Podcasts · Business · Education
The Advanced Selling Podcast
Bill Caskey and Bryan Neale: B2B Sales Trainers
300 episodes
Bill Caskey and Bryan Neale deliver practical, no-nonsense sales training through their signature blend of humor, real-world insights, and actionable frameworks. Each episode tackles the challenges you face daily: prospecting, overcoming buyer resistance, pricing strategies, cold calling, deal coaching, and building long-term client relationships.
More about the show
Whether you're a sales professional, manager, or leader, you'll discover how to shift your mindset, leverage your natural talents, and create sustainable sales success. From mastering sales communication and handling RFPs to understanding buyer psychology and effective positioning, Bill and Bryan cover everything that actually works in modern B2B sales.
Episodes page 2 of 6
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Sales Compensation with Chris Goff
Send us Fan Mail In this episode of The Advanced Selling Podcast, Bryan Neale sits down with sales compensation expert Chris Goff, better known across the industry as “The Sales Comp Guy.” With deep experience in…
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Micro Mastery: Small Skills That Create Big Results
Send us Fan Mail Part two of our macro vs. micro skills series—and this one gets tactical. Bill and Bryan dive into the small, incremental skills that most salespeople overlook but that separate pros from amateurs.…
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Your Most Powerful Pre-Meeting Asset
Send us Fan Mail Most salespeople waste their first meeting covering basics that could've been handled beforehand. Bill introduces a game-changing digital asset: the introductory video—a 5-minute pre-meeting video…
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Macro vs. Micro: Sales Skills That Actually Matter
Send us Fan Mail Bill and Bryan break down the difference between macro and micro sales skills—and why both matter more than you think. Inspired by a prospect who called out his own team for not asking clarifying…
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Beyond Process: The Courage to Walk Away
Send us Fan Mail Bill Caskey follows up on last week's deep dive by sharing insights from coaching a high-performing salesperson who's hitting the limits of process-driven selling. He reveals why even the best sales…
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Vince Beese: Red Zone
Send us Fan Mail In this episode of The Advanced Selling Podcast, Bryan Neale sits down with longtime friend and sales veteran Vince Beese, a fractional CRO and sales coach with over 25 years of B2B enterprise…
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"Let's Talk Money" 5 Scenarios Sales Reps Struggle With
Send us Fan Mail Are you uncomfortable talking about money with prospects? You're not alone. In this episode, Bill and Bryan tackle one of the biggest challenges sales professionals face: bringing up price, cost, and…
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Building a Winning Sales Culture (Part 2)
Send us Fan Mail In this episode, Bill and Bryan continue their conversation on sales culture with actionable tactics you can implement immediately. Whether you're building team culture or your personal approach,…
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The Invisible Dimension of Sales
Send us Fan Mail Bill Caskey poses a challenging question: If you disappeared from your prospect's world tomorrow, would they feel the loss? In this introspective solo episode, he explores the "invisible dimension"…
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Connect With Customers
Send us Fan Mail In this episode, Bryan Neale from Blind Zebra shares a tactical framework for building meaningful customer connections — one rooted in strategy, generosity, and intentional networking. He explains why…
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What Sales Culture Really Is (And Why It Matters)
Send us Fan Mail Bill and Bryan kick off a two-part series on sales culture by sharing what they've observed from years of working inside dozens of organizations. In this episode, they explore the difference between…
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AI in Sales (Part 2): Pre-Call Research and Content Creation
Send us Fan Mail In part two of their AI series, Bill and Bryan get specific—sharing real examples of how they use AI in their daily sales work. Bill walks through actual ChatGPT conversations for client prep…
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Connect With Your Team
Send us Fan Mail In this episode, Bryan explores why the best sales leaders focus as much on connecting with their people as they do on connecting with their customers. Sales is often seen as an individual sport -…
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AI in Sales (Part 1): Practical Uses for Prep, Research, and Productivity
Send us Fan Mail Bill and Bryan dive into how they're actually using AI in their daily sales work—no hype, just practical applications. In part one of this two-part series, they share their number one use case:…
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Stop Discounting - Closing Strategies with John Barrows
Send us Fan Mail In this episode, Bryan is joined by John Barrows to talk about the high-stakes final stage of the sales process, where deals are either won or lost. Together, they explore why so many sales teams…
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Stop Being the Best-Kept Secret: How to Get Found by Your Ideal Clients
Send us Fan Mail Tired of perfecting your sales skills but struggling to get in front of the right people? Bill and Bryan tackle the universal challenge every B2B professional faces: visibility. Using a real client…
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The Myth of Creating Buyer Urgency
Send us Fan Mail In this episode, Bill and Bryan debunk one of the most persistent myths in sales training - that you can create urgency in buyers through clever tactics and techniques. They explore why deals are…
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The Rise of Accidental Salespeople
Send us Fan Mail Bill and Bryan explore a growing trend that's reshaping the sales landscape: the rise of "accidental salespeople." These are the technical advisors, project managers, engineers, and executives who…
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AI Role-Playing Revolution with Hyperbound.ai
Send us Fan Mail What happens when two conversational AI engineers realize they can't sell their own startup? They build an AI sparring partner to teach themselves—and accidentally create a game-changing sales…
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Expert Frameworks: The Video Hook That Stops the Scroll
Send us Fan Mail In this early Labor Day release, Bill and Bryan dive into expert frameworks—essential tools for positioning yourself as a knowledgeable sales professional in today's market. Bill breaks down the…
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Winning in the Red Zone with Marcus Chan
Send us Fan Mail In this episode, Bryan Neale and Marcus Chan dive into the sales “red zone”—the late stage of the sales cycle where too many deals stall or fall apart. They explore how sales teams can avoid costly…
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The Prospect Experience Revolution: Small Actions, Big Impact
Send us Fan Mail In this episode, Bill and Bryan shift the focus from post-sale customer experience to what they call "PX 90" - the prospect experience during the sales process. After Bryan shares a fantastic customer…
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How 30 Pages Can Separate You from Every Competitor
Send us Fan Mail In this solo episode, Bill Caskey reveals one of his 12 Insider Secrets for reinventing yourself and your results: creating a mini book to establish yourself as an authority in your field. Bill shares…
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Heart vs. Process: Why Both Matter in Sales Success
Send us Fan Mail Bill and Bryan dive into the critical balance between heart-centered selling and process-driven approaches. Sparked by a real coaching session where a top salesperson admitted "I'm not a warm guy,"…
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Sales Leadership Hats
Send us Fan Mail In this episode, Bryan dives into the Sales Leadership Hats, the roles great leaders switch between to unlock performance and keep their teams moving forward. You’ll learn how to wear: The Manager Hat…
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Sales Call Prep in the AI Era: Why Research is Non-Negotiable
Send us Fan Mail Bill Caskey and Bryan Neale tackle a challenge every sales professional faces: how to properly prepare for sales calls in today's digital landscape. Sparked by recent conversations with VPs of Sales…
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The Trust Crisis: 4 Levers to Build Credibility
Send us Fan Mail In this solo episode, Bill Caskey tackles the growing trust crisis facing sales professionals today. Drawing from recent research showing declining trust in businesses and institutions, Bill explores…
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Building Your Platform of Authority
Send us Fan Mail In this episode of the Advanced Selling Podcast, Bill and Bryan give listeners an exclusive preview of their upcoming Insider program session on building a "platform of authority." They explain how…
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Build Your Virtual Bench
Send us Fan Mail In this episode, Bryan dives into the critical strategy of maintaining a “virtual bench” - a curated list of talented individuals you’d love to have on your sales team. Instead of scrambling to post…
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The Resistance Factor: Why Smart People Avoid Smart Changes
Send us Fan Mail Bill and Bryan dive deep into one of the most frustrating challenges in sales and business: resistance to change, even when that change could lead to significant growth. They explore why some…
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Why Your Q4 Success Starts Now
Send us Fan Mail Summer vacation mode might be costing you your year-end goals. In this episode, Bill and Bryan dive into why your current July activities are directly shaping your Q4 results - especially if you have…
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Are You Inspecting the Right Activity Metrics?
Send us Fan Mail In this episode, Bryan dives into a powerful yet often overlooked tool in the sales leader’s toolkit: the calendar inspection. He explains how regularly analyzing your team’s calendars can reveal…
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What If Everything You Know About Sales Growth is Wrong?
Send us Fan Mail Bill and Bryan dive deep into four powerful quotes that challenge conventional sales thinking and offer fresh perspectives on growth and success. From Buckminster Fuller's wisdom on building new…
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Mid-Year Check-Up: How to Finish 2025 Strong
Send us Fan Mail Bill and Bryan tackle the crucial mid-year evaluation every salesperson should be doing right now. With two quarters behind us and a time-compressed second half ahead (thanks to holiday season), they…
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Let Structure Set You Free
Send us Fan Mail 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…
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Stop Judging Prospects Before You Meet Them
Send us Fan Mail 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…
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How to Talk Financial Impact with Kevin Koharki
Send us Fan Mail 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…
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Why Your Sales Team Needs a Real Playbook
Send us Fan Mail 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…
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Turning Your Insecurities into Competitive Advantages
Send us Fan Mail 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…
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What You Know Matters More Than What You Sell
Send us Fan Mail 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…
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Bold Move #1: Create a Sales Process That Benefits Your Prospects
Send us Fan Mail Bill Caskey kicks off a new 12-week series based on his book "12 Bold Moves" by tackling the first bold move: creating a sales process that genuinely benefits prospects, not just salespeople. He…
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Become a Student of Your Calendar
Send us Fan Mail 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,…
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Essential Life & Career Advice for Graduates (That Every Professional Should Remember)
Send us Fan Mail 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…
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The Death of the Decision Maker: How Buyer Behavior is Reshaping Sales
Send us Fan Mail 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…
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The Science of Sales Coaching
Send us Fan Mail In this episode, Bryan introduces a bold shift in how sales coaching should be done - by focusing on the science and mechanics of selling rather than the often subjective "art" of it. Drawing on…
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Why Buyers Don't Trust You (And What To Do About It)
Send us Fan Mail Bill and Bryan explore how sales professionals need to shift their focus from traditional sales techniques to understanding modern buyer behavior. They discuss how buyers have become more…
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Building Your Everyday Leads System
Send us Fan Mail 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…
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Guiding Principles: Part 2
Send us Fan Mail 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…
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Timeless Sales Skills in a World of Innovation
Send us Fan Mail 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…
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Thriving in an Uncertain Market: Leveraging Tools & Building Connections (Part 2)
Send us Fan Mail 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…
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