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Bill and Bryan break down the difference between macro and micro sales skills—and why both matter more than you think. Inspired by a prospect who called out his own team for not asking clarifying questions, this episode explores the big-picture capabilities that separate average performers from top producers.

They cover essential macro skills including strategic planning (with outcomes AND behaviors), reverse engineering your goals, financial literacy for sales professionals, explaining complex concepts clearly, and the art of storytelling. Plus: the "Gen Z stare," why unlearning quickly is your competitive advantage, and how one sales leader couldn't name five conquest accounts.

This is part one of a two-part series. Micro skills coming next week.

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Bill Caskey follows up on last week's deep dive by sharing insights from coaching a high-performing salesperson who's hitting the limits of process-driven selling.

He reveals why even the best sales process isn't enough—you must show up authentically and have the courage to disqualify prospects who aren't truly committed.

Through a compelling coaching story, Caskey explains how being grounded in who you are allows you to spot the 20% that's missing in a conversation and walk away from deals that would compromise your integrity, ultimately increasing your close rate with the right clients.

Download your complimentary copy of the 12 Bold Moves audiobook at 12BoldMoves.com/Audiobook

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In this episode of The Advanced Selling Podcast, Bryan Neale sits down with longtime friend and sales veteran Vince Beese, a fractional CRO and sales coach with over 25 years of B2B enterprise experience and five successful exits under his belt. Together, they dive deep into “Red Zone Selling:” a framework inspired by football that helps sellers stay focused, avoid complacency, and close more deals when it matters most.

Vince breaks down how 80–90% of enterprise deals are won or lost in the “red zone” (the final stage of the sales process) and why too many sellers lose focus right when the game gets toughest. Bryan and Vince explore the mindset, discipline, and team coordination required to execute in high-stakes moments and turn opportunities into wins.

They also tackle one of the biggest gaps in modern sales leadership: the lack of attention on closing. While most training and enablement focus on top-of-funnel activities, elite sales organizations put just as much energy into finishing strong.

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