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On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale dive into the CoVideo Mailbag to take a voice message from Kansas City. KC from KC's question revolves around the issue of how to handle territories that don't always lend themselves to clean delineation.

The guys have several ideas for how to avoid sales drama between salespeople, but they also give you some thoughts on how you can deal with territory alignment issues.

If you have a sales question you want answered on the podcast, email us a voice memo to [email protected]

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

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If you are in professional sales, it is doubtful that you consider yourself a victim, however, often we slip into a mode of victim thinking and we aren't aware of it.

In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale provide some thoughts on how to avoid the victim mentality. 

When we have a victim mentality, we limit our ability to be creative and to be successful. Bill and Bryan give you some indicators that you might have slipped into that mode and what to do about it if you have.

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

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In this week's episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale take a question from listener David who asks about when to give up on a prospect.

As usual, Bill and Bryan go into what to do when you’re in that position but more importantly, they discuss ways to prevent yourself from getting into this position in the first place.

If you have a sales question you want answered on the podcast, email us a voice memo to [email protected]

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

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On this episode of the Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale play host to Mike Schultz of RAIN Group.

RAIN Group just released a Sales Research Study that polled a thousand different sellers and buyers to determine what the optimum behavior salespeople need to adopt for successful outcomes.

If you're interested in data-driven selling then Mike has statistics that might just blow your mind. Grab a pencil and paper and take copious notes on this podcast episode!

Find out more about Mike and RAIN Group at https://www.rainsalestraining.com.

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

Want to have your sales question answered on The Advanced Selling Podcast? Email us at [email protected] or give us a call 317.575.0057 ext. 10.

Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

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In this episode of The Advanced Selling Podcast, Bill and Bryan discuss a client that they work with when it comes to building their personal story.

The fact is that personal story building is not easy and even though we have devoted several episodes to it over the past few years, we think it's still important that we keep this in front of you.

The guys pick out seven observations that they made with their client and what you can learn about it.  

Here are some other episodes on Your Personal Story:

#371: Master Your Messaging

#339: Better Stories = Better Selling with Bo Eason

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

Want to have your sales question answered on The Advanced Selling Podcast? Email us at [email protected] or give us a call 317.575.0057 ext. 10.

Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

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On today's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale field two questions from the CoVideo Mailbag.

The first question centers around whether the listener is cut out for sales and the other focuses on what type of sales would be best.

If you've been in the profession over a year, it's likely you've had that feeling at some point, am I cut out for this? It's okay to have that feeling and Bryan and Bill talk you through how to deal with it. 

Send your sales questions to [email protected] and make sure you include your physical address so that Bill and Bryan can send you a small gift. 

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

Want to have your sales question answered on The Advanced Selling Podcast? Email us at [email protected] or give us a call 317.575.0057 ext. 10.

Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

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In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale laugh a little bit about the term, "Sales enablement," but they catch themselves and realize that it truly is a thing.

They provide you some tips on how you can better enable the sales process, whether you have team or are a lone ranger. 

Also, send us your question via a voice memo to [email protected] and Bill and Bryan will rush you out a sweet little gift just for you. 

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

Want to have your sales question answered on The Advanced Selling Podcast? Email us at [email protected] or give us a call 317.575.0057 ext. 10.

Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

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The definition of Insanity is doing the same thing over and over again and expecting different results. A salesperson must constantly be evolving. The same actions will get you the same results.

As you look forward on 2018, you need to evaluate the things you need to Start Doing, Stop Doing and Continue Doing to accomplish your goals.

On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale offer their opinion on some things to immediately stop doing and start doing. This technique is based on an old framework that's still extremely valuable today. 

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

Want to have your sales question answered on The Advanced Selling Podcast? Email us at [email protected] or give us a call 317.575.0057 ext. 10.

Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

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On this episode of The Advanced Selling Podcast, Bill Caskey & Bryan Neale answer a listener question from John in Washington DC. He’s new in the SAaS space and has figured out where his problem is but not yet what to do about it. The issue is, “Should he be first or last to propose?”

As you might guess, Bill & Bryan take the question and bend it all sorts of ways to come up with some good suggestions for John. This is really less about the SAas space, and more about how to handle the ever-occurring stall of “not now.”   Contact us at [email protected]. Send a clever question in and if we play it, we’ll send you a treat. Make sure you put your mailing address in your email.   

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

Want to have your sales question answered on The Advanced Selling Podcast? Email us at [email protected] or give us a call 317.575.0057 ext. 10.

Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

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In today's episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss a hot topic all over LinkedIn: Is Cold Calling Dead?

The guys bring their own experience into the mix as they answer that very question and give you some thoughts on what cold calling should be used for and how to change your approach to it. They'll also give you some tips to use on your next cold call to get better results in the long run.

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Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.personalbrandmakeovercourse.com

Want to have your sales question answered on The Advanced Selling Podcast? Email us at [email protected] or give us a call 317.575.0057 ext. 10.

Looking for more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

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