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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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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