In this episode, Bill and Bryan debunk one of the most persistent myths in sales training - that you can create urgency in buyers through clever tactics and techniques. They explore why deals are taking longer to close in 2025, examining both macro factors (economic uncertainty, decision-making complexity) and micro factors (changed buyer behavior, technology overload).

The guys discuss how traditional urgency-creating methods like pattern interrupts and pressure tactics are not only ineffective but counterproductive in today's market. Instead, they reveal a modern approach focused on two key strategies: de-risking for the buyer and providing thorough explanations of what happens after the purchase.

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

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

Bill and Bryan explore a growing trend that's reshaping the sales landscape: the rise of "accidental salespeople." These are the technical advisors, project managers, engineers, and executives who don't have "salesperson" on their business cards but find themselves increasingly vital to the buyer-seller relationship.

The guys discuss why these technically-minded professionals are becoming more important than ever, especially as traditional SDR/BDR approaches burn out prospects with low response rates. They argue that it's often easier to teach technical people the 20% of sales skills they need than to teach salespeople deep technical expertise.

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

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

Stop being just another vendor - become THE expert they can't ignore. Join ASP Insider September 8th: http://advancedsellingpodcast.com/insider

What happens when two conversational AI engineers realize they can't sell their own startup? They build an AI sparring partner to teach themselves—and accidentally create a game-changing sales training platform.

We welcome the founders of Hyperbound.AI, Sai Guduguntla and Atul Raghunathan, who share their remarkable journey from technical founders struggling with sales to building a platform that's helping thousands of sales professionals practice and perfect their craft. In just 20 months, their AI-powered role-playing tool has been tried by reps from over 15,000 companies.

Ready to try it yourself? Visit Hyperbound.ai—no login required, no sales call needed. Just jump in and spar with an AI buyer that might be sassier than your toughest prospect.

Whether you're a sales leader managing 20 reps or 2,000, this episode reveals how AI is transforming sales training from a once-in-a-while event to an always-available competitive advantage.

In this early Labor Day release, Bill and Bryan dive into expert frameworks—essential tools for positioning yourself as a knowledgeable sales professional in today's market. Bill breaks down the critical video framework every salesperson needs.

Learn the three-part video structure that actually gets attention: the hook that stops the scroll in the first 5 seconds, the story that keeps them engaged, and the call-to-action that drives results. Discover why social media has shifted from a follower platform to an interest platform, and how this changes everything about creating content for your prospects.

Whether you're struggling with video content or just want to hear Bryan's HoloDome adventure, this episode delivers practical frameworks you can implement immediately.

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

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

In this episode, Bryan Neale and Marcus Chan dive into the sales “red zone”—the late stage of the sales cycle where too many deals stall or fall apart. They explore how sales teams can avoid costly mistakes by addressing pricing, multi-threaded stakeholder engagement, and risk management early in the process.

Marcus introduces his ADVANCE Framework, a practical tool for sales leaders to audit deals and improve forecasting accuracy. The conversation also highlights the importance of monthly business reviews (instead of quarterly), fostering radical transparency, and holding reps accountable for both commitment and stretch goals.

Whether you’re a frontline sales leader or an individual rep, you’ll walk away with strategies to:

• Diagnose hidden leaks in your pipeline and stalled deals
• Discuss pricing early to avoid late-stage surprises
• Build stronger stakeholder engagement with executive sponsors
• Replace discounts with risk-removal tactics that build trust
• Use monthly business reviews to drive accountability and forecasting accuracy

-

Join Bryan on Wednesday, September 3, 2025 at 12:00 pm ET for Sales Playbooks Don't Work if Nobody Uses Them. Register here.

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

In this episode, Bill and Bryan shift the focus from post-sale customer experience to what they call "PX 90" - the prospect experience during the sales process. After Bryan shares a fantastic customer service call with Southwest Airlines, they dive into practical ways salespeople can go above and beyond for prospects before they become customers.

The guys share practical, low-cost ways to go above and beyond for prospects that will differentiate you from the competition and elevate your position in their minds. From personalized follow-ups to strategic introductions, discover how small gestures can create big impacts in your sales process.

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

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

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

In this solo episode, Bill Caskey reveals one of his 12 Insider Secrets for reinventing yourself and your results: creating a mini book to establish yourself as an authority in your field. Bill shares the compelling story of how his own 20-page book "12 Bold Moves" generated a $40-50K client from a $20 purchase, demonstrating the incredible ROI potential of this positioning strategy.

Whether you're in sales, consulting, or any service business, this episode shows you how to transform your expertise into a powerful positioning asset that attracts higher-quality clients.

Get the FREE audiobook of "12 Bold Moves" at 12boldmoves.com/audiobook and discover all dozen strategies for reinventing your results.

If you'd like to talk to Bill about your team, go to http://scheduleacallwithcaskey.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.

Bill and Bryan dive into the critical balance between heart-centered selling and process-driven approaches. Sparked by a real coaching session where a top salesperson admitted "I'm not a warm guy," the guys explore why both emotional connection and systematic process are essential for sales success.

They also discuss the importance of decisiveness in both sales and business relationships, and remind listeners that sometimes the best thing you can do is walk away when a prospect isn't ready to commit.

Whether you're naturally warm or more process-oriented, this episode will help you find the right balance to build genuine relationships while still driving results.

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

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

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