Join hosts Bill Caskey and Bryan Neale each week on the Advanced Selling Podcast as they discuss; sales tips, sales strategies, sales process, selling system, sales and social media, business strategy, sales education, and business development.
Sometimes irreverent,
sometimes politically incorrect,
Bill Caskey and Bryan Neale bring you
fresh ideas on selling (and some humor)
to grow your business each week.
Bill, Bryan and Brooke give voice to what their favorite things are in the business world. From software tools to training videos to food stuff (okay well that’s not in the business world).
The trio tell you what gets them juiced about this time of year!
We wish every Listener a happy holiday and a prosperous 2013!
In this episode, you can hear parts of the “2013 Goal Setting Guide,” which you can download here.
The fact is that fewer than 10% of people set goals. Now, that number might be slightly higher for sales people but our experience says not that much higher. Today, Bryan, Bill and Brooke relay a process they go through with their clients. They give you a handful of these now, then you can download the rest at the podcast site.
We’re also wanting ideas for shows for next year, so make sure you get your request in by emailing us at listener@advancedsellingpodcast.com
In this episode, Bill and Bryan answer questions from our listening audience. We took three in this episode, each of which can cause sales stumbles in virtually every industry.
By the way, if you want your question answered, email us at listener@advancedsellingpodcast.com. And we’ll get it ‘on the air.’
Why not GO to an “expert” when we want to know how to BE an “expert?” Well, we’ve done just that this week when we interview Mike Koenigs. He is the founder of Traffic Geyser, the first internet video system to generate web traffic, and he’s also the author of several books on positioning and video marketing. All of his work can be found at http://mikekoenigs.com/.
In this episode, Mike addresses many of the roadblocks that hold us back from higher performance, one of which is ‘nervousness.’ He has a unique way he characterizes nervousness and teaches us how to solve that problem.
He also invites listeners to go to Authors Expert Marketing Machines to grab your free ebook he just published on expert positioning.
*Today’s podcast comes from a live podcast recording event at the Jazz Kitchen in Indianapolis, IN.
As sales professionals, we’ve always been taught to be enthusiastic. We’ve been told “enthusiasm is contagious.” But we don’t believe that to be the case. In this podcast, Brooke Green discusses the importance of staying psychologically behind your prospect and making sure you keep your inner game in check.
Also mentioned in this podcast:
Click here to listen to the last episode from the Jazz Kitchen with our client Stephanie
Ever wonder how buyers think? What goes through their mind when they decide what vendor to use? Well, you’re in luck today.
We have a very special guest on the podcast this week-Paul Rogers, a procurement expert from Australia. Paul has been in purchasing for over 30 years and works with procurement people to help them work better with vendor sales teams. He also works with sales teams as well helping them to position their value in a more compelling way.
We thought he’d be a great resource for our podcast listeners. So, in this episode, Bill and Bryan pose some very basic questions to him about how buyers see the world.
If you call on professional procurement people, this is a great episode to hear. This is the first in an ongoing series with Paul. Would love to hear your feedback on our LinkedIn Group.
What a great day we had at The Jazz Kitchen in Indianapolis! Thanks to all who came from far and wide to join us that day. We actually recorded three podcasts there and this is the first. It came from an audience question: How do I grow my service business?
Bill, Bryan and Brooke (Green) all gave that question a shot and in this episode you hear three good ideas (at least they thought so) to help you grow your business.
There will be video up of the event so make sure you listen in to future episodes. Dave Dugan, comedian, was our guest warm-up act. You can catch him on that video soon.
In this episode, Bill and Brooke, address a common issue: How do you improve your selling skills if you weren’t cut out to be in sales?
The fact is that many technical people have ended up in the role of selling (in fact, many sales people end up there, too). So, how do you model your behavior? Must you really change who you are to be successful in the sales/business development role? Actually, no. But you need to have a plan of some kind. And we’ll share some parts of that plan here. As promised in the podcast, you can download the PDF of the Fundamental Shift and Selling System (click here).
Also, we are making available three training videos that go deeper into this subject. You can go to www.accidentalseller.com to get the three videos.
Also mentioned in the podcast:
3 FREE videos on how to communicate your expertise. Sign up here!
Are you struggling with a prospect or have a question on sales? Email Bill and Bryan your question at listener@advancedsellingpodcast.
If you’re in the Indianapolis area, then join us on October 12, 2012 for a LIVE podcast recording at the Jazz Kitchen. Register here!
Today’s podcast addresses a question from a listener who wanted to know how to begin the sales process when they had very little in terms of case studies, or customer experience. In his case, it was a start-up company in the IT space.
Bill and Bryan dished out some tips to use in beginning to position him in the market. The fact is that, in some ways, this is an excellent position to be in. The ability to create a position from scratch can be quite powerful. However, if you already have a customer base and are a seasoned pro, there are still some ideas in this podcast that will help you re-think your position.
The fact is that even if we’ve been around for a while, there is always something new we’re wanting to do – new products – innovative services – new ways to think about old problems. Consequently, “thinking like a beginner” is something we should do frequently.
**If you’d like your question to be featured in the next mailbag episode, then email your question to Bill and Bryan at Listener@AdvancedSellingPodcast.com
Also mentioned to the podcast:
If you’re in the Indianapolis area, then join us on October 12, 2012 for a LIVE podcast recording the Jazz Kitchen in Broadripple. Click here to register!
We’ve all received it – that email that comes, ominously, from someone you hoped to work with. It’s the email that says, “Thanks, but no thanks.” And it’s like a punch to the gut.
Well, that all may be overly dramatic, but the fact is that we all have received the ‘ding letter’ whether it’s an actual letter or not. In this podcast, Bill and Bryan address, ‘what to do’ when you’re about to be dinged.
Rant Line
In this episode, Bill and Bryan mentioned the addition of the RANT LINE for listeners of the podcast. Call us at 317.575.0057 EXT. 10 if you’d like to leave a message, a rant, a question, or any other comment. They’ll get it on the air quickly.
Bill, Bryan and Brooke give voice to what their favorite things are in the business world. From software tools to training videos to food stuff (okay well that’s not in the business world).
Why not GO to an “expert” when we want to know how to BE an “expert?” Well, we’ve done just that this week when we interview Mike Koenigs. He is the founder of Traffic Geyser, the first internet video system to generate web traffic, and he’s also the author of several books on positioning and video marketing. All of his work can be found at 
