In this episode, Bill and Bryan discuss the challenge of getting individuals who are only dabbling in new information to fully commit and embrace a new way of thinking. They explore the root causes of resistance to change and going all in, highlighting fear and comfort as major factors. They also share some ways to take a rigorously honest look at one's sales approach and suggest codifying a sales philosophy as a starting point for change. Discover how going all in on a sales philosophy can lead to profound transformation and success in the world of sales. ================================= Do you want to get 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 version of a 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: www.advancedsellingpodcast.com/linkedin. Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =================================

The Advanced Selling Podcast

#749: Embracing a Sales Philosophy for Transformation

In this episode, Bill Caskey and Bryan Neale of The Advanced Selling Podcast delve into the importance of engaging top-level executives, particularly CEOs, in the sales process.  They discuss how involving CEOs can significantly increase closing rates and share their insights on why this is beneficial for both the salesperson and the customer.  Listeners will gain valuable strategies for engaging the C-suite and improving their overall sales success. Do you want to get 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 version of a 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: www.advancedsellingpodcast.com/linkedin. Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =================================

#748: Engaging the C-Suite

In this episode, sales experts Bill Caskey and Bryan Neale discuss the concept of burnout and the impact it can have on salespeople in today's environment. They address the self-imposed and other factors contributing to burnout and explore strategies for avoiding burnout and maintaining mental and emotional health. And emphasize the importance of managing personal well-being while continuing to grow and build in the sales industry. The guys also touch on the concept of reorienting and reinventing one's sales process to achieve desired outcomes without compromising personal health and well-being. Tune in to gain valuable insights on how to avoid burnout and sustain a healthy and successful sales career. Do you want to get 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 version of a 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: www.advancedsellingpodcast.com/linkedin. Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =================================

#747: Avoiding Burnout in Sales

In part 2 of our series, the guys take you beyond theory and into action. Last week, Bill and Bryan equipped you with a practical framework and actionable tactics to help you identify your ideal client. This week, we're diving deeper and sharing tips on how to successfully implement your framework and proactively seek out your ideal client. Get ready to elevate your client acquisition game and take your business to new heights! Do you want to get 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 version of a 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: www.advancedsellingpodcast.com/linkedin. Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =================================

#746: Finding Your Ideal Client - Part 2

In this episode of the Advanced Selling Podcast, Bill and Bryan discuss practical frameworks and tactics you can use to find your ideal client and the importance of scoring clients based on their fit with the ideal client framework and offer a simple scoring system. The guys emphasize the importance of rethinking what your ideal client looks like in the current market and give you a framework to figure out what yours might look like. Do you want to get 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 version of a 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: www.advancedsellingpodcast.com/linkedin. Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =================================

#745: Finding Your Ideal Client

In this episode of the Advanced Selling Podcast, Bill and Bryan discuss the trend of sales resistance in certain markets and the need to retool the ideal client.  The guys address the fear of change that often comes with deciding to pivot even slightly and offer strategies to overcome it. They also talk about the importance of getting back to the problem and solution alignment, exploring new departments or markets, and facilitating the retooling process with the sales team, marketing, and product. Tune in to learn how to shift your ideal client and overcome sales resistance to drive sales success. Do you want to get 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 version of a 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: www.advancedsellingpodcast.com/linkedin. Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =================================

#744: Shifting Your Ideal Client

In this episode of The Advanced Selling Podcast, Bill and Bryan dive into the current trends and changes happening in B2B selling. As the world of sales continues to evolve, it's crucial for sales professionals to stay up-to-date on the latest strategies and tactics. Whether you're a seasoned sales veteran or just starting out, this episode is a must-listen for anyone looking to stay ahead of the curve in B2B selling. Do you want to get 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 version of a 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: www.advancedsellingpodcast.com/linkedin. Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =================================

#743: Navigating the Current Trends in B2B Sales

Do you consider yourself a hunter or a farmer? And is one better than the other? In this episode, Bill and Bryan discuss this old debate that keeps coming up and give their opinions on hunters vs. farmers. They also give some tips to the sales leaders out there who feel like they don't have enough of either of these traits in their sales team. Do you want to get 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 version of a 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: www.advancedsellingpodcast.com/linkedin. Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =================================

#742: Hunter vs. Farmer

Is your marketing department working with you or against you?  In this episode, Bryan and Bill talk about a problem they see in many companies: sales and marketing not working together. They discuss how the two speak different languages, but they don't have to be at odds.  And they'll give you some ways to better work with your marketing team.  If you have a marketing department, be sure to forward this episode to them! Do you want to get 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 version of a 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: www.advancedsellingpodcast.com/linkedin. Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =================================

#741: Sales vs. Marketing

When the guys start working with a new client, they often see the same thing. Some of the people are completely open to coaching, but some are very resistant to new ideas or change. Where does this resistance come from, and is it hurting or helping us? In this episode, Bill and Bryan discuss reticence and resistance and how they might hold us back. They also give you ways to overcome this resistance to help you succeed.  Do you want to get 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 version of a 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: www.advancedsellingpodcast.com/linkedin. Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =================================

#740: Resistance to Change

You've probably heard the saying, "people buy from people they know, like and trust." But, do you believe that's true? In this episode, Bryan and Bill discuss what they believe the true reason is why people buy and whether it has anything to do with us.  They also discuss how they think the sales profession will be changing in the very near future. Do you want to get 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 version of a 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: www.advancedsellingpodcast.com/linkedin. Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =================================

#739: People Buy From People They...

Are you still using outdated sales strategies? Today, you might just find out.  In this episode, Bill and Bryan discuss old-school selling techniques that no longer work and their new school alternatives.  They'll also give you some ideas that you can use to modernize your sales process.  —Copy and paste this in and send it to people who do bad outreach :)—Thanks for your outreach. Not interested at this time, but may I offer some unsolicited advice? This is a guide for outreach that we use for our sales team. The templates are unique and seem to get action. It's called "EmailIt: A Seller's Guide" ($20). https://resources.billcaskey.com/emailitsellersguide The author is Bill Caskey. He also has a podcast specifically for B2B sales teams he does with Bryan Neale, called The Advanced Selling Podcast. You can find it here:www.advancedsellingpodcast.com I hope these ideas are of some value.

#738: Old School vs. New School Selling

As you probably already know, Bill and Bryan have their own sales coaching practices, but it's been a while since they discussed what's working for them.  In this episode, the guys each share a few things that they are currently seeing to be successful in the sales world. They'll give you some ideas you can implement right away.  Do you want to get 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 version of a 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: www.advancedsellingpodcast.com/linkedin. Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =================================

#737: What We're Seeing That Works

Do you think the salesperson's reputation has regressed, and it's all about the numbers? The idea for this episode was inspired by Anthony Iannarino in one of his recent blog posts. https://www.thesalesblog.com/newsletter The guys discuss what they are seeing in the sales profession, and they give you some ways that you can focus more on the customer and their needs. It just might make you a better sales professional.  Do you want to get 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 version of a 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: www.advancedsellingpodcast.com/linkedin. Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =================================

#736: Metamorphosis of the Salesperson

We are seeing it more and more in every news outlet. Are all the recent layoffs making you nervous, or are you safe?  In this episode, Bryan and Bill address the increasing amount of layoffs in most industries. They also give you some things you can do as a sales professional to try and ensure you don't get blindsided by a layoff.  Do you want to get 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 version of a 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: www.advancedsellingpodcast.com/linkedin. Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =================================

#735: Feeling the Pressure of Layoffs?

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

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The Advanced Selling Podcast

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