In this episode, Bryan Neale and Marcus Chan dive into the sales “red zone”—the late stage of the sales cycle where too many deals stall or fall apart. They explore how sales teams can avoid costly mistakes by addressing pricing, multi-threaded stakeholder engagement, and risk management early in the process.

Marcus introduces his ADVANCE Framework, a practical tool for sales leaders to audit deals and improve forecasting accuracy. The conversation also highlights the importance of monthly business reviews (instead of quarterly), fostering radical transparency, and holding reps accountable for both commitment and stretch goals.

Whether you’re a frontline sales leader or an individual rep, you’ll walk away with strategies to:

• Diagnose hidden leaks in your pipeline and stalled deals
• Discuss pricing early to avoid late-stage surprises
• Build stronger stakeholder engagement with executive sponsors
• Replace discounts with risk-removal tactics that build trust
• Use monthly business reviews to drive accountability and forecasting accuracy

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Join Bryan on Wednesday, September 3, 2025 at 12:00 pm ET for Sales Playbooks Don't Work if Nobody Uses Them. Register here.

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

Stop being just another vendor - become THE expert they can't ignore. Join ASP Insider September 8th: http://advancedsellingpodcast.com/insider

In this episode, Bill and Bryan shift the focus from post-sale customer experience to what they call "PX 90" - the prospect experience during the sales process. After Bryan shares a fantastic customer service call with Southwest Airlines, they dive into practical ways salespeople can go above and beyond for prospects before they become customers.

The guys share practical, low-cost ways to go above and beyond for prospects that will differentiate you from the competition and elevate your position in their minds. From personalized follow-ups to strategic introductions, discover how small gestures can create big impacts in your sales process.

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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 just another vendor - become THE expert they can't ignore. Join ASP Insider September 8th: http://advancedsellingpodcast.com/insider

In this solo episode, Bill Caskey reveals one of his 12 Insider Secrets for reinventing yourself and your results: creating a mini book to establish yourself as an authority in your field. Bill shares the compelling story of how his own 20-page book "12 Bold Moves" generated a $40-50K client from a $20 purchase, demonstrating the incredible ROI potential of this positioning strategy.

Whether you're in sales, consulting, or any service business, this episode shows you how to transform your expertise into a powerful positioning asset that attracts higher-quality clients.

Get the FREE audiobook of "12 Bold Moves" at 12boldmoves.com/audiobook and discover all dozen strategies for reinventing your results.

If you'd like to talk to Bill about your team, go to http://scheduleacallwithcaskey.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 now.

Stop being just another vendor - become THE expert they can't ignore. Join ASP Insider September 8th: http://advancedsellingpodcast.com/insider

Bill and Bryan dive into the critical balance between heart-centered selling and process-driven approaches. Sparked by a real coaching session where a top salesperson admitted "I'm not a warm guy," the guys explore why both emotional connection and systematic process are essential for sales success.

They also discuss the importance of decisiveness in both sales and business relationships, and remind listeners that sometimes the best thing you can do is walk away when a prospect isn't ready to commit.

Whether you're naturally warm or more process-oriented, this episode will help you find the right balance to build genuine relationships while still driving results.

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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

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

Stop being just another vendor - become THE expert they can't ignore. Join ASP Insider September 8th: http://advancedsellingpodcast.com/insider

In this episode, Bryan dives into the Sales Leadership Hats, the roles great leaders switch between to unlock performance and keep their teams moving forward. You’ll learn how to wear:

The Manager Hat – Cutting through noise with data-driven decisions that point the way forward.

The Coach Hat – Sharpening skills and strategies so reps get better, not just busier.

The Cheerleader Hat – Sparking motivation, restoring confidence, and helping reps break through mental roadblocks.

Bryan shows why calling out which hat you’re wearing in every meeting can eliminate guesswork, build trust, and create more productive conversations.

-

Join Bryan on Wednesday, September 3, 2025 at 12:00 pm ET for Sales Playbooks Don't Work if Nobody Uses Them. Register here.

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

And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.

Bill Caskey and Bryan Neale tackle a challenge every sales professional faces: how to properly prepare for sales calls in today's digital landscape. Sparked by recent conversations with VPs of Sales about their teams going into calls "cold," Bill and Bryan break down their proven preparation framework that combines traditional research methods with cutting-edge AI tools.

The guys emphasize that your "lane" as a sales professional is widening—it's no longer just about conducting meetings, but also about mastering digital research tools. As Bryan warns: "AI won't replace people that use it and learn it, but the person who competes against you and knows how to use it will beat you."

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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

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

In this solo episode, Bill Caskey tackles the growing trust crisis facing sales professionals today. Drawing from recent research showing declining trust in businesses and institutions, Bill explores why prospects automatically assume you're going to lie to them—and why they're probably right to feel that way.

He shares four practical levers you can use to build trust and stop destroying it: stop selling and start understanding, be willing to walk away when the fit isn't there, prove value before pitching, and lead with proof instead of promises. Bill emphasizes that every interaction either builds or destroys trust, and in a world where everyone assumes dishonesty, the person who proves their trustworthiness first and fastest wins.

FREE OFFER! Download the audiobook version of "12 Bold Moves" now. Go to http://12boldmoves.com/audiobook to get your copy.

If you'd like to talk to Bill about your team, go to http://scheduleacallwithcaskey.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 now.

In this episode of the Advanced Selling Podcast, Bill and Bryan give listeners an exclusive preview of their upcoming Insider program session on building a "platform of authority." They explain how every sales professional needs a platform where they can share valuable insights and establish themselves as an authority figure in their field.

The guys discuss what constitutes a platform (podcasts, LinkedIn, speaking engagements, client dinners, or even informal meetups) and how authority comes from consistently delivering value to your audience. You don't need to be the world's best at something - you just need to stand slightly above the crowd by sharing useful observations from your unique position in the marketplace.

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

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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