In this episode, Bryan unpacks a counterintuitive truth: the more structure your sales team has, the more freedom they gain. As markets grow more competitive and buyers become increasingly digital-savvy, a well-crafted sales playbook isn’t just helpful. It’s essential.

Bryan explores how playbooks streamline the sales process, remove friction, and empower reps to focus on selling, not scrambling. He also discusses how discipline creates efficiency, how to overcome buyer inertia with a step-by-step approach, and how AI can help companies without a playbook get started fast.

Advanced Selling Podcast Listeners save $200 on Huddle tickets purchased in July 2025 with discount code SANTA: https://wl.seetickets.us/event/Huddle-Sales-Leadership-Summit-Connect-25/628954?afflky=HuddleSalesSummit

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.

Bill and Bryan tackle a common sales trap that costs deals and relationships: making judgments about prospects before you even sit down with them. Whether you're assuming someone can't afford your services based on company size, or writing off a "boring" CFO who might actually be your biggest champion, these snap judgments can blind you to real opportunities.

The guys share real stories of misjudging billion-dollar executives and getting burned by outdated company research, plus practical techniques for approaching every sales conversation with genuine curiosity instead of preconceived notions.

Key Takeaway: Your job isn't to be the smartest person in the room - it's to be genuinely curious about where your prospect is trying to go and what problems they're trying to solve.

Don't forget to join the LinkedIn group at advancedsellingpodcast.com/linkedin and mark your calendar for the July 11th Insider session on High Value Conversion Systems!

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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 Secrets 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.

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Bill and Bryan are joined by Kevin Koharki, an accounting professor at Purdue University who specializes in teaching sales professionals how to speak the language of finance. Kevin shares his unique journey from investment banking and now helping sales teams worldwide understand how to communicate financial value to CEOs and CFOs.

Learn the difference between gross margin and operating margin, why "payback period" isn't enough for most B2B sales, and how to shift conversations from simple ROI calculations to total cost of ownership discussions. Kevin breaks down complex financial concepts into digestible insights that any salesperson can use, regardless of their accounting background.

Whether you're selling software, heavy equipment, or professional services, this episode will help you speak your buyer's financial language and position yourself as a strategic partner rather than just another vendor.

Connect with Kevin at caecoach.org or find him on LinkedIn to learn more about his tailored financial training programs for sales teams.

Be sure to join our LinkedIn group: http://advancedsellingpodcast.com/linkedin

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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 Secrets 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.

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In this episode, Bryan unpacks what makes a truly effective sales playbook - and why now is the time for sales leaders to get serious about it. He shares the key components every playbook must include: a foundational philosophy, planning elements, defined processes, contingency plans, and accountability mechanisms. Bryan spotlights the Blind Zebra Sales Operating System (BZSOS), a comprehensive set of procedures, tasks and scoreboards, with 10 guiding principles that help sales teams achieve clarity, consistency, and success.

He also invites sales leaders to two powerful opportunities: certification classes designed to help teams master BZSOS (ahead of Q4), and Huddle, a sales leader-only event on October 30 in Indianapolis where VPs of Sales and CROs from across the country will gather for a day of learning, motivation, and inspiration. Don’t let Q4 sneak up on you. Tune in and get your playbook in order!

Advanced Selling Podcast Listeners save $200 on Huddle tickets purchased in July 2025 with discount code SANTA: https://wl.seetickets.us/event/Huddle-Sales-Leadership-Summit-Connect-25/628954?afflky=HuddleSalesSummit

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.

Bill and Bryan dive deep into the universal experience of self-doubt in sales and business development. Moving beyond the typical "fake it till you make it" advice, they explore how conditional self-doubt shows up in specific areas—like shooting videos, talking about money, or making cold calls—even when we're confident elsewhere.

The guys reveal how even the most successful people struggle with imposter syndrome. But here's the twist: instead of fighting these insecurities, what if you embraced them?

Sometimes the thing you're worst at becomes your biggest advantage—you just need to reframe it.

Join our LinkedIn group: http://advancedsellingpodcast.com/linkedin

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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 Secrets 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.

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What if the most valuable sales asset you have is something you don't even realize you possess? In this week's episode, Bill and Bryan explore the concept of "familiarity blindness" - why we discount our own expertise and fail to see the goldmine of knowledge we're sitting on.

Whether you've been in your industry for 3 years or 30, you have insights that could transform your client relationships and differentiate you from the competition. The guys challenge listeners to document the "12 things you know" that others in your field might not - and explain why sharing this knowledge is more powerful than any sales pitch.

Special Challenge: Record a video sharing your top insights and tag the ASP team - you never know who's watching or where it might lead.

Join our LinkedIn group and check out the Insider's program for live monthly coaching with Bill. Don't just think about it - do it: http://advancedsellingpodcast.com/linkedin

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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 Secrets 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.

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Bill Caskey kicks off a new 12-week series based on his book "12 Bold Moves" by tackling the first bold move: creating a sales process that genuinely benefits prospects, not just salespeople. He challenges the traditional approach of "shoving people through" a process and shares how reframing discovery as mutual understanding can dramatically improve close rates. Caskey includes a real client example of using pre-call assessments to increase closing rates from 20% to 40% while providing genuine value to prospects.

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

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.

In this episode, Bryan shares a powerful mindset shift to help salespeople take control of the chaos: become a student of your calendar. He breaks down how proactive calendar management (daily, weekly, monthly, and even into next year) can give you more clarity, better pipeline health, and fewer wasted hours.

Bryan challenges you to look at your calendar not just for what’s there, but for what’s missing. What calls, activities, or planning sessions should be on there but aren’t? He shares how to turn those gaps into intentional action items that move deals forward and build momentum. From pruning time-wasters to locking in future priorities, this episode is your guide to building a calendar that helps you sell.

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.

It's graduation season, and Bill Caskey and Bryan Neale are sharing their top advice for new graduates entering the workforce—plus essential reminders for seasoned professionals who might need to hear these truths again.

In this episode, you'll discover why understanding that life and sales naturally go up and down like an accordion can save you from unnecessary stress and help you navigate both the highs and lows with greater wisdom. Bill and Bryan explore how to build a professional network that compounds like interest and why starting early makes all the difference in your career trajectory.

They discuss how to be judicious about that crucial first position and avoid toxic work environments that can shape your mindset for decades. You'll also learn a simple strategy for finding multiple mentors who can accelerate your growth, and why this approach works for both graduates and seasoned veterans alike.

Whether you're a recent graduate, a parent with kids entering the workforce, or a seasoned professional looking for a reset, this episode delivers practical wisdom that can reshape how you approach career growth and life decisions.

Don't forget to review the podcast and join the Advanced Selling Podcast LinkedIn group with over 13,000 members!

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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 Secrets 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 continue their deep dive into evolving buyer behavior with some eye-opening insights that challenge conventional sales wisdom. In this episode, they tackle the myth of "the decision maker." They explore how buying by committee has become the new normal and why your traditional one-to-one sales training might be preparing you for a world that no longer exists.

The guys also discuss the critical importance of elevating the buyer experience beyond just data dumps, why price objections aren't as prominent as they used to be (and the generational factors behind this shift), and how successful salespeople need to paint a clear picture of transformation rather than just making promises.

Whether you're struggling to navigate complex buying committees or wondering why your data-heavy presentations aren't closing deals, this episode offers strategies for adapting to today's buyer reality.

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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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