The Advanced Selling Podcast: Sales Training | Leadership Coaching | B2b Sales Strategy | Prospecting Tips

In this episode, Bill and Bryan dive into the ever-present topic of change, both in sales and in life. They discuss how to approach shifts in your career, from minor territory redesigns to major life transitions. The guys offer valuable insights on reframing your mindset around change, getting ahead of industry trends, and finding your way into new situations rather than resisting them. With practical tips and thoughtful perspectives, this episode equips sales professionals and leaders with strategies to thrive in an evolving business landscape. Whether you're facing a small adjustment or a significant transformation, tune in for guidance on embracing change and driving personal growth. ================================= 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:

In this solo episode, Bryan is joined by Jon Barcellos, Head of Solutions at Postal. Bryan and Jon talk about how difficult it can be to get buyers' attention and consider strategies to help sellers stand out in a noisy world. They also discuss the one critical element you must employ as part of any gifting program. Want to meet Bryan and Jon in person? Join us for Huddle on Thursday, September 12! Curious about the Blind Zebra Sales Operating System? You can learn more here.

In this episode, Bill and Bryan dive into the concept of "LinkedIn citizenship" and how to effectively use the platform without falling into the trap of constant self-promotion. They discuss the importance of balancing giving and getting on LinkedIn, sharing practical tips on how to create valuable content, make meaningful connections, and avoid common pitfalls. Whether you're a seasoned LinkedIn user or just getting started, this episode offers insights on how to be a good "digital citizen" while leveraging the platform for professional growth. Learn how to stand out among the 3% of content creators on LinkedIn and escape the obscurity that comes with inactivity. ================================= 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://advancedsellingpodcas

In this solo episode, Bryan breaks down how to optimize your sales process by timestamping two critical elements. Whether you've already got a sales process or are starting from scratch, you'll learn you how to set up clear, efficient timelines that make life easier for you and your prospect. Listen now to make your sales process smoother and more effective! See you at Huddle? Get tickets here. If you're ready to learn more about the Blind Zebra Sales Operating System, you can get the details here.

In this episode, Bill and Bryan discuss the journey from point A (current reality) to point B (desired outcome) in sales and personal growth. They explore the concept of being stuck in a comfortable but limiting situation and provide practical strategies for breaking out of complacency. The guys delve into recognizing and embracing the "twinges" of desire for growth, identifying and reframing obstacles that hold you back, and seeking insight from successful peers in your desired role. They also emphasize the importance of changing your mindset when pursuing new opportunities.  ================================= 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 today! If you haven't already, make sure you join us in our LinkedI

In this episode, Bill and Bryan tackle the timely issue of price resistance in sales. As inflation rises and budgets tighten, salespeople are facing increased pushback on pricing. Bill and Bryan share valuable insights on how to handle these objections effectively. They discuss recognizing when "price" is masking a deeper issue of perceived value, and the importance of reframing the conversation from "price" to "economics." The guys also provide tips for focusing on the full economic picture and ROI. Whether you're dealing with budget constraints, increased cost sensitivity, or prospects looking to negotiate, this episode provides practical advice for sales professionals navigating today's challenging economic landscape. ================================= 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 ou

In this solo episode, Bryan engages in a dynamic conversation with Armand Farrokh and Nick Cegelski, co-hosts of the 30 Minutes to President's Club podcast.  The duo shares insights from their new book, "Cold Calling Sucks, and That's Why It Works," which challenges common misconceptions about cold calling and provides data-backed strategies for success.  Discover surprising statistics on voice mails, objections, and the power of multithreading in sales and unlock a wealth of other practical advice to revolutionize your cold calling game! If you're ready to learn more about the Blind Zebra Sales Operating System, you can get the details here.

In this episode, Bill and Bryan draw unexpected parallels between sales excellence and two legendary figures: musical icon Prince and NFL quarterback Peyton Manning. They explore how the dedication, work ethic, and interpersonal skills of these superstars can inspire sales professionals to elevate their game. The guys discuss the importance of a relentless commitment to mastery, consistent practice, and staying grounded while connecting with your team and customers. They also delve into the value of personal development, continuous improvement, and the crucial role of passion in achieving long-term 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 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 today! If you haven't already, make

In this episode, Bill and Bryan delve into the critical issue of recognizing and addressing blind spots in business and sales. They explore how business owners can become too entrenched in their thinking, missing obvious solutions to their problems. The guys discuss the impact of stress on decision-making and offer techniques for identifying personal stress indicators. They emphasize the importance of challenging assumptions and listening to instincts, providing valuable strategies for improving self-awareness and decision-making in high-pressure business environments. Bill and Bryan offer practical advice for salespeople and business leaders on how to pull focus, overcome fixed mindsets, and remain open to new perspectives. ================================= 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 ou

In this episode, Bill and Bryan challenge conventional wisdom by arguing that traditional sales training is no longer effective in today's business landscape. Drawing from their decades of experience, they discuss why common sales methodologies fall short and why focusing solely on "getting to yes" is a flawed approach. The guys explore why companies default to sales training when results are lacking, the limitations of one-size-fits-all training programs, and how younger generations like Millennials and Gen Z are changing the sales game. They emphasize the need for a more holistic, authentic approach to sales achievement and explain why running your sales territory "like a business" is crucial but rarely taught. And offer fresh perspectives on what truly drives sales success in the modern era, suggesting it's time for a paradigm shift in how we approach sales development and training.  ================================= Is it time to make a BOLD move in your business? If so, download our brand new book, "12 B

In this solo episode, Bryan is at the Blind Zebra World Headquarters in Indianapolis, in front of a live audience. As we reach the midpoint of 2024, the first half has been challenging for some of us and outstanding for others, but everyone is eager to finish the year strong. Bryan is joined by John Geter, Regional Sales Manager at Partners Personnel, to discuss the outlook for the back half of '24. They explore John’s plans for the next six months and emphasize the importance of shifting from annual planning to a six-month business strategy. This approach allows for a much-needed reset, considering all the changes experienced in the first half of the year. If you're ready to learn more about the Blind Zebra Sales Operating System, you can get the details here.

In this episode, Bill Caskey and Bryan Neale explore critical career dilemmas faced by sales professionals. They discuss pivotal choices such as staying in a comfortable job versus seeking new opportunities, breaking through income plateaus, and embracing personal branding. They emphasize how recognizing these moments and making intentional decisions can significantly impact career growth. The guys offer advice on approaching these challenges, highlighting that even small choices can lead to substantial long-term 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 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 today! If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin. ==

In this solo episode, Bryan comes to you from Lonnie’s Reno Club at the Ambassador Hotel in Kansas City. Bryan and a live audience are joined by a longtime listener, Chad Waldo. Bryan and Chad reflect on their early careers in sales, from pressure to panic, and tell some personal stories that will likely resonate with anyone who’s ever been new to sales. They also discuss the math of sales, the importance of patience, and remind us to focus on controllable behaviors. Want to learn more about the Blind Zebra Sales Operating System? Let's go!

In this episode, Bill and Bryan dive into the critical skill of sales diagnostics. Drawing insights from Bill's recent health experience, they explore how thorough "lab work" in sales can uncover compelling reasons for prospects to change. The guys discuss the importance of intention, assertiveness, and detachment in the sales process, emphasizing the need for salespeople to become skilled diagnosticians rather than order-takers. They also offer practical tips on improving your diagnostic game, including how to use data effectively and when to walk away from opportunities.  ================================= 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 today! If you haven't already, make sure you join us in our LinkedIn g

In this episode, Bill shares his personal story of a recent health scare that served as a wake-up call, prompting him to reevaluate his habits and behaviors. The guys delve into the importance of self-awareness, taking inventory of our actions, and the outcomes they produce. They discuss how easily we can fall into complacency, letting unproductive habits and outdated thinking hold us back from achieving our full potential. This episode challenges listeners to take a hard look at their own habits, behaviors, and thought patterns, and consider what changes might be necessary to break through plateaus and reach new levels of 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 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 today! If

In this episode, Bill and Bryan discuss the importance of actively building and maintaining your personal brand, even when you aren't actively looking for a new job. They emphasize how potential employers almost always review candidates' online presence, especially on LinkedIn, even before looking at resumes. They guys share strategies for optimizing your LinkedIn profile, creating content that showcases your expertise, and nurturing your network consistently. They also propose the powerful idea of building your own email list of friends, family, acquaintances and past clients to share valuable content and insights with - making you top of mind when opportunities arise.  ================================= 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://advancedsellin

In this solo episode, Bryan talks about the characteristics of a great sales operating system, including a "duh" factor and seriously quick speed to value.  He also teaches you how to use a BZSOS tool called CRM Clean-Up to help take some of the pressure off yourself - and get your CRM data so clean you can eat off of it Want to learn more about the Blind Zebra Sales Operating System? Let's go!

In this episode, Bill and Bryan Neale delve into the common resistance people face when trying to implement new approaches or strategies, particularly in the sales world. The guys discuss the underlying reasons for this reluctance, often rooted in fear, and how to overcome it. Drawing from personal experiences and insights, they provide practical tips on recognizing self-limiting beliefs, embracing a growth mindset, and taking calculated risks to break through stagnation. Whether you're a seasoned professional or just starting out, this episode offers valuable perspectives on embracing change and continuous improvement for long-term 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 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 t

Please allow Bryan to introduce himself. In this solo episode, Bryan shares a little bit about his personal and professional life. You'll hear the backstory of his firm got such an interesting name. He also shares details about the evolution of the Blind Zebra Sales Operating System and explains the difference between a sales process and a sales operating system. Ready to learn more about the Blind Zebra Sales Operating System? Let's go!

In this epsiode, Bill and Bryan discuss what they see as the lost art of asking effective, insightful questions during sales discovery and qualification. Many salespeople rush through this stage by asking leading questions rather than using open-ended queries to genuinely understand the prospect's situation.  The guys argue that failing to properly qualify through skillful questioning leads to cluttered pipelines full of unqualified deals. And they emphasize relearning the art of questioning to have more honest, productive sales conversations that expose the right opportunities. ================================= 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 today! If you haven't already, make sure you join us in our Linke