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In this solo episode, Bill Caskey challenges traditional sales approaches that may be holding you back. If your closing rate is hovering around 20% or less, your approach likely needs an overhaul. Bill argues that many sales organizations are stuck in outdated paradigms, failing to adapt to modern buying processes where more stakeholders are involved and decisions take longer.
Bill emphasizes that people donât buy featuresâthey buy transformation and results. He challenges listeners to start their next sales conversation by asking prospects where they want to go, not what features theyâre looking for.The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join now.
Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com
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In this episode, Bill and Bryan make a compelling case for why every sales professional and business leader should have their own YouTube channel.
Moving beyond traditional sales training advice, they explore the numerous benefits of creating video content, from building deeper connections with younger buyers to establishing yourself as an industry thought leader. The guys share their â3Eâ frameworkâEducate, Explain, and Edifyâwhile addressing common hesitations and highlighting the zero-downside, all-upside nature of this strategy.
Bill and Bryan challenge listeners to embrace this digital asset opportunity that can transform your business and create a lasting legacy of your professional journey. They even offer to promote listenersâ YouTube channels who take action after hearing this episode.
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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com
The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join now.
If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.
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In this episode, Bill and Bryan tackle the critical topic of authentic communication in a world increasingly dominated by AI-generated content.
The guys share examples of personalized communication that stands out, including a clever LinkedIn exchange between Bryan and a company that demonstrates how simple, authentic engagement can create meaningful connections.
Bill and Bryan also challenge listeners to reconsider mass-produced outreach strategies and instead focus on thoughtful, personalized communication that builds rapport and opens doors.
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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com
The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join now.
If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.
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In this solo episode, Bill makes a case for why sales professionals can no longer afford to ignore YouTube as a critical business tool. He explains that in 2025, not having a YouTube channel is equivalent to not having a business card in 1985âit renders you virtually invisible to a significant portion of your potential clients.
Bill addresses the changing buying behaviors of modern prospects who prefer to research, learn, and vet solutions through video content before ever speaking with a salesperson.
This episode provides a straightforward roadmap for sales professionals looking to establish authority, build trust, and remain competitive in an increasingly video-driven marketplace.
Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com
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In this episode, Bryan dives into the importance of a regular CRM cleanup because letâs face it, an overloaded sales pipeline is just a junk drawer of data if left unchecked. He compares it to tidying up a messy garage: if you donât clean it out, it becomes impossible to find what you actually need. Sales teams should make monthly CRM clean-outs a habit to keep their pipeline accurate, realistic, and actionable. Plus, a cleaner funnel = happier CEOs and CFOs. Tune in to learn how a streamlined CRM can create space for real opportunities to grow.
Curious about certification in the Blind Zebra Sales Operating System? Learn more here.
And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.
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In this episode, Bill and Bryan tackle a critical but often overlooked aspect of the modern sales process - what to do during the time gaps between prospect meetings.
Moving beyond outdated practices like sending marketing brochures, they explore innovative strategies for maintaining momentum and building deeper connections. The guys share five powerful approaches including making strategic introductions, creating customized content, developing digital resource libraries, utilizing trackable video engagement, and leveraging event invitations.
Whether youâre dealing with a week-long gap or longer intervals between meetings, these actionable techniques will help you maintain prospect engagement while demonstrating value and expertise in todayâs sales environment.
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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com
The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join now.
If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.
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In this solo episode, Bill explores why even experts fail to effectively communicate complex ideas, drawing from a recent experience watching an AI expert lose his audience.
Through a practical framework, Bill reveals three essential components that transform complicated explanations into influential communications. He demonstrates how proper explanation isnât just about information sharingâitâs about creating transformation and building trust. Bill breaks down how to build context, establish purpose, and create clear roadmaps that keep audiences engaged and drive better results.
This episode is essential listening for sales professionals and leaders who need to explain complex solutions without losing their audienceâs attention.
Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com
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In this episode, Bill and Bryan challenge traditional sales metrics and explore the often-overlooked numbers that truly matter in todayâs digital sales landscape.
The guys discuss crucial modern measurements like inbound lead generation through LinkedIn, the power of tracking unsolicited introductions, and the importance of understanding average days to close.
They give valuable insights about price increase mathematics and volume relationships, offering listeners practical ways to improve their sales performance through better metric tracking. Whether youâre a seasoned sales professional or new to the field, this episode provides actionable insights on transforming your sales approach through smarter measurement strategies.
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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com
The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join now.
If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.
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In this solo episode, Bill challenges the conventional wisdom of modern sales coaching by exposing why most coaching relationships fail to deliver real transformation. He argues that effective coaching isnât about protecting egos or maintaining comfortâitâs about driving genuine growth through constructive confrontation and challenge.
Bill presents a compelling formula for growth: discomfort multiplied by action equals real transformation. He explains why coaches who prioritize likability over effectiveness ultimately fail their clients, and why the best coaches arenât afraid to make their clients uncomfortable or risk losing them.
This episode serves as a wake-up call for anyone seeking meaningful professional development, emphasizing that true breakthrough comes from embracing discomfort rather than avoiding it.
Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com
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Too many sales teams use their CRM as a record-keeping tool instead of an agent of action. In this episode, Bryan breaks down how a well-utilized CRM can drive sales efficiency, improve deal visibility, and keep your pipeline moving. He shares simple yet powerful tactics to transform your CRM from a burden into a competitive advantage. Stop logging data and start leveraging it!
Curious about certification in the Blind Zebra Sales Operating System? Learn more here.
And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.
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In this episode, Bill and Bryan dive deep into a crucial sales concept: the importance of selling transformation over features.
The guys explore how salespeople often focus too narrowly on short-term gains and immediate features rather than the long-term transformative impact their solutions can have on clientsâ businesses. Through real-world examples like Gong software and personal experiences, they demonstrate how successful sales require understanding and articulating the complete journey of customer transformation.
They also give some practical advice on documenting customer success stories and shifting from a âblitz mentalityâ to a transformation-focused approach in sales.
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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com
The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join now.
If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.
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In this final installment of his three-part series on critical future sales skills, Bill Caskey explores the vital concept of team alignment planning. Bill explains why traditional approaches to stakeholder management are no longer sufficient in todayâs complex sales environment.
He also reveals how AI is transforming the traditional diagnosis phase of sales, shifting the salespersonâs core value to implementation expertise and team alignment. Lastly, he demonstrates why getting all stakeholders involved early, understanding potential implementation challenges, and proactively addressing resistance are crucial for sales success.
Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com
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In this episode, Bill and Bryan explore a common phenomenon in sales organizations: why middle performers often harbor resentment towards top performers.
The guys dissect the excuses commonly used to discredit high achieversâ success - from territory advantages to preferential treatment. The hosts share practical advice for breaking free from this mindset, including how to leverage top performersâ willingness to share their secrets of success.
Whether youâre a sales leader or working to climb the ranks, this episode offers valuable perspectives on turning competitive envy into collaborative growth.
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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com
The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join now.
If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.
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In this solo episode, Bill tackles another critical skill for modern sales professionals - the art of clear path planning.
He explains why simply knowing your destination isnât enough; you must be able to clearly map out and communicate the journey from your prospectâs current reality to their desired future state.
He challenges the common notion that ânobody cares about the detailsâ and emphasizes why building buyer confidence through detailed planning is crucial in complex sales.
Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com
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Ever consider that the opportunities youâre chasing might be right under your nose? In this episode, Bryan highlights why your best prospects arenât always newâtheyâre already in your CRM. Learn how to turn your "Closed Lost" and "Inactive Client" lists into powerful prospecting tools to revive old connections and spark new opportunities.
Key Takeaways:
â Use your "Closed Lost" list to re-engage prospects from 6-12 months agoâthey may be ready now.
â Donât overlook "Inactive Clients"âreach out 1-2 years after theyâve stopped being customers.
â Past customers and prospects can return as clients or become valuable referral sources.Discover the goldmine of opportunities hiding right under your nose!
Curious about certification in the Blind Zebra Sales Operating System? Learn more here.
And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.
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In this episode, Bill and Bryan discuss the concept of âQuitterâs Dayâ - the January 10th phenomenon where most people abandon their New Yearâs resolutions.
The guys dive deep into what they call âThe Big Illusionâ - the false belief that conforming to othersâ expectations leads to fulfillment. Through personal anecdotes and the story of Brad Stevensâ dramatic career shift from pharmaceutical sales to NBA coaching, they discuss the importance of staying true to your authentic self in sales and life.
This episode challenges you to examine whether theyâre following their own path or simply meeting othersâ expectations, offering insights on how to align your sales career with your personal values and integrity.
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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com
The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join now.
If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.
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In this solo episode, Bill Caskey explores a vital but often overlooked sales skill - the ability to help prospects vividly envision their future after implementing your solution.
Through a compelling case study of a leadership program for sales managers, he demonstrates how making the future tangible can transform both the sales process and deliver genuine value to prospects, whether they buy or not.
Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com
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In this episode, Bill and Bryan cut through the AI hype to deliver actionable advice for sales professionals just beginning their AI journey.
The guys share real-world applications including prospect list generation, content creation, and sales call preparation. Whether you're AI-curious or AI-anxious, this episode provides the concrete steps and use cases you need to start leveraging AI in your sales process today.
You'll discover insights about treating AI like a knowledgeable friend rather than a search engine and understand how to use AI for everything from generating targeted prospect lists to preparing for important sales calls with AI-powered research.
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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com
The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join now.
If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.
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In this insightful solo episode, Bill challenges common sales beliefs by exposing three destructive fallacies:
The Activity Fallacy (believing more activity automatically equals better results), The Pressure Fallacy (assuming increased pressure leads to improved performance) The Control Fallacy (trying to micromanage prospect behavior).Caskey explains why these mindsets can actually hinder sales success and encourages sales professionals and leaders to examine their own potentially limiting beliefs.
Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com
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In this episode of the Advanced Selling Podcast: 2 Minute Drill, Bryan shares a practical framework for maximizing your ROI at trade shows. Too often, salespeople approach these high-cost opportunities without a clear plan. Bryan breaks down his proven framework into three key phases: pre-show, at-show, and post-show.
Discover how to:
â Set measurable goals and engage on social media before the event.
â Build meaningful connections by interacting with speakers and influencers during the show.
â Finish all follow-up tasks before your "wheels down" moment at home to outpace the competition.Curious about certification in the Blind Zebra Sales Operating System? Learn more here.
And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.
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