Podcast · Business

The Advanced Selling Podcast

by Bill Caskey and Bryan Neale: B2B Sales Trainers · English · Business

New episodes: Weekly
Typical length: 20 min
Latest: 5 Oct 2026
Language: English

Latest episode

5 Oct 2026 · 26 min

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 moved while you weren't looking. In Part 2 of their series on sales skill atrophy, Bill Caskey and Bryan Neale shift from diagnosis to repair. They start with a challenge: the modern skill isn't just learning. It's learning, unlearning, and relearning fast. What worked six years ago, or even last year before AI research tools changed prospecting, may be irre...

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Earlier episodes 29 most recent

E900 · 28 Sep 2026 · 14 min

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 the same way. In Episode 900, Bill and Bryan start a two-part look at skill atrophy. One team lost the lead channel it depended on and suddenly has to create sales from scratch. Another company's reps have spent five years telling customers to get in line. Neither group is ready for what comes next. Bill and Bryan also explain why "just talk like a norma...
E899 · 21 Sep 2026 · 27 min

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 up the phone — so what actually still works? This week Bill and Bryan mark 20 years of the Advanced Selling Podcast with a celebration episode: listener shoutouts (including a great one from longtime listener Andy in the UK), a quick teaching on the WAG framework you can steal for your next client conversation, and an honest look back at how selling has c...
E898 · 15 Sep 2026 · 20 min

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 consistency turned out to matter more than talent, luck, or a growth strategy ever did. To kick off ASP's 20th anniversary celebration, Bill and Bryan share the first of several listener tribute clips — this one from Scott, a longtime Insider member and one of the "Globetrotters," a small accountability group that formed out of the show. Scott's story bec...
E897 · 31 Aug 2026 · 20 min

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 this month? This one's for you. Bill and Bryan work through a real scenario: a friend building software that could transform hospital billing, but can't get CFOs past their skepticism. The fix isn't a better pitch — it's a completely different approach to who you target and how you position the offer. You'll learn how to sort prospects by tolerance for chan...
E896 · 24 Aug 2026 · 23 min

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 — it's identity. Bill Caskey and Bryan Neale break down why sellers resist doing new things, even when they know exactly what it's costing them. Bryan shares what happened when he volunteered to try something brand-new outside of sales — nervous, uncomfortable, and more locked-in than he's felt in years. That leads into why "just say this instead" ...
E895 · 10 Aug 2026 · 16 min

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't-do-without-you choice. Bill and Bryan dig into a claim that gets argued in every sales meeting: is price really the reason deals slip away, or is it a symptom of weak positioning? They walk through a real audit of lost deals — 22 gone in six months, four of them deals that should have been won — and use it to unpack what separates a vendor from a "we ca...
E894 · 3 Aug 2026 · 18 min

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 too late. In Part 2 of their series on the people of sales, Bill and Bryan honor a handful of people who shaped their careers — a neighbor and airline pilot, a mentor who connected without ego, a customer who never delayed a decision, and a prospect Bryan gave up on too soon. Each story carries a lesson you can use this week: ask people about their ac...
E893 · 27 Jul 2026 · 17 min

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, clients, gatekeepers, baristas — who taught them something they never forgot, whether the lesson was about sales or just about being human. You'll hear about "Leisure Suit Larry," the grocery store manager who refused to acknowledge salespeople existed, and what he taught Bill about never forcing yourself on someone who doesn't want to talk. They also ta...
E892 · 6 Jul 2026 · 17 min

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 doing back in February? Bill and Bryan borrow a trick from football coaches: self-scouting. Before the next game, coaches review their own film to find what their team does well (so they can do more of it) and what they do poorly (so the other team can't exploit it). Bill and Bryan apply that same exercise to your sales year — build a 20-point scorecard, g...
E891 · 29 Jun 2026 · 20 min

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, Bill and Bryan dig into the art of precise communication and why "what they hear" matters more than "what you meant." Bryan shares a real example from his own sales process: his team retired the vague word "calendars" as the last item on a sales agenda in favor of the more direct "get calendars out." They also cover why stating up front how many points you...
E890 · 22 Jun 2026 · 13 min

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 conversation about "drift," they dig into two more limiting patterns: fear (and why naming it is the first step toward detachment) and the belief that bigger outcomes simply "aren't possible." Along the way, they tackle the either/or trap — the binary thinking that convinces salespeople they have to choose between income and time, ambition and family, mor...
E889 · 15 Jun 2026 · 20 min

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 sales growth, often disguised as things that are already working. They explore four key patterns worth examining: the tendency to focus on the big picture while ignoring critical details, the trap of pursuing vague or undefined problems with prospects, the danger of plateauing without recognizing it, and the gradual drift away from your core purpose and id...
E888 · 8 Jun 2026 · 18 min

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 twelve core sales principles, each grounded in a biblical reference. From understanding your divine assignment and serving before selling, to detaching from outcomes and deploying your unique gifts, Bill connects the spiritual underpinnings of great selling to the real-world results you're after. This isn't a tactics episode. It's a foundation episode — and ...
E887 · 1 Jun 2026 · 16 min

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 down seven deeply normalized lies about achievement, income, and sales success — the kind that quietly run your life if you let them. From "hustle harder to earn more" to "the best closer wins," these aren't fringe ideas. They're mainstream beliefs that keep good salespeople permanently busy, permanently stuck, and wondering why the results never match the...
E886 · 26 May 2026 · 20 min

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 — not by closing harder, but by selling smarter throughout the entire process. In Part 2, they cover four powerful moves: Proactively raising problems, concerns, and objections so you're never caught off guardDelivering a Statement of Detachment that comforts prospects and skyrockets close ratesSetting a go/no-go instead of asking for the businessWarming cold...
E885 · 19 May 2026 · 21 min

Becoming the Obvious Choice (Part 1)

Send us Fan Mail 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 by building that clarity from the very first interaction. They cover three foundational moves: filtering your pipeline through the right lens (are they an obvious fit for you?), getting pristine on your message including who you're not f...
E884 · 11 May 2026 · 21 min

The Fear Factor in Sales

Send us Fan Mail 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 saber-toothed tiger, and how to reframe anxiety into something useful. Plus: what beekeeping taught Bryan about walking into uncomfortable situations, and why the doom-and-gloom crowd is almost always wrong about new technology. The Insi...
E883 · 4 May 2026 · 20 min

The Simple Shift That Changes Every Sales Conversation

Send us Fan Mail 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 solutions. They explore how process focus beats outcome obsession, why accountability starts with you (not the market or the prospect), and how knowing when not to move forward is sometimes the most powerful sales move you can make. The I...
E882 · 27 Apr 2026 · 20 min

Why Your Calendar Is Killing Your Pipeline

Send us Fan Mail 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 real system. Bryan breaks down why time misallocation kills pipelines, and Bill makes the case that lead generation is the core issue most companies struggle to solve — not because of effort, but because they're relying on activity instea...
E881 · 20 Apr 2026 · 15 min

Stop Being Selfish: The Sales Habit That Pays Off Later

Send us Fan Mail 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 — today create enormous downstream outcomes you can't predict. They challenge sellers to stop making excuses, stop being selfish with their knowledge, and start showing up consistently — on LinkedIn, in the field, and with their prospects...
9 Apr 2026 · 6 min

Why Prospects Stop Trusting You (And How to Fix It)

Send us Fan Mail 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 buyers are slow to trust and offers a counterintuitive fix: create content. Bill shares how consistent content — podcasts, video, written pieces — lets prospects sample your thinking long before a sales conversation begins. When they fin...
2 Apr 2026 · 4 min

The Identity Shift: From Labor to Leverage

Send us Fan Mail 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 hustle — you're operating on an old model that's nearly impossible to scale. Bill breaks down a better framework: Discover, Develop, Deploy. Find the assets you already have (client success stories, your personal story, your expertise), build th...
E880 · 30 Mar 2026 · 14 min

Stop Hiding. Create Space to Be Excellent.

Send us Fan Mail 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....
E879 · 23 Mar 2026 · 17 min

Raise Your Prices Without Losing Your Clients

Send us Fan Mail 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...
E878 · 16 Mar 2026 · 17 min

Stop Watching the Scoreboard — Start Watching the Inputs

Send us Fan Mail 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 ...
5 Mar 2026 · 5 min

Find the Real Pain Behind Every Sales Conversation

Send us Fan Mail 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 ...
E877 · 2 Mar 2026 · 21 min

The Best Sales Gifts Nobody Buys You

Send us Fan Mail 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 w...
25 Feb 2026 · 31 min

AI as a Sales Tool, Not a Salesperson with Kayla Kurtz

Send us Fan Mail In this episode of The Advanced Selling Podcast, Bryan Neale welcomes Kayla Kurtz, VP of Sales and VP of Business Development at Forthea, for a focused conversation on how AI is reshaping modern sales. Kayla shares how aligning sales and marketing improves lead quality and eliminates the “bad lead” blame game, before diving into practical ways sellers can use AI tools like ChatGPT and Copilot to refine emails, personalize outreach, and prepare for complex conversations. Brya...
E876 · 24 Feb 2026 · 20 min

From Content to Conquest

Send us Fan Mail Bill and Bryan are giving you a preview of the March 6th ASP Insider session — and it's one you don't want to miss. The topic is From Content to Conquest, but this isn't a social media training. It's about what you know, what you believe, and how you package your expertise so prospects say, "I want to know more." Before diving into the March session, Bill and Bryan walk through the perspective shifts that have to happen first — because you can know exactly what to do and stil...

About 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.

The Advanced Selling Podcast is a English business podcast from Bill Caskey and Bryan Neale: B2B Sales Trainers. Melo plays each episode straight from the publisher's own feed — no ads added, no account needed — and remembers where you stopped, in this browser only.

Publisher: Bill Caskey and Bryan Neale: B2B Sales Trainers
Language: English
Category: Business
New episodes: Weekly
Typical length: 20 min
Latest episode: 5 Oct 2026
Feed: RSS — paste into any podcast app
Apple Podcasts: podcasts.apple.com/podcast/id148759439

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