The Advanced Selling Podcast
Bill Caskey and Bryan Neale deliver practical, no-nonsense sales training through their signature blend of humor, real-world insights, and actionable frameworks. Each episode tackles the challenges you face daily: prospecting, overcoming buyer resistance, pricing strategies, cold calling, deal coaching, and building long-term client relationships.
Whether you're a sales professional, manager, or leader, you'll discover how to shift your mindset, leverage your natural talents, and create sustainable sales success. From mastering sales communication and handling RFPs to understanding buyer psychology and effective positioning, Bill and Bryan cover everything that actually works in modern B2B sales.
Episodes
1129 episodes
20 Years of Selling: What's Changed (and What Hasn't)
Twenty years ago, LinkedIn had 50 employees and cold calling ruled the day. Now AI writes your emails and nobody's picking up the phone — so what actually still works?This week Bill and Bryan mark 20 years of the Advanced Selling Podcast...
20 Years In: What We'd Do Differently
Twenty years ago, Bill and Bryan started recording a podcast every other Monday. They never missed the behavior — and that consistency turned out to matter more than talent, luck, or a growth strategy ever did.To kick off ASP's 20th anni...
How to Sell Something the Market Isn't Ready For
Got something genuinely new to sell — and buyers keep lumping it in with every other "revolutionary" pitch they've heard this month? This one's for you.Bill and Bryan work through a real scenario: a friend building software that could tr...
It's Not a Skill Problem, It's an Identity Problem
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 — it's identity. Bill Caskey and Bryan Neale break down why sellers resist doing new things, even when they know exactly...
Stop Blaming Price: Positioning Is Your Problem
You didn't lose that deal on price. You lost it because your positioning wasn't strong enough to make you the obvious, can't-do-without-you choice.Bill and Bryan dig into a claim that gets argued in every sales meeting: is price really t...
Lessons We've Learned From Those We've Lost
Every person you've worked with has a story you probably never asked about — and sometimes you don't find out until it's too late.In Part 2 of their series on the people of sales, Bill and Bryan honor a handful of people who shaped their...
The People Who Taught Us Everything We Know About Sales
Twenty years in this business means running into a lot of characters. This week Bill and Bryan riff on the people — bosses, clients, gatekeepers, baristas — who taught them something they never forgot, whether the lesson was about sales or just...
Self-Scouting: The Mid-Year Sales Review Most Reps Skip
You're six months into the year. Do you actually know what's working in your sales process — and what you quietly stopped doing back in February?Bill and Bryan borrow a trick from football coaches: self-scouting. Before the next game, co...
Say This, Not That: Why Precise Language in Sales Closes More Deals
Imprecise language is quietly sabotaging your sales process — and most sellers don't even notice it happening. This week, Bill and Bryan dig into the art of precise communication and why "what they hear" matters more than "what you meant."<...
Patterns of Limitation: Part 2
Bill and Bryan continue their series on the hidden patterns that quietly cap sales performance. Building on last episode's conversation about "drift," they dig into two more limiting patterns: fear (and why naming it is the first step toward de...
Patterns That Are Holding You Back
Bill and Bryan dig into what they call "patterns of limitation" — the ingrained habits and mindsets that quietly cap your sales growth, often disguised as things that are already working.They explore four key patterns worth examining: th...
Why Your Spiritual Foundation Is Your Biggest Sales Asset
Bill goes somewhere different today — and that's intentional.In this solo episode, Bill Caskey shares the first six of twelve core sales principles, each grounded in a biblical reference. From understanding your divine assignment and ser...
7 Lies About Sales Success
What if the beliefs driving your sales career are built on a foundation of lies?In this solo episode, Bill Caskey breaks down seven deeply normalized lies about achievement, income, and sales success — the kind that quietly run your life...
How to Become the Obvious Choice (Part 2)
Bill Caskey and Bryan Neale continue their series on how to become the Obvious Choice for your prospects and customers — not by closing harder, but by selling smarter throughout the entire process.In Part 2, they cover four powerful move...
Becoming the Obvious Choice (Part 1)
How do you become the vendor your customers never even think to replace? In Part 1 of this short series, Bill and Bryan break down what it actually takes to become the obvious choice — not through last-minute discounts or closing tactics, but b...
The Fear Factor in Sales
Fear shows up at every stage of a sales career — first calls, big promotions, major presentations, and yes, posting on LinkedIn. In this episode, Bill and Bryan dig into how fear works, why your brain treats a LinkedIn post like a s...
The Simple Shift That Changes Every Sales Conversation
Are you walking into sales calls without getting clear on the actual problem you're solving? In this episode, Bill and Bryan dig into one of the most overlooked fundamentals in B2B sales: defining the real problem before pitching so...
Why Your Calendar Is Killing Your Pipeline
What's the #1 problem facing salespeople and customer acquisition professionals right now? Bill and Bryan each share their answer — and while they come at it from slightly different angles, both point to the same root cause: the absence of a re...
Stop Being Selfish: The Sales Habit That Pays Off Later
Bill and Bryan are back from spring break with a powerful lesson about the long game in sales. Inspired by a 35-year-old charity event that grew into a $400 million movement, they dig into how the small actions you take — or skip — ...
Why Prospects Stop Trusting You (And How to Fix It)
Trust is the missing ingredient in most failed deals — and the old methods of building it (the hearty handshake, the enthusiastic follow-up email) no longer cut it. In part four of the Sales Identity Crisis series, Bill breaks down why modern b...
The Identity Shift: From Labor to Leverage
In this solo episode, Bill Caskey continues his series on the Sales Identity Crisis — specifically, the shift from being a laborer to becoming a leverager.If your sales approach is built on effort alone — more calls, more hours, more hus...
Stop Hiding. Create Space to Be Excellent.
Most salespeople wait for opportunity to come to them. Bill and Bryan flip that script.In this episode, they explore what it means to create a "space for excellence" — the rooms, events, and moments where you show up, lean in, and let pe...
Raise Your Prices Without Losing Your Clients
A listener question from William — an engineer who also sells — kicks off a focused conversation on one of the oldest problems in B2B sales: getting commoditized on price.Bill and Bryan tackle both sides of the equation: how to avoid bei...
Stop Watching the Scoreboard — Start Watching the Inputs
We're at the end of Q1 — and Bill and Bryan use a trip to the Pacers game as a launching pad for a conversation about what actually matters when you check the scoreboard.Inspired by Bill Walsh's coaching philosophy and John Wooden's lege...
