Episode #356: How To Be Your Own Marketing Department

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advancedsellinpodcastgraphicbootDoes your marketing department actually help you generate leads? Veteran sales trainers Bill Caskey and Bryan Neale take on the challenge of lead generation… whether you have a full marketing department or none at all.

What do you do when you’re a high-level sales pro without a marketing department?

Does your marketing department spend most of their time doing promos and not really generating any actual leads for you?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan walk you through building your own marketing plan— even if you DO have a marketing department to support you. They teach you what it means to “think inbound” and how to establish your own Voice of a Customer series. If you’ve been frustrated by marketing support (or lack thereof), be ready to take notes and brush up on your mad marketing skills.

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Episode #355: Inside the Training Room

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advancedsellinpodcastgraphicbootHave you wondered what it would like to be a fly on the wall at The Advanced Selling Podcast?

Veteran sales trainers Bill Caskey and Bryan Neale invite you in today as they blindly test each other on real sales strategy issues they’re working on with their clients.

You’ll hear Bill’s philosophy on negotiating price at the end of the deal and their discussion about the pros and cons of discounting. Bryan explores the rare and valuable skills every salesperson should have.

In this episode of The Advanced Selling Podcast, you’ll hear real scenarios from the training room with Bill and Bryan. Tune in to learn what it’s like to be in their classroom.

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#354: Mailbag Monday – Competitive Selling Edition

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advancedsellinpodcastgraphicbootIt’s another Mailbag Monday edition of The Advanced Selling Podcast. Veteran sales trainers Bill Caskey and Bryan Neale take a question from Matt, the owner of an IT company in Fort Wayne, IN.

Matt is looking for strategies to encourage customer loyalty and ways differentiate himself in the crowded technology marketplace. Do you have competitors nipping at your existing clients? Do you wake up in the middle of the night concerned about maintaining market share?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan help you deal with competitors who offer similar services. They will show you how to identify if you’re making decisions for your customer or for your competitor and if you are really clear on what you want in a customer relationship. Learn to use competition to your advantage by stamping your personality onto what you sell.

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Episode #353: The Belief Continuum

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advancedsellinpodcastgraphicbootDo you truly believe in the products you sell? Veteran sales trainers Bill Caskey and Bryan Neale give you the framework to know where you fall on the Belief Continuum.

Do you feel you have a deep obligation to tell the world about your products? Or are you afraid to shout it from the rooftops because maybe your products aren’t sexy, interesting or exciting?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan walk you through the Belief Continuum and give you solutions to help you move from one end to the other. If you feel like you just sell boring widgets, this episode is for you.

If you’ve considered putting your company logo on your tombstone because you’re so proud of what you sell, this episode is for you too. The importance is knowing where you fall on the Belief Continuum… and what can you do about it.

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#352: Cardone Zone comes to The Advanced Selling Podcast

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Grant Cardone

How can we have people buy from us when they don’t even know we exist? Veteran sales trainers Bill Caskey and Bryan Neale go to the source today for the answer to that question (and many others). Grant Cardone, author of The 10X Zone, If You’re Not First, You’re Last and Sell or Be Sold, is the epitome of hustle and an expert salesman.

Do you want to know Grant’s secrets for success?

Are you curious why Grant believes salespeople are needed now more than ever?

In today’s episode of The Advanced Selling Podcast, Bryan and Grant dive deep into why salespeople have a unique opportunity in the new era of digital selling. Learn from the best of the best— hear a few stories, have a lot of laughs and get re-engergized about your career in sales from this thought leader and legendary salesman.

#351: Social Media in Sales – Nathan Latka

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Nathan Latka

Social Media Week at The Advanced Selling Podcast continues. Are you intimidated by using social media tools to help you sell? Today’s guest is breaking it down for you.

Veteran sales trainers Bill Caskey and Bryan Neale talk with successful entrepreneur and social junkie Nathan Latka about his favorite hacks to help you sell.

Do you think your customers aren’t on social media and therefore you don’t need to use it either?

How can your following on social media help you sell more?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan learn some of Nathan’s best practices for not dropping the ball on follow-ups with clients, and thinking and acting like an entrepreneur. See the world of social media and digital tools through fresh eyes today and prepare to be afraid no more.

#350: Using LinkedIn for Sales – Brynne Tillman

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Brynne Tillman

It’s Social Media Week at The Advanced Selling Podcast! Sales Navigator, LinkedIn Premium, LinkedIn Pulse… does it all make your head spin? Veteran sales trainers Bill Caskey and Bryan Neale go to the expert source today to learn the best strategies all salespeople need to know when using LinkedIn for sales.

What kind of connector are you?

Are you using customized news feeds to nurture your relationships on social media?

How much time should you really be spending prospecting on LinkedIn?

In this episode of The Advanced Selling Podcast, Bill and Bryan talk with Brynne Tillman, founder of Social Sales Link, to learn how to effectively use LinkedIn. Are you maximizing what LinkedIn can do for you as a salesperson?  (Don’t miss Brynne’s incredible bonus for listeners in this episode too!).

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#349: Sales Territory Expansion: Blessing or Curse?

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advancedsellinpodcastgraphicbootHave you ever used the saying “Be careful what you wish for?” Veteran sales trainers Bill Caskey and Bryan Neale welcome in the new year with a discussion around the all-too-common request from salespeople everywhere: a larger territory.

How do you build, support, manage and retain a bigger client base, especially when your resources or distance to the customer may not change as the territory expands.

Do you know who to call on most? How do you decide which accounts get more attention?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan ask a longtime listener and podcast client for his best practices while sharing some of their own. Bill teaches you one of his client’s easiest ways to help keep the feeling of personalized attention when you have lots of clients to manage. Bryan shows you how to develop your own “balanced scorecard” to determine how to divide your time and attention.

Their guest, Craig, kicks it with an old-school (and still works) technique to make sure your customers know you’re thinking about them when you can’t drop in.  Start your new year off right— and be ready to take notes.

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Episode #341: The Threat Factor

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advancedsellinpodcastgraphicbootDo your prospects see you as a threat? Veteran sales trainers Bill Caskey and Bryan Neale explore the common “Threat Factor” that frequently occurs in sales situations.

Is there a chance that you or the product/service you’re selling can be a threat to your buyer?

Will buying from you ruffle any feathers in your prospect’s organization?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan give you questions you can ask yourself to know how and if you’re being perceived as a threat… and what to do about it if you are. Bryan shares a real-life coaching conversation with one of his clients and Bill weighs in with suggestions of how to handle a situation where you could easily lose control of your message. They give you their best advice to help you avoid falling victim to the Threat Factor—and it all comes down to one word. Listen in to find out.

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