Send us Fan Mail

Your day-to-day contacts love you. The problem is that your new offer needs a sign-off they can’t give, and they aren’t going to walk you into their boss’s office.

This week Bill brings a real client situation to the table. A team of engineers and account managers has strong relationships with the people who run their projects. Their new service is a $100K–$300K decision that only a CRO-type executive can approve. Their contacts are guarding the moat, and the team doesn’t want to look like it’s going over anyone’s head.

You’ll learn:

• Why thinking in “levels” quietly sabotages your language and confidence
• How to set an intention that makes executives and contacts lean in instead of bracing
• The three-part video script for introducing yourself to an executive you’ve never met
• Why you should copy everyone, and how “authentic bragging” about the team protects your champion
• How to treat your customer as a teammate so involving more people never feels like a threat

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

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

Send us Fan Mail

If you’re still hunting for “the decision maker,” you’re chasing a buyer who doesn’t exist anymore, and the data proves it.

Bill Caskey and Bryan Neale kick off a two-part series on multithreading with real numbers. Bryan’s team analyzed 169 of its own closed opportunities and found a 10% win rate when only two or three people were involved on the buyer side. With four or more people involved, the win rate jumped to 86%. Getting C-level and VP-level buyers involved moved the win rate sharply too.

In this episode, you’ll learn:

• Why the single-decision-maker model is dead, and how sales leaders keep it alive without realizing it
• How to make involving more buyers part of your process instead of a favor you have to ask for
• Why your sales process should live on one page, showing which buyer titles are involved at each stage
• How to treat your process as a business asset, and why every stage needs a stated “why”

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

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

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

Send us Fan Mail

Most sellers spend Q4 grinding toward a number, then rush their business plan into the last two weeks of December. This episode is about breaking that cycle by getting clear before you plan.

Bill and Bryan kick off with a quick follow-up to their AI episode. The message is simple: just start. Tie an AI habit to a habit you already have, like scrolling social media, and stop assuming AI won’t touch your role. It will. Being skilled with it makes you more valuable, and “how do you use AI in sales?” is about to become a standard interview question.

Then they turn to 2027. This isn’t the mechanical plan itself. It’s the pre-planning that makes the plan simple:

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

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