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ABOUT BILL AND BRYAN

Bill Caskey

Professional speaker, Trainer, Coach and Author, Bill has been working with B2B sales groups and executives since 1990. Bill is passionate about sharing his ideas about selling, business, life, money and meaning.
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Bryan Neale

NFL referee, trainer, coach and deal-work junkie. Bryan has been consulting with B2B sales teams for over 20 years. He loves training teams about the similarities between sales and football.
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Latest Episodes

Episode #792: Embracing Objections in the Sales Process

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In this episode, Bill and Bryan explore how salespeople's natural optimism and positive outlook can sometimes hinder their ability to effectively handle objections and resistance from prospects. Drawing parallels to the highly anticipated…

Episode #790: Game the Plan: Compensation Strategies with Xactly’s Taylor Wilding

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Bill and Bryan are joined by Taylor Wilding, VP of Sales at Xactly, to discuss key principles around effective sales compensation plan design. Taylor shares insights on motivating the right behaviors, balancing corporate goals with individual…

Episode #789: Unlocking Your Inner Accountability

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In this thought-provoking episode, Bryan and Bill explore the concept of accountability in sales. They challenge the traditional notion of leaders holding sales teams accountable, arguing that true accountability stems from within. Through…

Episode #788: Removing the Guesswork from Sales

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Accurate sales forecasting is a consistent struggle for many organizations. In this episode, Bill and Bryan dive deep into the root causes behind this prevalent issue. They explore how leadership's pressure for inflated pipelines can…
ASP #787: Motivating Beyond Money

Episode #787: Motivating Beyond Money

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In this episode, Bill and Bryan discuss best practices for motivating sales teams through compensation. The guys explain why overly complex commission structures often backfire by eroding trust between sales reps and management. They…

Episode #786: Thinking Outside the Sales Box

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In this episode, Bill and Bryan discuss some of their unconventional and counterintuitive sales tactics that go against the grain of traditional sales training. They talk about focusing on quality over quantity in your sales pipeline,…

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