Dollars and Sense: Reframing How Salespeople Talk About Money
Release Date: 04/14/2025
Building Your Everyday Leads System
The Advanced Selling Podcast
Bill and Bryan Neale dive into a game-changing concept called "Everyday Leads" - a systematic approach to generating B2B leads continuously, not just when you desperately need them. The guys explore why salespeople often find themselves with empty pipelines after closing quarters strong, and how to break free from the traditional labor-intensive prospecting cycle. Bill shares insights from his work with clients on building automated webinar systems that generate warm leads, while Bryan emphasizes the power of consistent connector meetings. They also discuss the psychological barriers...
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Guiding Principles: Part 2
The Advanced Selling Podcast
In this episode, Bryan continues exploring the Guiding Principles of the Blind Zebra Sales Operating System, picking up where he left off in Part 1. This time, he dives into the principles of intent and assertiveness — and why they’re game-changers for sales conversations. He shares how locking in a clear next step can eliminate the dreaded "calendaring ping pong" and keep momentum strong. Bryan explains how intent and assertiveness create a more customer-centered experience, even if that means losing the deal when the timing, problem, or solution isn’t quite right. Curious about...
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Timeless Sales Skills in a World of Innovation
The Advanced Selling Podcast
Bill and Bryan explore the enduring fundamentals of sales that have stood the test of time despite decades of technological advancement. The guys reflect on timeless skills that remain essential in today's sales landscape: the art of discovery and qualification, the importance of genuine understanding and connection, bringing authenticity and purpose to your work, and the critical role of creating and executing a solid business plan. While new technologies and methodologies constantly emerge, these core elements continue to drive sales success. ================================= Is it...
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Thriving in an Uncertain Market: Leveraging Tools & Building Connections (Part 2)
The Advanced Selling Podcast
In part 2 of their special live episode on navigating uncertain markets, Bill Caskey and Bryan Neale continue their discussion on essential skills for sales professionals. The guys emphasize the importance of utilizing free and low-cost tools already at your disposal, from LinkedIn to ChatGPT, rather than waiting until circumstances force your hand. Bill shares a powerful strategy for commanding premium pricing by developing a customer roadmap that builds trust in your process. Meanwhile, Bryan advocates for becoming a connector who actively brings valuable people together without keeping...
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Guiding Principles: Part 1
The Advanced Selling Podcast
In this episode, Bryan dives into two of the Guiding Principles from the Blind Zebra Sales Operating System: Objectivity and Expert Persona. He challenges salespeople to view their funnel without bias - imagine betting your own money on each deal to test your objectivity. Bryan also unpacks what it means to become an expert in your customer’s world (not just your own product). It’s about earning trust by showing you care enough to really understand their business. Plus more tactical applications coming in the next episode, Guiding Principles: Part 2! Curious about certification in...
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Thriving When Others Panic: Skills for an Uncertain Market
The Advanced Selling Podcast
In this special live episode, Bill and Bryan discuss essential skills for sales professionals facing economic uncertainty. Rather than focusing on what you can't control, the guys break down practical strategies for maintaining your edge when markets get volatile. Learn why identifying what's in your control, maintaining pricing discipline, and understanding the true abundance of opportunities in your market are critical during challenging times. Bill and Bryan also explore how to adjust your messaging for anxious clients and why understanding AI's impact on your industry is no longer...
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Dollars and Sense: Reframing How Salespeople Talk About Money
The Advanced Selling Podcast
In this episode, Bill and Bryan dive into the often-overlooked world of financial conversations in sales. Moving beyond simple ROI calculators, they explore how to effectively discuss investment value with prospects through compelling storytelling rather than dry spreadsheets. The guys challenge salespeople to think beyond "break-even" mentality, understand the lifetime value of clients, and recognize the importance of time horizons in financial discussions. Bill and Bryan also share insights on why not every deal is economically beneficial for customers and how to maintain objectivity when...
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Content That Connects: Using Video as a Sales Asset
The Advanced Selling Podcast
Bill and Bryan follow up on their popular episode about why every salesperson should have a YouTube channel, sharing Marcus Sheridan's prediction that YouTube could soon become more important than company websites. The guys tackle common obstacles like being "intrigued but intimidated" by video creation, offering practical content ideas including customer spotlights, technical demonstrations, and answering frequently asked questions. Bill and Bryan make a compelling case that the downside is zero while the upside is potentially infinite for sales professionals willing to embrace video...
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Mastering Your Sales Story: Connection Over Discovery
The Advanced Selling Podcast
In this episode, Bill and Bryan discuss the importance of crafting compelling stories that connect with prospects on a deeper level. They dive into how salespeople can move beyond personal anecdotes to tell meaningful market stories and "I was where you are" narratives that resonate with customers. The guys also touch on the problem of "over-discovery" in the sales process, suggesting that modern selling should focus more on explaining value than excessive questioning. Whether you're struggling to articulate your company's story or looking to differentiate yourself in competitive situations,...
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Stop Selling, Start Guiding: The New Mindset for Modern Sales
The Advanced Selling Podcast
In this solo episode, Bill challenges traditional sales approaches by advocating for a fundamental shift from "selling" to "guiding." He explains why old-school sales tactics create negative "karma" with prospects and offers a fresh alternative: becoming a trusted guide who provides value before asking for payment. Caskey shares personal examples of how creating helpful content has naturally attracted clients to him, eliminating the need for aggressive sales tactics. If you'd like to talk to Bill about your team, go to The Insider program is open for enrollment. If you have not checked out...
info_outlineIn this episode, Bill and Bryan dive into the often-overlooked world of financial conversations in sales. Moving beyond simple ROI calculators, they explore how to effectively discuss investment value with prospects through compelling storytelling rather than dry spreadsheets.
The guys challenge salespeople to think beyond "break-even" mentality, understand the lifetime value of clients, and recognize the importance of time horizons in financial discussions. Bill and Bryan also share insights on why not every deal is economically beneficial for customers and how to maintain objectivity when discussing financial implications.
Whether you're comfortable with numbers or not, this episode provides practical guidance on having meaningful economic conversations that drive decisions.
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