Why the “Decision Maker” Is a Myth
Send us Fan Mail If you’re still hunting for “the decision maker,” you’re chasing a buyer who doesn’t exist anymore, and the data proves it....
Radio and PodcastLive Radio & Podcasts
Business
The Advanced Selling Podcast
Bill Caskey and Bryan Neale: B2B sales trainers for the past twenty years share their strategies, frameworks, tips and tricks to help you leverage your talent, grow your skills and create yo...
Episodes
20 of 1,135 episodes
Before You Build Your 2027 Plan, Do This First...
Send us Fan Mail Most sellers spend Q4 grinding toward a number, then rush their business plan into the last two weeks of December. This epi...
Stop Getting AI Slop: Train It on How You Sell
Send us Fan Mail If AI keeps handing you generic, forgettable output, the tool usually isn’t the problem. You never taught it who you are, w...
Give Buyers an Experience, Not a Slideshow
Send us Fan Mail Telling a buyer what it's like to work with you is like showing someone your vacation photos. They'll say "oh, that's nice....
Sales Skill Atrophy, Part 2: The Comeback Plan
Send us Fan Mail Your sales skills didn't disappear. They atrophied. And the fix isn't picking up where you left off, because the market mov...
Are Your Sales Skills Atrophying?
Send us Fan Mail What happens to your sales skills when you haven't had to use them? Muscles you don't use get weaker, and sales skills work...
20 Years of Selling: What's Changed (and What Hasn't)
Send us Fan Mail Twenty years ago, LinkedIn had 50 employees and cold calling ruled the day. Now AI writes your emails and nobody's picking...
20 Years In: What We'd Do Differently
Send us Fan Mail Twenty years ago, Bill and Bryan started recording a podcast every other Monday. They never missed the behavior — and that...
How to Sell Something the Market Isn't Ready For
Send us Fan Mail Got something genuinely new to sell — and buyers keep lumping it in with every other "revolutionary" pitch they've heard th...
It's Not a Skill Problem, It's an Identity Problem
Send us Fan Mail Why do good sellers freeze up the second a conversation moves from a director-level buyer to the CFO? It's not a skills gap...
Stop Blaming Price: Positioning Is Your Problem
Send us Fan Mail You didn't lose that deal on price. You lost it because your positioning wasn't strong enough to make you the obvious, can'...
Lessons We've Learned From Those We've Lost
Send us Fan Mail Every person you've worked with has a story you probably never asked about — and sometimes you don't find out until it's to...
The People Who Taught Us Everything We Know About Sales
Send us Fan Mail Twenty years in this business means running into a lot of characters. This week Bill and Bryan riff on the people — bosses,...
Self-Scouting: The Mid-Year Sales Review Most Reps Skip
Send us Fan Mail You're six months into the year. Do you actually know what's working in your sales process — and what you quietly stopped d...
Say This, Not That: Why Precise Language in Sales Closes More Deals
Send us Fan Mail Imprecise language is quietly sabotaging your sales process — and most sellers don't even notice it happening. This week, B...
Patterns of Limitation: Part 2
Send us Fan Mail Bill and Bryan continue their series on the hidden patterns that quietly cap sales performance. Building on last episode's...
Patterns That Are Holding You Back
Send us Fan Mail Bill and Bryan dig into what they call "patterns of limitation" — the ingrained habits and mindsets that quietly cap your s...
Why Your Spiritual Foundation Is Your Biggest Sales Asset
Send us Fan Mail Bill goes somewhere different today — and that's intentional. In this solo episode, Bill Caskey shares the first six of twe...
7 Lies About Sales Success
Send us Fan Mail What if the beliefs driving your sales career are built on a foundation of lies? In this solo episode, Bill Caskey breaks d...
How to Become the Obvious Choice (Part 2)
Send us Fan Mail Bill Caskey and Bryan Neale continue their series on how to become the Obvious Choice for your prospects and customers — no...