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Welcome everybody to the Advanced Selling Podcast, the longest running sales training podcast in podcast history.
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My name is Brian Neal.
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My name is Bill Kasky.
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We are in separate rooms today.
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Again, here again, two weeks in a row, we re in separate rooms.
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Really, it s one recording session.
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We re in separate rooms using Zoom.
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Oh, my bad.
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my bad, we record real time.
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This show is live every week.
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I swear it is.
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We you ve heard us talk about it.
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You got to belong to the insider program, the advanced selling podcast group of insiders.
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75 ish of your colleagues, salespeople from across the world.
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We have people in the insider from Asia, Australia,
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Belgium, Germany, England, all over the United States.
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And you need to be there.
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You just do.
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I m telling you, it s a great program for you to get personal coaching.
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And that is live.
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We re actually there.
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It s not recorded or anything like that.
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Live coaching from me and Bill.
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First Friday of every month.
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The investment is nominal relative to the value that you get.
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I promise you it s worth every dime you re gonna spend there.
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So, let s go do that.
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Are you on Clubhouse, Brian?
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I am, yeah.
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I m one of those.
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So just like in most technologies, I just like got an account, logged in, and I m just paying attention, sort of.
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Yeah, I know we talked about it here a couple of weeks ago, but I kind of go hot and cold on it.
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I join, and I listen a lot.
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And there is a certain amount of, you can just listen and learn things.
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And I m not even talking about technical things, but just learn about what people are struggling with and what s interesting.
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So I think it s really useful for that.
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But I ve got a couple of annoyances I d like to share with you.
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Already?
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Already.
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I love it.
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Already.
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Thank you.
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It doesn t take long.
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In a separate file.
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I love it.
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Okay, here s the first one is there s a lot of moderators who talk and talk and talk and talk and talk and literally say nothing.
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There s a lot of talking.
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And that drives me nuts, especially when there s like nine moderators.
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Some of these rooms have so many moderators.
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It s like, well, this is really not an audience thing.
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This is just moderators talking and we get a chance to peer in from the window, right?
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Number two is, I love it when an audience member or somebody says something and then the moderator says, oh my gosh, that was awesome.
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That was brilliant, Brian.
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I ve been taking notes.
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I took so many notes when you were, it s like, oh, come on.
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It wasn t that brilliant.
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And then the last one is when there s lots of hands up in the audience, but they re not taking any questions because the moderators are too busy doing their mind meld, you know what?
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Those three things annoy me.
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So what?
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I can t wait till we do this.
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So once you and I are getting good at it, then we re going to have our thing, and then we re going to have to make sure we don t do this.
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I took so many notes there.
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Oh, my exactly.
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I heard a lady the other day saying my hand was cramped.
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I was taking notes.
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Really?
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Let me see it.
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Well, we can t.
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Oh, that s really, really good.
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Uh, yeah, there s a big debate.
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It s like anything else.
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Everyone s like, do you think it s worth it?
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Is it not everything people used to say that about LinkedIn?
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Like, I think it s here to stay.
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No, I think it s a job board, whatever.
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It ll work.
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It ll morph.
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It does.
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It s got too much momentum to not turn into something.
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I think, especially since you can choose topics, I think there s a lot of value in that because
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You know, if you listen to a podcast, we may talk about a topic that you don t really care about.
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Now you can just, you can shut it off and go to the next one.
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But on Clubhouse, you re really kind of self-choosing what you want to talk about and it s all by topics.
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And some of the topics are, we ll have to talk about that sometime.
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I did, my annoyance is I accidentally turned on my notifications for Clubhouse.
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And it was the only thing I have notification.
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I turn all my notifications off.
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Cause I don t like to be bugged by those.
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And, um, I accidentally had that one.
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I turned it off Sunday.
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Cause it s like, it s nonstop.
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And you know, our buddy who we ve had on the podcast is Grant Cardone on every conversation going on.
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Does he wake up and get on clubhouse?
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I said that a whole weekend.
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I m like, what is Grant doing now?
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He s a brilliant marketer, man.
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Promote.
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I was on one that had his name on it.
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He wasn t on exactly.
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name and you know who else JT Fox same JT Fox the same way he s on a lot I don t know whether I follow him so I get notified but we had him on the podcast too and I like I like JT he s a yeah he s a different he s a unique dude and yeah but he is he s like
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And then I think, well, all these guys are spending all this time on it.
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What s there?
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Maybe, maybe I m missing it.
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You know what?
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So I probably am.
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I m going to start tagging you in all the clubhouses that I do.
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Yeah.
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Caskey s on here.
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All right.
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So today we re going to do, think of this as like, uh, speaking of tagging people, this is like Oprah s favorite things.
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This is Bill Caskey and Brian Neal s version of Oprah s favorite things.
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This is the advanced selling podcast list of tools, gear, people, and,
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things you need to be following, things you need to have in the bag.
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So we re gonna list tools that we recommend, people that we follow, books that we read or listen to, and anything else.
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This is gonna be a quick wrap at here s they are, not a lot of depth into them, but you can go research them on your own, but we get asked all the time, so what books do you read?
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What podcast do you listen to?
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What tools do you use?
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Well, we re gonna tell you that in this episode, that s what we re gonna do.
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So it s gonna be like a list, big list, and then you can go check them out.
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Hopefully someone s going to go, oh, that was a great tool.
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Thank you for telling me that.
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So these are in no order then?
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No order.
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I ve got them in no order.
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Yeah.
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Unless you want to put them in order.
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No, that ll, that ll take me.
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Yeah, I agree.
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So.
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Cause I ve got some, I ve got some tools, some software, some gear, some gear stuff, and then a couple of people I follow.
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So I ll, can I start?
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You bet.
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Software app that everybody needs to have on their Chrome as an extension is Crystal Nose.
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C-R-Y-S-T-A-L-K-N-O-W-S.
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Crystal Nose.
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It s a preparation tool for any conversation you have with someone.
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It essentially looks at their LinkedIn profile, organizes that information it finds into a disk profile, which is a really easy to understand personality profile.
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Better than that though, it teaches you how to talk to them.
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It has a conversation coach based on what I m gonna be talking to the person about and the modality that I m gonna use to talk to them.
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So it basically says, I need to email Bill to make a good first impression.
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And it gives you little soundbites based on Bill s LinkedIn profile.
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And it s amazing.
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Everybody should use Crystal Know, C-R-Y-S-T-A-L-K-N-O-W-S.
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By the way, none of these people were affiliated with.
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Right, right.
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Like there s no, there s no paid advertiser.
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Huge fan.
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Talked about that before.
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Yeah, that s good.
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Good.
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My first one is Rev.com.
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Rev.com, R-E-V is a dictation service.
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Let s imagine that you leave a meeting
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and you want to dictate a follow-up email, you will just grab your phone, open up the Rev app, dictate it.
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Now, you can do the same thing with Siri, but Rev is really reliable.
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There s a human being who actually dictates it or transcribes it.
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If it s longer form, it s probably better.
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Like if you wanted to dictate an article, or you think there s a really good idea for an article, you can dictate it, let them do it, and then come back and modify it, edit it.
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I think it s a great time saver.
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It s about a buck and a quarter a minute, so it s pretty reasonable.
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Chances are you re not gonna have really long things you re gonna be doing in there, but rev.com is one of my favorite tools.
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Love it.
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My next one that I tout a lot, same deal, no affiliation whatsoever.
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Huge fan of gong.com.
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Many of you have heard of that.
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We re power users here at our firm, and it is such a useful tool for coaching and for self-evaluation.
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of sales conversation and you get data back from gung.com that talks about things that you should and shouldn t do in the sales process, all based on data and artificial intelligence was fantastic.
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gung.com recommend any sales leader listening to this to go check them out.
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Again, zero affiliation with the podcast.
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So good fan, big fan.
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My second one is a $20 tripod that I can put my phone on.
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We re going to start doing some YouTube shorts.
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I don t know if you re familiar with YouTube shorts, but they re all vertical.
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You see them on this shelf underneath your main YouTube feed.
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So if you re on your mobile, you ll start to see these.
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You re kind of wondering what they are.
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They re called shorts and they re less than a minute, but they have to be vertical.
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So you can do a short for YouTube and also repurpose it on Instagram or one of the other vertical sites, but you need a tripod.
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If you re going to do any kind of stuff like that, I think that the days of holding it are okay for certain things, but if you re going to produce something that you want hundreds of or thousands of people to see, I think you need some kind of stable base for your phone.
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Tripods are easy.
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It s amazing how few people have them.
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The $20 version, it s not a floral
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that just sits on your desk and it makes it real easy to record.
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I love it.
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20 bucks on Amazon?
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20 bucks on Amazon.
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Use Bill s Amazon link.
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That s right.
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I m kidding.
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That s right.
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OK, I m going to go to people to follow.
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I ve got three people.
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OK.
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One of them comes as a package deal.
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First guy is a guy named David Meltzer.
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David Meltzer, we ve had David on the podcast, was a big time, big time sports agent, unfortunately lost an enormous amount of money.
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And that incident actually changed his life, he would say for the better.
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And he is one of the most giving, talented,
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gracious, humble, smart, intelligent coaches you could follow.
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If you don t follow David Meltzer, shame on you.
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You ll find him anywhere, online, on Instagram.
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He does free coaching sessions every Friday.
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Every Friday he s doing something.
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And just a really, really great human being.
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Everyone that listens to this show should follow David Meltzer also.
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I ve never been on one of his Friday morning calls.
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Have you?
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I have.
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I have.
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Yeah.
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They re just, they re just outstanding.
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Just outstanding.
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He s so giving, um, and he does them for free and they re usually maxed out cause people love what he says to do.
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Um, he s just great.
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Big fan.
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That s awesome.
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That s good.
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Uh, I ve got one to follow here.
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His name is Peter Crone.
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C-R-O-N-E.
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You know Peter?
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I don t.
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Yeah.
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I didn t either until I saw him on, uh,
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saw him interviewed by Aubrey Marcus, who owns on it, he founded the company called audit online fitness, and nutrition company.
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But Aubrey has a podcast.
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And it s one of those things you like, I don t never heard of Peter Krohn.
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I m not going to listen to that.
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I want to go with someone.
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I thought, well, what the hell, maybe I ll learn something.
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And this guy is really good.
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He s a performance coach lives in England.
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Just look up anything he does, because he talks about the mindset and the mentalities at a whole different level than you and I are talking about him.
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But I think you ll like him, Peter Crone, C-R-O-N-E.
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Lots of, he s been on lots of podcasts.
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That s the best thing about doing this drill is I get to learn all this stuff too, see?
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I m taking a lot of notes, Bill.
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My hand is cramping up.
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I m writing on my whiteboard over here.
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OK, next people to follow for me is a married couple.
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Very, very successful married couple and great just human beings, in my opinion.
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Jesse Itzler and Sarah Blakely.
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Sarah Blakely founded Spanx.
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Oh, yeah.
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One of the most successful self-made women in the world.
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And Jesse Itzler is also self-made.
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He has a thing called Build Your Life Resume.
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He s all about experiences.
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He s an ultra marathoner.
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And those two together are a comedic duo like no other.
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And they ve got four little kids.
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If you don t follow them on Instagram, you need to follow both of them.
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They re just hilarious.
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They put out great content, very inspiring.
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people talk about them being like a billionaire couple that seems just absolutely normal and down to earth because I think they are Jesse Itzler, I-T-Z-L-E-R and Sarah Blakely.
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Follow them.
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Didn t Jesse Itzler do some kind of a,
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like a training challenge or something.
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He did.
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He just did one on, um, he does a cold plunge challenge.
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He s gone with a Wim Hof is a guy that went to Wim Hof s place for a cold, you know, he s got a cold plunge.
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Yeah, exactly.
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But he does lots of things around a performance.
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Great.
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Yeah.
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He just did a 15 minute, a 15 incline, 15 minute challenge.
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Put your treadmill at 15 incline.
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and run for 15 minutes and see how far you can get.
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Like last week.
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It s crazy.
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Yeah.
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So.
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Yeah.
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I ve heard of him.
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I don t follow him.
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That s good.
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That s good.
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Let s see.
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Here s a book that I found really good.
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And especially for sales professionals who are looking to build their brand, their personal brand.
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The guy s name is Chris Ducker.
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The book is called The Rise of the Youpreneur, like entrepreneur only youpreneur.
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And it s been out for a couple of years might have heard of it.
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But Chris is I follow Chris and have been do a little bit of coaching with him.
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And he s really
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his book is really good when it comes to building your personal brand.
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Not like your, not like being an Instagram influencer, but just in your, in your brand, in your, the business that you re in, how do you portray yourself?
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How do you talk about yourself?
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It s really good.
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It s really good.
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And it, it ll stretch you.
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I promise the book will stretch you, but it s called the rise of the youpreneur Chris Ducker.
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I would recommend that book.
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The book I m gonna recommend is a great life book, but it will transfer into your sales life.
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And one of my favorite books, I listened to this book called the Book of Joy.
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And it s an interview with the Dalai Lama and Bishop Desmond Tutu.
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The Dom and Desmond Tutu.
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And they are both very, very joyful people and have had lots of pain in their lives.
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And they re interviewed by a reporter who just does a brilliant job just pulling out their life stories together and intertwining it.
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And they talk about the difference between happiness and joy and fulfillment.
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And it s a really, really good heart opening book I ve found that will absolutely have you show up differently in your sales life.
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The Book of Joy with Desmond Tutu.
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the Dalai Lama.
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That s really good.
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Yeah.
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And I think you can see from some of this list is it s not all about business for us.
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I mean, there s, there s a constant, I think we need to pull ourselves away sometimes from
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that, you know, the sales books and the marketing books and the leadership books, and just get into our own, into our own vibe too, a little bit.
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And that s what we wanted to do here.
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If you have, we ll be posting this to LinkedIn, to our group and to LinkedIn general.
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So if you have anything that we ve missed and you say, man, this is really, this is something that I believe in that I ve used by all means, put it in the, um,
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in the stream and we ll take note of it.
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So we want to hear from you too.
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This is a conversation starter this episode.
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We ll just keep it rolling.
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So, okay.
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That s it.
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We ll see you next time.
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Okay.
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See you.
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Bye.