The Advanced Selling Podcast

Stop Hiding. Create Space to Be Excellent.

Send us Fan Mail [https://www.buzzsprout.com/2517440/fan_mail/new] 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 people see what you're made of. From a chance encounter at a restaurant to a woman coaching a thousand people to share their stories on stage, the lesson is clear: you can't demonstrate excellence from your couch, your car, or your home office. They also dig into what happens when people do get their moment in the spotlight — and blow it by reading from a notecard. And they share the story of Milo, door holder number three, who might have the best mindset in the room. Get out. Get in the room. Be excellent when it counts. The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider [http://advancedsellingpodcast.com/insider] If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin [http://advancedsellingpodcast.com/linkedin] Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com [http://12boldmoves.com/]

Raise Your Prices Without Losing Your Clients

Send us Fan Mail [https://www.buzzsprout.com/2517440/fan_mail/new] 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 being beaten down on price coming in, and how to successfully raise prices with clients you've already got. Their answer isn't a negotiation tactic — it's a positioning problem. And the fix starts long before the price conversation happens. They cover why technical sellers tend to stay too low in the org chart, why your contact isn't selling your value upstairs for you, and what a price increase reaction tells you about where you actually stand with a client. The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider [http://advancedsellingpodcast.com/insider] If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin [http://advancedsellingpodcast.com/linkedin] Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com [http://12boldmoves.com/]

Stop Watching the Scoreboard — Start Watching the Inputs

Send us Fan Mail [https://www.buzzsprout.com/2517440/fan_mail/new] 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 legendary process focus, this episode explores why fixating on the score is the wrong move — and what sellers and sales leaders should be analyzing instead. Bill and Bryan dig into the slow fade of good habits, why joy in the process is the real competitive advantage, and what it looks like when a salesperson truly loves what they do. If your Q1 numbers aren't where you want them, this episode will help you look in the right places. The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider [http://advancedsellingpodcast.com/insider] If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin [http://advancedsellingpodcast.com/linkedin] Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com [http://12boldmoves.com/]

Find the Real Pain Behind Every Sales Conversation

Send us Fan Mail [https://www.buzzsprout.com/2517440/fan_mail/new] Every prospect tells you a version of their problem — and they're almost always wrong. Not lying. Just wrong. In this solo episode, Bill Caskey breaks down why the surface problem your prospect presents is rarely the real problem, and why it's your job to uncover what's actually at stake. Bill walks through the questions you need to ask to get past symptoms and find the true pain: What's the cause? What happens if nothing changes? What are the economics of this problem? When you help a prospect understand their own problem clearly, you earn the right to present your solution — and they become obsessed with solving it. 🔗 Want more advanced sales training? Join ASP Insider: https://advancedsellingpodcast.com/insider [https://advancedsellingpodcast.com/insider] Download your complimentary copy of the 12 Bold Moves audiobook at 12BoldMoves.com/Audiobook [http://12boldmoves.com/Audiobook]

The Best Sales Gifts Nobody Buys You

Send us Fan Mail [https://www.buzzsprout.com/2517440/fan_mail/new] It's Bill's birthday — and that means one thing: it's time to talk about gifts. But not the usual Amazon cards and polka dot sweaters. Bill and Bryan dig into the sales gifts worth actually giving yourself: the mindset shifts, investments, habits, and tools that compound over time. In this episode, you'll hear about the gift of applying abundance thinking to your sales life, why investing in yourself is the one gift no one else will buy you, the power of true free time (and why refusing to take it is just inflated self-importance), building a personal brand by sharing real problems and solutions, becoming a generalist in the AI age, and seeing modern tools — your CRM, LinkedIn, AI — as gifts rather than burdens. Whether it's your birthday or not, this episode is a reminder to stop waiting for your company to invest in you and start doing it yourself. The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider [http://advancedsellingpodcast.com/insider] If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin [http://advancedsellingpodcast.com/linkedin] Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com [http://12boldmoves.com/]