The Advanced Selling Podcast
1) Let Structure Set You Free
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-sav...Show More
2) Stop Judging Prospects Before You Meet Them
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 ser...Show More
3) How to Talk Financial Impact with Kevin Koharki
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 j...Show More
4) Why Your Sales Team Needs a Real Playbook
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...Show More
5) Turning Your Insecurities into Competitive Advantages
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-d...Show More
6) What You Know Matters More Than What You Sell
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 ...Show More
7) Bold Move #1: Create a Sales Process That Benefits Your Prospects
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 chall...Show More
8) Become a Student of Your Calendar
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...Show More
9) Essential Life & Career Advice for Graduates (That Every Professional Should Remember)
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...Show More
10) The Death of the Decision Maker: How Buyer Behavior is Reshaping Sales
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 mak...Show More