Episode #425: End of Year Deal Strategies

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advancedsellinpodcastgraphicbootAre you nervously watching the days tick by to the end of the calendar year and wondering what in your funnel will close before the holidays? If this is you, today is your lucky day.

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale help you stop worrying and start taking action to close out deals before year end.

Are you honestly assessing what is realistic and what’s not?

Do you have a plan for how you’ll move opportunities to a Y or N?

In this episode of The Advanced Selling Podcast, Bill and Bryan help you amp-up your calendar based language with prospects and develop a system to know which deals to focus on more than others. Don’t wait until December for this one— the race to the end of the year is here.

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The Hidden Power of a Sales Mastermind Group

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In his book, Think & Grow Rich, Napoleon Hill describes what a mastermind group is:

Nice, isn’t it? “A friendly alliance.” “Plan and purpose.”

Alliance 3

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The Truth Emerged

Last month, in the mastermind group that I’m in, a guy broke down into tears. He was struggling. His business was not doing well. And, this was the first time he actually admitted it to another human being.

While it was awkward, I’ve never seen 9 people jump into service so quickly. Isn’t it interesting that when the truth comes out – when we become “real,” people are always there to help?

Later, he emailed the group, sharing what a massive relief it was to know he had people on his ‘team’ that were in total support. You could feel the relief in his tone.

Below, I’ve listed 5 reasons that you MUST consider joining a mastermind group if you’re truly serious about your professional growth. Read more

Episode #412: Sales Lessons from the Olympics

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advancedsellinpodcastgraphicbootAre you staying up late every night mesmerized by the Olympics?

In this episode, veteran sales trainers Bill Caskey and Bryan Neale look to lessons sales people can learn from athletes competing at the top of their game.

How do you prepare yourself when something doesn’t go as planned in a sales call?

How can you detach from things around you that you can’t control?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan give you specific techniques to take your sales game all the way to Rio.

Are you ready to compete with the best of the best from around the world? Listen in today to find out.

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Episode #411: Mindset Tips from a PGA Golfer

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advancedsellinpodcastgraphicbootWhat do golf pros know about sales training? You may be surprised by the overlaps in mindset principles.

In this episode, veteran sales trainers Bill Caskey and Bryan Neale reflect on Donald Miller’s Storybrand podcast and an interview with Ben Crane, a PGA golf pro.

Do you struggle to avoid your subconscious taking over your mindset?

Are you practicing reps to help get your mind right?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan share tips to help you focus on mindfulness in the sales process.  You will learn how to quiet your mind, set your own expectations and focus on your prospects instead of yourself.

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Episode #410: Sales Pressure – Aspirational or Desperate?

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advancedsellinpodcastgraphicbootAre you feeling sales pressure? (Don’t worry, you’re not alone.)

In this episode, veteran sales trainers Bill Caskey and Bryan Neale help managers and salespeople identify the differences between aspirational and desperate pressure.

Are you stressed about sales and struggling to think objectively about your pipeline?

Are you looking at the long term view or just short term wins?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan share techniques you can use to turn pressure into a motivating piece of your role in sales.  You’ll learn where to focus, how to brainstorm new ideas more effectively and avoid the desperate movie that plays in your head when sales are in a slump.

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Episode #396: Attributes of High Performing Sales People

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advancedsellinpodcastgraphicbootWhat are the attributes of a high performing sales person?

In this episode, veteran sales trainers Bill Caskey and Bryan Neale talk about developing a personal ethos that involves continuous self improvement.

To what degree do you carry a commitment to bettering yourself?

When things don’t go your way, do you look inward first or look around you to assess what others did wrong?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan share questions to ask and ideas to consider as you’re evaluating your own commitment to self improvement. They give you a list of common obstacles that prevent people from succeeding and share strategies you can use to ensure you show up with the attributes of a high performing sales pro.

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How To Get a Job, Grow Your Business, or Improve Personal Positioning

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The numbers of Unemployment are staggering….over 9,000,000 working age Americans. Most are choosing to opt out of the labor force, (which I fail to grasp).

And Underemployment is also staggering…as high as 7,000,000 by some estimates. The definition of underemployment: Workers that are highly skilled but working in low-paying, low-skilled jobs or part time workers that would like to be full time.

Consequently, this article is design to solve a bit of this problem. I can hear your reaction: “Bill, you’re nuts. You can’t solve this in a blog post.” Oh yeah? Watch me.

Caveats. This will be apolitical so you trolls step back. This is about personal responsibility of the worker. And I consider that politically neutral.  This also is not about macro-economic trends. I’ll leave that to people smarter than moi.

In order to get a job, you have to have a System.

And that’s what I will teach you here: A systematic approach to job improvement is essential. If you have no system, you’ll be at the whims of the market. You will lose control. You will be powerless.

If you’re OK with powerlessness, stop reading this IMMEDIATELY. This will not help. Get to therapy now, where you can lay on the couch and discover your self-imposed limitations.

But for others, here we go. Read more

Episode #384: Lessons from a New Listener

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advancedsellinpodcastgraphicbootA new set of eyes on anything can be valuable, even for the most seasoned pros.

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale capture best practices and strategies from a new listener to The Advanced Selling Podcast, Brittney Russo.

You’ll hear how Brittney has used Bill and Bryan’s training to close large deals, ramp up in her company faster and challenge her competitors.

In this episode of The Advanced Selling Podcast, Bill and Bryan share notes you can use right away to re-energize your sales game. If you’re new to sales and/or new to The Advanced Selling Podcast, this episode will be invaluable as you’re getting up to speed.  If you’re a loyal listener and have had Bill and Bryan riding along with you for years, you will love Brittney’s fresh approach to learning.

Everyone will find takeaways in this episode— old dogs can always learn new tricks, right?!

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Episode #383: Is Your Sales Bucket Leaking?

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advancedsellinpodcastgraphicbootDo you have leaks in your sales bucket? In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale are fired up— not just about leaks in your bucket, but about discovering a leak in their own bucket too.

Do you prospect when sales are good or only when things start to slow down?

Do you run a well-organized sales process?

Are you leveraging your training and knowledge as much as you can?

In this episode of The Advanced Selling Podcast, Bill and Bryan fight to prevent their ego from getting the best of them— a rant of this magnitude not frequently heard on the show. Passed over for a local news story about successful podcasters, Bill and Bryan put together some of their best content yet to help you identify leaks in your bucket and what you can do about it when you find them. You won’t want to miss this one.

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