The Advanced Selling Podcast

Send us Fan Mail

In this episode of The Advanced Selling Podcast, Bryan Neale is joined by John Wechsler, CEO of Spokenote, for a conversation on why authentic, personalized video is becoming a critical advantage for modern sales teams.

Bryan and John discuss the difference between messaging and moments, emphasizing that when the moment matters more than the message, authenticity wins. John shares the evolution of Spokenote, from a simple sticker concept to a dynamic video platform, driven by real demand for scalable personalization. They unpack what truly differentiates Spokenote from other video tools: modular, variable video snippets that allow sellers to personalize outreach while staying efficient and fully integrated with existing CRM workflows.

The conversation also tackles one of the biggest barriers to video adoption in sales: hesitation and self-consciousness. John encourages sales professionals to embrace imperfection, reminding listeners that vulnerability often increases trust and likability.

__

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

Get positioned for 2027 before you plan it. Join Bill live on Nov 6 in Insider: advancedsellingpodcast.com/insider

Send us Fan Mail

In part 3 of the mental health series, Bill and Bryan tackle the achievement trap that plagues high performers: when is enough enough? 

They introduce six practical frameworks for managing mental health in sales, covering the first three in depth: detachment from outcomes, obsessive focus on customer problems, and personal agency. Bill addresses a high performer's legitimate concern about whether detachment actually helps or hurts quota achievement, and Bryan shares insights from John Mellencamp's conversation with Joe Rogan about success and happiness. 

The episode includes the concept of "measuring backwards" and explains why serving customers beats obsessing over your own numbers.

Join the conversation: AdvancedSellingPodcast.com/linkedin

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. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Get positioned for 2027 before you plan it. Join Bill live on Nov 6 in Insider: advancedsellingpodcast.com/insider

Send us Fan Mail

In part 2 of our mental health series, Bill and Bryan explore what creates genuine confidence in sales and why it starts with something bigger than yourself. 

They discuss the "divine assignment" concept, finding meaning in your work beyond financial gain, and how physical movement directly impacts emotional health. 

If you struggle with walking on eggshells around buyers or feel desperate for outcomes, this episode offers practical remedies including discovering your purpose and becoming obsessed with customer problems instead of deal outcomes.

Join the conversation: AdvancedSellingPodcast.com/linkedin

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. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Get positioned for 2027 before you plan it. Join Bill live on Nov 6 in Insider: advancedsellingpodcast.com/insider

Send us Fan Mail

In this episode of The Advanced Selling Podcast, Bryan Neale is joined by the VP of Growth and Marketing at Sendoso, Patricia DuChene, to discuss how intentional gifting can be used as a strategic tool in modern sales. Rather than treating gifts as swag or gimmicks, their conversation reframes gifting as a human-first way to build trust, strengthen relationships, and create influence.

Bryan and Patricia explore why the most effective gifting focuses on people, not just decision-makers, and how timely, personalized gestures tied to real moments can open doors that traditional outreach often cannot. They also break down why active listening should be a measurable sales behavior, and how capturing personal details in the CRM enables more authentic, relevant engagement over time.

The episode also looks at how gifting fits into execution — from prospecting to post-sale adoption — and why treating it as a consistent activity metric, supported by tools like Sendoso, can be a powerful tool for sales teams looking to stand out without pressure or gimmicks.

____

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

Get positioned for 2027 before you plan it. Join Bill live on Nov 6 in Insider: advancedsellingpodcast.com/insider

Send us Fan Mail

Bill and Bryan launch a vital series on mental health in sales—a topic that's rarely discussed but critically important. After Bill's month-long absence dealing with family tragedies, they dive into why salespeople face unique mental health challenges: quota pressure, identity tied to numbers, comparison traps, and the constant pursuit of an unreachable horizon.

Bryan shares his panic attack story from his P&G days (confusing a cardiologist visit for what turned out to be anxiety), while Bill opens up about avoidance behaviors and the realization that mental health issues don't discriminate based on success level.

This isn't about coddling—it's about real tools, tough love, and practical steps to tend to your mental health. They're inviting listeners to share what they want covered in the remaining episodes via the LinkedIn community.

Join the conversation: AdvancedSellingPodcast.com/linkedin

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. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Get positioned for 2027 before you plan it. Join Bill live on Nov 6 in Insider: advancedsellingpodcast.com/insider

Send us Fan Mail

In this solo episode, Bill introduces the Complete Sales Engine Framework, focusing on the first two essential blocks: Attention and Engagement. He breaks down why most companies struggle with empty pipelines despite focusing heavily on conversion training, and shares practical strategies for social media content, email campaigns, and outreach that actually lead somewhere.

You'll learn how to create LinkedIn content with purpose, write emails that prospects actually want to read, make outreach meaningful (not desperate), and build engagement through webinars, assessments, and lead magnets that establish trust before the sales call even happens.

=================================

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. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Get positioned for 2027 before you plan it. Join Bill live on Nov 6 in Insider: advancedsellingpodcast.com/insider

Send us Fan Mail

Bill Caskey breaks down the exact business planning framework from the recent ASP Insider workshop. If you haven't done your 2026 planning yet, this episode walks you through nine critical building blocks that will set you up for sustainable sales success.

From defining your vision to finding the right accountability partner, Bill covers everything you need to create a plan that actually works—not just another resolution that fades by February.

Bill dives deep into why most sales professionals either skip planning entirely or create plans that are just wish lists with no real structure. This framework gives you that structure—from establishing your vision and identifying targets to building repeatable systems and developing the mindset that drives real growth.

Want the complete workshop replay with handouts and exercises? Check out advancedsellingpodcast.com/insider

=================================

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. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Get positioned for 2027 before you plan it. Join Bill live on Nov 6 in Insider: advancedsellingpodcast.com/insider

Send us Fan Mail

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.

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 need to become in 2026 to execute your plan without grinding yourself into the ground?

If you're planning for 2026, this episode challenges you to think beyond behaviors and quotas to the spiritual and personal dimension of sustainable success.

=================================

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. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Get positioned for 2027 before you plan it. Join Bill live on Nov 6 in Insider: advancedsellingpodcast.com/insider

Send us Fan Mail

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.

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.

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 annual goals, feeding and nurturing networks, and continuously learning new technology.

This is Part 2 of the Discipline series. Catch Part 1 on Mental Discipline if you missed it.

=================================

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. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Get positioned for 2027 before you plan it. Join Bill live on Nov 6 in Insider: advancedsellingpodcast.com/insider

Send us Fan Mail

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.

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 want.

If you've been avoiding "discipline" because it sounds like punishment, this episode will change how you think about it—and help you build the mental game that drives real sales success.

Part 2 on Operational Discipline drops next week.

=================================

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. To check out our small learning group, go to http://advancedsellingpodcast.com/insider

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Get positioned for 2027 before you plan it. Join Bill live on Nov 6 in Insider: advancedsellingpodcast.com/insider