The Advanced Selling Podcast

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Every prospect tells you a version of their problem — and they're almost always wrong. Not lying. Just wrong.
In this solo episode, Bill Caskey breaks down why the surface problem your prospect presents is rarely the real problem, and why it's your job to uncover what's actually at stake. Bill walks through the questions you need to ask to get past symptoms and find the true pain: What's the cause? What happens if nothing changes? What are the economics of this problem?
When you help a prospect understand their own problem clearly, you earn the right to present your solution — and they become obsessed with solving it.
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Download your complimentary copy of the 12 Bold Moves audiobook at 12BoldMoves.com/Audiobook

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It's Bill's birthday — and that means one thing: it's time to talk about gifts. But not the usual Amazon cards and polka dot sweaters. Bill and Bryan dig into the sales gifts worth actually giving yourself: the mindset shifts, investments, habits, and tools that compound over time.
In this episode, you'll hear about the gift of applying abundance thinking to your sales life, why investing in yourself is the one gift no one else will buy you, the power of true free time (and why refusing to take it is just inflated self-importance), building a personal brand by sharing real problems and solutions, becoming a generalist in the AI age, and seeing modern tools — your CRM, LinkedIn, AI — as gifts rather than burdens.
Whether it's your birthday or not, this episode is a reminder to stop waiting for your company to invest in you and start doing it yourself.
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

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In this episode of The Advanced Selling Podcast, Bryan Neale welcomes Kayla Kurtz, VP of Sales and VP of Business Development at Forthea, for a focused conversation on how AI is reshaping modern sales.

Kayla shares how aligning sales and marketing improves lead quality and eliminates the “bad lead” blame game, before diving into practical ways sellers can use AI tools like ChatGPT and Copilot to refine emails, personalize outreach, and prepare for complex conversations. Bryan and Kayla also address the risks of inaccurate AI outputs and why positioning insights as questions, and not facts, protects credibility.

They close by exploring how buyers are using AI to research vendors and negotiate more strategically, challenging sales teams to elevate their preparation and technical depth. The episode reframes AI as a tool that sharpens execution without replacing relationship-driven selling.
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Bill and Bryan are giving you a preview of the March 6th ASP Insider session — and it's one you don't want to miss.
The topic is From Content to Conquest, but this isn't a social media training. It's about what you know, what you believe, and how you package your expertise so prospects say, "I want to know more."
Before diving into the March session, Bill and Bryan walk through the perspective shifts that have to happen first — because you can know exactly what to do and still not do it. The missing ingredient is almost always how you see things.
Plus, Bryan shares how the Mental Health for Salespeople series resonated far beyond the sales world — and what that buzz means for upcoming episodes.
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

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What if your entire sales process—from networking to contract signing—was built on collaboration instead of persuasion? 
In this episode, Bill and Bryan break down what real collaboration looks like at every stage: pre-sale networking, early conversations, mid-stage resistance, and closing deals. You'll discover why most salespeople avoid collaboration (they're afraid of conflict), how to audit your sales process for collaborative moments, and the simple phrase that sets the tone from day one. 
Bill shares a client story about refusing to send a proposal until they collaborated on unanswered questions—and how it built immediate trust. 
Whether you're stuck in transactional mode or ready to differentiate yourself completely, this episode gives you a new through line that actually works.
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