sales “red zone”—the late stage of the sales cycle where too many deals stall or fall apart. They explore how sales teams can avoid costly mistakes by addressing pricing, multi-threaded stakeholder engagement, and risk management early in the process.

Marcus introduces his ADVANCE Framework, a practical tool for sales leaders to audit deals and improve forecasting accuracy. The conversation also highlights the importance of monthly business reviews (instead of quarterly), fostering radical transparency, and holding reps accountable for both commitment and stretch goals.

Whether you’re a frontline sales leader or an individual rep, you’ll walk away with strategies to:

• Diagnose hidden leaks in your pipeline and stalled deals
• Discuss pricing early to avoid late-stage surprises
• Build stronger stakeholder engagement with executive sponsors
• Replace discounts with risk-removal tactics that build trust
• Use monthly business reviews to drive accountability and forecasting accuracy

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Join Bryan on Wednesday, September 3, 2025 at 12:00 pm ET for Sales Playbooks Don't Work if Nobody Uses Them. Register here.

Curious about certification in the Blind Zebra Sales Operating System? Learn more here.

In this episode, Bill and Bryan shift the focus from post-sale customer experience to what they call "PX 90" - the prospect experience during the sales process. After Bryan shares a fantastic customer service call with Southwest Airlines, they dive into practical ways salespeople can go above and beyond for prospects before they become customers. 

The guys share practical, low-cost ways to go above and beyond for prospects that will differentiate you from the competition and elevate your position in their minds. From personalized follow-ups to strategic introductions, discover how small gestures can create big impacts in your sales process.

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

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

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In this solo episode, Bill Caskey reveals one of his 12 Insider Secrets for reinventing yourself and your results: creating a mini book to establish yourself as an authority in your field. Bill shares the compelling story of how his own 20-page book "12 Bold Moves" generated a $40-50K client from a $20 purchase, demonstrating the incredible ROI potential of this positioning strategy.

Whether you're in sales, consulting, or any service business, this episode shows you how to transform your expertise into a powerful positioning asset that attracts higher-quality clients. 

Get the FREE audiobook of "12 Bold Moves" at 12boldmoves.com/audiobook and discover all dozen strategies for reinventing your results.

If you'd like to talk to Bill about your team, go to http://scheduleacallwithcaskey.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 now.

Bill and Bryan dive into the critical balance between heart-centered selling and process-driven approaches. Sparked by a real coaching session where a top salesperson admitted "I'm not a warm guy," the guys explore why both emotional connection and systematic process are essential for sales success.

They also discuss the importance of decisiveness in both sales and business relationships, and remind listeners that sometimes the best thing you can do is walk away when a prospect isn't ready to commit.

Whether you're naturally warm or more process-oriented, this episode will help you find the right balance to build genuine relationships while still driving results.

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

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

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In this episode, Bryan dives into the Sales Leadership Hats, the roles great leaders switch between to unlock performance and keep their teams moving forward. You’ll learn how to wear:

The Manager Hat – Cutting through noise with data-driven decisions that point the way forward.

The Coach Hat – Sharpening skills and strategies so reps get better, not just busier.

The Cheerleader Hat – Sparking motivation, restoring confidence, and helping reps break through mental roadblocks.

Bryan shows why calling out which hat you’re wearing in every meeting can eliminate guesswork, build trust, and create more productive conversations.

-

Join Bryan on Wednesday, September 3, 2025 at 12:00 pm ET for Sales Playbooks Don't Work if Nobody Uses Them. Register here.

Curious about certification in the Blind Zebra Sales Operating System? Learn more here.

And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Bill Caskey and Bryan Neale tackle a challenge every sales professional faces: how to properly prepare for sales calls in today's digital landscape. Sparked by recent conversations with VPs of Sales about their teams going into calls "cold," Bill and Bryan break down their proven preparation framework that combines traditional research methods with cutting-edge AI tools.

The guys emphasize that your "lane" as a sales professional is widening—it's no longer just about conducting meetings, but also about mastering digital research tools. As Bryan warns: "AI won't replace people that use it and learn it, but the person who competes against you and knows how to use it will beat you."

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

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

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

In this solo episode, Bill Caskey tackles the growing trust crisis facing sales professionals today. Drawing from recent research showing declining trust in businesses and institutions, Bill explores why prospects automatically assume you're going to lie to them—and why they're probably right to feel that way.

He shares four practical levers you can use to build trust and stop destroying it: stop selling and start understanding, be willing to walk away when the fit isn't there, prove value before pitching, and lead with proof instead of promises. Bill emphasizes that every interaction either builds or destroys trust, and in a world where everyone assumes dishonesty, the person who proves their trustworthiness first and fastest wins.

FREE OFFER! Download the audiobook version of "12 Bold Moves" now. Go to http://12boldmoves.com/audiobook to get your copy.

If you'd like to talk to Bill about your team, go to http://scheduleacallwithcaskey.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 now.

In this episode of the Advanced Selling Podcast, Bill and Bryan give listeners an exclusive preview of their upcoming Insider program session on building a "platform of authority." They explain how every sales professional needs a platform where they can share valuable insights and establish themselves as an authority figure in their field.

The guys discuss what constitutes a platform (podcasts, LinkedIn, speaking engagements, client dinners, or even informal meetups) and how authority comes from consistently delivering value to your audience. You don't need to be the world's best at something - you just need to stand slightly above the crowd by sharing useful observations from your unique position in the marketplace.

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

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

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

In this episode, Bryan dives into the critical strategy of maintaining a “virtual bench” - a curated list of talented individuals you’d love to have on your sales team. Instead of scrambling to post job ads and sift through countless resumes when a rep leaves, Bryan explains how to stay ahead by proactively building and nurturing relationships with top talent. Learn why keeping your virtual bench warm with at least one touchpoint per year can give you a competitive edge and ensure you’re never caught off guard by unexpected resignations or team restructuring.

Join Bryan on Wednesday, September 3, 2025 at 12:00 pm ET for Sales Playbooks Don't Work if Nobody Uses Them. Register here.

Curious about certification in the Blind Zebra Sales Operating System? Learn more here.

And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Bill and Bryan dive deep into one of the most frustrating challenges in sales and business: resistance to change, even when that change could lead to significant growth. They explore why some decision-makers are lightning-fast adopters while others sit in limbo for months, and why even high-performing salespeople resist proven strategies that could boost their results.

The guys examine the psychology behind resistance, from the comfort of the status quo to the fear of admitting current methods might be flawed. They also share insights on the "10-80-10 rule" of adoption, discuss why selling transformation (or "ether") is uniquely challenging, and reveal how the best performers approach new learning opportunities differently than the rest.

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

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

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

Summer vacation mode might be costing you your year-end goals. In this episode, Bill and Bryan dive into why your current July activities are directly shaping your Q4 results - especially if you have a 60-90 day sales cycle.

The guys share  strategies for making your year in July instead of scrambling in the fourth quarter, including how to shorten your sales cycles (think restaurant "table turns"), create a documented back-half business plan with three-prong goal setting (basic, primary, visionary), and use scarcity positioning to close more deals.

Stop the summer slowdown mindset, fail fast and tweak quickly on your activities, and remember that wealth is on the other side of ignorance - what do you need to learn to do differently to hit those year-end numbers?

Don't forget to check out the Advanced Selling Podcast Insider program at advancedsellingpodcast.com/insider

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

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

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

In this episode, Bryan dives into a powerful yet often overlooked tool in the sales leader’s toolkit: the calendar inspection. He explains how regularly analyzing your team’s calendars can reveal dangerous pipeline gaps before they become full-blown problems.

You’ll hear why having a clear sales playbook, with numeric goals like two connector meetings and two new logo meetings scheduled 2–3 weeks out, is essential for maintaining consistency in your sales process. Bryan breaks down how this simple framework helps both leaders and reps stay ahead of slumps and avoid being blindsided by an empty pipeline.

If you’ve ever said, “We had a great month, but next month looks light,” this one’s for you.

Advanced Selling Podcast Listeners save $200 on Huddle tickets purchased in July 2025 with discount code SANTA. Click here!

Curious about certification in the Blind Zebra Sales Operating System? Learn more here.

And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Bill and Bryan dive deep into four powerful quotes that challenge conventional sales thinking and offer fresh perspectives on growth and success. From Buckminster Fuller's wisdom on building new models to Elon Musk's insights on optimization, this episode will make you question everything you thought you knew about scaling your business.

The guys also share personal stories, including Bryan's cautionary tale about comfort zones leading to business failure, and discuss practical applications like starting a TV show instead of making cold calls, questioning whether you really need that slide deck, and the identity shifts required for true transformation.

Perfect for sales professionals ready to break free from conventional thinking and discover breakthrough approaches to growth. 

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

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com

The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

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

Bill and Bryan tackle the crucial mid-year evaluation every salesperson should be doing right now. With two quarters behind us and a time-compressed second half ahead (thanks to holiday season), they break down practical strategies for looking backward and forward to maximize your year-end results.

Plus, Bryan shares his fascination with meter readers (yes, they still exist!), and the guys discuss why showing up authentically beats trying to be someone you're not when building your personal brand.

Perfect timing for sales professionals ready to make strategic adjustments and finish 2025 on a high note.

Don't forget to join the LinkedIn group at advancedsellingpodcast.com/linkedin and mark your calendar for the July 11th Insider session on High Value Conversion Systems!

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

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets 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 now.

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

In this episode, Bryan unpacks a counterintuitive truth: the more structure your sales team has, the more freedom they gain. As markets grow more competitive and buyers become increasingly digital-savvy, a well-crafted sales playbook isn’t just helpful. It’s essential.

Bryan explores how playbooks streamline the sales process, remove friction, and empower reps to focus on selling, not scrambling. He also discusses how discipline creates efficiency, how to overcome buyer inertia with a step-by-step approach, and how AI can help companies without a playbook get started fast.

Advanced Selling Podcast Listeners save $200 on Huddle tickets purchased in July 2025 with discount code SANTA: https://wl.seetickets.us/event/Huddle-Sales-Leadership-Summit-Connect-25/628954?afflky=HuddleSalesSummit

Curious about certification in the Blind Zebra Sales Operating System? Learn more here.

And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Bill and Bryan tackle a common sales trap that costs deals and relationships: making judgments about prospects before you even sit down with them. Whether you're assuming someone can't afford your services based on company size, or writing off a "boring" CFO who might actually be your biggest champion, these snap judgments can blind you to real opportunities.

The guys share real stories of misjudging billion-dollar executives and getting burned by outdated company research, plus practical techniques for approaching every sales conversation with genuine curiosity instead of preconceived notions.

Key Takeaway: Your job isn't to be the smartest person in the room - it's to be genuinely curious about where your prospect is trying to go and what problems they're trying to solve.

Don't forget to join the LinkedIn group at advancedsellingpodcast.com/linkedin and mark your calendar for the July 11th Insider session on High Value Conversion Systems!

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

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets 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 now.

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

Bill and Bryan are joined by Kevin Koharki, an accounting professor at Purdue University who specializes in teaching sales professionals how to speak the language of finance. Kevin shares his unique journey from investment banking and now helping sales teams worldwide understand how to communicate financial value to CEOs and CFOs.

Learn the difference between gross margin and operating margin, why "payback period" isn't enough for most B2B sales, and how to shift conversations from simple ROI calculations to total cost of ownership discussions. Kevin breaks down complex financial concepts into digestible insights that any salesperson can use, regardless of their accounting background.

Whether you're selling software, heavy equipment, or professional services, this episode will help you speak your buyer's financial language and position yourself as a strategic partner rather than just another vendor.

Connect with Kevin at caecoach.org or find him on LinkedIn to learn more about his tailored financial training programs for sales teams.

Be sure to join our LinkedIn group: http://advancedsellingpodcast.com/linkedin

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

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets 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 now.

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

In this episode, Bryan unpacks what makes a truly effective sales playbook - and why now is the time for sales leaders to get serious about it. He shares the key components every playbook must include: a foundational philosophy, planning elements, defined processes, contingency plans, and accountability mechanisms. Bryan spotlights the Blind Zebra Sales Operating System (BZSOS), a comprehensive set of procedures, tasks and scoreboards, with 10 guiding principles that help sales teams achieve clarity, consistency, and success.

He also invites sales leaders to two powerful opportunities: certification classes designed to help teams master BZSOS (ahead of Q4), and Huddle, a sales leader-only event on October 30 in Indianapolis where VPs of Sales and CROs from across the country will gather for a day of learning, motivation, and inspiration. Don’t let Q4 sneak up on you. Tune in and get your playbook in order!

Advanced Selling Podcast Listeners save $200 on Huddle tickets purchased in July 2025 with discount code SANTA: https://wl.seetickets.us/event/Huddle-Sales-Leadership-Summit-Connect-25/628954?afflky=HuddleSalesSummit

Curious about certification in the Blind Zebra Sales Operating System? Learn more here.

And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Bill and Bryan dive deep into the universal experience of self-doubt in sales and business development. Moving beyond the typical "fake it till you make it" advice, they explore how conditional self-doubt shows up in specific areas—like shooting videos, talking about money, or making cold calls—even when we're confident elsewhere.

The guys reveal how even the most successful people struggle with imposter syndrome. But here's the twist: instead of fighting these insecurities, what if you embraced them?

Sometimes the thing you're worst at becomes your biggest advantage—you just need to reframe it.

Join our LinkedIn group: http://advancedsellingpodcast.com/linkedin

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

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets 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 now.

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

What if the most valuable sales asset you have is something you don't even realize you possess? In this week's episode, Bill and Bryan explore the concept of "familiarity blindness" - why we discount our own expertise and fail to see the goldmine of knowledge we're sitting on.

Whether you've been in your industry for 3 years or 30, you have insights that could transform your client relationships and differentiate you from the competition. The guys challenge listeners to document the "12 things you know" that others in your field might not - and explain why sharing this knowledge is more powerful than any sales pitch.

Special Challenge: Record a video sharing your top insights and tag the ASP team - you never know who's watching or where it might lead.

Join our LinkedIn group and check out the Insider's program for live monthly coaching with Bill. Don't just think about it - do it: http://advancedsellingpodcast.com/linkedin

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

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets 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 now.

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

Bill Caskey kicks off a new 12-week series based on his book "12 Bold Moves" by tackling the first bold move: creating a sales process that genuinely benefits prospects, not just salespeople. He challenges the traditional approach of "shoving people through" a process and shares how reframing discovery as mutual understanding can dramatically improve close rates. Caskey includes a real client example of using pre-call assessments to increase closing rates from 20% to 40% while providing genuine value to prospects.

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets 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 now.

In this episode, Bryan shares a powerful mindset shift to help salespeople take control of the chaos: become a student of your calendar. He breaks down how proactive calendar management (daily, weekly, monthly, and even into next year) can give you more clarity, better pipeline health, and fewer wasted hours.

Bryan challenges you to look at your calendar not just for what’s there, but for what’s missing. What calls, activities, or planning sessions should be on there but aren’t? He shares how to turn those gaps into intentional action items that move deals forward and build momentum. From pruning time-wasters to locking in future priorities, this episode is your guide to building a calendar that helps you sell.

Curious about certification in the Blind Zebra Sales Operating System? Learn more here.

And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.

It's graduation season, and Bill Caskey and Bryan Neale are sharing their top advice for new graduates entering the workforce—plus essential reminders for seasoned professionals who might need to hear these truths again.

In this episode, you'll discover why understanding that life and sales naturally go up and down like an accordion can save you from unnecessary stress and help you navigate both the highs and lows with greater wisdom. Bill and Bryan explore how to build a professional network that compounds like interest and why starting early makes all the difference in your career trajectory.

They discuss how to be judicious about that crucial first position and avoid toxic work environments that can shape your mindset for decades. You'll also learn a simple strategy for finding multiple mentors who can accelerate your growth, and why this approach works for both graduates and seasoned veterans alike.

Whether you're a recent graduate, a parent with kids entering the workforce, or a seasoned professional looking for a reset, this episode delivers practical wisdom that can reshape how you approach career growth and life decisions.

Don't forget to review the podcast and join the Advanced Selling Podcast LinkedIn group with over 13,000 members!

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

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets 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 now.

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

Bill and Bryan continue their deep dive into evolving buyer behavior with some eye-opening insights that challenge conventional sales wisdom. In this episode, they tackle the myth of "the decision maker." They explore how buying by committee has become the new normal and why your traditional one-to-one sales training might be preparing you for a world that no longer exists.

The guys also discuss the critical importance of elevating the buyer experience beyond just data dumps, why price objections aren't as prominent as they used to be (and the generational factors behind this shift), and how successful salespeople need to paint a clear picture of transformation rather than just making promises.

Whether you're struggling to navigate complex buying committees or wondering why your data-heavy presentations aren't closing deals, this episode offers strategies for adapting to today's buyer reality.

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

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 now.

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

In this episode, Bryan introduces a bold shift in how sales coaching should be done - by focusing on the science and mechanics of selling rather than the often subjective "art" of it. Drawing on nearly three decades of experience as a coach (and a self-proclaimed “recovering sales trainer”), Bryan proposes a more measurable, documentable, and results-driven approach to developing salespeople.

Bryan explains why sales leaders should spend more time coaching what can be seen, measured, and repeated. He unpacks how role-playing, while sometimes helpful, doesn’t always translate to real-world outcomes, especially for remote or digital sellers. He dives into the difference between coaching “the art” of selling (which is based on opinions) and coaching “the science” (which is grounded in data and behavior). And he makes the case that most salespeople thrive when they’re held accountable to actual results, not just training exercises.

If you're ready to rethink your approach to coaching - and focus on what actually moves the needle — this episode is for you.

Curious about certification in the Blind Zebra Sales Operating System? Learn more here.

And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Bill and Bryan explore how sales professionals need to shift their focus from traditional sales techniques to understanding modern buyer behavior.

They discuss how buyers have become more self-directed in their research, the growing "trust gap" between buyers and sellers, and why transparency in the sales process is crucial for success in today's market.

The guys examine why conventional manipulation tactics no longer work and offer practical strategies for adapting to how today's customers make purchasing decisions. Join the conversation and discover how studying your buyers—rather than just your sales skills—can significantly improve your closing percentages

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

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 now.

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

Bill and Bryan Neale dive into a game-changing concept called "Everyday Leads" - a systematic approach to generating B2B leads continuously, not just when you desperately need them. The guys explore why salespeople often find themselves with empty pipelines after closing quarters strong, and how to break free from the traditional labor-intensive prospecting cycle.

Bill shares insights from his work with clients on building automated webinar systems that generate warm leads, while Bryan emphasizes the power of consistent connector meetings.

They also discuss the psychological barriers salespeople face when shifting from traditional cold calling to systematic lead generation, drawing parallels to fitness training and the difference between cardio and strength building.

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

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 now.

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

In this episode, Bryan continues exploring the Guiding Principles of the Blind Zebra Sales Operating System, picking up where he left off in Part 1. This time, he dives into the principles of intent and assertiveness — and why they’re game-changers for sales conversations.

He shares how locking in a clear next step can eliminate the dreaded "calendaring ping pong" and keep momentum strong. Bryan explains how intent and assertiveness create a more customer-centered experience, even if that means losing the deal when the timing, problem, or solution isn’t quite right.

Curious about certification in the Blind Zebra Sales Operating System? Learn more here.

And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Bill and Bryan explore the enduring fundamentals of sales that have stood the test of time despite decades of technological advancement.

The guys reflect on timeless skills that remain essential in today's sales landscape: the art of discovery and qualification, the importance of genuine understanding and connection, bringing authenticity and purpose to your work, and the critical role of creating and executing a solid business plan.

While new technologies and methodologies constantly emerge, these core elements continue to drive sales success. 

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

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 now.

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

In part 2 of their special live episode on navigating uncertain markets, Bill Caskey and Bryan Neale continue their discussion on essential skills for sales professionals.

The guys emphasize the importance of utilizing free and low-cost tools already at your disposal, from LinkedIn to ChatGPT, rather than waiting until circumstances force your hand. Bill shares a powerful strategy for commanding premium pricing by developing a customer roadmap that builds trust in your process. Meanwhile, Bryan advocates for becoming a connector who actively brings valuable people together without keeping score.

Through practical examples and personal experiences, Bill and Bryan demonstrate why taking decisive action now can position you to thrive regardless of economic conditions.

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

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 now.

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

In this episode, Bryan dives into two of the Guiding Principles from the Blind Zebra Sales Operating System: Objectivity and Expert Persona. He challenges salespeople to view their funnel without bias - imagine betting your own money on each deal to test your objectivity. Bryan also unpacks what it means to become an expert in your customer’s world (not just your own product). It’s about earning trust by showing you care enough to really understand their business. Plus more tactical applications coming in the next episode, Guiding Principles: Part 2!

Curious about certification in the Blind Zebra Sales Operating System? Learn more here.

And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.

In this special live episode, Bill and Bryan discuss essential skills for sales professionals facing economic uncertainty. Rather than focusing on what you can't control, the guys break down practical strategies for maintaining your edge when markets get volatile.

Learn why identifying what's in your control, maintaining pricing discipline, and understanding the true abundance of opportunities in your market are critical during challenging times.

Bill and Bryan also explore how to adjust your messaging for anxious clients and why understanding AI's impact on your industry is no longer optional. Join the longest-running sales training podcast for actionable insights on taking ownership of your success regardless of market conditions.

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

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 now.

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

In this episode, Bill and Bryan dive into the often-overlooked world of financial conversations in sales. Moving beyond simple ROI calculators, they explore how to effectively discuss investment value with prospects through compelling storytelling rather than dry spreadsheets.

The guys challenge salespeople to think beyond "break-even" mentality, understand the lifetime value of clients, and recognize the importance of time horizons in financial discussions. Bill and Bryan also share insights on why not every deal is economically beneficial for customers and how to maintain objectivity when discussing financial implications.

Whether you're comfortable with numbers or not, this episode provides practical guidance on having meaningful economic conversations that drive decisions.

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

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 now.

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

Bill and Bryan follow up on their popular episode about why every salesperson should have a YouTube channel, sharing Marcus Sheridan's prediction that YouTube could soon become more important than company websites.

The guys tackle common obstacles like being "intrigued but intimidated" by video creation, offering practical content ideas including customer spotlights, technical demonstrations, and answering frequently asked questions. Bill and Bryan make a compelling case that the downside is zero while the upside is potentially infinite for sales professionals willing to embrace video marketing.

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

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 now.

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

In this episode, Bill and Bryan discuss the importance of crafting compelling stories that connect with prospects on a deeper level. They dive into how salespeople can move beyond personal anecdotes to tell meaningful market stories and "I was where you are" narratives that resonate with customers.

The guys also touch on the problem of "over-discovery" in the sales process, suggesting that modern selling should focus more on explaining value than excessive questioning.

Whether you're struggling to articulate your company's story or looking to differentiate yourself in competitive situations, this episode offers practical insights to elevate your sales approach.

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

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 now.

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

In this solo episode, Bill challenges traditional sales approaches by advocating for a fundamental shift from "selling" to "guiding."

He explains why old-school sales tactics create negative "karma" with prospects and offers a fresh alternative: becoming a trusted guide who provides value before asking for payment.

Caskey shares personal examples of how creating helpful content has naturally attracted clients to him, eliminating the need for aggressive sales tactics.

If you'd like to talk to Bill about your team, go to http://scheduleacallwithcaskey.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 now.

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

In this episode, Bill and Bryan tackle the challenge of time management in sales, exploring how “time goes fast and speeds up” as quarters and years fly by. They discuss the pitfalls of short-term thinking and offer practical strategies for sales professionals to extend their planning horizons.

The guys emphasize the importance of looking beyond the current week to plan months ahead, while balancing immediate tasks with future initiatives. They share insights on creating momentum for future quarters by starting projects early, even with just 20 minutes of initial work.

Whether you’re a sales rep or manager, this episode provides valuable guidance on navigating the accelerating pace of the sales world and setting yourself up for long-term success.

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

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 now.

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

In this solo episode, Bill explores the critical concept of believing in your own economic value as a sales professional. Drawing from his document “The 15 Profit Amplifiers” created for clients, Bill discusses how understanding the economic impact of your solution transforms your ability to communicate value to prospects.

Bill examines two primary ways your solution can deliver economic value: by alleviating pain points that cost customers money or by helping them achieve aspirational goals like increased revenue and profitability. The most powerful position is when your solution accomplishes both simultaneously. Whether your customers need to save money, make more money, or improve efficiencies, this episode provides valuable insights on how to identify, internalize, and articulate your true economic value proposition. 

If you'd like to talk to Bill about your team, go to http://scheduleacallwithcaskey.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 now.

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

In this solo episode, Bill Caskey challenges traditional sales approaches that may be holding you back. If your closing rate is hovering around 20% or less, your approach likely needs an overhaul. Bill argues that many sales organizations are stuck in outdated paradigms, failing to adapt to modern buying processes where more stakeholders are involved and decisions take longer. Bill emphasizes that people don’t buy features—they buy transformation and results. He challenges listeners to start their next sales conversation by asking prospects where they want to go, not what features they’re looking for.

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 now.

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

In this episode, Bill and Bryan make a compelling case for why every sales professional and business leader should have their own YouTube channel.

Moving beyond traditional sales training advice, they explore the numerous benefits of creating video content, from building deeper connections with younger buyers to establishing yourself as an industry thought leader. The guys share their “3E” framework—Educate, Explain, and Edify—while addressing common hesitations and highlighting the zero-downside, all-upside nature of this strategy.

Bill and Bryan challenge listeners to embrace this digital asset opportunity that can transform your business and create a lasting legacy of your professional journey. They even offer to promote listeners’ YouTube channels who take action after hearing this episode.

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

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 now.

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

In this episode, Bill and Bryan tackle the critical topic of authentic communication in a world increasingly dominated by AI-generated content.

The guys share examples of personalized communication that stands out, including a clever LinkedIn exchange between Bryan and a company that demonstrates how simple, authentic engagement can create meaningful connections.

Bill and Bryan also challenge listeners to reconsider mass-produced outreach strategies and instead focus on thoughtful, personalized communication that builds rapport and opens doors. 

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

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 now.

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

In this solo episode, Bill makes a case for why sales professionals can no longer afford to ignore YouTube as a critical business tool. He explains that in 2025, not having a YouTube channel is equivalent to not having a business card in 1985—it renders you virtually invisible to a significant portion of your potential clients.

Bill addresses the changing buying behaviors of modern prospects who prefer to research, learn, and vet solutions through video content before ever speaking with a salesperson.

This episode provides a straightforward roadmap for sales professionals looking to establish authority, build trust, and remain competitive in an increasingly video-driven marketplace.

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

In this episode, Bryan dives into the importance of a regular CRM cleanup because let’s face it, an overloaded sales pipeline is just a junk drawer of data if left unchecked. He compares it to tidying up a messy garage: if you don’t clean it out, it becomes impossible to find what you actually need. Sales teams should make monthly CRM clean-outs a habit to keep their pipeline accurate, realistic, and actionable. Plus, a cleaner funnel = happier CEOs and CFOs. Tune in to learn how a streamlined CRM can create space for real opportunities to grow.

Curious about certification in the Blind Zebra Sales Operating System? Learn more here.

And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.

In this episode, Bill and Bryan tackle a critical but often overlooked aspect of the modern sales process - what to do during the time gaps between prospect meetings.

Moving beyond outdated practices like sending marketing brochures, they explore innovative strategies for maintaining momentum and building deeper connections. The guys share five powerful approaches including making strategic introductions, creating customized content, developing digital resource libraries, utilizing trackable video engagement, and leveraging event invitations.

Whether you’re dealing with a week-long gap or longer intervals between meetings, these actionable techniques will help you maintain prospect engagement while demonstrating value and expertise in today’s sales environment.

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

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 now.

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

In this solo episode, Bill explores why even experts fail to effectively communicate complex ideas, drawing from a recent experience watching an AI expert lose his audience.

Through a practical framework, Bill reveals three essential components that transform complicated explanations into influential communications. He demonstrates how proper explanation isn’t just about information sharing—it’s about creating transformation and building trust. Bill breaks down how to build context, establish purpose, and create clear roadmaps that keep audiences engaged and drive better results.

This episode is essential listening for sales professionals and leaders who need to explain complex solutions without losing their audience’s attention.

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

In this episode, Bill and Bryan challenge traditional sales metrics and explore the often-overlooked numbers that truly matter in today’s digital sales landscape.

The guys discuss crucial modern measurements like inbound lead generation through LinkedIn, the power of tracking unsolicited introductions, and the importance of understanding average days to close.

They give valuable insights about price increase mathematics and volume relationships, offering listeners practical ways to improve their sales performance through better metric tracking. Whether you’re a seasoned sales professional or new to the field, this episode provides actionable insights on transforming your sales approach through smarter measurement strategies.

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

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 now.

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

In this solo episode, Bill challenges the conventional wisdom of modern sales coaching by exposing why most coaching relationships fail to deliver real transformation. He argues that effective coaching isn’t about protecting egos or maintaining comfort—it’s about driving genuine growth through constructive confrontation and challenge.

Bill presents a compelling formula for growth: discomfort multiplied by action equals real transformation. He explains why coaches who prioritize likability over effectiveness ultimately fail their clients, and why the best coaches aren’t afraid to make their clients uncomfortable or risk losing them.

This episode serves as a wake-up call for anyone seeking meaningful professional development, emphasizing that true breakthrough comes from embracing discomfort rather than avoiding it.

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

Too many sales teams use their CRM as a record-keeping tool instead of an agent of action. In this episode, Bryan breaks down how a well-utilized CRM can drive sales efficiency, improve deal visibility, and keep your pipeline moving. He shares simple yet powerful tactics to transform your CRM from a burden into a competitive advantage. Stop logging data and start leveraging it!

Curious about certification in the Blind Zebra Sales Operating System? Learn more here.

And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.

In this episode, Bill and Bryan dive deep into a crucial sales concept: the importance of selling transformation over features.

The guys explore how salespeople often focus too narrowly on short-term gains and immediate features rather than the long-term transformative impact their solutions can have on clients’ businesses. Through real-world examples like Gong software and personal experiences, they demonstrate how successful sales require understanding and articulating the complete journey of customer transformation.

They also give some practical advice on documenting customer success stories and shifting from a “blitz mentality” to a transformation-focused approach in sales.

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

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 now.

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

In this final installment of his three-part series on critical future sales skills, Bill Caskey explores the vital concept of team alignment planning. Bill explains why traditional approaches to stakeholder management are no longer sufficient in today’s complex sales environment.

He also reveals how AI is transforming the traditional diagnosis phase of sales, shifting the salesperson’s core value to implementation expertise and team alignment. Lastly, he demonstrates why getting all stakeholders involved early, understanding potential implementation challenges, and proactively addressing resistance are crucial for sales success. 

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

In this episode, Bill and Bryan explore a common phenomenon in sales organizations: why middle performers often harbor resentment towards top performers. 

The guys dissect the excuses commonly used to discredit high achievers’ success - from territory advantages to preferential treatment. The hosts share practical advice for breaking free from this mindset, including how to leverage top performers’ willingness to share their secrets of success. 

Whether you’re a sales leader or working to climb the ranks, this episode offers valuable perspectives on turning competitive envy into collaborative growth.

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

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 now.

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

In this solo episode, Bill tackles another critical skill for modern sales professionals - the art of clear path planning.

He explains why simply knowing your destination isn’t enough; you must be able to clearly map out and communicate the journey from your prospect’s current reality to their desired future state.

He challenges the common notion that “nobody cares about the details” and emphasizes why building buyer confidence through detailed planning is crucial in complex sales. 

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

Ever consider that the opportunities you’re chasing might be right under your nose? In this episode, Bryan highlights why your best prospects aren’t always new—they’re already in your CRM. Learn how to turn your "Closed Lost" and "Inactive Client" lists into powerful prospecting tools to revive old connections and spark new opportunities.

Key Takeaways:

✅ Use your "Closed Lost" list to re-engage prospects from 6-12 months ago—they may be ready now. ✅ Don’t overlook "Inactive Clients"—reach out 1-2 years after they’ve stopped being customers. ✅ Past customers and prospects can return as clients or become valuable referral sources.

Discover the goldmine of opportunities hiding right under your nose!

Curious about certification in the Blind Zebra Sales Operating System? Learn more here.

And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.

In this episode, Bill and Bryan discuss the concept of “Quitter’s Day” - the January 10th phenomenon where most people abandon their New Year’s resolutions.

The guys dive deep into what they call “The Big Illusion” - the false belief that conforming to others’ expectations leads to fulfillment. Through personal anecdotes and the story of Brad Stevens’ dramatic career shift from pharmaceutical sales to NBA coaching, they discuss the importance of staying true to your authentic self in sales and life.

This episode challenges you to examine whether they’re following their own path or simply meeting others’ expectations, offering insights on how to align your sales career with your personal values and integrity.

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

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 now.

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

In this solo episode, Bill Caskey explores a vital but often overlooked sales skill - the ability to help prospects vividly envision their future after implementing your solution.

Through a compelling case study of a leadership program for sales managers, he demonstrates how making the future tangible can transform both the sales process and deliver genuine value to prospects, whether they buy or not.

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

In this episode, Bill and Bryan cut through the AI hype to deliver actionable advice for sales professionals just beginning their AI journey.

The guys share real-world applications including prospect list generation, content creation, and sales call preparation. Whether you're AI-curious or AI-anxious, this episode provides the concrete steps and use cases you need to start leveraging AI in your sales process today.

You'll discover insights about treating AI like a knowledgeable friend rather than a search engine and understand how to use AI for everything from generating targeted prospect lists to preparing for important sales calls with AI-powered research.

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

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 now.

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

In this insightful solo episode, Bill challenges common sales beliefs by exposing three destructive fallacies:

• The Activity Fallacy (believing more activity automatically equals better results),
• The Pressure Fallacy (assuming increased pressure leads to improved performance)
• The Control Fallacy (trying to micromanage prospect behavior). 

Caskey explains why these mindsets can actually hinder sales success and encourages sales professionals and leaders to examine their own potentially limiting beliefs.

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

In this episode of the Advanced Selling Podcast: 2 Minute Drill, Bryan shares a practical framework for maximizing your ROI at trade shows. Too often, salespeople approach these high-cost opportunities without a clear plan. Bryan breaks down his proven framework into three key phases: pre-show, at-show, and post-show.

Discover how to: ✅ Set measurable goals and engage on social media before the event. ✅ Build meaningful connections by interacting with speakers and influencers during the show. ✅ Finish all follow-up tasks before your "wheels down" moment at home to outpace the competition.

Curious about certification in the Blind Zebra Sales Operating System? Learn more here.

And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.

In their first episode of 2025, Bill and Bryan discuss strategies for sales professionals returning to work after the holiday break.

The guys share four powerful techniques to jumpstart the new year: reconnecting with your fundamental purpose, actively engaging with your market through in-person meetings, developing a compelling personal brand in the digital space, and strengthening your network through strategic introductions.

They also emphasize the importance of getting physically out of the office and scheduling face-to-face meetings in January to counter post-holiday inertia. 

Be sure to join our upcoming Insider Coaching on Customer Transformation on January 10th! Go to http://advancedsellingpodcast.com/insider to save your spot now.

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

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 now.

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

In this final episode of the year, Bill and Bryan share their approaches to year-end reflection.

The guys discuss practical strategies including the "what worked/what didn't" analysis and Dan Sullivan's concept of "measuring backward" to appreciate your progress. Between nostalgic stories of family road trips and humorous takes on modern dishwasher dilemmas, Bill and Bryan offer actionable advice for sales professionals to evaluate their 2024 strategies and set themselves up for success.

Whether you're sprinting to close year-end deals or taking time to reset, this episode provides a framework for meaningful 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 now.

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

In this solo episode, Bill challenges sales professionals to honestly evaluate whether their sales process genuinely benefits prospects.

Drawing from his book "12 Bold Moves," he explains how to transform your approach by offering valuable assessments and personalized recommendation documents to prospects—whether they buy or not.

Caskey illustrates how this approach, enhanced by AI tools, can help eliminate "commission breath" and potentially double closing rates by prioritizing genuine value delivery over immediate sales.

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

In this episode, Bill and Bryan share their predictions for the sales industry in 2025, including the accelerating impact of AI on sales roles, the death of "sticky" cold outreach tactics, the decline of legacy media, a potential resurgence of in-person sales meetings, the growing importance of personal branding, and a predicted exodus of Baby Boomer sales professionals.

The guys also discuss some amusing trends they are seeing during holiday travel, and share thoughts on AI tools for Christmas shopping. 

This end-of-year episode combines practical sales insights with entertaining commentary on current trends affecting sales professionals.

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

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 now.

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

In this solo episode, Bill challenges traditional sales training wisdom by proposing a revolutionary approach: using digital assets to transform the buyer-seller relationship.

Through a personal case study, he demonstrates how pre-recorded video content can ease the burden on salespeople to always be "on," while simultaneously building trust with prospects before the first call.

Caskey argues that this approach not only aligns with changing buyer behaviors but also helps scale business results more effectively than relying solely on traditional sales skills.

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

In the final installment of their Ultra High Achievers series, Bill and Bryan explore how top performers communicate.

The guys break down the distinct language patterns that set ultra-successful salespeople apart.

Learn how elite performers use contextual awareness, empathetic language, strategic disagreement, and financial fluency to achieve extraordinary results. Don't miss these crucial insights on mastering the vocabulary of success.

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

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 now.

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

In this solo series episode, Bill Caskey shares a revealing story about witnessing poor customer service at a store he visited recently, where a salesperson failed to meet a customer at their knowledge level when discussing smartwatch options.

He uses this experience to illustrate a crucial sales lesson: the importance of understanding where customers are in their journey before attempting to sell.

Caskey emphasizes that improving close rates requires asking the right questions and meeting prospects where they are, rather than making assumptions about their knowledge or needs.

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

In this solo episode, Bryan and special guest Chelsea Madden dive into the power of intent data and how sales teams can leverage it to craft smarter, more effective strategies. They discuss why intent data is a game-changer for identifying when prospects are actively researching solutions—but with a caveat: it’s not a shortcut to the sale.

Learn how to use intent data authentically, avoid the “big brother” vibe, and adopt a consultative approach that resonates with prospects. If you want to deepen your engagement across the decision-making process, and fish in a puddle instead of the ocean, this episode is a must-listen!

Curious about certification in the Blind Zebra Sales Operating System? Learn more here.

And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.

In this second installment of their ultra-high achiever series, Bill and Bryan dive into the concrete actions that set exceptional performers apart from their peers.

The guys explore why some people know what to do but don't take action, the power of rapid execution, and why ultra-high achievers plan in years while others plan in days. They also challenge conventional wisdom about working from home and share insights about investing in accelerated learning.

Plus, they discuss an intriguing tangent about a multi-million dollar modern art piece that sparks a conversation about value and perception. 

Join us on December 6th for our Personal Business Planning Workshop where we'll incorporate AI into your 2025 strategy. Insider members get 50% off! http://advancedsellingpodcast.com/insider

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

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. Be sure to join our year-end, 2025 Business Planning Session on December 6th!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

In this solo episode, Bryan and special guest Chris Dornfeld dive into the science of effective sales compensation and incentive programs. They explore why most incentive budgets fail to deliver the intended results and how a behavior-focused, data-driven approach can change that. Chris shares insights from his company, Whistle, which uses behavioral science to optimize incentive programs, showing that immediate, personalized rewards tied to specific sales activities are far more effective than traditional lump-sum payouts.

You’ll learn why cash remains king, how to layer individual and team-based incentives, and the benefits of automating real-time rewards to keep motivation high. If you're trying to build a dynamic rewards system that drives the right behaviors, this episode is packed with actionable advice to help you rethink your approach to motivating your sales team.

Curious about certification in the Blind Zebra Sales Operating System? Learn more here.

And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.

In this first episode of a three-part series, sales experts Bill and Bryan explore how ultra-high achievers think differently than even regular top performers.

The guys break down the unique mental patterns that set exceptional performers apart, including their exponential thinking, extreme objectivity, total ownership mindset, and purpose-driven approach.

They also reveal why these rare individuals operate on an entirely different level - and why comparing to averages never crosses their minds. This episode kicks off an in-depth look at the thinking, doing, and communication patterns of those who consistently break records and write their own rules.

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

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. Be sure to join our year-end, 2025 Business Planning Session on December 6th!

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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

In this solo episode, Bryan takes a thoughtful look back at his biggest takeaways from 2024. He explores the idea that sales is 90% process and 10% magic—and why most sales training only focuses on the magic. To drive exponential results, Bryan argues, great training must be paired with a powerful sales operating system.

He also dives into the principle that success loves discipline. But discipline doesn’t mean rigid routines—it’s about consistently executing simple, effective processes. Bryan shares how this approach helps sales teams avoid common pitfalls and unlock greater success. Whether you’re a sales leader or an individual contributor, this episode offers fresh insights to sharpen your strategy and fuel your growth.

Curious about the 90%? You can learn more about the Blind Zebra Sales Operating System here.

And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Bill and Bryan conclude their powerful three-part series by focusing on execution and implementation. After examining current reality and creating vivid future goals in the previous episodes, they dive into practical strategies for bridging the gap between where you are and where you want to be.

Learn valuable frameworks including the Start-Stop-Continue analysis, how to leverage AI tools for planning, and discover the power of Dan Sullivan's entrepreneurial time management system with its focus, buffer, and free days.

This episode provides actionable steps to turn your 2025 vision into reality while maintaining balance and clarity of thought.

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

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.

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

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. 

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

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.

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

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.

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

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.

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.

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.

In this episode, Bryan and Bill continue their conversation about the concept of authenticity in sales and the critical importance of "backstage" work.

They explore how the unseen majority of a salesperson's efforts shapes their public persona and performance. The guys discuss the value of clearly defining an ideal customer profile and propose a fresh approach to objection handling through "Yellow Flag" meetings. 

The conversation also touches on discovering one's noble purpose in sales and how internal work leads to more authentic and effective client interactions. This episode is a must-listen for sales professionals seeking to enhance their authenticity and effectiveness in the field.

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

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.

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

In this solo episode, Bryan is joined by Zinc Partners' Matt Wittlief to dive deep into the world of Customer Relationship Management systems, focusing on how salespeople and sales leaders can leverage CRM to drive better results. 

For many sales professionals, platforms like Salesforce are seen as glorified rolodexes and just another task on their to-do list. But Matt and Bryan challenge that notion and encourage a different perspective. They discuss how to make your CRM work for you by understanding the essential information that can enhance your daily workflow, prioritize your tasks, and guide your decision-making.

The guys also explore the art and science of forecasting, from analyzing opportunities and deal stages to evaluating historical trends. They share practical strategies for creating reliable forecasts that empower your team and influence organizational decisions.

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.

In this episode, Bill and Bryan discuss authenticity in sales. They explore the tension between being genuine and using learned sales tactics, questioning whether certain techniques compromise a salesperson's authenticity.

The guys talk about the evolution of sales practices, the importance of unlearning outdated methods, and the need for salespeople to adapt to the present and future of selling. They challenge listeners to reconsider traditional closing techniques and instead focus on building trust through consistent, value-driven interactions.

This episode offers fresh perspectives on maintaining integrity in sales while still achieving results in today's rapidly changing business landscape.

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

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.

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

In this solo episode, Bryan is joined by Andy Mork, owner of Mork Productions and BrandSlap.

Bryan and Andy talk about the ongoing struggle salespeople face to capture buyers' attention and stay relevant. And while they agree that short form video is one of the best ways to do that, they also remind us that the key to creating good content is authenticity.

Bryan and Andy offer some great advice for getting started with video, embracing your own imperfection and what to do if you simply don't know what to say.

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.

In this episode, Bryan and Bill dive into the tricky topic of dealing with bad advice. Whether it comes from managers, family members, or even ourselves, not all advice is created equal.

The guys discuss strategies for critically evaluating advice, emphasizing the importance of critical thinking in sales and business. They explore how to frame questions to get more specific, useful advice and evaluate the source and motivations behind guidance.

They also tackle the challenge of balancing respect for authority with trusting your own judgment. And, when it might be time to consider a career change due to poor leadership. 

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

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.

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

In this episode, Bill and Bryan dive into the ever-present topic of change, both in sales and in life. They discuss how to approach shifts in your career, from minor territory redesigns to major life transitions.

The guys offer valuable insights on reframing your mindset around change, getting ahead of industry trends, and finding your way into new situations rather than resisting them. With practical tips and thoughtful perspectives, this episode equips sales professionals and leaders with strategies to thrive in an evolving business landscape.

Whether you're facing a small adjustment or a significant transformation, tune in for guidance on embracing change and driving personal growth.

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

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.

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

In this solo episode, Bryan is joined by Jon Barcellos, Head of Solutions at Postal.

Bryan and Jon talk about how difficult it can be to get buyers' attention and consider strategies to help sellers stand out in a noisy world. They also discuss the one critical element you must employ as part of any gifting program.

Want to meet Bryan and Jon in person? Join us for Huddle on Thursday, September 12!

Curious about the Blind Zebra Sales Operating System? You can learn more here.

In this episode, Bill and Bryan dive into the concept of "LinkedIn citizenship" and how to effectively use the platform without falling into the trap of constant self-promotion.

They discuss the importance of balancing giving and getting on LinkedIn, sharing practical tips on how to create valuable content, make meaningful connections, and avoid common pitfalls. Whether you're a seasoned LinkedIn user or just getting started, this episode offers insights on how to be a good "digital citizen" while leveraging the platform for professional growth.

Learn how to stand out among the 3% of content creators on LinkedIn and escape the obscurity that comes with inactivity.

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

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.

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

In this solo episode, Bryan breaks down how to optimize your sales process by timestamping two critical elements.

Whether you've already got a sales process or are starting from scratch, you'll learn you how to set up clear, efficient timelines that make life easier for you and your prospect.

Listen now to make your sales process smoother and more effective!

See you at Huddle? Get tickets here.

If you're ready to learn more about the Blind Zebra Sales Operating System, you can get the details here.

In this episode, Bill and Bryan discuss the journey from point A (current reality) to point B (desired outcome) in sales and personal growth. They explore the concept of being stuck in a comfortable but limiting situation and provide practical strategies for breaking out of complacency.

The guys delve into recognizing and embracing the "twinges" of desire for growth, identifying and reframing obstacles that hold you back, and seeking insight from successful peers in your desired role.

They also emphasize the importance of changing your mindset when pursuing new opportunities. 

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

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.

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

In this episode, Bill and Bryan tackle the timely issue of price resistance in sales. As inflation rises and budgets tighten, salespeople are facing increased pushback on pricing.

Bill and Bryan share valuable insights on how to handle these objections effectively. They discuss recognizing when "price" is masking a deeper issue of perceived value, and the importance of reframing the conversation from "price" to "economics."

The guys also provide tips for focusing on the full economic picture and ROI. Whether you're dealing with budget constraints, increased cost sensitivity, or prospects looking to negotiate, this episode provides practical advice for sales professionals navigating today's challenging economic landscape.

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

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.

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

In this solo episode, Bryan engages in a dynamic conversation with Armand Farrokh and Nick Cegelski, co-hosts of the 30 Minutes to President's Club podcast. 

The duo shares insights from their new book, "Cold Calling Sucks, and That's Why It Works," which challenges common misconceptions about cold calling and provides data-backed strategies for success. 

Discover surprising statistics on voice mails, objections, and the power of multithreading in sales and unlock a wealth of other practical advice to revolutionize your cold calling game!

If you're ready to learn more about the Blind Zebra Sales Operating System, you can get the details here.

In this episode, Bill and Bryan draw unexpected parallels between sales excellence and two legendary figures: musical icon Prince and NFL quarterback Peyton Manning. They explore how the dedication, work ethic, and interpersonal skills of these superstars can inspire sales professionals to elevate their game.

The guys discuss the importance of a relentless commitment to mastery, consistent practice, and staying grounded while connecting with your team and customers. They also delve into the value of personal development, continuous improvement, and the crucial role of passion in achieving long-term success.

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

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.

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

In this episode, Bill and Bryan delve into the critical issue of recognizing and addressing blind spots in business and sales. They explore how business owners can become too entrenched in their thinking, missing obvious solutions to their problems.

The guys discuss the impact of stress on decision-making and offer techniques for identifying personal stress indicators. They emphasize the importance of challenging assumptions and listening to instincts, providing valuable strategies for improving self-awareness and decision-making in high-pressure business environments.

Bill and Bryan offer practical advice for salespeople and business leaders on how to pull focus, overcome fixed mindsets, and remain open to new perspectives.

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

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.

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

In this episode, Bill and Bryan challenge conventional wisdom by arguing that traditional sales training is no longer effective in today's business landscape.

Drawing from their decades of experience, they discuss why common sales methodologies fall short and why focusing solely on "getting to yes" is a flawed approach. The guys explore why companies default to sales training when results are lacking, the limitations of one-size-fits-all training programs, and how younger generations like Millennials and Gen Z are changing the sales game.

They emphasize the need for a more holistic, authentic approach to sales achievement and explain why running your sales territory "like a business" is crucial but rarely taught. And offer fresh perspectives on what truly drives sales success in the modern era, suggesting it's time for a paradigm shift in how we approach sales development and training. 

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

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.

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

In this solo episode, Bryan is at the Blind Zebra World Headquarters in Indianapolis, in front of a live audience. As we reach the midpoint of 2024, the first half has been challenging for some of us and outstanding for others, but everyone is eager to finish the year strong.

Bryan is joined by John Geter, Regional Sales Manager at Partners Personnel, to discuss the outlook for the back half of '24. They explore John’s plans for the next six months and emphasize the importance of shifting from annual planning to a six-month business strategy. This approach allows for a much-needed reset, considering all the changes experienced in the first half of the year.

If you're ready to learn more about the Blind Zebra Sales Operating System, you can get the details here.

In this episode, Bill Caskey and Bryan Neale explore critical career dilemmas faced by sales professionals.

They discuss pivotal choices such as staying in a comfortable job versus seeking new opportunities, breaking through income plateaus, and embracing personal branding. They emphasize how recognizing these moments and making intentional decisions can significantly impact career growth.

The guys offer advice on approaching these challenges, highlighting that even small choices can lead to substantial long-term success. 

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

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.

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

In this solo episode, Bryan comes to you from Lonnie’s Reno Club at the Ambassador Hotel in Kansas City. Bryan and a live audience are joined by a longtime listener, Chad Waldo.

Bryan and Chad reflect on their early careers in sales, from pressure to panic, and tell some personal stories that will likely resonate with anyone who’s ever been new to sales. They also discuss the math of sales, the importance of patience, and remind us to focus on controllable behaviors.

Want to learn more about the Blind Zebra Sales Operating System? Let's go!

In this episode, Bill and Bryan dive into the critical skill of sales diagnostics. Drawing insights from Bill's recent health experience, they explore how thorough "lab work" in sales can uncover compelling reasons for prospects to change.

The guys discuss the importance of intention, assertiveness, and detachment in the sales process, emphasizing the need for salespeople to become skilled diagnosticians rather than order-takers.

They also offer practical tips on improving your diagnostic game, including how to use data effectively and when to walk away from opportunities. 

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

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.

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

In this episode, Bill shares his personal story of a recent health scare that served as a wake-up call, prompting him to reevaluate his habits and behaviors.

The guys delve into the importance of self-awareness, taking inventory of our actions, and the outcomes they produce. They discuss how easily we can fall into complacency, letting unproductive habits and outdated thinking hold us back from achieving our full potential.

This episode challenges listeners to take a hard look at their own habits, behaviors, and thought patterns, and consider what changes might be necessary to break through plateaus and reach new levels of success. 

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

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.

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

In this episode, Bill and Bryan discuss the importance of actively building and maintaining your personal brand, even when you aren't actively looking for a new job. They emphasize how potential employers almost always review candidates' online presence, especially on LinkedIn, even before looking at resumes.

They guys share strategies for optimizing your LinkedIn profile, creating content that showcases your expertise, and nurturing your network consistently. They also propose the powerful idea of building your own email list of friends, family, acquaintances and past clients to share valuable content and insights with - making you top of mind when opportunities arise. 

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

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.

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

In this solo episode, Bryan talks about the characteristics of a great sales operating system, including a "duh" factor and seriously quick speed to value. 

He also teaches you how to use a BZSOS tool called CRM Clean-Up to help take some of the pressure off yourself - and get your CRM data so clean you can eat off of it

Want to learn more about the Blind Zebra Sales Operating System? Let's go!

In this episode, Bill and Bryan Neale delve into the common resistance people face when trying to implement new approaches or strategies, particularly in the sales world.

The guys discuss the underlying reasons for this reluctance, often rooted in fear, and how to overcome it. Drawing from personal experiences and insights, they provide practical tips on recognizing self-limiting beliefs, embracing a growth mindset, and taking calculated risks to break through stagnation.

Whether you're a seasoned professional or just starting out, this episode offers valuable perspectives on embracing change and continuous improvement for long-term success.

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

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.

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

Please allow Bryan to introduce himself.

In this solo episode, Bryan shares a little bit about his personal and professional life.

You'll hear the backstory of his firm got such an interesting name. He also shares details about the evolution of the Blind Zebra Sales Operating System and explains the difference between a sales process and a sales operating system.

Ready to learn more about the Blind Zebra Sales Operating System? Let's go!

In this episode, Bill and Bryan discuss what they see as the lost art of asking effective, insightful questions during sales discovery and qualification.

Many salespeople rush through this stage by asking leading questions rather than using open-ended queries to genuinely understand the prospect's situation. 

The guys argue that failing to properly qualify through skillful questioning leads to cluttered pipelines full of unqualified deals. And they emphasize relearning the art of questioning to have more honest, productive sales conversations that expose the right opportunities.

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

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.

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

In this solo episode, Bill shares a powerful strategy for having more effective and comfortable conversations about pricing, ROI, and the financial implications of your product or service.

He explains why salespeople often struggle with money conversations and avoid bringing up pricing until the last minute. His key advice is to reframe the pricing discussion to look at the full "economic picture" surrounding the prospect's investment decision.

By expanding the dialogue to encompass all of these financial elements, you can have a deeper, more thoughtful discussion that the prospect will appreciate.

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

In this episode, Bill and Bryan delve into the importance of self-reflection for salespeople. They share thought-provoking questions that every salesperson should ask themselves to identify their true purpose, uncover limiting beliefs, and unlock their full potential.

From understanding your "why" to recognizing your unique abilities and desired future, this episode provides a roadmap for self-examination and personal growth. Gain valuable insights to help you break through ceilings, align your career with your deeper motivations, and achieve greater success in sales and in life.

Don't miss this inspiring conversation that will challenge you to look inward and strive for continuous improvement.

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

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.

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

In this solo episode, Bill Caskey shares a counterintuitive approach to controlling the sales process more effectively.

He emphasizes the importance of having a clearly defined sales process to guide prospects throughout, but advocates against trying to forcefully control or push prospects through the process.

He provides practical insights on when to disengage from unresponsive prospects and focuses on attracting customers who value and respect the sales process. 

Ready to Challenge the limits of your income? Join the Million Dollar Seller 5-Day Challenge Today! http://milliondollarsellerchallenge.com

In this insightful episode, Bill and Bryan dive deep into the challenges salespeople and businesses face when trying to implement new strategies and make meaningful changes. They emphasize the importance of examining one's mindset and recognizing the underlying fears that often hinder progress.

They discuss how defensive mechanisms and attachments to old ways of thinking can prevent individuals from embracing new behaviors and ideas, even when those changes could lead to better results.

The guys encourage listeners to question their own resistance to change and explore what they might be afraid of, whether it's fear of failure, fear of success, or fear of judgment.

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

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.

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

In this solo episode, Bill Caskey dives into the critical mental and physical preparation needed before any important sales call, presentation, or client interaction.

He emphasizes the importance of getting your mind in the right state by focusing on the proper intention - which is never to "sell them something." 

Bill provides practical tips on clarifying your intention to serve the client's needs and having a clear plan for executing the first 30-60 seconds to start interactions powerfully. He stresses that nailing the opening sets the tone for the entire engagement. 

Ready to Challenge the limits of your income? Join the Million Dollar Seller 5-Day Challenge Today! http://milliondollarsellerchallenge.com

In this episode, Bryan and Bill address the general "funk" or malaise they're sensing across the sales landscape as the first quarter of the year comes to a close.

With many companies missing their goals, leadership teams applying undue pressure, and salespeople making excuses, the guys offer advice for overcoming this negative mindset. They emphasize taking individual responsibility, adopting new prospecting behaviors and strategies, and avoiding the trap of "old thinking" that leads to stagnation.

Whether feeling stuck in a funk or open to change, listeners will get a motivating kick to break out of unproductive routines and position themselves for success in any market conditions. 

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

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.

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

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

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

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!

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

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 present and enjoy the ride, wherever it may lead.

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

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.

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

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. Tune in to discover how embracing the "eclipse" of objections can ultimately lead to stronger relationships and more successful sales outcomes.

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

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.

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

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 highlights the transformative power of clarity in building true confidence.

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

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.

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

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 works? Check out Xactly, xactlycorp.com, and see how their AI-powered platform can help optimize your commissions, motivate your team, and drive growth - be sure to mention The Advanced Selling Podcast! 

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

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.

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

In this thought-provoking episode, Bryan and Bill explore the concept of accountability in sales. They challenge the traditional notion of leaders holding sales teams accountable, arguing that true accountability stems from within.

Through insightful discussions and real-life examples, they provide a practical framework for salespeople to assess their strengths, identify areas for improvement, and find joy in the process.

Discover how embracing self-accountability can unlock greater motivation, discipline, and ultimately, better sales results. Whether you're a salesperson seeking personal growth or a leader looking to foster a culture of ownership, this episode offers valuable insights to help you reinvent your approach to accountability.

Struggling to design a sales compensation plan that actually works? Check out Xactly, xactlycorp.com, and see how their AI-powered platform can help optimize your commissions, motivate your team, and drive growth - be sure to mention The Advanced Selling Podcast! 

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

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.

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

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 actually works? Check out Xactly, xactlycorp.com, and see how their AI-powered platform can help optimize your commissions, motivate your team, and drive growth - be sure to mention The Advanced Selling Podcast! 

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

Want 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 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.

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 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 that actually works? Check out Xactly, xactlycorp.com, and see how their AI-powered platform can help optimize your commissions, motivate your team, and drive growth - be sure to mention The Advanced Selling Podcast! 

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

Want 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 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.

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 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.

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

Want 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 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.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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

We're about 6-7 weeks into the new year. How are you tracking against your 2024 goals so far?

In this episode, Bill and Bryan discuss the importance of taking inventory and making any necessary course corrections at this stage. Learn tips on capitalizing on a strong start or regaining momentum from a slower beginning.

They'll also cover the power of consistent behaviors and starting small to build sustainable growth.

Whether you're firing on all cylinders or need a spark, this timely mid-quarter checkup will get you focused on finishing 2024 strong.

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

Want 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 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.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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

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 in for an insightful discussion on getting in touch with your authentic self in order to improve relationships and success.

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

Want 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 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.

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 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.

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

Want 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 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.

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 have an honest discussion about finding the courage to speak your truth in business and sales situations. They talk about times when we hold back from saying what we really think or feel, and why it's important to push past the fear and share truthful feedback and opinions even when it feels uncomfortable or risky.

The guys share stories and examples from their own careers about difficult conversations with clients and colleagues where they ultimately decided to speak up.

They explore the personal growth that can come from expressing your authentic perspective, and the positive impact it can have on relationships and outcomes when done with care and good intent. 

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

Want 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 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.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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

In this episode, hosts Bill and Bryan share their best tips and strategies for nailing your first sales call. They discuss how to prepare mentally, set the right context, use an agenda, tell relevant stories, and research your prospect.

The guys emphasize having the right mindset of curiosity and fun rather than pressuring for the sale. They give actionable advice for building rapport quickly and exploring whether there should even be a second call.

Tune in to pick up tactics that will transform your cold calls into warm, engaging conversations.

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Want 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 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.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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

In this quick episode, Bill and Bryan provide some tactical tips to help you get started creating high-quality LinkedIn video content in 2024.

The guys discuss how to frame your video around solving a specific problem, finding leverage like hiring an intern to help edit and repurpose your videos, being consistent with your process and format, and offering a clear call-to-action.

Whether you're new to LinkedIn video or want to step up your game in the new year, this episode will help set you on the path to success.

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Want 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 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.

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 the power of choosing a single word to focus on each quarter of the year.

The guys explain how picking an intentional word like "process" or "leverage" can help salespeople stay focused, make better decisions, and achieve their goals. 

They give you their strategies for selecting meaningful words of the quarter and putting them into practice in both business and life. They also share real examples of using these words to filter choices and actions.

Join our upcoming Insider session! Go to http://advancedsellingpodcast.com/insider to join today.

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Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now!

If you haven't already, make sure you join us in our LinkedIn group: http://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 Holiday episode of The Advanced Selling Podcast, Bill and Bryan discuss an interesting question - if you had $1,000 to invest in your business or career in 2023 with the goal of generating more revenue in 2024, what would you spend it on?

The guys share ideas like investing in LinkedIn Premium, sales enablement software, creating opt-in lead generation assets, and hosting events to position yourself as a thought leader.

Tune in for their recommendations on how to leverage a small investment into bigger sales success.

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Want 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 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.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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

As 2023 draws to a close, Bill and Bryan reflect on key lessons and changes from this year that they aim to carry with them into 2024. This includes maintaining a steadfast mindset that "everything will be okay" even amidst challenges, focusing more on purpose over profits, and perfecting their sales processes for optimal results.

Looking ahead, they preview a future episode where they will explore the self-image dilemma - how our subconscious beliefs about ourselves can inadvertently limit our ability to reach our full potential, even when presented with clear opportunities for growth.

The guys plan to take a deeper dive into understanding and overcoming this self-sabotaging phenomenon.

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Want 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 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.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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

As 2023 winds down, Bill and Bryan share practical advice for sales professionals to hit the ground running on January 2nd.

The guys discuss the power of planning ahead, calendaring key activities, and using the holidays to create assets like webinars. Even if your plans feel like a pipe dream now, put them on the calendar and work backwards.

Gain momentum going into the new year so you're fired up, focused, and ready to crush it!

Is it time for you to get serious about your 2024 goals? If so, join our 2024 Personal Business Planning Masterclass on December 6th. To learn more go to http://billcaskey.com/personalbusinessplanning

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

Want 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 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.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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

We’re back in your feed with a bonus episode! Bryan Neale is joined by Margaret Henney, Director of Marketing at Covideo.

The two chat about the new regulations being placed on email and what that means for sales & marketing. Margaret also shares some best practices for incorporating video into your sales process.

To learn more about Covideo and see an example of how it can help you grow your business, visit https://www.covideo.com.

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

Want 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 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.

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 explore how the tide is turning against inauthentic marketing outreach. With major email providers restricting spam, sales professionals now need marketing plans centered around value and relevance.

How can you leverage existing social media habits to be more active on LinkedIn? What marketing behaviors should you commit to consistently?

Tune in as Bill and Bryan discuss why sales and marketing success in 2024 will require embracing personalization and eschewing mass outreach spray and pray approaches of the past. Learn how to craft marketing that cuts through the noise by leading with authenticity.

Is it time for you to get serious about your 2024 goals? If so, join our 2024 Personal Business Planning Masterclass on December 6th. To learn more go to http://billcaskey.com/personalbusinessplanning

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

Want 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 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.

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 the importance of identifying and utilizing your unique gifts and talents in business and sales. They talk about how natural talents can often be overlooked because they come so easily to us.

The guys provide examples of skills that are in their "zone of genius" versus skills that are a struggle. They emphasize leveraging your gifts and spending less time trying to improve weaknesses.

Whether you believe your gifts come from a higher power or are developed over time, they encourage you to reflect on and better utilize your unique abilities.

Is it time for you to get serious about your 2024 goals? If so, join our 2024 Personal Business Planning Masterclass on December 6th. To learn more go to http://billcaskey.com/personalbusinessplanning

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

Want 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 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.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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

Bill and Bryan discuss some of the most common mistakes sales teams make when trying to close out the year strong. They talk about the dangers of discounting to hit quota, warning that this can train customers to always expect a deal. 

The guys emphasize starting with the intention to help prospects truly, not just make the numbers look good. They advise against putting too much pressure on prospects to close deals by year-end when there may not be a good reason and the importance of having a vision for both the next 30-45 days and the coming year so you don't lose momentum. 

Time for you to get serious about your 2024 goals? If so join our 2024 Personal Business Planning Masterclass on December 6th. To learn more go to http://billcaskey.com/personalbusinessplanning

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

Want 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 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.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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

This week we’re bringing you a bonus episode of ASP! Host Bryan Neale sat down with Bill Johnson, CEO of Salesvue.

The two discuss the stark difference between sales when they started their career and sales in 2023. They also dig into how to make your CRM your system of action vs. just your system of record.

To learn more about Salesvue and whether it can help grow your business, visit https://salesvue.com.

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

Want 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 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.

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 have an important conversation about fulfillment and meaning beyond just hitting sales targets and revenue goals. They introduce the concept of the Thriving and Fulfillment Inventory (TFI), encouraging listeners to take stock of what activities and parts of their work truly light them up versus simply going through the motions.

The guys share personal examples from their own careers about times they've chased validation or followed a certain path just because it led to more money, but didn't actually bring joy or meaning. They also stress the importance of having supportive people in your life who will encourage you to pursue your passions. Even if it doesn't immediately make sense on paper, sometimes it's those less obvious ideas that end up thriving and leading to fulfillment. 

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Want 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 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.

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 the invisible forces that hold us back from reaching our full potential. They talk about how we can get comfortable with a certain level of achievement or income, and then stop pushing ourselves to grow once we reach that threshold.

The guys explore the roots of this "invisible pole" that anchors many of us from ascending to the next level in our careers and lives. They share motivating stories of public figures who have walked away from fame and fortune in pursuit of a simpler, more meaningful life.

They also delve into the power of choice - how we can consciously choose our path and change course at any time. If you struggle with an invisible force holding you back, this episode will give you perspective and tools to break free.

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Want 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 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.

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 tackle the common pressure for salespeople to make their passion their job and income source. They offer perspective around looking deeper to find fulfillment in elements of your current sales role, while also pursuing side projects and passions outside of work that can boost energy, creativity and performance.

Drawing from their own experiences, they share stories and tips to help salespeople and other professionals nurture their interests and find deeper purpose, both within and outside of their primary career. 

Tune in for an engaging dialogue and practical wisdom around achieving fulfillment both in and out of your sales job. Discover ways to love what you do, while also making time for the things you love.

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

Want 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 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.

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 how high achievers and experienced sales professionals can get to the next level, not by necessarily learning new skills, but by better leveraging the skills and assets they already have.

The guys talk about how our mindset of "more work and effort" often holds us back from identifying and utilizing key leverage points like time, relationships, talent, and technology. They also share examples and perspectives on how to inventory your unique assets and think creatively about maximizing them to improve your income, impact, and fulfillment in selling.

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

Want 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 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.

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 debate the pros and cons of relying too heavily on data in sales. They discuss common sales metrics like funnel velocity, win rates, and lead response times.

While data can provide useful insights, the guys argue overusing statistics can drain the human creativity, relationships, and instinct needed to close deals.

They'll help give you some perspectives on keeping data in its place so it doesn't kill the sales mojo. They also tell you how to leverage numbers to complement rather than replace sales skills and emotional intelligence.

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

Want 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 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.

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 the critical role of sales leadership in helping teams reach their full potential.

The guys highlight the need for sales leaders to lead by example and invest in their own growth. The hosts also emphasize the importance of self-improvement for sales professionals and how taking ownership of your development can lead to breakthroughs in your career.

If you're looking for insights on sales leadership, personal growth, and maximizing your potential in sales, tune in for valuable tips and inspiration.

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Want 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 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.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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

Are you in the job market or planning to make a move soon?

In this episode, Bill and Bryan discuss tips for job seekers in the current market and share strategies for finishing the year strong in sales.

The guys offer valuable advice on standing out and positioning yourself effectively to land your dream sales job. They also emphasize the importance of being visible and leveraging your personal brand through platforms like LinkedIn.

As we celebrate our 17 years of podcasting, we want to hear from you! Send us your well-wishes, questions, or any thoughts you'd like to share. Email us at listener@advancedsellingpodcast.com. We appreciate your support and look forward to the next 17 years with you!

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

Want 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 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.

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 continue their birthday celebration by revisiting some old school sales techniques that still pack a punch in the modern world of selling.

The guys share insights on picking up the phone for personal outreach, getting in the game by attending events and networking, asking for help, and the power of inviting prospects to meaningful events.

These timeless strategies are a reminder that successful sales is about building genuine connections and leveraging them for business growth. Don't miss this episode filled with practical tips that can reinvigorate your sales efforts. 

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Want 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 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.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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

Join Bill Caskey and Bryan Neale in this special episode as they celebrate their 17th birthday on the Advanced Selling Podcast.

The guys reflect on their journey, share behind-the-scenes insights into podcasting, and answer questions from their listeners. They'll share how they consistently find topics, the platform they use, the gear they recommend, and the valuable lessons they've learned along the way.

This episode is not just a celebration of their podcast but a glimpse into the power of consistency, camaraderie, and the global reach of podcasting.

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Want 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 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.

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 tackle a unique challenge: creating a video for sales leaders, VPs, CEOs, and presidents. The goal is to explore crucial yet often overlooked sales skills.

Discover how advanced LinkedIn proficiency, the ability to convey complex ideas clearly, belief as a skill, and effective planning can transform your team's performance. Get practical tips and insights to enhance your sales abilities and stay ahead in the ever-changing world of sales.

Don't miss this opportunity to elevate your team's game. Stay tuned for the upcoming video on the Advanced Selling Podcast website, and start mastering these essential skills today.

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Want 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 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.

Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com

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