Let Structure Set You Free
The Advanced Selling Podcast
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-savvy, a well-crafted sales playbook isn’t just helpful. It’s essential. Bryan explores how playbooks streamline the sales process, remove friction, and empower reps to focus on selling, not scrambling. He also discusses how discipline creates efficiency, how to overcome buyer inertia with a step-by-step approach, and how AI can help companies without a playbook get started fast. Advanced Selling...
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Stop Judging Prospects Before You Meet Them
The Advanced Selling Podcast
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 services based on company size, or writing off a "boring" CFO who might actually be your biggest champion, these snap judgments can blind you to real opportunities. The guys share real stories of misjudging billion-dollar executives and getting burned by outdated company research, plus practical techniques for approaching every sales conversation with genuine curiosity instead of preconceived...
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How to Talk Financial Impact with Kevin Koharki
The Advanced Selling Podcast
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 journey from investment banking and now helping sales teams worldwide understand how to communicate financial value to CEOs and CFOs. Learn the difference between gross margin and operating margin, why "payback period" isn't enough for most B2B sales, and how to shift conversations from simple ROI calculations to total cost of ownership discussions. Kevin breaks down complex financial concepts into...
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Why Your Sales Team Needs a Real Playbook
The Advanced Selling Podcast
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: a foundational philosophy, planning elements, defined processes, contingency plans, and accountability mechanisms. Bryan spotlights the Blind Zebra Sales Operating System (BZSOS), a comprehensive set of procedures, tasks and scoreboards, with 10 guiding principles that help sales teams achieve clarity, consistency, and success. He also invites sales leaders to two powerful opportunities:...
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Turning Your Insecurities into Competitive Advantages
The Advanced Selling Podcast
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-doubt shows up in specific areas—like shooting videos, talking about money, or making cold calls—even when we're confident elsewhere. The guys reveal how even the most successful people struggle with imposter syndrome. But here's the twist: instead of fighting these insecurities, what if you embraced them? Sometimes the thing you're worst at becomes your biggest advantage—you just need to...
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What You Know Matters More Than What You Sell
The Advanced Selling Podcast
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 our own expertise and fail to see the goldmine of knowledge we're sitting on. Whether you've been in your industry for 3 years or 30, you have insights that could transform your client relationships and differentiate you from the competition. The guys challenge listeners to document the "12 things you know" that others in your field might not - and explain why sharing this knowledge is more...
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Bold Move #1: Create a Sales Process That Benefits Your Prospects
The Advanced Selling Podcast
Bill Caskey kicks off a new 12-week series based on his book by tackling the first bold move: creating a sales process that genuinely benefits prospects, not just salespeople. He challenges the traditional approach of "shoving people through" a process and shares how reframing discovery as mutual understanding can dramatically improve close rates. Caskey includes a real client example of using pre-call assessments to increase closing rates from 20% to 40% while providing genuine value to prospects. Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold...
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Become a Student of Your Calendar
The Advanced Selling Podcast
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, monthly, and even into next year) can give you more clarity, better pipeline health, and fewer wasted hours. Bryan challenges you to look at your calendar not just for what’s there, but for what’s missing. What calls, activities, or planning sessions should be on there but aren’t? He shares how to turn those gaps into intentional action items that move deals forward and build momentum....
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Essential Life & Career Advice for Graduates (That Every Professional Should Remember)
The Advanced Selling Podcast
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 these truths again. In this episode, you'll discover why understanding that life and sales naturally go up and down like an accordion can save you from unnecessary stress and help you navigate both the highs and lows with greater wisdom. Bill and Bryan explore how to build a professional network that compounds like interest and why starting early makes all the difference in your career...
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The Death of the Decision Maker: How Buyer Behavior is Reshaping Sales
The Advanced Selling Podcast
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 maker." They explore how buying by committee has become the new normal and why your traditional one-to-one sales training might be preparing you for a world that no longer exists. The guys also discuss the critical importance of elevating the buyer experience beyond just data dumps, why price objections aren't as prominent as they used to be (and the generational factors behind this shift), and how...
info_outlineIn this episode, Bill and Bryan tackle a critical but often overlooked aspect of the modern sales process - what to do during the time gaps between prospect meetings.
Moving beyond outdated practices like sending marketing brochures, they explore innovative strategies for maintaining momentum and building deeper connections. The guys share five powerful approaches including making strategic introductions, creating customized content, developing digital resource libraries, utilizing trackable video engagement, and leveraging event invitations.
Whether you’re dealing with a week-long gap or longer intervals between meetings, these actionable techniques will help you maintain prospect engagement while demonstrating value and expertise in today’s sales environment.
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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com
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