The Advanced Selling Podcast – Détails, épisodes et analyse

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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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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

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Tired of perfecting your sales skills but struggling to get in front of the right people? Bill and Bryan tackle the universal challenge every B2B professional faces: visibility. Using a real client case study from the tax law industry, they reveal why traditional cold calling is dead and share actionable strategies to become visible where your prospects are already looking.

Discover how to leverage weekly insight videos, LinkedIn article publishing (including the brilliant interview strategy that gets you access to C-suite executives), strategic conference attendance, and hosting your own executive events. Plus, learn why 80% of sales success comes down to getting the meeting – not perfecting your pitch.

Ready to stop being the best-kept secret in your industry? This episode shows you exactly how to get found.

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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

Send us Fan Mail

In this episode, Bill and Bryan discuss the journey from point A (current reality) to point B (desired outcome) in sales and personal growth. They explore the concept of being stuck in a comfortable but limiting situation and provide practical strategies for breaking out of complacency.

The guys delve into recognizing and embracing the "twinges" of desire for growth, identifying and reframing obstacles that hold you back, and seeking insight from successful peers in your desired role.

They also emphasize the importance of changing your mindset when pursuing new opportunities. 

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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 today!

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

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Send us Fan Mail

Send us Fan Mail

Send us Fan Mail

Send us Fan Mail

Send us Fan Mail

Send us Fan Mail

A valuable episode on a problem coming up more frequently these days—how to handle it when the prospect makes crazy demands in the sales process. One in particular is when they want you to come in and spend an inordinate amount of time doing unpaid consulting. Bryan and Bill take an actual coaching example to talk about how to handle this. (14:52)