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.
10
The Missing Block in Your Business Plan
<p>Send us a text</p><p>Most business planning workshops start with vision statements and call quotas. But Bill argues there's a critical block missing from that equation: personal development. In this solo episode, he breaks down Block 8 from his 2026 Business Planning Strategy—the piece that asks not just what you need to do, but who you need to become to achieve your goals sustainably.</p><p>Bill covers four essential areas: AI literacy and staying current, personal branding and findability, digital marketing fundamentals, and systems thinking. But the real question driving this episode is deeper: Who do you ne...
From Thinking to Doing: Operational Disciplines That Work
<p>Send us a text</p><p>Last week, Bill and Bryan covered mental discipline—getting your head right. This week, they shift to operational discipline: the actual behaviors and systems that high performers use to win.</p><p>This isn't about overhauling your entire life. It's about looking at your current operational system and asking: Is this working? If yes, keep rolling. If not, tweak and modify.</p><p>Bill and Bryan break down five operational disciplines they see in top performers: committing to writing and idea capture, valuing time appropriately (what's your dollar-per-hour rate?), connecting daily plans to an...
The Mental Game: Building Discipline That Actually Works
<p>Send us a text</p><p>Bill and Bryan tackle mental discipline—but not the way you'd expect. Instead of rigid rules and forced habits, they reframe discipline as the inputs that create freedom, not constraints.</p><p>In this first part of a two-part series, they explore the mental shifts that separate high performers from the rest: quieting your mind, embracing possibility thinking, getting comfortable with failure, and continuously feeding your growth. You'll discover why discipline isn't about forcing yourself to do things you hate, but about setting up inputs that naturally lead to the results you actually wa...
Sales Compensation with Chris Goff
<p>Send us a text</p><p>In this episode of The Advanced Selling Podcast, Bryan Neale sits down with sales compensation expert Chris Goff, better known across the industry as “<b>The Sales Comp Guy.</b>” With deep experience in sales operations, territory optimization, and comp plan design, Chris brings a rare, holistic perspective to one of the most emotionally charged topics in sales: <b>how sellers get paid.</b></p><p>Together, Bryan and Chris unpack why compensation plans create so much tension, how leaders can design them with clarity and intention, and what great sellers do to <b>ma...
Micro Mastery: Small Skills That Create Big Results
<p>Send us a text</p><p>Part two of our macro vs. micro skills series—and this one gets tactical.</p><p>Bill and Bryan dive into the small, incremental skills that most salespeople overlook but that separate pros from amateurs. These aren't the big-picture capabilities; they're the in-the-moment moves that determine whether your sales calls actually go anywhere.</p><p>The guys cover the courage to stop and clarify when something's confusing, the power of numeric calendar values (no more "let's connect next week"), putting time parameters around everything, and the art of reviewing before you hang up. Pl...
Your Most Powerful Pre-Meeting Asset
<p>Send us a text</p><p>Most salespeople waste their first meeting covering basics that could've been handled beforehand. Bill introduces a game-changing digital asset: the introductory video—a 5-minute pre-meeting video that positions you as a credible problem-solver before the conversation even starts.</p><p>In this episode, Bill breaks down the exact structure of an effective introductory video, including the hook that grabs attention in 10 seconds, how to tell your story concisely, the three industry headwinds your prospects face, your process for solving them, and the mindset shifts clients need to embrace. He also shares why most se...
Macro vs. Micro: Sales Skills That Actually Matter
<p>Send us a text</p><p>Bill and Bryan break down the difference between macro and micro sales skills—and why both matter more than you think. Inspired by a prospect who called out his own team for not asking clarifying questions, this episode explores the big-picture capabilities that separate average performers from top producers.</p><p>They cover essential macro skills including strategic planning (with outcomes AND behaviors), reverse engineering your goals, financial literacy for sales professionals, explaining complex concepts clearly, and the art of storytelling. Plus: the "Gen Z stare," why unlearning quickly is your competitive advantage, an...
Beyond Process: The Courage to Walk Away
<p>Send us a text</p><p>Bill Caskey follows up on last week's deep dive by sharing insights from coaching a high-performing salesperson who's hitting the limits of process-driven selling. </p><p>He reveals why even the best sales process isn't enough—you must show up authentically and have the courage to disqualify prospects who aren't truly committed. </p><p>Through a compelling coaching story, Caskey explains how being grounded in who you are allows you to spot the 20% that's missing in a conversation and walk away from deals that would compromise your integrity, ultimately increasing your close rate with...
Vince Beese: Red Zone
<p>Send us a text</p><p>In this episode of The Advanced Selling Podcast, Bryan Neale sits down with longtime friend and sales veteran <b>Vince Beese</b>, a fractional CRO and sales coach with over 25 years of B2B enterprise experience and five successful exits under his belt. Together, they dive deep into <b>“Red Zone Selling:”</b> a framework inspired by football that helps sellers stay focused, avoid complacency, and close more deals when it matters most.</p><p>Vince breaks down how 80–90% of enterprise deals are won or lost in the “red zone” (the final stage of the sal...
"Let's Talk Money" 5 Scenarios Sales Reps Struggle With
<p>Send us a text</p><p>Are you uncomfortable talking about money with prospects? You're not alone. In this episode, Bill and Bryan tackle one of the biggest challenges sales professionals face: bringing up price, cost, and economic conversations without the anxiety and uncertainty that usually comes with it.<br/><br/>Whether you're dealing with technology sales, competitive situations, or demonstrating clear ROI, this episode gives you the confidence to talk about money like the professional you are.</p><p><b>Key insights from this episode include:</b><br/><br/>• Why bringing up price early (ideally in the first or...
