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Most business planning workshops start with vision statements and call quotas. But Bill argues there's a critical block missing from that equation: personal development. In this solo episode, he breaks down Block 8 from his 2026 Business Planning Strategy—the piece that asks not just what you need to do, but who you need to become to achieve your goals sustainably.

Bill covers four essential areas: AI literacy and staying current, personal branding and findability, digital marketing fundamentals, and systems thinking. But the real question driving this episode is deeper: Who do you need to become in 2026 to execute your plan without grinding yourself into the ground?

If you're planning for 2026, this episode challenges you to think beyond behaviors and quotas to the spiritual and personal dimension of sustainable success.

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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

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Last week, Bill and Bryan covered mental discipline—getting your head right. This week, they shift to operational discipline: the actual behaviors and systems that high performers use to win.

This isn't about overhauling your entire life. It's about looking at your current operational system and asking: Is this working? If yes, keep rolling. If not, tweak and modify.

Bill and Bryan break down five operational disciplines they see in top performers: committing to writing and idea capture, valuing time appropriately (what's your dollar-per-hour rate?), connecting daily plans to annual goals, feeding and nurturing networks, and continuously learning new technology.

This is Part 2 of the Discipline series. Catch Part 1 on Mental Discipline if you missed it.

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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

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Bill and Bryan tackle mental discipline—but not the way you'd expect. Instead of rigid rules and forced habits, they reframe discipline as the inputs that create freedom, not constraints.

In this first part of a two-part series, they explore the mental shifts that separate high performers from the rest: quieting your mind, embracing possibility thinking, getting comfortable with failure, and continuously feeding your growth. You'll discover why discipline isn't about forcing yourself to do things you hate, but about setting up inputs that naturally lead to the results you actually want.

If you've been avoiding "discipline" because it sounds like punishment, this episode will change how you think about it—and help you build the mental game that drives real sales success.

Part 2 on Operational Discipline drops 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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In this episode of The Advanced Selling Podcast, Bryan Neale sits down with sales compensation expert Chris Goff, better known across the industry as “The Sales Comp Guy.” With deep experience in sales operations, territory optimization, and comp plan design, Chris brings a rare, holistic perspective to one of the most emotionally charged topics in sales: how sellers get paid.

Together, Bryan and Chris unpack why compensation plans create so much tension, how leaders can design them with clarity and intention, and what great sellers do to maximize their earnings. Chris explains the psychology behind why salespeople often distrust comp plans and why that instinct is actually a sign of a strong seller’s mindset. He also breaks down the essential metrics every rep should analyze on their own, from deal size to win rate, to truly understand how their plan pays them.

On the leadership side, they explore the most common mistakes organizations make when modifying comp plans, and how vague or poorly communicated intentions can unintentionally drive the wrong behaviors. Chris emphasizes the importance of “proximity,” (ensuring the reward is as close as possible to the action,) to keep teams motivated, aligned, and engaged.

This conversation offers a refreshingly clear look at how great compensation plans get built, how sellers should navigate them, and how leaders can remove the unproductive “us versus them” dynamic that often surrounds pay discussions.

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

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Part two of our macro vs. micro skills series—and this one gets tactical.

Bill and Bryan dive into the small, incremental skills that most salespeople overlook but that separate pros from amateurs. These aren't the big-picture capabilities; they're the in-the-moment moves that determine whether your sales calls actually go anywhere.

The guys cover the courage to stop and clarify when something's confusing, the power of numeric calendar values (no more "let's connect next week"), putting time parameters around everything, and the art of reviewing before you hang up. Plus: why you should set a five-minute warning alarm on every sales call.

The bottom line? You can't assume people know how to conduct themselves in sales conversations. These micro skills matter—a lot.

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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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Most salespeople waste their first meeting covering basics that could've been handled beforehand. Bill introduces a game-changing digital asset: the introductory video—a 5-minute pre-meeting video that positions you as a credible problem-solver before the conversation even starts.

In this episode, Bill breaks down the exact structure of an effective introductory video, including the hook that grabs attention in 10 seconds, how to tell your story concisely, the three industry headwinds your prospects face, your process for solving them, and the mindset shifts clients need to embrace. He also shares why most sellers won't do this (it requires actual work) and why that's precisely your competitive advantage.

If you're tired of first meetings that feel like interrogations or product pitches, this framework gives you a smarter way to start every relationship.

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

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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.

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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