Episode Archive

Over 700 episodes designed to help you succeed

Episode #476: Listener Spotlight – Mike Black CEO Paige Black

In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale interview a power listener, Mike Black, CEO of Paige Black. The guys ask him what he has taken from his many years of listening to the podcast and how he has grown his business as a result. Mike was involved in social […]

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Episode #475: Does Your Story Really Compel Anybody?

On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the building, or rebuilding, of your company story. Bill and Bryan walk through a three-part framework that will help you get clear about how to communicate your company story to your constituents. If you’re interested in having them coach you on […]

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Episode #474: Client wants to go out for a bid?

In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale relate stories from their client base about this very issue, what do you do when a longtime buyer feels compelled to interview other vendors? As Bill and Bryan have done in the past, they break this topic down into prevention and remedy: […]

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Episode #473: Artificially Deflating Yourself Is Worse Than Inflation

In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale address part two of their Inflation/Deflation series. Today’s episode is how we often deflate our own power in the sales process. Most of the time it happens in negotiation, the sales process itself or when we need to find other decision-makers to […]

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Episode #472: Arrogance, Self-Importance and Self-Awareness

In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss a situation that came up for both of them in the past week with different clients. In both cases, the guys felt like there was a heightened sense of self-importance that was larger than reality. In this first […]

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Episode #471: Commitment & Energy

What vibe do you give off when you’re around others? In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale talk about two words, commitment and energy, that will influence your success in professional selling. The guys break down each of these words and talk about what they see when […]

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