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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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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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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