In this episode, Bryan dives into two of the Guiding Principles from the Blind Zebra Sales Operating System: Objectivity and Expert Persona. He challenges salespeople to view their funnel without bias - imagine betting your own money on each deal to test your objectivity. Bryan also unpacks what it means to become an expert in your customer’s world (not just your own product). It’s about earning trust by showing you care enough to really understand their business. Plus more tactical applications coming in the next episode, Guiding Principles: Part 2!

Curious about certification in the Blind Zebra Sales Operating System? Learn more here.

And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.

In this special live episode, Bill and Bryan discuss essential skills for sales professionals facing economic uncertainty. Rather than focusing on what you can't control, the guys break down practical strategies for maintaining your edge when markets get volatile.

Learn why identifying what's in your control, maintaining pricing discipline, and understanding the true abundance of opportunities in your market are critical during challenging times.

Bill and Bryan also explore how to adjust your messaging for anxious clients and why understanding AI's impact on your industry is no longer optional. Join the longest-running sales training podcast for actionable insights on taking ownership of your success regardless of market conditions.

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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 now.

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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In this episode, Bill and Bryan dive into the often-overlooked world of financial conversations in sales. Moving beyond simple ROI calculators, they explore how to effectively discuss investment value with prospects through compelling storytelling rather than dry spreadsheets.

The guys challenge salespeople to think beyond "break-even" mentality, understand the lifetime value of clients, and recognize the importance of time horizons in financial discussions. Bill and Bryan also share insights on why not every deal is economically beneficial for customers and how to maintain objectivity when discussing financial implications.

Whether you're comfortable with numbers or not, this episode provides practical guidance on having meaningful economic conversations that drive decisions.

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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 now.

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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Bill and Bryan follow up on their popular episode about why every salesperson should have a YouTube channel, sharing Marcus Sheridan's prediction that YouTube could soon become more important than company websites.

The guys tackle common obstacles like being "intrigued but intimidated" by video creation, offering practical content ideas including customer spotlights, technical demonstrations, and answering frequently asked questions. Bill and Bryan make a compelling case that the downside is zero while the upside is potentially infinite for sales professionals willing to embrace video marketing.

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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 now.

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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In this episode, Bill and Bryan discuss the importance of crafting compelling stories that connect with prospects on a deeper level. They dive into how salespeople can move beyond personal anecdotes to tell meaningful market stories and "I was where you are" narratives that resonate with customers.

The guys also touch on the problem of "over-discovery" in the sales process, suggesting that modern selling should focus more on explaining value than excessive questioning.

Whether you're struggling to articulate your company's story or looking to differentiate yourself in competitive situations, this episode offers practical insights to elevate your sales approach.

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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 now.

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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In this solo episode, Bill challenges traditional sales approaches by advocating for a fundamental shift from "selling" to "guiding."

He explains why old-school sales tactics create negative "karma" with prospects and offers a fresh alternative: becoming a trusted guide who provides value before asking for payment.

Caskey shares personal examples of how creating helpful content has naturally attracted clients to him, eliminating the need for aggressive sales tactics.

If you'd like to talk to Bill about your team, go to http://scheduleacallwithcaskey.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 now.

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

In this episode, Bill and Bryan tackle the challenge of time management in sales, exploring how “time goes fast and speeds up” as quarters and years fly by. They discuss the pitfalls of short-term thinking and offer practical strategies for sales professionals to extend their planning horizons.

The guys emphasize the importance of looking beyond the current week to plan months ahead, while balancing immediate tasks with future initiatives. They share insights on creating momentum for future quarters by starting projects early, even with just 20 minutes of initial work.

Whether you’re a sales rep or manager, this episode provides valuable guidance on navigating the accelerating pace of the sales world and setting yourself up for long-term success.

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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 now.

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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In this solo episode, Bill explores the critical concept of believing in your own economic value as a sales professional. Drawing from his document “The 15 Profit Amplifiers” created for clients, Bill discusses how understanding the economic impact of your solution transforms your ability to communicate value to prospects.

Bill examines two primary ways your solution can deliver economic value: by alleviating pain points that cost customers money or by helping them achieve aspirational goals like increased revenue and profitability. The most powerful position is when your solution accomplishes both simultaneously. Whether your customers need to save money, make more money, or improve efficiencies, this episode provides valuable insights on how to identify, internalize, and articulate your true economic value proposition. 

If you'd like to talk to Bill about your team, go to http://scheduleacallwithcaskey.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 now.

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

In this solo episode, Bill Caskey challenges traditional sales approaches that may be holding you back. If your closing rate is hovering around 20% or less, your approach likely needs an overhaul. Bill argues that many sales organizations are stuck in outdated paradigms, failing to adapt to modern buying processes where more stakeholders are involved and decisions take longer. Bill emphasizes that people don’t buy features—they buy transformation and results. He challenges listeners to start their next sales conversation by asking prospects where they want to go, not what features they’re looking for.

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 now.

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

In this episode, Bill and Bryan make a compelling case for why every sales professional and business leader should have their own YouTube channel.

Moving beyond traditional sales training advice, they explore the numerous benefits of creating video content, from building deeper connections with younger buyers to establishing yourself as an industry thought leader. The guys share their “3E” framework—Educate, Explain, and Edify—while addressing common hesitations and highlighting the zero-downside, all-upside nature of this strategy.

Bill and Bryan challenge listeners to embrace this digital asset opportunity that can transform your business and create a lasting legacy of your professional journey. They even offer to promote listeners’ YouTube channels who take action after hearing this episode.

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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 now.

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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