In this episode, Bill and Bryan challenge traditional sales metrics and explore the often-overlooked numbers that truly matter in today’s digital sales landscape.

The guys discuss crucial modern measurements like inbound lead generation through LinkedIn, the power of tracking unsolicited introductions, and the importance of understanding average days to close.

They give valuable insights about price increase mathematics and volume relationships, offering listeners practical ways to improve their sales performance through better metric tracking. Whether you’re a seasoned sales professional or new to the field, this episode provides actionable insights on transforming your sales approach through smarter measurement strategies.

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.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.

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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In this solo episode, Bill challenges the conventional wisdom of modern sales coaching by exposing why most coaching relationships fail to deliver real transformation. He argues that effective coaching isn’t about protecting egos or maintaining comfort—it’s about driving genuine growth through constructive confrontation and challenge.

Bill presents a compelling formula for growth: discomfort multiplied by action equals real transformation. He explains why coaches who prioritize likability over effectiveness ultimately fail their clients, and why the best coaches aren’t afraid to make their clients uncomfortable or risk losing them.

This episode serves as a wake-up call for anyone seeking meaningful professional development, emphasizing that true breakthrough comes from embracing discomfort rather than avoiding it.

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

Too many sales teams use their CRM as a record-keeping tool instead of an agent of action. In this episode, Bryan breaks down how a well-utilized CRM can drive sales efficiency, improve deal visibility, and keep your pipeline moving. He shares simple yet powerful tactics to transform your CRM from a burden into a competitive advantage. Stop logging data and start leveraging it!

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

And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.

In this episode, Bill and Bryan dive deep into a crucial sales concept: the importance of selling transformation over features.

The guys explore how salespeople often focus too narrowly on short-term gains and immediate features rather than the long-term transformative impact their solutions can have on clients’ businesses. Through real-world examples like Gong software and personal experiences, they demonstrate how successful sales require understanding and articulating the complete journey of customer transformation.

They also give some practical advice on documenting customer success stories and shifting from a “blitz mentality” to a transformation-focused approach in sales.

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.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.

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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In this final installment of his three-part series on critical future sales skills, Bill Caskey explores the vital concept of team alignment planning. Bill explains why traditional approaches to stakeholder management are no longer sufficient in today’s complex sales environment.

He also reveals how AI is transforming the traditional diagnosis phase of sales, shifting the salesperson’s core value to implementation expertise and team alignment. Lastly, he demonstrates why getting all stakeholders involved early, understanding potential implementation challenges, and proactively addressing resistance are crucial for sales success. 

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

In this episode, Bill and Bryan explore a common phenomenon in sales organizations: why middle performers often harbor resentment towards top performers. 

The guys dissect the excuses commonly used to discredit high achievers’ success - from territory advantages to preferential treatment. The hosts share practical advice for breaking free from this mindset, including how to leverage top performers’ willingness to share their secrets of success. 

Whether you’re a sales leader or working to climb the ranks, this episode offers valuable perspectives on turning competitive envy into collaborative growth.

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.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.

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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In this solo episode, Bill tackles another critical skill for modern sales professionals - the art of clear path planning.

He explains why simply knowing your destination isn’t enough; you must be able to clearly map out and communicate the journey from your prospect’s current reality to their desired future state.

He challenges the common notion that “nobody cares about the details” and emphasizes why building buyer confidence through detailed planning is crucial in complex sales. 

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

Ever consider that the opportunities you’re chasing might be right under your nose? In this episode, Bryan highlights why your best prospects aren’t always new—they’re already in your CRM. Learn how to turn your "Closed Lost" and "Inactive Client" lists into powerful prospecting tools to revive old connections and spark new opportunities.

Key Takeaways:

✅ Use your "Closed Lost" list to re-engage prospects from 6-12 months ago—they may be ready now. ✅ Don’t overlook "Inactive Clients"—reach out 1-2 years after they’ve stopped being customers. ✅ Past customers and prospects can return as clients or become valuable referral sources.

Discover the goldmine of opportunities hiding right under your nose!

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

And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.

In this episode, Bill and Bryan discuss the concept of “Quitter’s Day” - the January 10th phenomenon where most people abandon their New Year’s resolutions.

The guys dive deep into what they call “The Big Illusion” - the false belief that conforming to others’ expectations leads to fulfillment. Through personal anecdotes and the story of Brad Stevens’ dramatic career shift from pharmaceutical sales to NBA coaching, they discuss the importance of staying true to your authentic self in sales and life.

This episode challenges you to examine whether they’re following their own path or simply meeting others’ expectations, offering insights on how to align your sales career with your personal values and integrity.

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.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.

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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In this solo episode, Bill Caskey explores a vital but often overlooked sales skill - the ability to help prospects vividly envision their future after implementing your solution.

Through a compelling case study of a leadership program for sales managers, he demonstrates how making the future tangible can transform both the sales process and deliver genuine value to prospects, whether they buy or not.

Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com

In this episode, Bill and Bryan cut through the AI hype to deliver actionable advice for sales professionals just beginning their AI journey.

The guys share real-world applications including prospect list generation, content creation, and sales call preparation. Whether you're AI-curious or AI-anxious, this episode provides the concrete steps and use cases you need to start leveraging AI in your sales process today.

You'll discover insights about treating AI like a knowledgeable friend rather than a search engine and understand how to use AI for everything from generating targeted prospect lists to preparing for important sales calls with AI-powered research.

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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.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.

If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin.

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