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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

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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

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If AI keeps handing you generic, forgettable output, the tool usually isn’t the problem. You never taught it who you are, who you sell to, or how you sell.

In this episode, Bill and Bryan get into the AI conversation everyone’s having. Their angle is a practical one: training your AI so it works the way you do. They start with the shift from “prompting” to simply talking, out loud, in voice mode or a voice memo. Then they walk through the first five of their ten training questions every seller should answer and feed to their AI.

You’ll learn:

• Why talking to your AI beats writing the “perfect” prompt
• The first five training questions: the problem you solve, your top objections, your sales philosophy, your discovery questions, and your ideal client
• Why real specifics (client names, companies, details) change the quality of what comes back
• How feeding your CRM’s closed-lost data to AI can show you where you’re really losing deals
• The question to ask your AI at the end that catches what you missed

Plus, a 20th-anniversary shout-out from longtime listener (and fellow podcaster) Trevor L. in Cornwall, UK.

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