Episodes
In this episode, Bill and Bryan explore how salespeople's natural optimism and positive outlook can sometimes hinder their ability to effectively handle objections and resistance from prospects. Drawing parallels to the highly anticipated solar eclipse, they discuss the importance of shifting into an "emotionally neutral" mindset to approach objections as opportunities for collaboration and learning, rather than obstacles to overcome. The guys delve into the concept of "yellow flags" -...
Published 04/15/24
Published 04/15/24
In this episode, Bill and Bryan discuss one of the bold moves from Bill's new book "12 Bold Moves" - the idea that clarity yields confidence. The guys explore how getting clear on intentions, roles, structures, and agendas can boost confidence in various situations, whether it's giving a presentation, handling a difficult client call, or creating video content. They share personal examples and insights on how seeking clarity, rather than just trying to muster up confidence, can position you...
Published 04/01/24
Bill and Bryan are joined by Taylor Wilding, VP of Sales at Xactly, to discuss key principles around effective sales compensation plan design. Taylor shares insights on motivating the right behaviors, balancing corporate goals with individual incentives, the importance of pipeline accuracy, and how reps can take an intentional approach to achieving their own income goals. They also cover warning signs that your compensation plan may need an overhaul and provide details on Xactly's upcoming...
Published 03/25/24
In this thought-provoking episode, Bryan and Bill explore the concept of accountability in sales. They challenge the traditional notion of leaders holding sales teams accountable, arguing that true accountability stems from within. Through insightful discussions and real-life examples, they provide a practical framework for salespeople to assess their strengths, identify areas for improvement, and find joy in the process. Discover how embracing self-accountability can unlock greater...
Published 03/18/24
Accurate sales forecasting is a consistent struggle for many organizations. In this episode, Bill and Bryan dive deep into the root causes behind this prevalent issue. They explore how leadership's pressure for inflated pipelines can lead to inaccurate forecasts, as well as the inherent unpredictability of human nature that impacts both buyers and sellers. The guys discuss the importance of extreme objectivity in the sales process, addressing lagging closed dates and the need for a true...
Published 03/11/24
In this episode, Bill and Bryan discuss best practices for motivating sales teams through compensation. The guys explain why overly complex commission structures often backfire by eroding trust between sales reps and management. They share real world examples of commission plans gone wrong, and advise simplifying compensation to focus on customer needs instead of maximizing rep pay. They also emphasize striking a balance between company goals and rep motivations. Listen for tips on creating...
Published 03/04/24
In this episode, Bill and Bryan discuss some of their unconventional and counterintuitive sales tactics that go against the grain of traditional sales training. They talk about focusing on quality over quantity in your sales pipeline, how more income doesn't necessarily require more work, keeping your intentions pure when prospecting, and how transforming your mindset is key to boosting your sales and income. Tune in for a fresh perspective on selling that challenges sales coaching...
Published 02/26/24
We're about 6-7 weeks into the new year. How are you tracking against your 2024 goals so far? In this episode, Bill and Bryan discuss the importance of taking inventory and making any necessary course corrections at this stage. Learn tips on capitalizing on a strong start or regaining momentum from a slower beginning. They'll also cover the power of consistent behaviors and starting small to build sustainable growth. Whether you're firing on all cylinders or need a spark, this timely...
Published 02/19/24
In this introspective episode, Bill and Bryan discuss the importance of being aligned with your true self in order to build rapport with others. They talk about examining your own limitations, beliefs, and patterns of self-sabotage that may be holding you back from living your purpose. Bill shares how it's difficult to love others if you don't love yourself first. Bryan stresses the importance of telling yourself the truth and not beating yourself up. The guys also recommend the book "Love...
Published 02/12/24
In this episode, Bill and Bryan discuss how to build genuine rapport and trust with prospects in a digital selling world. They talk about why rapport starts from within and how to have an authentic intention to understand clients. They also share tips on using tools like Zoom more effectively and ways to create rapport digitally. They guys explore what real trust means, how it's granted, not earned, and why trying too hard to "build rapport" can backfire. They emphasize being sincerely...
Published 02/05/24
In this episode, Bill and Bryan have an honest discussion about finding the courage to speak your truth in business and sales situations. They talk about times when we hold back from saying what we really think or feel, and why it's important to push past the fear and share truthful feedback and opinions even when it feels uncomfortable or risky. The guys share stories and examples from their own careers about difficult conversations with clients and colleagues where they ultimately decided...
Published 01/29/24
In this episode, hosts Bill and Bryan share their best tips and strategies for nailing your first sales call. They discuss how to prepare mentally, set the right context, use an agenda, tell relevant stories, and research your prospect. The guys emphasize having the right mindset of curiosity and fun rather than pressuring for the sale. They give actionable advice for building rapport quickly and exploring whether there should even be a second call. Tune in to pick up tactics that will...
Published 01/22/24
In this quick episode, Bill and Bryan provide some tactical tips to help you get started creating high-quality LinkedIn video content in 2024. The guys discuss how to frame your video around solving a specific problem, finding leverage like hiring an intern to help edit and repurpose your videos, being consistent with your process and format, and offering a clear call-to-action. Whether you're new to LinkedIn video or want to step up your game in the new year, this episode will help set you...
Published 01/15/24
In this episode, Bill and Bryan discuss the power of choosing a single word to focus on each quarter of the year. The guys explain how picking an intentional word like "process" or "leverage" can help salespeople stay focused, make better decisions, and achieve their goals.  They give you their strategies for selecting meaningful words of the quarter and putting them into practice in both business and life. They also share real examples of using these words to filter choices and actions. ...
Published 01/08/24
In this Holiday episode of The Advanced Selling Podcast, Bill and Bryan discuss an interesting question - if you had $1,000 to invest in your business or career in 2023 with the goal of generating more revenue in 2024, what would you spend it on? The guys share ideas like investing in LinkedIn Premium, sales enablement software, creating opt-in lead generation assets, and hosting events to position yourself as a thought leader. Tune in for their recommendations on how to leverage a small...
Published 12/18/23
As 2023 draws to a close, Bill and Bryan reflect on key lessons and changes from this year that they aim to carry with them into 2024. This includes maintaining a steadfast mindset that "everything will be okay" even amidst challenges, focusing more on purpose over profits, and perfecting their sales processes for optimal results. Looking ahead, they preview a future episode where they will explore the self-image dilemma - how our subconscious beliefs about ourselves can inadvertently limit...
Published 12/11/23
As 2023 winds down, Bill and Bryan share practical advice for sales professionals to hit the ground running on January 2nd. The guys discuss the power of planning ahead, calendaring key activities, and using the holidays to create assets like webinars. Even if your plans feel like a pipe dream now, put them on the calendar and work backwards. Gain momentum going into the new year so you're fired up, focused, and ready to crush it! Is it time for you to get serious about your 2024 goals? If...
Published 12/04/23
We’re back in your feed with a bonus episode! Bryan Neale is joined by Margaret Henney, Director of Marketing at Covideo. The two chat about the new regulations being placed on email and what that means for sales & marketing. Margaret also shares some best practices for incorporating video into your sales process. To learn more about Covideo and see an example of how it can help you grow your business, visit https://www.covideo.com. ================================= Want our "Insider...
Published 11/29/23
In this episode, Bill and Bryan explore how the tide is turning against inauthentic marketing outreach. With major email providers restricting spam, sales professionals now need marketing plans centered around value and relevance. How can you leverage existing social media habits to be more active on LinkedIn? What marketing behaviors should you commit to consistently? Tune in as Bill and Bryan discuss why sales and marketing success in 2024 will require embracing personalization and...
Published 11/27/23
In this episode, Bill and Bryan discuss the importance of identifying and utilizing your unique gifts and talents in business and sales. They talk about how natural talents can often be overlooked because they come so easily to us. The guys provide examples of skills that are in their "zone of genius" versus skills that are a struggle. They emphasize leveraging your gifts and spending less time trying to improve weaknesses. Whether you believe your gifts come from a higher power or are...
Published 11/20/23
Bill and Bryan discuss some of the most common mistakes sales teams make when trying to close out the year strong. They talk about the dangers of discounting to hit quota, warning that this can train customers to always expect a deal.  The guys emphasize starting with the intention to help prospects truly, not just make the numbers look good. They advise against putting too much pressure on prospects to close deals by year-end when there may not be a good reason and the importance of having...
Published 11/13/23
This week we’re bringing you a bonus episode of ASP! Host Bryan Neale sat down with Bill Johnson, CEO of Salesvue. The two discuss the stark difference between sales when they started their career and sales in 2023. They also dig into how to make your CRM your system of action vs. just your system of record. To learn more about Salesvue and whether it can help grow your business, visit https://salesvue.com. ================================= Want our "Insider Secrets?" Go to...
Published 11/08/23
In this episode, Bill and Bryan have an important conversation about fulfillment and meaning beyond just hitting sales targets and revenue goals. They introduce the concept of the Thriving and Fulfillment Inventory (TFI), encouraging listeners to take stock of what activities and parts of their work truly light them up versus simply going through the motions. The guys share personal examples from their own careers about times they've chased validation or followed a certain path just because...
Published 11/06/23
In this episode, Bill and Bryan discuss the invisible forces that hold us back from reaching our full potential. They talk about how we can get comfortable with a certain level of achievement or income, and then stop pushing ourselves to grow once we reach that threshold. The guys explore the roots of this "invisible pole" that anchors many of us from ascending to the next level in our careers and lives. They share motivating stories of public figures who have walked away from fame and...
Published 10/30/23