The Advanced Selling Podcast

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Vince Beese: Red Zone

Wednesday, November 5, 2025 • Duration 22:06

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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.

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"Let's Talk Money" 5 Scenarios Sales Reps Struggle With

Episode 862

Monday, November 3, 2025 • Duration 17:24

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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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Stop Being the Best-Kept Secret: How to Get Found by Your Ideal Clients

Episode 857

Monday, September 22, 2025 • Duration 18:28

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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

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The Journey from Stuck to Thriving

Episode 807

Monday, August 19, 2024 • Duration 21:39

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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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How To Get In The Prospecting Mode

Episode 1

Thursday, January 8, 2009 • Duration 13:56

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Now that we’re well underway in 2009, we thought it helpful to take more questions from our listening audience.Question #1: How to change your mindset to get into prospecting mode. New business development is critical this year. So Bill and Bryan talk about this. Also, if you had trouble downloading the “2009 Sales Competencies” e-book, then go to http://www.2009salescompetencies.com and you can download it there. (13:56)

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2009 Sales Competencies

Episode 1

Thursday, December 18, 2008 • Duration 12:36

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So what do you need to be good at? I know that sounds like a crazy question but it might be relevant. In our sales training business, we believe this: If you’re struggling with ANY part of the sales process, then it’s probably a result of insufficient skill in that area. So, in this episode, Bill and Bryan talk about a few of the new competencies that the salesperson of the future needs to have. Then you can sign up for the rest of them online at www.2009salescompetencies.com. (12:36)

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Why Salespeople Should Blog

Episode 1

Thursday, December 11, 2008 • Duration 13:56

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Sometimes we come across a person—a client in this case—who embodies our principles (and does what we say!!). In this case, the Direct Mail Diva (Stephanie Summers), sits down with us and tells us how she’s created a blog that is helping her sales efforts. She’s truly a sales 2.0 type—and you’ll learn from her. Also, you’ll get access to a PDF report on blogging—just for our listeners. Email us at listener@advancedsellingpodcast.com. Put BLOGGING in subject line.Check out Stephanie's blog at www.directmaildiva.blogspot.com.Duration: (13:56)

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The Attributes of a Good Sales Manager

Episode 1

Thursday, December 4, 2008 • Duration 15:00

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Salespeople, what’s the number one attribute of the best manager you’ve had? Bryan recently conducted an informal poll, and the answers are surprisingly simple. In this episode Bill and Bryan discuss the attributes of a good sales manager and continue a previous discussion on motivation. (15:00)

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Sounding Like Every Other Salesperson

Episode 1

Tuesday, November 25, 2008 • Duration 12:31

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Ever wonder if you look like the same old salesperson the prospect sees everyday? I know we all can’t imagine that, but what if you really look do like that? That wouldn’t be so good, would it? Well, in this episode, Bill and Bryan answer a question from the www.askbillandbryan.com website. It comes from a listener who’s concerned that he might be sounding like everyone else. And that frustrates him. (12:31)

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Handling Customer Demands in the Sales Process

Episode 1

Thursday, November 13, 2008 • Duration 14:52

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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)

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The Advanced Selling Podcast – Details, episodes & analysis

Podcast details

Recent rankings

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Apple Podcasts

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The Advanced Selling Podcast – Details, episodes & analysis

Podcast details

Recent rankings

Apple Podcasts

Spotify

Shared links between episodes and podcasts

Other99+

Buzzsprout2

LinkedIn8

RSS feed quality and score

Publication history

Latest published episodes

Similar podcasts and content

Related Shows Based on Content Similarities

Apple Podcasts

Spotify

Related Shows Based on Content Similarities

Other99+

Buzzsprout2

LinkedIn8