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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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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

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

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

Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider

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Are you uncomfortable talking about money with prospects? You're not alone. In this episode, Bill and Bryan tackle one of the biggest challenges sales professionals face: bringing up price, cost, and economic conversations without the anxiety and uncertainty that usually comes with it.

Whether you're dealing with technology sales, competitive situations, or demonstrating clear ROI, this episode gives you the confidence to talk about money like the professional you are.

Key insights from this episode include:

• Why bringing up price early (ideally in the first or second call) leads to better win rates, according to Gong's research data

• The importance of establishing economic value before discussing price—and why you're the problem if you can't explain the ROI of your solution

• How to have the "math conversation" collaboratively with prospects, showing them when an investment doesn't make sense for their current situation

• When to disqualify a prospect based on revenue and business readiness (and why this is actually helping them, not manipulating them)

• The fatal mistake of saying "I have no idea" when asked about pricing—and what to say instead

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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 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

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider

Send us a text

In this episode, Bill and Bryan continue their conversation on sales culture with actionable tactics you can implement immediately. Whether you're building team culture or your personal approach, these strategies will help you create intentional, high-performing environments.

What You'll Learn:

✅ How to build customer relationship culture through strategic meetups

✅ The power of book clubs and team socialization for engagement

✅ Team brag sessions that uplift everyone (not just the person being recognized)

✅ Why being proactive with new client contacts is a cultural imperative

✅ Breaking free from "selling time" excuses that hold teams back

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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 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

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider

Send us a text

Bill Caskey poses a challenging question: If you disappeared from your prospect's world tomorrow, would they feel the loss?

In this introspective solo episode, he explores the "invisible dimension" of sales—the deeper level where prospects evaluate not just your skills and process, but your unique presence and purpose. Caskey shares three powerful practices for connecting with your authentic self: inventorying your unique experiences, clarifying your God-given assignment, and maintaining daily practices of presence.

This isn't about technique—it's about becoming someone prospects can't afford to lose.

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

And if you're serious about implementation, join us for a special 12 Bold Moves Implementation session on October 30th at 12PM EST. Enroll at 12BoldMoves.com/Masterclass

Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider

Send us a text

In this episode, Bryan Neale from Blind Zebra shares a tactical framework for building meaningful customer connections — one rooted in strategy, generosity, and intentional networking. He explains why great salespeople move beyond vague Ideal Customer Profiles (ICPs) to create “conquest account lists” that name specific people they want introductions to.

Bryan also challenges listeners to identify at least 20 “Connectors” — the natural networkers who love making introductions — and to proactively schedule time with them to ask for introductions, not referrals. He introduces the idea of the “karmic boomerang,” reminding us that connecting others first often leads to opportunity returning in unexpected ways.

Bryan briefly discusses Blind Zebra Sales Operating System (BZSOS) — a practical set of tools designed to help sales teams organize, prospect, and perform more effectively.

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

Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider

Send us a text

Bill and Bryan kick off a two-part series on sales culture by sharing what they've observed from years of working inside dozens of organizations. In this episode, they explore the difference between surface-level culture (the pictures on the wall) and the real culture you can feel in the air.

Whether you lead a sales team or carry your own quota, this episode will help you see culture in tangible ways—and understand why the language you use, the people you surround yourself with, and the environment you create all matter more than you think.

Next week: Practical strategies and tactics you can use to actually build and improve your sales culture.

=================================

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

If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin

Struggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider