Episode Archive

Over 700 episodes designed to help you succeed

When Your Prospect Won’t Call You Back

Last week, one of Bill’s clients was frustrated with a common sales issue, “How do I get the prospect to call me back?” In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale provide one strategic approach in this vignette to help you get that call back that you’ve […]

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A Checklist for Income

Ever wanted a “checklist for income”? Well, of course you have. And today we’re going to give it to you. On today’s cast, Bill and Bryan get down to the very basics of earning income in professional sales today. Access a PDF that has the complete checklist of all of their suggestions by clicking on […]

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Do You Optimize the Training You Get?

We had no idea what to call this but here’s the situation. As trainers, we’re out working/coaching people 24/7. Some of those people are prone to accept new information—and do something with it. Others talk a good game in the training room—but have no intent of changing. And their results (or lack of) proves it. […]

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Following Up (Without Being Desperate)

Mike, a listener from Indianapolis, called in to ask a question about how he follows up with prospects who appear to have dropped off the radar screen. Bill and Bryan give Mike and listeners some ideas on how to do that – and how to prevent that awkward situation from happening in the first place. […]

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Seth Godin Book Review – “Linchpin”

Not something we typically do at ASP–review books but had a chance to read Seth’s new book, Linchpin. It synchs up quite well with our philosophy that if you really want to be treated differently in the market–then you must “show up” differently. And this book teaches you how to rethink that premise.

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Finding Prospect Pain

Bill returns from Green Bay having worked with a group of sales people who were seeking knowledge and skills about how to find “prospect pain.” In this episode, Bill explains some of the intricacies of how to understand what motivates prospects to change from their current state to a new state.

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